Enterprise Sales Show: Recent Episodes
Adrian Evans
Why does ESS exist?
We know that Enterprise sales professionals will be confronted by some of these scenarios: • You are not fully exploiting your talent • Not been paid appropriately • Smash targets, and then have target increased and territory decreased • Don’t have control of your revenue target and career • Your employer is not investing enough in your personal development • Pressures of work impact the mind and your productivity • Balancing a stressful sales role with a family life is not easy • Social selling is a skill not trained on
Why should you trust, Adrian and Rob to solve your Enterprise Sales and career challenges?
• Our reason to be – is to facilitate your ‘Inner Hero’ to come out of shell • We care about people and build relationships that last decades • We will shorten your learning curve and take pain out of the process • We are connected… • We do what say going to do…
Sales is a team sport.
People have re-evaluated work and the role they want it to play in their lives, culture and values really matter. Recruitment needs to begin with sharing thought leadership on LinkedIn not suddenly popping up with a hire request.
Leaders’ responsibility to create an environment where meaningful conversations occur. Psychological safety vital. It’s what you do when someone makes a mistake that matters. There is only 1 version of Dan Swift.
With much therapy over the last ten years, Dan has a superpower of seeing others being vulnerable and able to build a connection.
Those leaders who don’t take the mental health of their teams seriously will become irrelevant. When you have a new terrority bring it down to top 10 accounts and ask colleagues who knows any of these people?
Sales is a team sport.
The greatest business challenge of our time is How to build diverse teams that deliver successful growth and innovation? One of the most accomplished leaders at achieving this is Keith Douglas. I am thrilled to have Keith back on the Enterprise Sales show. We are connected by our mutual friend Anant Patel. Thank you Anant. Keith is a motivating leader who empowers his people, he ‘get out of their way’ so they can produce their best work. He has consistently created high performing and enjoyable ‘people centred’ cultures. We share similar values including the importance of how you win and not just winning. Keith is an over-achieving commercial EVP, with 20 years+ Payment industry experience. He was until recently responsible for driving forward key growth area of e-commerce (Mastercard Payment Gateway Services) he had a team of over 400 talented people across the globe. Keith welcome and congratulations on your new role as EVP for Open Banking International. “Grateful to Anant Patel for our introduction, it has been a very fruitful and valuable partnership.”
As a change maker, You believe “Together is always better” how do you approach enabling your team to believe in their ‘unseen’ capability and embrace challenging situations? The first part is to give them more belief in themselves than they currently have. Combine your values with theirs to give your team a difference and nothing cannot achieve together. Embedded in four of principles is Together is always better: Strive to help each other. Encourage and embrace diversity of thought. Candid conversations and collaboration. Celebrate success and failure together. Trust in the team vital – build safety to have candid conversations that are fair and caring. My father has had the biggest impact on me, he encouraged me to see the opportunity in everything first and then embrace the challenge. Faith “If you think you are beaten, you are If you think you dare not, you don't, If you like to win, but you think you can't It is almost certain you won't.
If you think you'll lose, you're lost For out of the world we find, Success begins with a fellow's will It's all in the state of mind.
If you think you are outclassed, you are You've got to think high to rise, You've got to be sure of yourself before You can ever win a prize.
Life's battles don't always go To the stronger or faster man, But soon or late the man who wins Is the man WHO THINKS HE CAN!”
― Walter D. Wintle
The greatest business challenge of our time is How to build diverse teams that deliver successful growth and innovation?
One of the most accomplished leaders at achieving this is Keith Douglas. I am thrilled to have Keith back on the Enterprise Sales show. We are connected by our mutual friend Anant Patel. Thank you Anant.
Keith is a motivating leader who empowers his people, he ‘get out of their way’ so they can produce their best work. He has consistently created high performing and enjoyable ‘people centred’ cultures. We share similar values including the importance of how you win and not just winning.
Keith is an over-achieving commercial EVP, with 20 years+ Payment industry experience. He was until recently responsible for driving forward key growth area of e-commerce (Mastercard Payment Gateway Services) he had a team of over 400 talented people across the globe.
Keith welcome and congratulations on your new role as EVP for Open Banking International.
“Grateful to Anant Patel for our introduction, it has been a very fruitful and valuable partnership.”
Can we go deeper on your approach to building a team culture centred around aligned values?
Culture is a feeling not a thing. Firstly, have to define why we are here and what is to be achieved. Three elements: Sense of belonging Empower team members Feedback 2 way as the leader you have to give, encourage, and provide feedback. A clear vision with a dynamic team culture, let them work it out for themselves, don’t micromanage. Leads to a set of values and agreed behaviours.
No effective team culture just happens, needs to be purposeful. It takes time, help and full commitment from all team members.
“Had Adrian Evans come in and help shape the culture of my team.”
Been tough for new staters who joined in lockdown, Keith admires their ability to adapt and fit in. Zoom only 2d he is at best impact when physically in room with team.
“Find ways to connect beyond the task.”
You recently shared how “sponsorship equals advocacy”, as a catalyst to further career success, can you explain why this is so vital?
Ties back to network, having mentors and advisors. 2-way street, I update them on my progress offer to help on projects outside of day job. If all can win, we raise the tide for all. They can act as a recruiter and help support my next career move. I now sponsor some people who have sponsored me, not a linear process. You have to give to get, invest in relationships consistently.
The greatest business challenge of our time is How to build diverse teams that deliver successful growth and innovation?
One of the most accomplished leaders at achieving this is Keith Douglas. I am thrilled to have Keith back on the Enterprise Sales show. We are connected by our mutual friend Anant Patel. Thank you Anant.
Keith is a motivating leader who empowers his people, he ‘get out of their way’ so they can produce their best work. He has consistently created high performing and enjoyable ‘people centred’ cultures. We share similar values including the importance of how you win and not just winning.
Keith is an over-achieving commercial EVP, with 20 years+ Payment industry experience. He was until recently responsible for driving forward key growth area of e-commerce (Mastercard Payment Gateway Services) he had a team of over 400 talented people across the globe.
Keith welcome and congratulations on your new role as EVP for Open Banking International. “Grateful to Anant Patel for our introduction, it has been a very fruitful and valuable partnership.”
1) Last time we spoke you mentioned “The Art of being you” and the awareness of the impact you have on others. How did you build this skill - particularly with creating allies in your peer group?
Your job whilst on this planet is to be the best version of you. That brings your edge – values and point of difference. Balance across your IQ EQ DQ = Your What, Your How, Your Why.
Arsenal legend: David Rocastle "Remember who you are, what you are, and who you represent!"
2) When you spoke with Rob and I previously you shared the power of your network – how it enabled you to achieve your career success, what advice do you have for our audience to implement such career accelerating behaviour?
It’s become part of my everyday being.
“My network has certainly helped me be a better version of myself”.
How can other help you and how can you help others, that is the thing about a network it’s a 2-way equation, not one sided you have to give and invest to get.
