Monthly Archives: May 2014
Advice on Rapid Growth and Enterprise Sales Success from SAVO CEO, Mark O’Connell
Mark O’Connell is the President and CEO of SAVO, a fast-growth enterprise SaaS company and a strategic alliance partner of Richardson. SAVO’s technology solutions improve productivity and performance of sales organizations and salespeople. Mark has led SAVO since the fall of 2010. He graciously shares his perspective on growing a company that ranked among Deloitte’s 2013 Fast 500™ list of fastest-growing companies in North America.
Understanding Group Dynamics to Prevent a Sales Presentation Nightmare
A group of people is more than just many single persons. You have to be aware of this basic reality. Group dynamics can be quite complex. Look at set theory, studying the characteristics and interrelationships of groups. I am sure you remember this from basic math class. When you are talking with one person, you either convince the person or do not. When talking with as few as two people, you can convince them both, neither, or either one. One of them can convince the other to support you or to oppose you. The more people, the more complicated things can get. The combinations, and complications, grow geometrically (1, 2, 4, 16) rather than arithmetically (1, 2, 3, 4). Group dynamics can affect the behavior of crowds for good or for bad. People influence each other.
Don’t Let Your Written Proposal Torpedo Your Deal
What I am about to say may be an example of life being unfair. Obviously, a poorly prepared written proposal could cost you a deal. However, the most expertly prepared, well-written, catchy-reading proposal brings no guarantee of winning. To make things worse yet, an overly slick proposal might be a turn off.
Let me give an example of the third possibility, because I know that calling something “too good” sounds illogical. Take, for example, the redevelopment of a low-income housing project. Residents of the project will be represented on the committee making project decisions. Is an expensively produced proposal likely to impress them? Or, will it more likely send a message that you can’t related to them? Someone who kept in mind the human element could be more likely to win.
How Long Does it Take to Break an Old Sales Habit and Develop a New One?
In his book Outliers: The Story of Success, author Malcolm Gladwell famously purported the notion that it takes 10,000 hours of practice to truly master something. He cited The Beatles’ early days of non-stop rehearsal and touring as an example.
In business circles, there are very few versions of The Beatles. These ranks are largely filled out by investors and innovators (think Warren Buffet and Steve Jobs). We more commonly relate to sports figures and their stories of ascent. How many drives and putts did Tiger Woods make growing up? How many hours did Michael Jordan spend taking shots and practicing lay-ups and dunks? How many swings of the bat did Hank Aaron take on his way to dethroning Babe Ruth as the home run king?
Adversarial negotiation tactics work through manipulation. These buyers use a range of pressure tactics to defeat you and get what they want. Fortunately, adversarial negotiators are easy to spot if you know what to look for. Once you recognize their tactics, they quickly lose power. Below are some common adversarial negotiation tactics you might encounter in the course of closing a sale along with some brief countermeasures.