Cary Simpson: Excellence in Scientific Sales- Part 2

TITLE  Sales Expert Offers Insight on Best Practices for Sales Success SUMMARY  Cary tells the story of her 25 year sales career, starting with quotas in the range of $1 million. She talks about her biggest deals, including one for $125 million, and how her experience has taught her the importance of developing a good sales team. Cary Simpson is a sales leader with over 25 years of experience in the industry. She has generated tens of millions of dollars in revenue for her organizations as an individual contributor, and her teams have generated hundreds of millions of dollars in revenue. She has led teams of sales reps with quotas ranging from $16 million to $125 million. Throughout her career, she has had many team members qualify for Presidents Club and other national awards. In the conversation, the speaker discusses their experience transitioning from being an individual contributor to a sales leader. They talk about how they knew they were good at selling, and how they had to learn to trust their team and delegate tasks. They also discuss how they believe that anyone can be a sales leader if they have the right mindset. TIMESTAMPS  0:00:00   Cascading Leadership: A Conversation with a Sales Expert 0:02:28   Sales Effectiveness Master Class with Carrie 0:04:03   The conversation is between two sales leaders discussing their experience. Sales Leaders" Conversation on Revenue Generation and Team Development 0:07:23   The Transition from Individual Contributor to Sales Leader: A Conversation with Heavy Hitter Sales Producer, Cary Simpson  0:09:06   Leadership Development: The Importance of Hitting 10,000 Hours 0:10:47   The Importance of Hiring for Relationship-Building in Sales 0:14:46   The Importance of Customer Centric Selling 0:17:47   The Different Types of Buyers in a Complex Enterprise Sale 0:20:40   The Complexity of the Sales Process HIGHLIGHTS  So customer centric relationship based selling is important but you cannot always have a good relationship with customers. You are going to run across customers that you just flat out don"t like. We"re going to focus this conversations in the area of customer centric selling and also navigating the complex deal cycle and stakeholder landscape and shepherding a deal along. You said that you"re trying to identify people that have a relationship first focus, and I"m paraphrasing long-term thinking as one of the key criteria for sales success. And when people talk about building business and building long term relationships as opposed to getting the most revenue as fast as humanly possible or driving revenue, that"s sales. Right? But how do you do that?. I"m interested in people who can connect the dots, who can ask a series of questions of customers that will relate the technical specifications and the value of the product to the everyday workflow of the customer, right?. Let"s just assume that whoever is in a hiring position within sales are looking for profiles that align with the requirements of the job. So whatever those requirements are, a candidate is close enough to warrant a conversation. Music Credit: Maarten Schellekens - Riviera Follow us at: www.cascadingleadership.com linkedin.com/in/drjimk linkedin.com/in/1lawrenceobrown