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In this podcast we interview Jeff Galas the president of onPurpose Growth. We will discuss an alternative to sales quotas.
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In This Episode
Jeff and I discuss an alternative to sales quotas.
- Explain the downside of quotas
- Ways to measure sales professionals by tying seller motivations to corporate goals
- Two things non-sellers should focus on when promoting their business
Items of Interest
In this podcast we referenced the following:
- Jeff Galas’s company is called OnPurposeGrowth
- We mentioned the famous Stephen Covey quote from the 7 Habits of Highly Effective People. “Seek first to understand, before being understood”
Breakthrough
Jeff’s advice for small business professionals on sales:
- Seek to understand your customer
- Provide and match your service to what they need
If you do these two things, sales will come much easier because
- you’re talking in their language,
- you’re talking to their needs
- planning against those need .
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What do you think?
This episode squares with my views on sales in that’s it’s fundamentally a matchmaking process. And when you take the mindset of research scientist to understand the needs of of prospective customer versus trying to “Talk” someone into buying your stuff, it completely changes the tone of the conversation from one of being pushy, to one of being helpful. .
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