Listen: Mike Simmons, Twitter, Scott Ingram discussed on Daily Sales Tips
"Mike Simmons is the founder of catalysts sale a full service sales operations and enablement consultancy here. He is with today's tip less time. We talked about the customer journey, and we mapped it out on this whiteboard that I'm sure and you could see the one note if you're watching the video if you're not watching the video make sure you take a look at the video on Scott site today. We're gonna talk about the sales rep process. And now, this is not your sales process inside your organization. This is not what the company uses to create predictability and your revenue stream. This is how you go out and execute on a daily basis when it comes to figuring out what that. Execution looks like you should be able to identify some general patterns in the work that you do. And that's the first thing that it will start with Scooby identify. So the first thing we wanna do is. We want identified the person who we should be speaking with right? This person has a pretty big head. But this is the person that we want to talk with we can identify that person by either finding among length Dan, finding them on Twitter going to the about us agents at a company site looking at the leadership inside Morgan ization going through your networking process. Heck, maybe your company has an inbound process, and they do some great content marketing, and you're seeing all of that content. Those leads come into the organization with the first thing you want to do is you've got identify that person or that organization whom you speak with once you've identified them. Then you moved to this next step, which is engage. So engage now engagement could be. A number of different things. I mean, this could be we're to go to Twitter and we're getting age with them on Twitter. We'll get you all the social selling stuff. Not a big fan. I I do think it's important to use those resources to get better sense for who people are human beings. But I'm not a big fan of fake engagement on social media with the purpose to sell something at some at some point in time. That's not that's not transparency that's not being authentic. So let's engage. Let's just say that the first time we engage with someone. It is the the phone. Maybe it's an Email and were able to set up some kind of a meeting. So let's say the first time we engage with them. It's an Email that we send out and we ask them for some time guy. So the first thing we do is we establish some clear next step some things that some some general objectives swagger, go ahead and establish objectives. Or? Next steps you can look at that. Either way in. This instance, are objective is to is to get a meeting. So we communicate out to the prospect we established next steps. And then we call them to action. The next thing we do is we try to get them to move from where they are today to where we want them to be where we liked him to be so agreed to a meeting, maybe except that meeting invitation. So the next piece is called to action. Call to action is a bit more direct than this established next steps piece, but she can see where you've been we've identified a person we've engaged with them. We've established some general next steps or objectives. And then we've called them to action. And then this just loops right around where we engage with him again. And we engage with them again. Maybe it's on a meeting. Maybe it's an actual call that we're doing maybe it's a maybe we're going to launch. But we're going through this constant looping process. Yes. And at over time, you continue to make progress further and further up the mountain that you're climbing or further and further down this sales process. I think this we talked about the board game before or we talked about the game of life in. This instance, what I'm thinking about is. What is something like monopoly where you've got to go around and around in circle you've got to go through these gates over and over again, and in some sales cycles, you may end up having to go through those gates thirty times you have to make thirty laps. But this is a looping process that you have to go through each stage. And before you know, what you're gonna do is should find out that you're identifying more and more new people, and then you're just getting into the process of working with your new people again. But remember you want to identify you want to engage you wanna establish next steps to call them to action and then go through the looping"