“I certainly would not have got to where I have got to without the help of many people. That is the importance of a network”
Importance of diversity of thought and action, it brings perspective – which brings better decisions and relationships. Enables better individual and collective impact. Surround yourself with smart people and then - Listen to them. Otherwise, why bother. I think of my network more broadly than the team I work with, the customers and the partners. I think of the people have worked with people continue to work with and introduction like yourself from Anant. I have had 5 major career inflexion points, some examples of those key individuals that have helped me:
Steve “Focus on what you want to be and not limited by you are, see what you can be.” Think about possibility not limitation. Marion “Don’t complain - contribute.” Cathy “You have got to stand for something, in life and the workplace.” Be known as the group with exacting, demanding, inspiring set of individuals and impatience, a tall order. Raj “Remember who helped you out whilst others made excuses. “
People you least expect – unless you are curious and want to build a relationship then you won’t see them in a new light.
Power of network - people you can go back to and ask for help consistently. Keith defined what is winning? Being bolder, do different.
One of the greatest challenges we have observed for enterprise sales professionals is – How to create an effective message and story to connect the customer pain with your solution. One of the most accomplished people we have seen, first-hand, is Mike Adams. Mike an over-achieving enterprise sales director, with 20 years plus industry experience. He taught himself storytelling on the job and shares this insight with ambitions sales professionals across the globe to craft effective business stories. Thank you, Mike, for taking time out: 1. Can you tell us about your career and how you have successfully moved from Enterprise sales to storytelling to enable other salespeople? 2. We know how important is it to gain executive level buy-in to influence the size and scope of an enterprise deal? How do you create a compelling story for these stakeholders? 3. In your book Seven Stories ever salesperson must tell – you say “recognise you are the guide not the hero” can you tell us more? 4. For our audience struggling between their own story and creating a business story – what are the first steps? 5. What do you wish you knew early on in your career, that you know today?
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings. If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
One of the greatest challenges we have observed is – How to lead people and consistently deliver in the high-pressure environment of technology enterprise sales. One of the most accomplished leaders we have seen, first-hand, is Paul Evans. Paul an over-achieving enterprise sales director, with 20 years plus software industry experience. He is typically brought into an organisation to accelerate revenue growth - this is always achieved by creating high performance and a positive people culture. He has a rare ability to create compelling narratives that connect solutions to decision makers - enabling them to align with key business objectives. He is a stellar relationship builder and thoroughly decent human being. A declaration Paul is a client and we have worked together multiple times. Thank you, Paul, for taking time out: 1. How important is creating psychological safety within your team to delivering high performance? • Paul stated that he believes creating psychological safety is profoundly important, to deliver high perforamnce. • He believes that at its heart Enterprise sales is solving complex problems, we need to be in the place where the highest brain functioning is occurring. • Being creative, innovative, thoughtful, and empathetic to customer needs and relationship is vital. • As humans we are animals and from a biochemical perspective, the more dominant dopamine, oxytocin, and serotonin rather than cortisol – (the stress hormone), the greater the likelihood of problem solving and high performance. • Safety is vital to performance and whilst not easy to achieve in the context of enterprise sales with targets to hit. • Paul sees it as his responsibility to set the tone each day for his team.
- How do you shift your team’s mindset, so they view large deals as a possibility, then a reality? • This occurs at the intersection between vision of possibilities and successful strategy and execution. • Vision and clarity of what is the contestable market share for this account for this market? • What would this deal/account look like at its largest? • Then the hard yards – Paul proactively coaching his team through these stages...
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings. If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
"Think like a jungle cat , instinctively, by feel, trusting your skills, backing yourself."
This week I had the honour of interviewing Don MacPherson for the Enterprise Sales show podcast channel. Don is an internationally recognized mind coach who has unlocked potential within elite sports professionals from the fields of Formula One racing, Rugby union and even a Wimbledon tennis champion.
Don is a warm and practical guide, who also helps members of the public with their anxiety and performance challenges.
He shared his view on the noise presented by accidental mind coaches. How he presents a British Lion for optimal performance. How we in enterprise sales can achieve more and with a confident calmness using mental rehearsal.
If you are struggling with anxiety or want to take your performance to a new level, I thoroughly recommend Don MacPherson’s recently released book, How to Master Your Monkey Mind - Overcome anxiety, increase confidence, and regain control of your life.
"Think like a jungle cat , instinctively, by feel, trusting your skills, backing yourself."
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings. If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
As a result of creating In The Zone - How Champions Think and Win Big, Clyde Brolin has peeled back the curtain and revealed why champions achieve ground-breaking results.
During his seven-year writing quest (yes, that’s right, seven years!), he interviewed hundreds of the world’s top sports stars including current Wimbledon champion Novak Djokovic, seven-time Formula One champion Lewis Hamilton, and one of Britain’s greatest ever Olympians, Sir Chris Hoy.
More insights from Clyde:
Clyde’s conclusion is that these winners Conceive, Believe, Achieve. They dream big, they visualise, they build their skill relentlessly, believing in themselves to go on and achieve remarkable feats.
I was discussing this recently with a mentor of mine, who expressed his mild irritation how visualisation is dismissed by so many. In our hyper-rational, data-driven world it is called mental preparation but is often dismissed as a bit “whacky” and “woo-woo”. Sceptics go further still and promote the disempowering belief that it only works for a select few.
It struck me that in the highly-prized legal profession, all is looked at through the lens of the past, with questions such as “What is the legal precedent?” Whilst this prism is essential in many contexts, it is not always the most helpful when trying to deal with the presently uncertain world, definitely not the optimal place to start when creating a compelling future – trying to create beyond what we think is possible for us – and certainly not helpful when trying to reach our potential.
As many of you know, when I get frustrated or hear others I care for getting frustrated, I get very curious and seek the truth. So, I decided to stop and reflect on whether this is ‘just for the few’ or whether we can all visualise and make our careers and lives more successful.
I did not have to look too far. One of my clients recently became deeply frustrated by the lack of opportunity in his current role. I too was frustrated because he deserves better, he genuinely cares about his customers and the service and technology experience being delivered. He has the ability to create an uncommon level of trust, so I knew he would connect well with those who could reinvent his career.
As he is always up for a challenge, I suggested to him that we could create a new job opportunity within three months. Whilst slightly reticent at the beginning, he threw himself into the process quickly. I knew he was ‘both feet in’ when he created a vision board of what his new role would look like within 90 days from now.
He started the process of connecting with senior decision-makers, identifying how he could solve their most pressing business problems. He had open, curious conversations, which led to deeper dialogue and gained further referrals. After 23 calls and follow-up actions, I am thrilled to say he has created a new role for himself! ‘The difference that made the difference’ was his attitude – having a vision and trusting the process.
In a recent interview for the Enterprise Sales Show, Rob Howes and I asked overachieving Sales Director Paul Evans, “How do you achieve 8-figure deals?”
Paul shared how a $27 million deal started out in the account executive’s mind as a $50,000 opportunity; it would have stayed there if they had not thought differently and asked:
“What could this deal mean at its largest?”...
