salesblazer7

Senior Account Executive

Sales Book - Toff Tactics

Hey Everyone,

Having been at this for over 7 years, having held every individual contributor role within an org, then moving to their main competitor, I thought it'd be interesting to write a book that focuses on the mechanics of sales and positioning oneself ahead of their peers for promotions.

It's an easy to apply superset of widely available methodologies, only it brings out the best unique attributes of an individual rather than telling everyone to follow some magic set of steps

I'd be happy to answer any questions and/or discuss how anyone can apply the outlined principals within it.

Thanks in advance for checking it out

https://www.amazon.com/Toff-Tactics-Antonio-Conte/dp/B0C523YBVZ/ref=sr_1_1?crid=3VNPPC7FRUMU6&keywords=toff+tactics&qid=1684781461&s=books&sprefix=toff+tactic%2Cstripbooks%2C176&sr=1-1 Amazon - Toff Tactics Toff Tactics by Antonio Conte, David Wiens

👑 Sales Strategy

😎 Sales Skills

8

15 comments

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oldcloser

Arsonist

3

💀

Oh, a methodology with a human talent focus? I'm interested. Best of luck to you.

salesblazer7

Fire Starter

1

Senior Account Executive

Appreciate it. Looking forward to feedback

Diablo

Politicker

2

Sr. AE

All the best !

salesblazer7

Fire Starter

0

Senior Account Executive

Thanks!

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Sorry, stepping in for @Fenderbaum:

*principles

And I'll also check it out. Congratulations - and best of luck!

salesblazer7

Fire Starter

2

Senior Account Executive

Oops. Nice catch! Thanks 😅

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Somebody's gotta do it. ;)

CuriousFox

WR Officer

3

🦊

🍿

Fenderbaum

Politicker

1

Retired Choirboy🪕

@Sunbunny31 , nice catch!
Good luck on your book @salesblazer7

punishedlad

Tycoon

1

Business Development Team Lead

This does sound interesting, but I have to say that it's funny you're using an anonymous account to link to a book that has your name on it😅

salesblazer7

Fire Starter

0

Senior Account Executive

It’s so overt its covert. Until I can get on a morning talk show it is what it is 😅

Maximas

Tycoon

1

Senior Sales Executive

Much of luck!

falcon108

Member

0

Business Development Manager

Write a best three situational-based selling where your client was having an option for other vendors on their radar to purchase a product/service but they have considered your company. Explain tactics here so that we can also learn from you.

salesblazer7

Fire Starter

1

Senior Account Executive

Assuming this is an RFQ scenario. To start, we have to determine the motivation for the bake-off and whether this is a company you even want to have as a customer (rough calculation of upside based on their market position relative to their competitors), once past that, the evaluation criteria. We have to avoid being used as negotiating leverage to drive down the value of their existing contract renewal. If you get the sense you’re being used for negotiating, take advantage of the opening to build rapport with management, then give them an obscenely low price to try and buy their business. Even if they don’t bite, you’ve damaged your competitors renewal value so you are better positioned for the next interval since they’ll still have the challenge of getting renewal growth in the contract. Switching tools and/or adding new ones in a sizable organization is no easy task, it’s never seamless, and it will generally drag on for years. If you’re in a true bake-off scenario, that company 9/10 times has some top down initiative they’re looking to execute on. People don’t know what they don’t know and will look for “me too” capabilities despite an ambition for evolution of process. You’ve got to take an advisory position, concentrate on your highly differentiated value, then quantify the impact to current and future process changes that your solution uniquely offers. Above all this, the most valuable aspect of a sale is the buying experience, if your competitors have relegated themselves to the banality of “discovery” QnA. It’s easy for you to swoop in and be amicably different. All the answers to the redundant questions will come out eventually. Leave any check in a box style agendas in the dumpster.

for more details.. see my published works 😉

falcon108

Member

1

Business Development Manager

I must say you have given good insights here.

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