The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 4 years ago

What Sales Executives Need To Hear To Improve Results

ABOUT THIS EPISODE

Peter Philpott is a Managing Partner with Value Prime Solutions and has been a sales executive for over 30 years, running successful teams at Kodak before becoming a sought-after sales enablement consultant.

In this interview, we discuss Peter's background and dive into the three things his experience has shown him are critical for sales executives to be aware of in order to improve their results.

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Podcast Blog Link: http://www.b2brevexec.com

Value Prime Solutions: http://www.valueprimesolutions.com/

Chad Sanderson - LinkedIn: https://www.linkedin.com/in/chadsanderson/

Welcome everyone to the B to b RevenueExecutive Experience, I'm your host chat, Sanderson and today we're goingto be talking to managing partner value. Prime Solutions, Peter Phil Pott he'sgoing to spend some time telling you about his background and let revenueexecutives out. There know the three things they really should be payingattention to that. For some reason they just aren't hearing we're listening to the BTB revenueexecutive experience, a podcast, dedicated El Executives, train theirsales and marketing teams to optimize growth, whether you're looking fortechniques and strategies wore tools and resources that you've come to theright place. Let's accelerate your growth in three to one. Today we havewith US Peter Phillpott, who is a managing partner with value primesolutions, and this is an opportunity for us to expose you to some of thetalent pool that you can work with in value, prime solutions, but also allowPeter to express you know the top three things that revenue executives shouldbe hearing but they're. Not So. First,...

I want to welcome computer. Thank youvery much for taking the time to be on the show today. HECA. Well, thanks it'sgreat to be here, I'm looking for to our conversation, excellent. So, let'sstart with the obvious question: Let's start about your background and how yougot into sales? Well, Chad. You know funny o mentionthat, because I recently was thinking way back and Iactually had a summer job as a paper route, and I love that summer. Job andI started making money selling stuff and I've been doing it ever since I've spent my whole career and a longen in business to business, saling selling graduated to sales management, a a fewmarketing jobs along the way was BP, a marketing for a firm, and my last official job was VP ofsales for North America for a fortune one hundred company, and- and that'swhere I met George Cabina, who you know from value, prime solutions, and heintroduced me to the value selling...

...framework and that pretty much changedmy life and that that was about twenty yearsago. So I implemented the value sellingframework for my entire team of over two hundred people through NorthAmerica, with greave success and and then about fifteen years ago. I started facilitating value sellingframework programs myself and the rest is, they say, is history, so it's been along and a very interestingcareer and really enjoy working with different companies to help them bemore successful in Gork and growing their revenue. Excellent. It's one ofthose things that I think all of us have a tendency to share. Is that onceyou've been exposed to the VIC aline framework and you actually use it notjust like Sitt in a classman okay, I check that off box wit, you actuallyuse it. It is a bit career, an life altering. I mean David Chats Expressthe same thing when I talk to him so interesting yeah. Well, you know I gotcame from a very, very technical...

...selling background and in fact, when I went through traininginitially it was. It was several months of theintense traiding and I think, embedded in that training was were two days ofactual selling training, months and months of technical stuff.So for me to actually turn that that sales team around andgetting them to focus on customer issues and customer challenges was, itwas t was, was a major event, but we were able to do it through valuesellingand it work, and you know I've. I've been an advocate of the valleysellingframework ever since excellent, and so you've been doing it for fifteen years.So in that course of that that experience is there a humorous or enlightening story fromyour experience with implementing the Vice Ling Framwork with all thesecompanies that you'd like to share? Well, you know it's a really recent one in that long.Fifteen year, history with the...

...valueselling framework just happenedthis summer, and it was one of my it's a funny story. Now it wasn't funnyat the time, by any stretch, the imagination, it was your basicfacilitators worst nightmare. The program was in Rhode Island and Ihad set all the materials ahead to this hotel in Rhode. Island made my way flew into into the airport. There droveto Newport checked into the hotel check to see if the materials were there,everything was there. Everything looked great, I went and visited the meetingroom just to make sure the setup was exactly the way I had had asked for itto be than it was the meeting room looked perfect. It was set up exactlythe way I was looking for and then I get up in the morning. I always getthere early to make sure everything's going to work well and there's no onethere to help me and then there's no one there at all and then no one showsup at all for the for the training and I'mthinking. Oh, this is not good and I...

