Tim Sanders, author of four books, including the New
York Times bestseller Love Is the Killer App: How to Win
Business & Influence Friends. He was an early stage member
of Mark Cuban and Todd Wagner's broadcast.com. After Yahoo had
acquired the company, they asked Tim to lead their ValueLab, which
enabled sales teams to close business through rapid collaboration.
For the past decade Tim has been consulting with B2B companies on
how to improve their ability to get unstuck due to the Dealstorming
process he created. In today’s episode, Tim and I discuss his
4th book Dealstorming: The Secret Weapon That Can
Solve Your Toughest Sales Challenges. Tune in to hear how
Dealstorming can help save critical accounts.
The sales environment has changed over the last 15
years. It continues to evolve more competition and less
differentiation rapidly and many sales teams are getting stuck.
Dealstorms was created by research to help buyers and sellers get
unstuck and across the finish line.
When you make a B2B sale you do it by traversing four
levels: contact (decision makers), conceiving the deal (what’s
going to be the best ROI for customers), convince (selling the way
you do business), and contract (signed and binding agreement). How
you sell is more important than what you are selling. There are
dozens of problems that can happen in this process.
Dealstorming is a process developed to bring the
collaboration of people together to move a sales challenge forward,
which combines the linear process of deal making with the parallel
process of brainstorming. If you marry the two together, you will
solve problems more efficiently.
Dealstorming is a problem-solving technique that is a
repeatable, cyclical process with 7 steps:
The sales process has become a bit antiquated in one
of the levels. Dealstorming can make a huge difference, not just
for the deal at hand, but also for the future of the company.
The first role to fill in the team would be the owner
of the problem, which has to be somebody that isn’t the Manager.
The Account Executive runs the show; the Manager is the Sponsor,
which is part of the show - they are the qualifier. You want to
seek out people that are equivalent to the influencer or decision
makers you are selling.
Don’t invite people to come to a meeting - those are
boring, and frankly most people are not going to show up. Invite
them to join a team and share with them the cause.
LEARN MORE ABOUT TIM SANDERS
What's your most powerful sales
Who’s your sales role model?
Name one book that every sales person should
Give and Take: Why Helping Others Drives Our
Success by Adam Grant
What’s your favorite music to get you pumped
Mickey Snow, Gary Clark Jr, Old Dominion, and The
What’s the first sales activity you do every
Rehearse the day, before checking email.
CONTACT/RESOURCES FOR TIM