Find My Catalyst Podcast Consistency - How do you Execute and What Tools do you Use? - 138
This is the second of a series of podcast episodes where we will focus on sales tactics. This week we discuss the importance of consistency, and how the practice of consistency as a strategy translates into specific tactics. We also discuss some of the tools that help us maintain consistency and execute.
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Questions Addressed- How is consistency a tactic and not a strategy?
- How do we treat consistency a tactic?
- How important are tools when thinking about consistency?
- What are some of the tools we use to support consistency?
- Consistency is actually both a strategy and a tactic.
- Saying what you do, and doing what you say.
- This is important both in building rapport and trust.
- Start with your calendar - block out time to accomplish the things you plan to deliver.
- Think about the expectations you are setting with your customer based on the behaviors you demonstrate.
- It is better to be consistent than to average out.
- You create patterns, these patterns help to create expectations.
- You can design the approach you take with your customer base.
- This consistency will help you reveal risk when things that are not consistent pop-up.
- The Account Planning template can help improve execution through consistent application.
- Tools can support consistent results. Some of the tools I use follow
- OneNote
- Google Docs
- Calendar/Calendly
- Slack
- Whiteboards
- Catalyst Sale Account Plan
- Catalyst Sale Call Plan
- Yellow Legal Pads/Pilot G2 Pen (Jody)
- Notecards/Pencil (Mike)
- Use the tool that is right for you.
- Test new tools, you might find that something new will work for you, you might find that you are better served by returning to older tools.
- Good things happen when you do the work, not when you think about the work.
- What are some of the tools, techniques, or tactics you use to increase Consistency?
- Send Listener Questions to us at https://catalystsale.com
- Catalyst Sale Call Planning Template
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Catalyst Sale
In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.