How to increase your Sales Effectiveness with Content?
Posted by March 10th 10
How to develop your customer's buying milestones? How to use a customer decision plan to close a deal? How to get your prospects to call you back? Sales Veteran Michael Griego covers these question and more in his book 42 Rules to Increase Sale Effectiveness. I have invited Michael to share his insights on how the sales landscape has changed over the decades and how we can adapt to this change.
Michael Griego is president and founder of MXL Partners, a Silicon Valley firm providing sales training, consulting and management services. After a successful sales and management career with firms like IBM, StorageTek, Gartner Group, Intelliquest and Active Decisions, Michael is now a popular sales trainer, sales consultant and keynote speaker for companies internationally. His recent book 42 Rules to Increase Sale Effectiveness provides the keys to sales excellence in today’s challenging world. Michael has a BA degree from Occidental College and an MBA from Stanford University.
Michael Griego
Blog SalesNote
"Do you know how your customer buys?"
Ambal Balakrishnan: Tell us about your sales background?
Michael Griego: I have over 28 years of practical high-technology sales and sales management experience. I spent my first 12 years selling mid-range computer and storage solutions with IBM and XL/Datacomp-StorageTek. I then served sales and VP management roles at Dataquest/Gartner Group, Zona Research/IntelliQuest, Active Decisions and Workshare Technologies. I founded MXL Partners in 2002.
Ambal Balakrishnan: How has the internet era changed the way sales happens today (as compared to traditional sales)?
Michael Griego: Today the internet allows for easy dissemination of product information, demonstration and sales communication. The challenge is to break through the walls, noise and overload to get products sold. Wise use of the internet can augment the sales effort, but salespeople will not soon go out of style.
Ambal Balakrishnan: What prompted you to embark on creating 42 Rules to Increase Sale Effectiveness?
Michael Griego: These concepts, rules and tools are proven in practice over my career and that of manner others. I’ve been speaking, teaching, coaching and consulting on these for the past 10 years and decided, at the urging of many, to finally start to put it down in writing.
Ambal Balakrishnan: Who is 42 Rules to Increase Sale Effectiveness addressed towards?
Michael Griego: If you are a professional salesperson, sales manager or director, VP of Sales, CEO, any role in marketing, or anyone supporting selling efforts, this book is for you. If you are a senior executive, consultant, venture capitalist, board member, entrepreneur or aspiring up-and-comer, you should know the updated tools, language and tactics of selling in today’s market
Ambal Balakrishnan: What are the 3 key lessons you want readers to take away from your book?
Michael Griego:
- It’s not about you
- It’s not about your products
- It’s all about your customer
Ambal Balakrishnan: What one “get started on right way” change do you recommend to the reader of your book 42 Rules to Increase Sale Effectiveness?
Michael Griego: While each Rule can be read in stand-alone mode, I recommend the book be read chronologically. There are 7 sections that are crucial facets to sales and sales management.
Ambal Balakrishnan: What kind of projects (both personal and professional) are you involved in?
Michael Griego: Besides technology companies, I am also engaged with some non-tech professional services companies looking to enhance their “business development” (read “sales”) skills and processes. On a personal front, in 2009 I released a classical guitar CD entitled “Classical Christmas” fulfilling a long time dream to record my musical arrangements.
Read 42 Rules to Increase Sale Effectiveness Table of Content and Sample Chapters here.
posted in ClickLaunch
January 2012
