This episode Mel is joined by the CEO and Founder of SalesEnabla, and part-time Adventurer Matt Garman to talk about creating an awesome Sales Process.
Sales are an intrinsic part of any business, and while you may be happy with your current way of working, there is a lot you can do to optimize your process to increase the quality of your leads.
Today, Mel and Matt dive into Matt’s book ‘Learning the Ropes’ to explain the four pillars of Sales and how you can use these as a basis to improve your Sales Process.
- Matt’s previous endurance challenges and preparing to undertake the World’s toughest row – 3000 miles across the Atlantic – The Talisker Whiskey Atlantic Challenge
- Why Matt wrote ‘Learning the Ropes’
- Matt’s past experience in Sales and his main pain points
- The four pillars of Sales – Vision, People, Process and Management
- Why creating a Process for sales is so important
- The importance of the ‘Discovery’ meeting
- What does a good Discovery look like?
- Other key qualities needed for an awesome Sales Process
- What is SalesEnabla and how can companies use it
In this episode, we talk about:
[03:02] Matt’s past adventures and his latest challenge ‘Ocean Dadventure’
[06:42] How Matt’s epic challenge is supporting two incredible charities -Prostate Cancer UK and WOLO (We Only Live Once) foundation
[08:45] The reason why Matt wrote ‘Learning the Ropes’
[09:07] Matt’s past in Sales and his takeaway from experience
[11:50] An explanation of the four pillars – Vision, People, Process and Management
[17:00] The purpose for creating a Sales Process or ‘Playbook’– and why it’s especially important for smaller businesses
[18:28] The importance of having an effective ‘Discovery meeting’ to ascertain the viability of opportunities
[19:27] What a good ‘Discovery meeting’ looks like
[21:15] What skillset and mindset are needed for an awesome Sales Process
[23:30] An explanation of SalesEnabla and how it can be utilised
[25:49] How to avoid a high turnover in sales representatives
We’d love to hear your views and comments about the ISO Show, here’s how:
- Share the ISO Show on Twitter or Linkedin
- Leave an honest review on iTunes or Soundcloud. Your ratings and reviews really help and we read each one.
Subscribe to keep up-to-date with our latest episodes:
Our 7 Steps to Success
The Blackmores ISO Roadmap is a proven path to go from idea to launching your ISO Management System.
Whether you choose to work with one of our isologist consultants or work your own way through the process on our isology Hub, we’re certain you’ll achieve certification in no time!
What our clients have to say
The support and advise I get from our assigned auditors is immense. Forward planning for the following year is great and they are flexible and always willing to help.
“Blackmores have assisted us almost since the start of our adoption of the ISO 9001 quality standard. Their input has improved our processes since the start, and enabled our goal of continuous improvement to be achieved. The people are also extremely easy to get on with, and they really understand our business, giving us a great deal of confidence in their advice.”
“Blackmores are the perfect bridge between working on your ISO as an individual or company, to being audited each year. We find that any queries we have are covered and we feel sure that we have everything as needs be before going into an external audit.”
“We have been extremely impressed with the service and support provided by Blackmores. There knowledge and assistance through out our ISO journey has been amazing!”
“Blackmores have really kept us on our toes with the broad scope and level of detail they apply to our internal audit schedule. They always stay abreast of ISO standard changes and help us to adapt our processes and documents to embrace these changes accordingly. Having Blackmores shadow our external audits provides invaluable confidence and peace of mind – would highly recommend their services!”
“Our ISO 27001 certification project has gone so well, that there was no doubt in who we were going to ask to help us with our aspirations of becoming ISO 14001 certified. It’s been an absolute pleasure working with Blackmores, and we are really looking forward to working with them for the foreseeable future.”
Trusted by leading organisations across all sectors, we support companies of all sizes in any location.
Listen to our Podcast
Welcome to the ISO Show podcast, dispelling myths and sharing tips for success to improve your business with ISO Standards. Join us to hear interviews with successful business leaders as they share their ISO journey with you.
Get top tips via audio master classes “ISO Steps to Success” on the most popular ISO Standards.