The lessons are –
1). Base your strategy on data.
2). Develop detailed action plans
3). Set goals that build excitement and conviction.
Why are the above lessons important? Because too often many sales and marketing teams are winging it, rather than developing a solid strategy based on facts and reality. Sure, sometimes you need to trust your gut. It’s always good to experiment. But it’s also a good idea to take a hard look at the facts, brainstorm, and come up with some solutions. Put it down on paper. Review it. Get a consensus and move forward. And have some enthusiasm for whatever you do.
It’s also a good idea to bring your sales team in the process. Sometimes decisions are made behind closed doors by upper management, but they don’t seek advice from some of the smartest people in the company – their sales team. After all, it’s the sales team that is serving on the front lines every day. They, more than anyone else, have a good handle on how clients are feeling, and what problems they are trying to solve. In short, they are taking the pulse of their industry.
Here is his video below –