...finally was able to make contact withthe key people in my customer pace who I was working for and there had been ascrew up at theirind. Quite frankly, and not my fault, but the programwasn't in Newport, it was in providence O, so I had to get in my car load. Allmy stuff in the car get all the materials and the program started alittle bit late that day and and the bizarre thing is that, atthe end of the day, when I thought we were going to run ajust a little bit long to got to make up some time right at five o'clock,there was a fire alarm and the hotel at the entire hotel was aback. So that wasthe end of the program for that day. But Anyhow, the program was verysuccessful. Despite all of the problems we had, but Murphy clearly showed upthat day. I'll tell you, oh my God, wellit sounds like Hou recovered. Well,though, yeah worked out really well. It was oneof the better programs. This summer there is no one size fits all solutionfor optimizing, your sales and...

...marketing organizations. Yet how yousell and market is a tremendous differentiator value. Prime solutionsuses proven formulas in frameworks with a customized approach, to increase yoursales and Marketing Roi to learn more about how we can help you visit value,Prime Solutionscom, excellent excellent. So when you think about revenueexecutives, outthere that are struggling with, you K, wenabling theirsales teams to be more successful these days. What are the three things thatyou think they need to hear that, for whatever reason they just aren'thearing or paying attention to maybe they're just ignoring or overwhelme?What would be the first one that you would tell revenit revenue executive?They really need to pay attention to well. You know, I think, right off thebat and right up front. You know I would ask them: Are there people reallydoing an effective job of diagnosing their customers, key issues andchallenges? You know: Are they really getting a thorough understanding of thecustomers business before they start...

...throwing out solutions and at thesituation? I just think that's it's I, the basic thing hat. I just see it overand over again that people start with solutions and and clearly they're, notthey're, not painting the key target that they need to hit so that theirsolutions really resonate with the company and that very it's a verycommon challenge right for sales. exacts we hear it all the time I meaneverybody out there in the ether is talking about how how sales rep show up,and they just want to talk about features and benefits, and they don'treally understand how to uncover and connect to the value in thein their prospects mind before they start. You know pitching absolutely andthen these people are, you know, they're very technically, focused theirproduct focused. They have exciting new things and new technology to talk about.So that's where they, you know they're dexcite, that's what they want to doand they don't just they don't ask the right questions and sit back and listenthe way they should yeah it's and that's a big challenge. I meanespecially for revenue exacs that have a whole bunch of other things, going onmaking sure that they're providing their reps with the tools and and theresources to pull that off, seamlessly...

...curious h when you, when you've talkedto clients, I mean, and you tell them tatter or talk to them about that. Doyou see the Lipolb go off with the revenue executives or is it more oftheir nodding like they know it's important, but they really aren't. Youknow it's not sinking in so kno. I think they know it's important. Theyrealize because they're executives themselves and they know that they haveissues themselves and then, if you know they were going to give their valuabletime to a salesperson coming in and talking to them. You know, I know thatreally resonates with them T, but it's you know getting the people to get inthe habit of really doing that through a diagnosis before they startprescribing anything. That's a that's! That's still! A tough challenge for theproduct focus sales, people, excellent. Okay. So what would your second one be?Well, you know it's Ginagoit correspondse to that. But you know but-or you know I would ask you know- are ther sales people really able to leadthe customer to see the quantified value that the solution brings over andover again I see sales people when I...

...travel with them and I make calls withthem. You know they get that vision match. They get the customer to see thethe product performing for them and they get excited and they say hey theyall this. This looks good and instead of moving to talking about the valuethat that solution can bring the the sales people tend to jump rightto c trying to close the sale and- and they just ar aren't having that valueconversation and there's a technique to that, but they're just often times notdoing it, and it's so important to get the customer to start talking about thevalue that they're expecting the benefits they see from the solutionthat you're that you're going to be able to bring them and EAH. It's aninteresting. We talk you now we talke a lot about the quantification that valueboth business and personal right in the framework, but it one of those thingsthat I don't understand, and maybe I don't know- maybe I've been doing it.Maybe I'm a little dated I've been doing it too long, but it's one ofthose things that I don't understand.