If you have found this podcast valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
One of the greatest challenges we have observed from the current sales environment is – How to manage and motivate a diverse and remote global sales workforce. Jeff Riseley is currently the Founder of the Sales Health Alliance and Mental Health Advocate. With over a decade of sales experience – Jeff understands the importance of Mental Health in achieving peak sales performance.
Jeff combines his sales and Mental Health expertise to improve sales performance through a mix of sales mentorship and mental health best practices. His strategies have helped sales teams improve their sales process, while helping them become more motivated, resilient and better equipped to tackle stressful events within sales. Who is on a mission to end Mental Health stigma in the workplace.
Welcome Jeff thank you, for taking time out:
• From our previous call you have an incredible backstory; would you mind sharing that with us please?
An over performer, all looked good on the outside not the case on the inside. Cancer survivor. Sales people are corporates athletics, we need to give them, the pads, gloves…
• Can you share some of the statistics on mental health within the sales industry?
General population, sales and now post Covid. 58% of salespeople struggle with Mental Health.
Unfortunately there is still a stigma around addressing this in the workplace.
• What specific steps can sales professionals take to improve their mental health, whilst still performing?
Challenge their leaders to create a psychologically safe environment.
• What advice do you have for the sales leadership community to support their teams and individuals at this time of increased uncertainty?
Listen rather than be a problem solver. Data from the World Health Organization shows that for every $1 put into scaled up treatment for common mental disorders (anxiety, depression, burnout, etc), results in a $4 return on improved health and productivity.
• What do you wish you knew early on in your career, that you know today?
Take off the mask and create human connection and be authentic self. Always positive intent. FOMO and companies will lose top sales talent if not allowing them recovery time.
• How would you recommend one follows up if interested in discussing your services further?
Email: jeff@saleshealthalliance.com
Wanted to share a recent post from Jeff that illustrates the value of building resilience as sales individuals: Sales enablement teams should emulate Formula 1 car companies in their hunt for higher sales performance and efficiency.
They are missing these 2 key buckets:
When you envision a Formula 1 race and you think about a Ferrari racing around the track...
What do you see?
You see a multi-million dollar car with the best car technology in the world. In sales this is your tech stack - comprised of all the best sales technologies on the market.
You also see a driver who is being fed insight from their team on the sideline. This is your salesperson who is receiving Training and Coaching from their manager.
But sales enablement usually stops there.
They are missing:
1) Resilience - Practical strategies the driver and salesperson can use to respond to stressful situations (near death experiences or missing target). Tools that protect their Mental Health and keep performance high.
This also includes pit stops during the race or quarter that keep the driver, car and salesperson from breaking down.
2) Recovery - Time between races when drivers and salespeople can recover from the stress of competition.
Often times, salespeople are never allowed to get off the track.
Without these 2 buckets a sales team will never reach peak levels of performance.
One of the greatest challenges we have observed for enterprise sales professionals is – How to win 7 or 8-figure ($10M+) deals. A lot of salespeople talk about closing mega deals, but the reality is that most don’t achieve it or at best had a deal driven by their management. We’ve found that its usually a small percentage of sellers who’ve cracked the code and have done it multiple times. We’d like to unlock the mystery of closing these deals. One of the most accomplished people I have seen, first-hand, is Paul Evans. Paul an over-achieving enterprise sales director, with 20 years plus software industry experience. He is typically brought into an organisation to accelerate revenue growth - this is always achieved by creating high performance and a positive people culture. He has a rare ability to create compelling narratives that connect solutions to decision makers - enabling them to align with key business objectives. He is a stellar relationship builder and thoroughly decent human being. A declaration - Paul is a client and we have worked together multiple times.
My Key Takeaways:
• Be authentic. • Have greater ambition that you can currently see. Ask “What could this deal mean at its largest?” • Adrian observed that for a customer to sign off an 8-figure deal - 26 million technical spend there must be at least 40 million if not more of value. • Implication for ESC community if you want to sell a £26 million deal identity and solve a £40 million problem, for someone with the purse and power. • Create early executive engagement. • Consultative selling builds trust and enables bigger wins. • When you know what your do best in this world, you can enjoy it and be excellent at it. Paul feels his career like a Catherine Wheel a slower start but now fully energised operating at speed.
If you have found this podcast valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
One of the greatest challenges we have observed for enterprise sales professionals is – How to win 7 or 8-figure ($10M+) deals. A lot of salespeople talk about closing mega deals, but the reality is that most don’t achieve it or at best had a deal driven by their management. We’ve found that its usually a small percentage of sellers who’ve cracked the code and have done it multiple times. We’d like to unlock the mystery of closing these deals. One of the most accomplished people I have seen, first-hand, is Paul Evans. Paul an over-achieving enterprise sales director, with 20 years plus software industry experience. He is typically brought into an organisation to accelerate revenue growth - this is always achieved by creating high performance and a positive people culture. He has a rare ability to create compelling narratives that connect solutions to decision makers - enabling them to align with key business objectives. He is a stellar relationship builder and thoroughly decent human being. A declaration - Paul is a client and we have worked together multiple times. Thank you, Paul, for taking time out:
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How do you achieve such big deals? · Three possible routes: · RFP, by that point written by someone else and have another in mind. · Defined project, or · Consultative approach - you proactively discover what the customer really needs. · Third option whilst harder enables you to help the customer more than they know themselves. It is the most uncertain. · Reading the annual report will give you the investment intentions of the company. Discovery work, contacts in the company to build up a picture of what the need is. Joining dots and aligning your solution to these is the optimal route to larger deals. · Early executive engagement - win the psychological and social contract before commercial contract. · It feels authentic to Paul to know the executives at the beginning of the process and have relationships in place rather than last few days before deal sign off. · A $27 million deal started out in the account executive mind as a $50-100,000 opportunity, it would have stayed there if they had not thought differently and asked: o “What could this deal mean at its largest?” o Burning platform, a high level of pain allows larger deals.
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One of my observations is how you connect with senior level executives and create a compelling narrative; can you tell us more about that? · Paul paints the pictures of where the customer is now, a vision of an outcome and how the technology will close that gap. · At a human level we are ready for story. For business, a compelling narrative arc. So, tell that story well. · Rob recalls the time when working with Paul at an offsite sales conference at Juniper Networks Rob and Paul in the same team to create a pitch for client business. Paul created a compelling narrative which became the winning pitch. · A 2-year active customer engagement process led to the eventual signing of a 26million deal. · Consultative selling builds trust and enables bigger wins.
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What do you wish you knew early on in your career, that you know today? · Take more risks, not unmeasured, yet explore possibilities. Be braver. · Paul like a Catherine wheel, gaining speed and energy. Would have challenged himself to step into the unknown more.
