Million Dollar Sales: Simple Strategies for Huge Wins! #leadership #salesmastery #changemanagement

And then I would tell them, so you need to set up, show up, follow up. That diagram, I have sold millions of dollars of work to clients on that diagram. And I would get up to the whiteboard that's in the room and I— that is the unit of value of sales. They're like, it's like, that's a salesperson talking to a customer. The most expensive route to customer is your sellers. You know, it's a lot cheaper to sell, to do resale, to do renewals, to do online sales. That's a lot cheaper route to customer. The most important, the most expensive way is to pay somebody to go talk to a customer. I have to pay the salary, I have to pay this guy incentives, I gotta send him to Aruba if he does really well. This is an expensive route to customer. So that unit of value, and I would draw a green, if I had green, I'd draw it in a green circle around and I'd go, That is the unit value, the unit of value for sales because that has to go well, extremely well. And then I would tell them, so you need to set up, show up, follow up. And they'd be like, no consultant has laid it out that simply to me before.