Why more people don't take that time.You think it's just a rush to like hey. I smell blood in the water, like, Ithink I can get this clothe, so they just they rush for that. You Know Houtof the gates, instead of taking their time and what h y thinks behind that.Well, I think it's is because they've always done it the other way. They've,never they've, never really had a value based dialogue going forward its alwaysbeen product based product features, functions and and price, and and quitefrankly, that's that's that might work sometimes, butit's certainly not going to work in a competitive environment and iscertainly not going to work when the budges are tight and and they're justnot used to asking those value questions, but once way they practiceusing those value questions and it starts becoming second nature to them.You know they just realize a whole lot more success in everything they do. Itwas. It was definitely eyeopening for me back when Mr Maci Itsh Rick macan istrained O me what fourteen fifteen years ago, it was a huge it was. It was,I remember, being the guy in the back...

...of the Class Gon. Why am I in here? Why,of course, why am I doing this and then halfway through the second day, thelight bub goes on, which now having facilitated class, I actually get tosee from the other side, which is really interesting, that lightbulb POPson and they start to get it. They start to lean forward right. They understandabsolutely better way excellent. So what would your third point be? Wellthen, in another, it's just again, it's basic stuff, Tbut, you know: are therepeople really doing effective call planning? Are they are they taking theeffort ahead of going into the call or they just showing up and winging it andare then they following up with a with a mutual plant? You know documentan email document that theysende their customer. To summarize the meeting andto into Layo the stepsmoving moving the the whole process forward. I just again, I just don't seepeople doing that. I think again our framework allows them to do that in avery simple and effective way, but just just it's people just aren't doingthose basic things that are so...

...important to really moving the customer vent forward and we say inClass A lot. You know this. Isn't this isn't rocket science right? There's nota it's, not rocket science you're doing the vast majority of this anyway. So,let's, let's you know, give you ways to do it more effectively and better, butthe one thing that I haven't figured out- maybe you have a better insight onthis than I do, is how do you convince them that it is worth the time right,because any time I had like rick come in and train one of my teams wor. Nowthat I facilitate with customers, you always hear the reps Goin. I don't havetime for that. I don't have to yet right S, well, her's how you wouldovercome that one. Well, I talked about it just briefly and is- and you know,are they taking the time to put some sort of mutual plan together with Hacustomer as a followup to the overall dialogue and then getting the customerto give them the time to have a follow up, call to agree to that plan, becausethat Planne that mutual plan that plan letter or plan email can accelerate thesales cycle so dramatically. You know...

...it's Scot, stops the scope creep. Itstops the wheels from spinting. You know when you're you know you haven'tbeen able to get that meeting, and you know you r you meet again and a month.Hence it's just a it's a way to really accelerate things at all these littlethings that we talk about in our framework. While they seem like theymay take a little extra time up front, they save lots of time going forward. Imean you can really move the process forward exponentially by just using theStramework, and I say that over and over again in the trading is the weirdGod here to to take up your time. We're here to save you time and to be thatmuch more efficient and effective yea time managemert becomes one of thethings you know it's the quickest way sal up, especially when it comes t likesay technology right, we've had a lot of conversations about. Well, how do Iget my rep to adopt the CRM and in my response is always pretty much the same.I when I was an individual contributor or I was running teams. I wasn'twilling to spend time on anything that...

I didn't think helped me sell moreright and rigt. I seline framework perfect for that, because it is, it isa masterful time management tool. Absolutely it's the best. I've everseen excellent well Peter. If there's a listner out the're interested intalking more about the topics we've touched on today. What's the best wayfor people to get in contact with you. Well, my value selling email, which isPeter Godphilpot at value sellingcom and Phil Potti Spell Phil Pott PeterDot, Phillpot at value. SELLINGCOM droppe me alined and I be happy to talkto you axcellent per. I can't think you knough Fo'R, taking the times for greathaving you on the show today. Toit shouted tit bit a pleasure talking toyou, look forward to chatting again and looking forward to listening to somemore of these great podcast coming up, actallent all right, everyone that doesit for this episode. Please check us out of BTB revizecom share the episodewith friends, Families Coworkers and please, if you enjoy what you'reRightis to review on high tunes, we do use those reviews to help kind of craft,the content guests that we pull onto...

...the show very valuable for us andhopefully in tern, very valuable for you. So until next time we value primesolutions wish you all nothing, but the greatest success you've been listening to the BTBrevenue executive experience to ensure that you never miss an episodesubscribe to the show, an itunes for your favorite podcast player. Thank youso much for listening until next time.

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