Selling is most likely the most dynamic activity in any company. Its many moving parts often make it reactionary, frenetic and chaotic.
But in this infographic, based on the ebook of the same name, John Golden makes a powerful case that it doesn’t have to be that way.
John points out that in pretty much any endeavor, the key to success is the clear identification of a goal, the definition of the steps required achieve that goal, and then the removal of extraneous noise or distractions so that you can focus exclusively on execution and reaching the goal.
Of course, in today’s business world this is often easier said than done. Salespeople are overloaded with tools that are supposed to help them but instead distract. They are being constantly bombarded from social media, and they are never sure of the actual value. In addition, they have a savvy, informed buyer who has little patience for indulging them unless they can rapidly offer value.
Sales is often compared to warfare and we often hear about the “fog of war” where lines get blurred, truth and rumor become indistinguishable and chaos becomes the norm. The ‘fog of sales” is no different absent the lethal nature of the former.
Golden, however, shows that there are ways of clearing that fog and stepping out into the bright sunshine that clarity brings.