In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks with the Founder of
Edinger Consulting,
Scott K. Edinger.
Scott emphasizes that growth is not just a sales issue, but a leadership one. He underscores the importance of aligning sales with strategy. A shocking statistic he shared is that 86% of CEOs do little to nothing to align sales with strategy, which he finds tragic.
Many executives, he explains, focus on the capabilities of their products and services and expect the sales team to simply go out and sell them.
Scott also talks about the need for sales teams to focus on creating value in the sales experience rather than just communicating the product or service's value.
He suggests having conversations with customers where expertise is shared and insights are provided to help them achieve their objectives. This approach differentiates the sales team and eliminates the need for pressuring customers for a close at the end of the quarter.
However, Scott believes executives should be more engaged with their sales team and recognize that the sales experience can be a differentiating factor. He emphasizes that sales is executing the company's strategy and that success or failure occurs on every sales call.
Scott generously discusses the free resources available on his website, scottedinger.com. He has written a hundred articles for publications such as Harvard Business Review, Forbes, Fast Company, and Chief Executive, and provides links to all of them on the website's articles page. These articles cover topics related to leadership, strategy, and sales.
Scott also mentions a 30-page workbook called the
Growth Leader Workbook, which can be downloaded from the website's books page.
This workbook is a companion to his book and provides practical application of its ideas. The workbook contains charts and graphs that can be helpful for sales professionals.
Key Points from the Episode:
- Importance of aligning sales with strategy
- Sales as the execution of the company's strategy
- Differentiating through the sales experience
- Inspiring and motivating teams for growth
- Free resources available on Scott Edinger's website
- Articles covering leadership, strategy, and sales
- The Growth Leader Workbook as a companion to the book
- Importance of creating value in the sales experience
- Eliminating the need for pressuring customers for a close
- Focusing on delivering value and advocating for customers' objectives
About Scott K. Edinger:
Renowned business growth consultant Scott K. Edinger, in his latest book, "
The Growth Leader: Strategies to Drive the Top and Bottom Lines," addresses the critical link between C-Suite strategy and sales force execution for sustainable business growth.
Drawing on his extensive experience working with CEOs and Senior Leaders of Fortune 500 companies, Scott emphasizes the importance of shifting focus from mere sales transactions to creating enduring customer value.
As he terms it, the key to achieving "graceful growth" is fostering effective communication between leadership and sales teams. By closing the gap between strategic vision and its implementation on the front lines, businesses can achieve a harmonious synergy that combines speed, power, and coordination.
Scott's insights underscore that genuine and lasting growth is not solely a sales challenge but a leadership imperative for organizations aiming to thrive in today's competitive landscape.
About Edinger Consulting:
Edinger Consulting is a sought-after firm, attracting clients such as AT&T, Lenovo, McDonald's, and The Los Angeles Times, all driven by the desire for substantial growth.
The consultancy, led by Scott K. Edinger, specializes in collaborating with senior leaders to formulate and implement strategies that yield enhanced top and bottom-line outcomes.
Scott, a distinguished consultant, author, advisor, and speaker, is renowned for catalyzing positive transformations within client organizations. His expertise mainly centers on leadership strategies geared towards achieving revenue growth.
Through strategic insight and practical execution, Edinger Consulting has established itself as a trusted partner for companies seeking to navigate the complexities of business expansion and achieve sustainable success in today's competitive market landscape.
Tweetable Moments:
03:50 - "When all things look equal or similar, then it's the sales experience that can differentiate you and not enough executives put their focus on that or at least put enough focus on that."
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Links Mentioned in this Episode:
Want to learn more? Check out Edinger Consulting website at
https://www.juliankharris.co.uk/
Check out Edinger Consulting on LinkedIn at
https://www.linkedin.com/company/edinger-consulting/
Check out Scott K. Edinger on LinkedIn at
https://www.linkedin.com/in/scott-edinger/
Check out Scott K. Edinger on Twitter at
https://twitter.com/scottkedinger
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