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Use a Growth Mindset to Level Up Your Sales Career
Delve into this episode's shownotes for
expert insights, actionable strategies,
and game-changing inspiration.
10 Episode Takeaways
- Working together to cost justify a project and clarify its value is important.
- Sharing information does not mean revealing all cards, but rather aligning on the value of the opportunity.
- Negotiating the percentage of value distribution is common, allowing for a larger share for the other party.
- Sales leaders face challenges such as managing demanding stakeholders and the pressure of a public scorecard.
- Sales leadership is comparable to being a professional hockey player who has multiple coaches for peak performance.
- Closing a large deal with a top bank in the US involved negotiating with professional negotiators.
- Aligning with clients on the business case and financial metrics of a deal is crucial.
- There is a gap in professional selling where products are pitched without understanding the impact or value for the client.
- Negotiating a deal of this size took about nine to ten months.
- Lifelong learning and having a growth mindset are important for sales transformation and success.
Episode Recap
In this podcast episode, Collin Mitchell interviews Mark Cox a sales expert who shares their journey of sales transformation and the importance of lifelong learning. Markt initially had a fixed mindset about selling but decided to pursue an executive MBA to gain financial acumen. Through his studies, he realized the significance of sales in any business and developed a growth mindset, becoming a lifelong learner. The episode emphasizes the value of continuous education and the impact it can have on both professional and personal life.
Mark also discusses the challenges faced by sales leaders, such as managing demanding stakeholders and the pressure of a public scorecard. He compares sales leadership to being a professional hockey player who has multiple coaches for peak performance. The episode concludes with a reminder to subscribe and share the podcast to help others improve their sales techniques. Overall, the episode highlights the importance of aligning with clients on the financial impact of a deal, negotiating value distribution, and the need for continuous learning in the sales profession.
Jump to Talking Points
- [00:00] sales transformation and importance of lifelong learning
- [00:02:49] challenges of sales leadership and a big deal experience
- [00:05:32] importance of aligning with clients on the financial impact of a deal
- [00:08:24] negotiating the value of an opportunity
Guest Bio (Who is Mark Cox?)
Mark Cox has sold, structured, and negotiated some of the largest single-sale transactions in North America, including a billion-dollar transaction with a top-10 U.S. bank.
Mark founded In The Funnel (ITF) Sales Coaching with the mission to dramatically improve the performance of business-to-business sales teams. With a focus on strategy, process, tools, and discipline, Mark has helped hundreds of companies achieve predictable, double-digit sales growth by implementing ITF’s proprietary Sales Playbook.
Find Mark at his Website or Connect with him on LinkedIn!
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