Ep. 043 - S.A.S: Sales Acceleration Secrets with Founding Partner of Smart/tasking, Niall Anderson
The key to making more sales is a complex, evolving art, and while nobody needs to be told the value that sales bring businesses, everyone wants to know how to achieve more…
Joining us on The Company Doctor Podcast to unveil the secrets to sales acceleration is a bright mind and exceptional optimiser - Smart/tasking Founding Partner, Niall Anderson.
This episode of the show promises to dive into why the ‘coach’ is always accountable, collaboration & co-creation are indispensable, and how to create likeability in your business relationships.
Key takeaways from this episode:
Qualifying well is essential
Differentiate and disrupt
Be open to collaboration and co-creation
Gary Gamp: https://www.linkedin.com/in/garygamp
George Clode: https://www.linkedin.com/in/georgeclode
Niall Anderson: https://www.linkedin.com/in/niallanderson/
Smart/tasking: https://www.linkedin.com/company/smarttasking/
Highlights:
“Selling is based on relationships, and I do believe people buy from people, but they buy from people who they trust and can create a value they recognise and work together on.” - 5:40 - Niall Anderson
“I think the pandemic just accelerated the evolution of clients as they develop their own way to monetise what they actually do, by using technology and really embracing new ways of working.” - 9:55 - Niall Anderson
“Are you actually coaching your sales team on their journey, or are you just asking, when's the deal going to happen, what's its value and is in the forecast? It doesn't move the dial. We need to coach salespeople, test them and learn in a safe environment.” - 11:00 - Niall Anderson
“I'm old enough to remember the days where we didn't have all the tools available to us now, right? So I think there's no excuse in the modern way of selling not to know what's going on with any particular business.” - 14:00 - Niall Anderson
“The predominant drivers for the client is always where I want to start, then I want to really test out their appetite for change.” - 22:05 - Niall Anderson
“I think you need to focus on the data that's most important, but do it in a practical and pragmatic way. Otherwise, you end up with too many bits of information. You may turn it into a great sales plan, but you never actually go and execute against it.” - 25:45 - Niall Anderson
“Most importantly, if a client won't allow us to collaborate with them and co-create a solution, I already know that we're on the back foot.” - 28:30 - Niall Anderson