If you have found this podcast valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
One of the greatest challenges we have observed for enterprise sales professionals is – How to win 7 or 8-figure ($10M+) deals. A lot of salespeople talk about closing mega deals, but the reality is that most don’t achieve it or at best had a deal driven by their management. We’ve found that its usually a small percentage of sellers who’ve cracked the code and have done it multiple times. We’d like to unlock the mystery of closing these deals. One of the most accomplished people I have seen, first-hand, is Paul Evans. Paul an over-achieving enterprise sales director, with 20 years plus software industry experience. He is typically brought into an organisation to accelerate revenue growth - this is always achieved by creating high performance and a positive people culture. He has a rare ability to create compelling narratives that connect solutions to decision makers - enabling them to align with key business objectives. He is a stellar relationship builder and thoroughly decent human being. A declaration - Paul is a client and we have worked together multiple times. Thank you, Paul, for taking time out: 1) Can you tell us about your career and how you have successfully moved from Individual Contributor to Manager to Director? • Early career spent at IBM and a systems integrator; sales foundation skills built here. Spent eight years at Oracle and moved through these positions from account director to lead to sales director to country leader. Now at IFS on the senior leadership team. • Paul a self-confessed “Bit of a geek”, enjoys and understands the technology and loves what it enables. • Paul’s long hinterland of experience - he has sold every type of technology from, consulting, infrastructure to applications, feels an authenticity when leading teams as never as them to do something he has not. • Nothing gives him great pleasure than ensuring his teams are successful and him contributing to that success. As a sales leader my success is assured through their success. • A key inflexion point for Paul was when we started working together. He invested in himself at a time when he wanted to be more assertive about his future. He felt that as a coach I brought him an independent lens which allowed him to see a path beyond what was visible and known. Allowed him to build a stronger narrative about himself. 2) How have you been able to make the transition from working for a globally recognised brand that employs 100,000+ people to a smaller business culture yet still overachieve? • Raise the level of ambition and scale of transaction. • Transformed UK Sales team at current company IFS. Changing the culture, mindset, expectation, and execution resulting in significant success during the last challenging 18 months. • Coaching and supportive of his team and specifically being wingman for high performing Account Executives on significant opportunities. 3. How important is it to gain executive level buy-in to influence the size and scope of an enterprise deal? How do you navigate a complex organisation? · Alignment to value. · Build an impactful business case and investment case. One or two-page executive summary. · Go deep and broad in the customer organisation, multi-level engagement. Create early executive engagement, its genuine and authentic. · 3 areas where software add value by enabling: Do more with it to drive revenue. Reduce costs. Managing risk or Compliance. Blend these together. Build a solid business case to take to the board.
If you have found this podcast valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
My recent podcast, “How to visualise”, has certainly resonated with the Enterprise Sales community. Many found it a practical exercise; some of you commented it was a reminder to take back ownership of your own careers and a few of you have fully embraced the value of daily visualisation to create your next job opportunities.
This quote from performance psychologist Dr Michael Gervais, has refined my ability to embrace and teach visualisation:
“The visualisation process needs to be as real as possible… not just vision but all senses if possible. It requires a disciplined approach of embodying and experiencing life-like images.”
Knowing the best route for your next large enterprise deal or career trajectory is tough at the best of times. Then add in the after-effects of the pandemic, little face-to-face contact, and pressure to over-deliver in the day job. The life of a sales professional can be really difficult.
I recently explored outside our field to gain some inspiration and insights. I read the book The Outstanding Actor, by Ken Rea, Professor of Theatre at the Guildhall School of Music and Drama in London, which outlines how to overachieve in this field. The book has three themes that we can learn from:
· Embrace the learning of your craft and always get better
· Know your values and build your character
· Always be at peak condition, ready to perform
This final one struck me. Sir Laurence Olivier, who was the outstanding actor of his generation, was still having weekly voice lessons at aged 68.
He was ready for his next performance, even if not always sure when it would come to him.
He was considered very gifted. Yet on further inspection of his back story, he was extremely hard working, always rehearsing, deliberately practising and refining his relentless work ethic at the Old Vic and his pioneering work at the National Theatre.
His dedication, scholarship, determination, practice and sheer grit is what made him one of the greatest actors – if not the greatest – of the twentieth-century. This sounds like ‘the talent code’, rather than a gift from God, as highlighted by author Daniel Coyle in his exceptional book, The Talent Code – Greatness isn't born. It's grown:
“Although talent feels and looks predestined, in fact we have a good deal of control over what skills we develop, and we have more potential than we might ever presume to guess.”
There are many parallels with acting in enterprise sales such as long periods of work before consistently producing the ultimately exceptional performance. Recently, I have noted from a number of my clients that they are at the peak of their sales career, the more experienced they are. They are adding greater value to customers, having a broader impact, and closing larger deals than ever before. This is best summed up by Rob Howes, co-founder of ESC, who in his day job is an overachieving Strategic Account Manager at Collibra:
“I could not have closed this significant deal at any other stage of my career. It is as if I needed all those previous experiences and engagements to bring this together.” ...As one of Britain’s most decorated Olympians, Sir Chris Hoy, said to author of the stellar book - In The Zone, Clyde Brolin:
“People think champions are a different breed, but we all underestimate what we’re capable of…”
Why not raise the level of ambition of the size of your next deal? You will be surprised at what can be achieved.
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you have found this podcast valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
One of the greatest challenges we have observed for enterprise sales professionals is – How to win 7 or 8 figure ($10M+) deals. A lot of salespeople talk about closing mega deals, but the reality is that most don’t achieve it or at best had a deal driven by their management. We’ve found that its usually a small percentage of sellers who’ve cracked the code and have done it multiple times. We’d like to unlock the mystery of closing these deals.
One of the most accomplished people I have seen, first-hand, is Paul Evans. Paul an over-achieving enterprise sales director, with 20 years plus software industry experience. He is typically brought into an organisation to accelerate revenue growth - this is always achieved by creating high performance and a positive people culture.
He has a rare ability to create compelling narratives that connect solutions to decision makers - enabling them to align with key business objectives. He is a stellar relationship builder and thoroughly decent human being. A declaration - Paul is a client and we have worked together multiple times. Thank you, Paul, for taking time out:
1) Can you tell us about your career and how you have successfully moved from Individual Contributor to Manager to Director?
• Early career spent at IBM and a systems integrator; sales foundation skills built here. Spent eight years at Oracle and moved through these positions from account director to lead to sales director to country leader. Now at IFS on the senior leadership team. • Paul a self-confessed “Bit of a geek”, enjoys and understands the technology and loves what it enables. • Paul’s long hinterland of experience - he has sold every type of technology from, consulting, infrastructure to applications, feels an authenticity when leading teams as never as them to do something he has not. • Nothing gives him great pleasure than ensuring his teams are successful and him contributing to that success. • A key inflexion point for Paul was when we started working together. He invested in himself at a time when he wanted to be more assertive about his future. He felt that as a coach I brought him an independent lens which allowed him to see a path beyond what was visible and known. Allowed him to build a stronger narrative about himself.
2) How have you been able to make the transition from working for a globally recognised brand that employs 100,000+ people to a smaller business culture yet still overachieve?
