Sales Director Central

Friday is list day... Here are the 7 most common sales leadership errors we see — and the 7 strategies we use instead.     Sales feels like a slog. Why? Because these mistakes are holding you back:   1. Selling is telling. You talk at people about your product. 2. You focus on your sales process. After all, you’re the one selling. 3. You pitch to anyone. You’re eager to show off your solution. 4. You rely on a standard demo. It’s efficient, right? 5. You use a proposal template. It saves time and effort. 6. You “hope” to hit targets. Modest growth feels acceptable. 7. You assume reps know what they’re doing. You hired specialists, didn’t you?   Revenue is hit and miss. Reps come, reps go.   You want revenue consistency. You want successful reps who stay the course.    What if you could have consistent revenue and successful, engaged reps? Do the 7 things we do below 👇   1.    Selling is listening. Understand your customers’ problems. 2.    Focus on their buying process. You are helping them to buy after all. 3.    Qualify everyone. Only pitch to those that are qualified in. 4.    Understand the customers' problems. Show how you solve their problems. 5.    Proposals are customer focused. It’s not about you; it's about solving their problems. 6.    Plan to exceed your target down to the rep/customer level. Monitor and move. 7.    Ensure the reps have a proven sales framework in place. Reps thrive with structure and support.   Which mistake do you want to explore? Drop a number (comment or DM), and I’ll break it down.  P.S. Definition – SALES PROCESS - Steps logged on the progress of a deal eg Lead --> SQL --> Proposal --> Shortlist --> Win. Focus more on the buyer. 📌 P.P.S. Definition – SALES METHODOLOGY - Approach on qualifying and winning deals eg BANT, TAS, MEDDIC, Challenger). Get one.📌   P.P.P.S Definition – SALES FRAMEWORK - A structure & system that guides (processes & templates) how the sales function in the business operates eg PAMICE (pamice.com). Get one.📌

When you’re a CEO, trust is the foundation of your relationships, with your team, your clients, and your stakeholders. But trust isn’t built overnight, and it certainly isn’t built by being who you think others want you to be. Authenticity is the key to earning and maintaining trust. When you lead with authenticity, you show up as your true self. You communicate openly, share your intentions clearly, and acknowledge your own vulnerabilities. By being honest about challenges and celebrating successes with genuine emotion, you create an environment where others feel safe to do the same. As your Empathetic Mentor, I will support you to show up authentically. This will help you build trust as you demonstrate integrity and consistency in your actions. When your team knows you’ll follow through on your word they will be more committed. If you’re ready to show up authentically, book in a session today – [email protected] #empatheticmentor #ceojourney #trust #showup

Tech Founders, is lead gen an issue for you? When we engage with a new client, lead gen is always in the top 5 issues to be addressed. I’m planning on sharing some more information on this in a coming post but I’d like your input before I go any further. If you'd like to, answer this extra credit question in the comments - Can a sales rep ever have too many leads? Sell well #salesframework #pamice #founders

One of the top 5 questions I get from Tech Founders is “How do I get myself out of sales?”, which comes with negative feelings towards selling, and/or a genuine desire to grow the business without sales being dependent on you. You have probably tried to 1. Hire sales reps 2. Hire a full-time sales leader 3. Hire a sales consultant 4. Do some Sales Training 5. Spend money on marketing - Lead gen, Website, Brochures, Events How did that go for you? Still running sales? Ever thought about a fractional sales leader to bridge the gap between you owning sales and the expense of hiring a full-time sales leader? I explore this last question in this article. DM me if you want to discuss. #salesleadership #techfounders #salesframework #salesstructure #pamice https://lnkd.in/gjgpx_DP

In today’s episode of the DevReady Podcast, Anthony is joined by Paul Sargeant, the Co-Founder of Sales Director Central. Paul’s insights are truly invaluable for tech founders and businesses looking to scale their sales efforts.   In the episode, PaPaulul outlines the critical importance of aligning sales processes with the buyer’s journey. He emphasises focusing on value over features and setting up a robust sales framework to fuel sustainable growth. His 75-point sales blueprint helps companies refine and scale their sales operations for long-term success.   If you're in the early stages of your business or ready to scale, this episode is packed with actionable advice and proven strategies from a seasoned sales leader.   Find the full episode and links in the comments! 👇 #SalesLeadership #ScalingBusiness #TechSales #BusinessGrowth #DevReadyPodcast

In complex sales, it's not just your immediate contact that matters. Did you know up to 40 stakeholders could be involved in the buying decision? Join us this Thursday, October 3rd on the DevReady Podcast as Paul Sargeant, Co-Founder of Sales Director Central, shares insights into aligning your sales process with the client’s buying journey for smoother and faster results. 💡 Bonus: Paul is the person to reach out to when it comes to helping your sales team close deals more efficiently! 🏆 The links are in the comments! #SalesStrategy #B2BSales #Podcast #BusinessGrowth

Technical #Founders, when making your first #sales hire and need to know the Do’s and Don’ts, the first “don’t” is “don’t ask AI for the Do’s and Don’ts". Here’s the lived experience Do’s and Don’ts (those that made the shortlist). Do’s… 😁 Hire a professional sales recruiter to find a shortlist of sales reps who are not looking for a new job. 😁 Have a clear commission plan that incentivises the new hire and also makes your business great margin on each new sale. This will make you love paying commission. 😁 Look for the sales rep who ask the best questions, listen with intent, and take good notes. Trust your gut instinct in this process. 😁 Prioritise cultural fit and industry knowledge over swagger and extroversion. 😁 Establish a #salesframework that includes clear expectations on the new hire and supports the operation and performance of the sales team. 😁 Empower them with your stories and your clients’ stories of success with your product. Ensure value is clearly understood with current clients and prioritised in the sales process. Don’ts… 😮 Get caught in the trap of looking for your idea of a typical rep. This is either a “mini me” or the pushy, extrovert talker. Those reps interview well because they have a lot of practice at it. 😮 Hire and leave them to fail. They are not a knight in shining armour. They need support. Would you buy a racehorse and then send it out to race without any support, training, preparation etc? 😮 Overemphasize product features and functions training. 😮 Underestimate the onboarding effort nor the time to land that first deal. 😮 Have a poor commission plan that ends up being a disincentive. There are many more of course, but consider these do’s and don’ts, and talk to me, before you go out and hire. #pamice