My Biggest Sales Mistake Cost Me Years of Growth

Описание: Building a sales organization inside my consulting services business was one of the hardest things I had to do. I tried different formats, different roles, different people. Regardless of the pedigree of the person, I struggled until I realized what I was doing wrong. Once I realized what I was doing wrong and what I was ultimately looking for, things begin to click.

In this video, I will share what role I would hire first as part of a sales organization inside an IT Consulting company, what information I would collect and share with the person in the role, how I would leverage AI today and how I would integrate the sales function with another critical function in the business.

It took me a while to figure out how to grow sales and add the right people but once I did, it changed the game and produced the results needed to make the business attractive to others, allowing me to sell and exit.

0:00 Intro & Channel Overview
0:45 The Consulting Firm Sales Model
1:30 The Danger of Hiring "Big Company" Salespeople
2:30 Map Your Sales Process First
3:30 What Are They Selling?
5:00 Customer Segments & Decision Makers
6:00 Case Studies & Success Stories
7:15 The AI Opportunity
8:30 Your Consulting Delivery Framework
10:30 Team Roles in the Sales Conversation
12:00 Heather — The Ideal Salesperson Profile
13:30 Sales Enablement Materials
15:00 Financial & Business Cycle Literacy
17:00 Who Do You Hire First?
18:30 Heather & Georgia — The Dream Team
20:30 Integrating Sales with Your PMO
22:30 Growing Within Existing Accounts
32:30 Closing Thoughts

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