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[ # ] Experience + Knowledge = More Certainty in Sales
April 18th, 2007 under Business Development, Sales and Marketing

In the middle-ages, when people didn’t understand something they either put it down to an act of The Gods or superstition. As science explains more and more we seek to control more of what happens by being better informed.

In sport, we see the weaker teams leaving a number of things to chance rather than being better prepared and experienced to know that its not luck that wins games.

In Marketing and Sales, the more experience and knowledge we have of the solving the needs of a market then the more certain we can be in selling solutions to that market.

Its not chance that understands how to win sales with the least effort and in the shortest time. Its not chance that understands the market, how to reach clients and effectively progress the sales process.

All along the sales generation process there are many hurdles and they can be very different for different types of sales. New concepts and products bring their new challenges. These challenges are in understanding what it takes to generate optimum revenue, from defining the offering, making the sales and down to creating satisfied customers and building a track record.

I had a view ten years ago that so much of marketing and sales was about chance. Now I see that was totally incorrect and inexperienced. Today I have a view of what is certain with still many areas of uncertainty left a little to chance.

I’m looking forward, impatiently, to replacing chance and uncertainty with near certainty in marketing and sales as we gain more experience and knowledge of our market.

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[ # 2559 ] Comment from Brendan Lally [April 27, 2007, 10:28 pm]

Donagh,

The key is 2c things from the customers point-of-view and try n put yourself in their shoes. Often not very easy as there’s often stuff left unsaid thats in their minds.

I like …view of what is certain and precise with still many areas of uncertainty left a little to chance.

[ # 2580 ] Comment from Donagh Kiernan [April 28, 2007, 10:28 pm]

It’s great to deal with mature knowledgeable buyers who are happy to provide honest feedback and make decisions.

Indeed Brenan, listening is the most important thing we can do in an effort to constantly improve, especially for the things that are unsaid.

[ # 3209 ] Comment from Tomme Stevenson [May 15, 2007, 1:35 pm]

We live in a victim based society. Read, listen or view any media concerning “news� events and you will hear the undertones of “things outside their control�. I remember on one visit to prison (on visitation) an inmate stating “if you keep putting yourself in a position that going to prison is a potential outcome, then eventually you will go to prison�. Those who don’t want to take responsibility for the outcome keep the concept of leaving things to chance, alive.

Sales done right is very predictive, maybe not on the micro-level, but certainly at the macro-level. We must first stop to understand our client’s needs and the value of meeting those needs. In doing this we establish a basis from which we can do business. If our solution truly does solve their problem and the cost is less than the value they have put on their problem, again we have established an environment in which doing business is possible. If we do this often enough then eventually we will do business.

Capital money can always be diverted to buy a new warmer in the company cafeteria due to an outbreak of botulism. A good project will always find funding, even in these circumstances. Build a legitimate business case, do it repeatedly and repeat the results of preparation.

“Winning is the Science of being prepared.�

[ # 3210 ] Comment from Donagh Kiernan [May 15, 2007, 3:14 pm]

It indeed is a question of “to what extent you are willing to take responsibility or are you happy to be a victim and blame circumstances outside your control�.

Accept responsibility and learn to navigate realities towards what you define as success.

“…we have established an environment in which doing business is possible.� – I like it.Complete, simple by comprehensive.

Effective sales is a very solvable and predicable problem. The challenge is in effectively gathering all the relevant information to suit your business.

[ # 3833 ] Pingback from Market Leader - Technology Sales and Marketing blog » Reality is your friend, when appreciated [May 29, 2007, 9:09 pm]

[...] To carry on the theme of certainty from a previous blog post, facing reality allows us to plan for making the best of it. Being more certain is about leaving less to chance or luck. Reality is the best basis to build our plans on. (Definition of Reality: When you stop believing in it, it’s still there) [...]

[ # 14859 ] Comment from Btb Sales Training [July 9, 2008, 5:18 pm]

Excellent post. Keep up the good work

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