))
MMS #102 - Scaling Success: Lessons from the Frontlines with Eric Watkins
Manage episode 438343376 series 3392472
Content provided by Tom Burton, Brandon Lee, Carson V Heady, Tom Burton, Brandon Lee, and Carson V Heady. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Tom Burton, Brandon Lee, Carson V Heady, Tom Burton, Brandon Lee, and Carson V Heady or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
In this energetic episode of Mastering Modern Selling, we dive deep into sales innovation and modern practices with Eric Watkins, a dynamic sales leader who embraces contrarian thinking to redefine success in sales.
Eric shares insights that challenge traditional sales strategies, focusing on the power of process, leadership, and differentiation.
- Challenge the Status Quo in Sales
Eric emphasizes the need to rethink outdated sales tactics that may not have ever worked.
Sales leaders must be willing to dust off traditional methods and adopt new, innovative approaches tailored to today's buyer-centric market.
- Value-Driven Discovery Calls
Most discovery calls focus too much on the seller, leading to boring conversations.
Eric advocates for value-driven discovery calls, where the focus is on the buyer's needs, not on selling, leading to more meaningful engagements.
- Sales Processes Over People
Eric argues that successful organizations are built on robust processes, not just hiring great salespeople.
While talented salespeople are important, having a strong, scalable process ensures success, even with turnover.
- Embrace Continuous Learning and Maturity Assessments
Eric introduces his Sales Organization Maturity Assessment, a tool designed to help companies understand where they stand in terms of sales maturity.
This assessment provides actionable insights on how to transition from a basic sales department to a high-performing sales force.
- AI and Social Selling as a Necessity
In a world increasingly driven by technology, Eric highlights the need for salespeople to embrace AI and social selling techniques.
Sharing relevant content and engaging with prospects online are critical for establishing thought leadership and trust.
Eric's contrarian approach to sales invites leaders and sellers alike to question old practices and embrace a modern sales culture driven by process, value, and continuous learning.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter
99 episodes
Share
