Iamuniqueandyou

Director of Sales

Sales Strategy, are they that important.....

Hey all,

I was brought into sales positions like this without any degrees and it happened often that recruiters were asking me about my selling type (challenger, consultative etc...)

Personally I have always said I go with the flow as so many C levels and other people of any organization are sooo different one to another that if you don't play "Cameleon" I believe you will fail at some point... To me my technic is be authentic !

What is your opinion on that one ?

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12 comments

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braintank

Politicker

Enterprise Account Executive

If someone told me their strategy is "going with the flow" I'd have some concerns. The underlying theory is good, but could use some more polish.

Iamuniqueandyou

Contributor

Director of Sales

well I would adapt my language and technic based on the C level but not use always the same way of doing things...

Sunbunny31

Politicker

Sr Sales Executive 🐰

Not trying to put words into braintank's mouth, but I believe the point is that "going with the flow" is a passive way of stating your approach, and if I was a hiring manager, I'd be concerned about that.

If what you are saying is that you adjust by using parts of each methodology to achieve your end goals, and are adaptable so that you are meeting C-levels where they are comfortable, and that you come across as authentic, then I'd say it that way.

braintank

Politicker

Enterprise Account Executive

You read my mind @Sunbunny31 change from passive to proactive

CuriousFox

WR Officer

🦊

There isn't one correct way to do our jobs. If you use different methodologies, then say it clearly. Transparent and confident.

LordOfWar

Tycoon

Blow it up

Most salespeople worth their salt can go with the flow during the deal close, but what they are really asking for is your prospecting/qual/demo/negotiation strategies.

How do you target, recruit and educate buyers to become champions of your solution? How do you know when/where to invest time and resources? How do you follow up on closed deals, or push deals through obstacles?

Think of a few past examples and write them down next time, use these anecdotes if possible to give context to your strategy.

For example, I sell to defence companies, so I track major contracts and use that as a starting point on who I should reach out to. It makes no sense for me to be reaching out to a losing bidder on a major project. Since the people interviewing you are recruiters, not salespeople, you need to explain to them how you are efficient with the time and resources you have at your disposal.

jefe

Arsonist

🍁

Well put and very true

TennisandSales

Politicker

Head Of Sales

I agree with @braintank (which is common haha)

I like the thought, but what they are really asking is what is your process like, how do you qualify an opportunity, how do you approach different conversations.

The best people have a framework or a process they follow to help have consistent results.

being a chameleon is important but you need to have some foundation as well.

Gasty

Notable Contributor

War Room Community Manager

can you say that again, in english?

Iamuniqueandyou

Contributor

Director of Sales

washedD1soccer

Politicker

Regional Sales Manager

Have a solid baseline sales process and then adjust as needed to how your prospect likes to buy.

Sellerguy

Opinionated

Sellerguy

Think of a long distance drive. The most efficient way to get from point A to point B is via the highway(s).

Is it perfectly straight? No. In fact, you’ll likely need to change lanes, switch interstates, and maybe make a pit stop or two.

But the majority of your drive (in this example) will be completed on paved highway that is purpose-built to get you where you need to go.

It would behoove you to pick a process from which to formulate your own, stick with it, and ‘play chameleon’ within your process. Guide your buyers lest they guide you…

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