Justin Tucker

CMO

west

Do’s and Dont’s

of Sales

Right activities,

right people,

done enough times

in a compelling way.

Do embrace marketing

Don’t think that great marketing can replace great sales

Do believe you can influence a decision

Don’t settle for second place

Do practice

Don’t think practice makes perfect

Image (someone practicing piano)

Do focus on effectiveness

Don’t focus on efficiency…first.

Image (Keep, start, stop)

Do measure everything

Don’t forget to set expectations

Do overcome objections

Don’t validate objections

Do manage behavior

Don’t manage to results

Do use results as an indication the behavior is correct

Don’t believe in outliers

Do find a way to be compelling

Don’t keep saying the same things when they aren’t working

Do create focused targets

Don’t go on your paper route

Do get uncomfortable

Don’t do just the easy stuff

Do focus on process

Don’t focus on products

Do ask questions

Don’t talk to much

Do express gratitude

Don’t stop being paranoid

Do work on your craft

Don’t wing it

Do focus on value

Don’t focus on just relationships

Do set goals

Don’t be to rigid

Do work your disciplines

Don’t get distracted

Do listen and ask for feedback

Don’t be reactive

Do ask for the order

Don’t forget to ask for the order

Thank You