• Raise the level of ambition and scale of transaction. • Transformed UK Sales team at current company IFS. Changing the culture, mindset, expectation, and execution resulting in significant success during the last challenging 18 months. • Coaching and supportive of his team and specifically being wingman for high performing Account Executives on significant opportunities.
- How important is it to gain executive level buy-in to influence the size and scope of an enterprise deal? How do you navigate a complex organisation?
· Alignment to value. · Build an impactful business case and investment case. One or two-page executive summary. · Go deep and broad in the customer organisation, multi-level engagement. Create early executive engagement, its genuine and authentic. · 3 areas where software add value by enabling: Do more with it to drive revenue. Reduce costs. Managing risk or Compliance. Blend these together. Build a solid business case to take to the board.
- How do you achieve such big deals?
· Three possible routes: · RFP, by that point written by someone else and have another in mind. · Defined project, or · Consultative approach - you proactively discover what the customer really needs. · Third option...
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Recent podcast “Forget your limits and find your potential”, has certainly resonated with the Enterprise Sales community. Many of you found it a thought-provoking message; some of you commented it was a reminder to take ownership back of your own careers and a few of you felt the value of visualisation an extremely powerful but under-utilised skill. One of my clients recommended I watch the mini-series about chess on Netflix, The Queen’s Gambit. He knows I have a keen interest in the game and see it as a metaphor for life and career management; planning moves, developing effective strategy, and breaking process down into manageable chunks with an opening, middle and end game. “The Queen's Gambit follows the life of an orphan chess prodigy, Elizabeth Harmon, during her quest to become the world's greatest chess player while struggling with emotional problems, drugs and alcohol dependency.” Wikipedia The Queen’s Gambit is where you sacrifice a low-value piece (a pawn) to achieve a better overall position. Many in Enterprise Sales will relate to this as a useful way to add more value in a sales process to be able to secure a greater opportunity. The most compelling part of the series for me is when the main character, Elizabeth, uses her spatial intelligence to visualise a game on the ceiling of her orphanage dormitory. She later uses this as a recall technique when in an actual game many years later. It strikes me that society feels that visualisation is all a bit irrational, wacky, ‘woo-woo’ or only reserved for the few. The truth is that we all visualise every day, creating images in our minds. What if we directed these images and our self-talk to what we actual want rather than what we do not? Whilst we are not taught it at school, I think it should be on the curriculum, because if the very highest achievers use it, then why not all of us, to create a more compelling future for ourselves and fellow humans? Thank you to my good friend Clyde Brolin, for his seven-year quest interviewing hundreds of sports champions. Clyde really has pulled back the curtain to reveal how top champions create compelling visions for themselves and use belief as the “Mother of reality”.
The result is his compelling book In the Zone, It reminds me of the time I was in the final year of secondary school about to complete my O-Levels (yes, I am that old now!). I had an appointment with Mr B, the careers teacher, a very tall man in a three-piece tweed suit, who would pull his trousers up to chest. He told me, “You won’t go to university; your sort doesn’t go there, and you are not on my list to stay on and do A-levels.” I fortunately had a different vision for my future than Mr B. I was going to take my A-Levels at a Further Education college ten miles away. The meeting ended shortly afterwards. That taught me a valuable lesson, which was, despite being dyslexic, I was determined to get a good education and improve my life. Whilst I am always open to feedback, I move away from naysayers and use their negativity as fuel for the bonfire of possibility for myself and other humans! 11 years ago, I created a new vision for my life and career; apart from being a good son, husband, and dad, I want to positively impact 20,000 careers...
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you have found this article valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
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When the evaluators have finished your proposal, you want them to turn to each other and say: they’re brilliant, we should go with them – and to have a clear, consistent view of “why” that is.
And then on to the pitch…
Jon quotes the CEO he’s worked with many times, who always comments: I want to walk into the presentation first of three, not one of three.”
Obliviously the proposal and presentation need to align. Jon shared a story of a pitch from his days in procurement many years ago, where there was no mention of the key part from the proposal. At the end of the presentation, he asked the first question: “Thank you. That was great. I just wondered how you were going to achieve the commitment in the last line of your executive summary.”
And the bidding team looked panicked, as they turned to the relevant page and saw: “We guarantee that, if you choose us, you will achieve your 30% reduction in total cost of ownership target”.
So preparation and rehearsal are key. As Jon says: “I’m at my most spontaneous when I’m at most prepared.”
And this is even more important in the middle of a pandemic, when presentations are online. Jon quoted one of his good friends, a brilliant proposal professional called Nigel Hudson, who observed recently that it’s now more a case that:
“People buy from people they know, like… and have never met.”
How important is it to have a no bid policy and qualifying out?
Rob shared a story where, out of the blue, he received an RFP for a large company they wanted to secure. But they had no relationship.
They took the tough decision to no bid when access to economic buyers was denied. After he and his team had explaining the rationale, they opened up access and within a few weeks won the contract. When you no bid it can create panic in the buyers!
Jon entirely agrees. It’s important not to chase deals where you have no realistic chance of success. But a flaw in most “bid / no bid” processes is that they never really think through how a “no bid” could be done well – to enhance your credibility with the customer.
Final insight on renewal proposals, in the current market:
It’s worth asking yourself whether buyers really want to go through the painful tender and change process at the moment. Gathering the stakeholders together remotely to agree requirements, evaluate proposals. Implementing new solutions in the middle of a pandemic if it’s not strictly necessary to do so.
So Jon argues that where you’re the incumbent, with a contract that’s due to expire (say) this time next year, you need to paint a picture for the client of what it will look like if we continue to stay friends – and thus avoid them going to competitive tender? The most successful bid teams are spending more and more effort on renewal proposals, not waiting for RFPs to land.
Key takeaways:
· The need to know whether this is business you actual want? Qualify, qualify, qualify. · The need for a compelling story: frame it first so you are people they want to go with. · Take the Spice Girls approach to proposals – give the customer what they want, what they really, really want!
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What advice do you have about design, pictures versus text?
Jon’s a writer, and so finds that he often needs to stop himself from simply using phrases like “What are we going to write?”. Because there’s real value in also thinking visually: “What we will draw?”
What pictures could we bring our story to life? And how do we make the customer “the hero of the graphic”? He quotes the example of the common question on quality certification. Which is more compelling: a scanned copy of your ISO9001 certificate, or a diagram of how your quality processes result in better solutions that will reduce the client’s cost of ownership?
If you’re working on a bid that matters, you really need a designer to bring this to life professionally. And not just any designer: you need one who can work at “proposal speed”, against very tight deadlines, being comfortable knowing that changes will keep on happening right up until the last minute.
A question from our community regarding the importance of the executive summary, how important is it and is brevity the key? There is a popular theory that customers ignore the masterpiece and skip to the commercials - how true is this?
The job of executive summary is to “get the audience on your side quickly”. It’s critical to create deep rapport with the evaluators as soon as they start reading. And so you must include an exec summary, whenever the rules allow.
