I have lots of friends in sales. They sell everything from merchandise (cars) to services (staffing events) to ideas (data analytics). Communicating with my friends in different industries gives me incredible insight: I am able find commonalities in these various business settings that weave a strand of competence and success across all industries, including mine.
This summer, I attended a two-day executive sales training in Atlanta. The training’s purpose was to teach us how to hunt and close transformational deals – deals that many only dream of. Imagine your career skyrocketing to new heights. Visions of Elton John’s “Rocket Man” dance in your head. These are deals that transform one’s career and forever change the course of a company.
What did I learn at said conference? How to better write a killer value proposition that wins business and changes our company.
What did I already know about value propositions?
Topics: value proposition
I’ve never been much of a follower. As a kid, I was called “unique,” which was a euphemism
for “weird.” My sisters excelled at soccer, basketball, lacrosse and track. My father wanted his daughters to compete — learning life’s tough lessons on the field or court — but I became a cheerleader instead. I think I caused my father’s early-onset baldness. I liked forging my own path. Following the rules and doing what everyone else did was not for me.
I'm currently reading Stu Heinecke's book "How to Get a Meeting with Anyone." Stu is the guest on a sales training program I listen to occasionally. He is a cartoon artist who draws personalized cartoons to secure meetings with business owners and CEOs. It works. Big time. His secure-a-meeting ratio is through the sales ceiling. And his closing ratio is pretty darn impressive, too.
I used to suck at writing. I was expected to be a good writer, given my dad's profession. My dad is an English teacher and writer. (Yes, free editing is a perk. How do you think my writing sounds so darn good?) One would assume that my skills would be at least semi-proficient because I had always been around creative people and writers. Really good writers.