Are Your Q2 Revenue Projections Fact or Fiction?

Woman standing on a cliff edge with her arms raised in victory.
Presentation Best Practivs from Timkubiak.com Keep Your Slides Simple
Listen. A Selling mistake Not listening to your customer is a far too common error.

Hope everyone had a safe and great long weekend. Last week on the site we had Mason Bendigo from the Breathin’ Air podcast on as our guest in a don’t miss episode where we talked about how he found his way to settle in as he moved to new places as a kid, the role college athletics played in getting him ready to be a professional in medical device sales and of course his amazing and insightful Breathin’ Air Podcast.

Happy Selling,

TK

Fact or Fiction? Assessing your Sales Situation

With Q2 coming quickly to a close, you may be wondering what deals will really come in and which deals won’t. Here’s a little something to help you and we’re here if you need us after checking in to see what business is fact or fiction.

Do you believe out Definition of Selling?
Selling is 
Understanding what the customer needs and wants. 
Being Brutally honest about your ability to meet of exceed their expectations. 
If yes are you better than any competitive alternative 
if No. Do you have the ability to influence what they need and want.
If you believe fist and foremost in out definition of selling here a self assessment of reality (be brutally honest with yourself). On your top must win deals can you answer Yes, Maybe or No to the following questions.
If you have all yes. go close the deal and take the commission
If Maybe go engage with your contacts at the customer and find out
In No either commit to changing your position in the deal or get it out of your pipeline.

Can You…	Yes	Maybe	No
Identify the most important individuals (3-4) who are engaged in the buying process
			
Identify each individuals role in the buying process
Approver
Decision Maker
Influencer
Coach			
For each individual, 
confirm the key buying criteria
 expectation levels
 and weighting of importance
			
Using the Perception Index (PI)
determine how your solution meets each buying criteria and customer expectation level (CEL)
			
Using the Perception Index (PI)
determine how each competitor’s solution meets each buying criteria and customer expectation level (CEL) 
Prioritize top 3 competitors
			

No Matter What Keep TimKubiak.com as a resource
and +1 914 772 7637 number on speed dial.

This Week on YouTube

How to Build and Maintain Relationships

Bowties and Business Podcast Features Dominick Domasky of Motivation Champs

Dominick has an amazing story. It literally goes from a failed business and the climb out from under that debt to a successful publisher with several stops in between that included selling advertising, commercial insurance, and pharmaceuticals.  

Be sure to listen to his message and mission of sharing positivity 24/7.

Listen and Subscribe on Spotify

Apple Podcasts  

Google Podcasts! As well as Overcast, Cast Box

How to Sell in the Covid World- Trends, Budgets, and Opportunities

Register today to attend the Vectra Ai 60 minute “Selling in the Covid World” webinar next week, where I will be presenting along with my friend and their channel leader Jessica Cuoto.

Session Description

The world has changed in previously unthinkable ways in the past 60 days. For the IT community, OEMs, and channel partners those shifting business that is equally true. Clearly some areas of Tech are losing out, while other areas are having unprecedented growth and will continue to accelerate. Partners are feeling pressure like never before. In some cases it’s a financial strain, while in other cases it is meeting customer expectations. In this session you will get a view of “what we know has changed” based on real world feedback from countless interviews with peers in the industry and end user decision makers. Drawing on that feedback you will be given insight into strategies and tactics used to navigate that new landscape, ways to identify changes in the end user’s buying process, and strategies to get projects prioritized.

Things Worth Checking Out

Competing with Amazon

While many industries and businesses are looking for ways to avoid being in competition directly with Amazon, Lidl’s parent company Schwarz Group has taken a different approach and launched their own platform to compete with Amazon Web Services (AWS).

Digital Transformation – What is the Future of Automation

Often when McKinsey offers a position it is widely regarded, as they are often leaders in all they touch. Clearly as they state in the piece, online sales are driving the demand for lower cost and elimination of humans in part of the logistics process.  

https://www.supplychaindigital.com/logistics/mckinsey-what-future-automation

The Internet of Things (IoT) and other forms of automation aside, I’m still left with the question on the willingness or ability of all but the truly high volume companies to go to the extreme in terms of warehouse automation.

Getting Your Geek on with ITIL

A friend studying for an exam reached out and started a conversation about ITIL, which is a library of volumes describing a framework of best practices for delivering IT services. If you are into geeky history, the evolution and reason for this lexicon is fascinating.

https://www.cio.com/article/2439501/infrastructure-it-infrastructure-library-itil-definition-and-solutions.html

And if not, perhaps it will help you sleep.

Leadership

HBR offers the importance of “Why” when leading rather than just the what and the how.

https://hbr.org/2020/05/good-leadership-is-about-communicating-why?utm_medium=social&utm_campaign=hbr&utm_source=twitter

Tim Kubiak

Business Geek, Nomad, Aging Metal Head, Nerd, & Coffee Addict. plus the only big guy at Hot Yoga with 25 years of Sales and Leadership experience in organizations of all sizes.

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