You need the buyers to think from the outset that you are the right partner for them. Grab their attention with relevant headlines. Create empathy, showing you understand their requirements and what they’re trying to achieve. Then you want the readers saying things like: • “They know what’s needed to do this successfully.” • “I can see clear reasons why to choose them.” • “They’re clear on what needs to happen next.” When reading the rest of the document, the buyers are then reinforcing their decision that you are their best option - rather than looking for reasons to score you down... If you have found this podcast valuable, please review, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
One of the most significant challenges facing Enterprise sales professionals is how to write winning proposals. We tend to be good at building rapport and engaging customers, yet the arrival of an RFP in our inbox can strike the fear of God into us. To bring value to the community we reached out to our network to find the best person in this space. Jon Williams is the MD of Strategic Proposals, who employ 30 people focusing exclusively on producing winning proposals for their customers.
He's a popular keynote speaker and has published widely on bid and proposal best practice - including the "Proposal Guys" blog, numerous white papers and the book "Proposal Essentials - Win More, Win More Easily” (available on Amazon). He's won a range of industry awards and is a Fellow of APMP (Association of Proposal Management Professionals). As an APMP Approved Trainer, he's helped over 2,000 candidates to achieve certification.
Enterprise Sales Club co-founder Rob Howes was introduced to Jon and his team ten years ago by Rob Verity, a salesperson Jon had won a big deal with in the past. At this time Rob's company was responding to a huge RFP. Rob - despite being dyslexic - knew it was rubbish. Jon was able to work his magic and help create a winning bid.
1) Can you tell us about your career and some of the key choices you have made?
Jon started out in procurement. As he says: “I started my career on the dark side: I was one of those people who used to send out RFPs giving no notice, asking irrelevant questions and giving bidders too little time to respond effectively!”
During a bid review with a failed vendor, he was offered the job of improving their proposals. He’s spent the last few decades dedicated to this profession and is hugely passionate about raising the standard of proposal writing.
2) In a recent white paper, you describe how the companies that win proposals more often have a Strategic+ approach, can you tell us more about this?
Jon and his team see four stages of evolution of organisations’ proposal capabilities. Their online benchmarking model – the Proposal Benchmarker® - has been completed by nearly 900 companies in the past four years; they now have 100,000 data points. So that lets them compare how the most successful bidders operate, against those who are more run-of-the-mill.
· Ad hoc – the salesperson who receives the RFP has to write the response themselves; everything’s pulled together with buddies and favours and “what did we write on the last one”.
· Tactical – to make life easier for salespeople, companies set up an RFP response factory. The sales lead passes the document over the wall, leaving the bid folks to plug together a complete and compliant response. It’s all very reactive, lacking any magic – more “glorified admin” that a real focus on winning.
· Strategic – where the company has all the right building blocks in place to enable them to do proposals well. Processes are defined for things like “bid / no bid” and strategy development; there’s an experienced bid team. They’ll ask the salespeople the tough questions, trying to get under the skin of the customer’s real need. But it still, somehow, always feels like a challenge!
And what they’ve seen recently is the emergence of a real top tier:
· Strategic+, where proposal development is seen as a source of competitive advantage from the very top. From the CEO down, proposals are seen as critical - the job creation and protection engine of the business. It’s how to drive revenue growth. And everyone’s aligned...
If you have found this podcast valuable, please review, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
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This podcast comes with a health warning; this could seriously improve your career! It asks you to challenge your assumptions so only listen if you interested in finding your potential, if not please skip it.
Recently, whilst enjoying a socially distanced coffee, I overheard a fellow customer explaining to the barista how she had read an incredible book and was fascinated to share that people’s Maths grades can be improved if they are told they share the same birthday as a famous mathematician. I got into a discussion with her as I am so passionate about this subject. The conversation flowed and she said the book was Bounce, by Matthew Syed. I was really enjoying the conversation; the book is one of my favourites because it is so well-researched and insightful.
However, I was shocked when she said, “I like the book, but come on, we all have limits.”
Which is sort of missing the point, as the book is all about human potential. She explained how in her field, the legal profession, one must know the law and be gifted to be able to apply it correctly. I had to respond that if we assume you have an IQ between 110 and 140 (which is most of the population), you have the ability to start the journey to becoming a lawyer. It is clearly evidence by organisations like the Sutton Trust that the ability to enter the legal profession is highly skewed to those from middle and upper middle-class socio-economic backgrounds rather than a gift of natural talent.
Wolfgang Amadeus Mozart was not born one of the world’s greatest composers. He put in many hours of practice! In fact, by the age of 6 he had clocked up over 3,000 hours of hard practice under the tutelage of his father, Leopold...
With the explosion of neuroscience during the two decades, many people read about deliberate practice and society’s lazy over-emphasis on natural talent, yet still have to point out, like my fellow-coffee drinker above, "Yes, but we all have limits.".
So what is the problem, you might say, with this mindset? It is cripplingly limited when it comes to realising our potential, and dulls our curiosity to explore new paths.
Stellar journalist and author, Clyde Brolin, conducted a seven-year study, interviewing hundreds of the world’s leading sports stars,. The result is his compelling book In the Zone, Clyde’s conclusions can be summed up in three words: Conceive, Believe, Achieve
Conceive – Michael Phelps’s coach, Bob Bowman, taught him how to visualise from a very young age to make the previous stretch times a self-fulfilling prophecy. He ended up winning one of his gold medal by one-hundredth of a second because he had his palm outstretched whilst his opponent’s hand was flexed.
Believe - Novak Djokovic told Clyde, “To be honest with you, there are no tricks, there is just belief”.
Achieve – Olympic heptathlon champion, Denise Lewis told Clyde, “It’s about unlocking that potential in your mind. The first step is not to put limitations on what you think is physically and mentally possible.”
So, what can we take from these fellow human beings who achieve extraordinary things? It’s an invite to have an honest conversation with ourselves. What do we really want to achieve within our lifetime? What do we really think is possible for us? What is our impact on our fellow humans?
“Honesty is a very expensive gift. Don't expect it from cheap people.” Warren Buffett.
That starts with you; are you up for an honest look in the mirror?
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you have found this podcast valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
The past 18 months have been tough for all of us on many fronts. Worried about the health of our family and loved ones, our jobs and businesses, and fellow humans across the globe. Yet we have seen some shoots of optimism and hope. Hope is so important to us humans. The fact that the UK vaccine programme is working has brought confidence to the UK economy which is expected to grow by record levels this year. On a personal note, watching my son Matthew play hockey; a scene that felt like a typical British summer’s evening.
It got me thinking if our depths and worse performances can be the necessary preparation for our peak?
Manchester City have suffered many sharp exits from European competitions... Pep Guardiola said, “Getting to the Final makes sense of what we've done in the past four or five years.” It got me thinking why and how certain people can use their greatest lows to reach incredible heights. It is as if it is an essential part of the preparation and necessary trauma they must go through. Why does this not occur for all of us? I believe we get to choose our mindset, how we respond to feedback and to difficult challenges. As mentioned in a previous post, society has shifted in the last twenty years so that when things go wrong, we blame others. Pep Guardiola is no ordinary football manager; he can count Garry Kasparov as a close friend. Kasparov is one the greatest chess players ever, and one of the sharpest minds around - you have got to be smart to have friends like that. When meeting Kasparov at his New York apartment (even though it was meant to be an informal diner with their wives), Pep was relentless. He interviewed Kasparov on winning at chess, strategy planning and how to outflank opponents, so he could apply all this knowledge to his football team. This obsession serves him well, and he lives by that great mantra “Win, lose or draw - let’s get better.”
On his great show ,“Don’t Tell Me The Score”, Simon Mundie interviewed Danny Kerry, the gold-winning hockey coach from the 2016 Rio Olympics. Kerry shared how when they finished sixth at the Beijing games in 2008, the post- games review felt like a charter assignation from the players. They saw him as aloof, stuck behind a computer, and only interested in results rather than the players. He had a clear choice: be defensive and probably lose his job, or reflect within and adapt. He chose the latter and now has a daily mantra for how he enters challenging conversations: • Where am I right now? • Where do I need to be? • Where are they right now? • Where do they need to be? • How do we close the gap? This mental checklist enhances his self-awareness and situational awareness and creates the space to jointly develop better outcomes. If you are thinking that these are special examples, I urge you to ask yourself, “Why not me?” You can take feedback, adjust your behaviour and apply that to new frameworks. There is a well-known saying: “The person you will be five years from now will be a direct result of the people you meet and the books you read.” This is so true, especially if you add the podcasts you listen to and other information you let into your brain. I urge you to take these opportunities. Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you have found this podcast valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
One of the most significant challenges facing Enterprise sales professionals is how to write winning proposals. We tend to be good at building rapport and engaging customers, yet the arrival of a RFP in our inbox can strike the fear of God into us.
To bring value to the ESC community we reached out to our network to find the best person in this space. Jon Williams is the MD of Strategic Proposals who employ 30 people who focus exclusively on producing winning proposals for their customers.
He's a popular keynote speaker, and has published widely on bid and proposal best practice - including the "Proposal Guys" blog, numerous white papers and the book "Proposal Essentials" - Win more, win more easily (available on Amazon). He's won a range of industry awards, and is a Fellow of APMP (Association of Record for Bid, Proposal, Business Development, Capture and Graphics Professionals). As an APMP Approved Trainer, he's helped over 2,000 candidates to achieve certification.
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you have found this podcast valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
Knowing the best route for your career trajectory is tough at the best of times. Add in the after-effects of the pandemic, little face to face contact, and pressure to over deliver in the day job. The life of a sales professional can be really difficult.
I recall when a client and I were walking around the beautiful Italian Gardens in Hyde Park. Given the beauty and lack of noise, he commented that he could not believe we were in one of the busiest cities in the world.
He had recently been promoted and was feeling out of his depth in the new environment of an esteemed group of leaders. He asked me how he could close this seemingly insurmountable gap?
I reminded him he had been promoted because he was a stellar performer. He was exceptional at what he did; yet the key to make the difference would be to “get in better rooms”.
I was suggesting that he build his own authentic leadership muscle and get used to operating at a higher level of conversation. I asked him to step in and actively meet more people, both internal and externally, who were at the level he was expected to operate at.
This got me thinking of the wider challenge we all face, namely how to continue to walk the tightrope of growing our careers without feeling overwhelmed during the process?
The most valuable exercise of my career
I had reached a point in my career where I felt that I wanted to examine how I could develop and become more fulfilled. My first step was to identify and subsequently interview people who had achieved the results that I desired. These leaders were all very successful in their chosen fields and, as a result, were very wealthy, in some cases, millionaires.
I wanted to uncover what had made them so successful. They were from a variety of disciplines, including property development, technology and accountancy. I considered all these people to be super- successful in their chosen field. I was very nervous about contacting them and wondered if they would help me; however, I needn’t have worried, as the result was fascinating. By stepping out of my network, making a friendly introduction, and acknowledging their successes, every one of them was willing to share their wisdom and career story.
One of the unifying themes was that every one of these individuals had a clear vision for their futures...
...Since the passing of my mum, I realise my time is limited. So, as I want to leave a positive legacy, I had better evolve. I have changed direction in my life's journey by becoming a full-time career coach. What a privileged job and position to be in! Often people say to me, “You truly love your job.” I certainly do!
Helping people in their hour of need emotionally, as well as guiding them towards a better career decision, is a multiplier - it helps their families too. It is rather selfish really; I sleep better at night knowing I have helped someone that day.
During our recent podcast interview with Keith Douglas (EVP at Mastercard), he shared a hopeful and empowering message:
“Whilst you are on this planet, your only job is to be as good as you can be, at being you."
I urge you to ask yourself:
· What do people seek my advice on?
· What would I do if I knew I could not fail?
· What do I want to have achieved by the end of my career?
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you have found this podcast valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
This quote from Irish rugby legend, Paul O'Connell, has certainly resonated with the Enterprise Sales community. Many found it a hopeful message; some have commented it is a stellar mindset, and a few felt it helped them get ‘out of their own way’. What requires no talent: • Being fully present during each conversation • Being open to learning • Making accurate career decisions Too often, people make poor career decisions based on a salary hike, or the headline brand name of a company. In the worst of cases, a mistaken belief is to stay with a company because the longevity looks better on their CV. We are directed by our beliefs and ‘recruitment myths’, rather than evidence from trusted confidants. One of the prevailing recruitment myths is that the best way to start a job search is by posting your CV on job boards and with recruitment companies. Having been a head-hunter and career coach over the last three decades, it is self-evident that this is suboptimal. I would advise limiting time spent on the live job market to 20% or less. The optimal focus is to use your precious energy accessing the hidden job market, where you are most likely to find more fulfilling and aligned opportunities. I have built a programme to accurately accelerate achieving your next role. ‘Accelerated Career Results” is a proven methodology that has significantly enhanced every career of the select attendees. There are 10 modules, and CV writing is module 6. Evidence has demonstrated that there are five key steps to the job opportunity creation process before writing your CV. Another crippling recruitment myth regarding earnings, is ‘that you are paid what you are worth’. Having negotiated thousands of job offers, I have to disagree. You don’t get paid what you are worth, you get paid what you negotiate. Far too many people receive salary offers and their annual review passively, rather than creating a proactive plan. ‘View yourself as a premium employee’ is our signature programme to bring confidence to your difficult salary negotiation conversations. One of the most thought-provoking and well-researched authors of our time is Matthew Syed. In his brilliant book Bounce, he offers an insight: “One of the most remarkable findings of modern psychology is the extraordinary capacity of human beings to mould the evidence to fit their beliefs rather than the other way around; it is our capacity to believe in spite of the evidence…” So, what can you do to mitigate the risk of making a poor career decision? Pre-pandemic, I advised all of my clients to spend at least half a day with their new organisation, before formally accepting any job offer. Whilst it in not common practice, you want to see the ‘warts and all’ of the business. You are likely to spend over 240 days a year working, and this less than 1% time investment is worth it, to help you make the right decision. This approach is beneficial for both potential employees and employers. Most career mistakes occur when there are value and cultural misalignments between employee and employer. The overwhelming influence on the culture you experience at work is your line manager and their line manager’s behaviour towards you. It is not the legal contract of employment that is the ‘difference that makes the difference’ – it is the psychological contract. If this choice is not aligned for you, then better options lie elsewhere; keep going until you find a closer match. It is prudent to test how these leaders react under pressure...
...Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you have found this article valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
Kevin is now a Partner for This Partners with over 30 years IT & sourcing experience gained across multiple industries for many major blue-chip organisations. This Partners is a boutique consultancy specialising in Sourcing Advisory, focussing on IT. This Partners typically help clients with Market Engagement (supplier selection, negotiation and contracting), Supplier Optimisation & Remediation, Sourcing Strategy (development and implementation) and Transition, Transformation & Benefits Management. Kevin can be contacted at kevin.keith@thispartners.com or you can reach This Partners via LinkedIn at This Partners: Overview | LinkedIn or via www.thispartners.com
Key points
Kevin described how important research is for procurement professionals. That involves supplier, stakeholders, acquisitions, stock price, products and services.
Planning Establish your intent, and your desired outcome. Add a slice of realism to the outcome which is your goal. Least acceptable - minimum you'd accept before walking away Understand what your alternatives are There are no tricks to negotiation, just good intention, preparation and thinking Win/Win.
Importance to work with stakeholders Sometimes Procurement Teams do get overruled by the Business Procurement teams should challenge the request
Traits of a good salesperson: energetic, charismatic, honest, trustworthy, tech-savvy, empathy, knowledge of product, knowledge of the client.
Cognitive empathy approach to negotiation - understand their pain thresholds, what their drivers are, what does success look like to them. If both parties adopt the same approach is very useful for the negotiation process.
Look for the Win/Win outcome. Both parties should have some benefits from the negotiation.
Importance of landing on something that's going to have a positive lasting impact.
Define what success looks like from the outset for both supplier and client.
Adopt KPI's, and objectives to measure the success of a partnership, but ultimately it's about having a strong relationship.
Over the last decade the concept has moved from cost to value.
Procurement are reluctant to adopt a revenue share model because of the difficulty in proving the contribution made by the supplier.
Some Procurement Teams are measured on personal goals and objectives, others on savings for the firm.
% of savings of spend % of savings of addressable spend Payment terms e-Auctions: -Spend through e-Auctions -e-Auction effectiveness -Number of lots through e-Auction
e-Auctions usage is increasing
Handling continuous price increases
Ethics during price exploration
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Winning in sales is tough at the best of times; now add in the after-effects of the pandemic, isolated remote working, and revenue pressure from line managers. The life of a sales professional is really difficult right now.
When walking with Rob Howes last week, we discussed how vital confidence is in the successful closing of enterprise sales. Confidence is like holding the wind in your hand; difficult to maintain and ever-changing. When you have it, you feel like you can walk through walls and achieve incredible deals and success. When you do not have it, doubt is rife, and you feel like you cannot close a door, let alone a sizeable deal!
I recall in an attempt to change gears and create excitement during a sales slump, we had a fun competition:
“Who can win the most consecutive pitches?”
Conventional wisdom says that confidence is a natural trait - you have it or you do not. Many years ago, whilst on a training course, my confidence level was allegedly measured via a series of 20 questions. The results indicated that my confidence was exceptional high when sales were going well yet reduced to a third of that figure when times were tough. A number of my peers took much delight teasing me about my scores compared to theirs, which hardly changed, regardless of circumstances. I knew these results were flawed, as I was more customer-focused during the good times than many, and far more resilient during the tougher times. I intuitively knew confidence was a moment-to-moment emotional response to environmental changes, and not something you have or do not...
...A significant body of science has emerged which challenges conventional wisdom. In his outstanding book The Genius in All of Us, David Shenk provides evidence that we are asking the wrong question – rather than the nature v nurture debate, more accurately we should be asking ‘How do genes interact with the environment?’ Shenk concludes, “Genes don't issue fixed instructions for development; rather, they interact with our surroundings so that we can adapt to them. Intelligence is not innate; it is a collection of skills that one acquires. Talent is not a thing; it's a process.”
During my recent interview with world-renowned mind-coach Don Macpherson, he shared that having worked with over 500 elite sports people, “I don’t believe anyone is born with in-built confidence, just as I find it difficult to accept a champion is born a champion.” …
We all have days where our confidence is unaccountably low. Yet this can be adjusted by recalling times when we were at peak performance. We can shift our confidence levels at any point of our choosing. This is a very empowering thought to initiate during challenging times of our lives – such as developing the confidence to sell. In this uncertain world, this is an urgent message for you... If you are still convinced confidence is a natural trait, then I invite you to adopt the stellar mindset of Irish rugby legend, Paul O'Connell: "Let's be the best at everything that requires no talent." I believe what requires no talent is: • Being genuinely interested and listening to a customer • Being fully present during each conversation • Being open to learning • Having an attitude that is solution-focused…
If you have found this podcast valuable, please like, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
As we move from crisis to recovery, many people are keen to make up for lost time. They want to grasp the opportunity and advance their careers, upwards. At the heart of achieving this advancement is amplifying one’s own personal brand. Yet the common challenge I hear is, “I am overwhelmed with my day job and back-to-back Zoom calls, I’ve got no time for networking.”
I remember only focusing on the day job myself and not factoring time in my day to be promoted, believing my results would speak for themselves. However, I slowly realised I was sleepwalking through my career.
At various points I became bewildered at the unearned advantage of the confident “Old Boy Network”, who gained promotion with ease. After the third time of being overlooked for promotion, (which was allegedly to be on merit), a painful thought struck me - if I do not change my approach and mindset, my career will plateau permanently. The clock was ticking, and I needed to find a new path urgently.
I was so frustrated with the situation that I decided to cancel a weekend trip away and got a pencil and paper out to write down my reflections and come up with better options. By Sunday morning I had ‘aha’ moment! I had built a reputation for being fearless at business development. This was mainly due to my attitude – I currently have no relationship with this ‘cold’ prospect, however, if I can create dialogue then I will earn the right to add value to them. I realised this was my ‘unfair advantage’. I could put this learnt skill into action for my own career.
In his excellent book ‘David and Goliath: Underdogs, Misfits and the Art of Battling Giants’, Malcolm Gladwell highlights how underdogs win more often than expected. There are ‘hidden advantages to being disadvantaged’.
I took control of my career by developing a network. I had to build trust to create meaningful dialogue - I add value to others first. In a hectic world, many people do not take the time to create useful connections even within their own company. I connected two Sales directors from a leading SaaS provider - this may sound like no big deal, but they sat 30 metres apart, one on the 4th floor and the other on the 5th of the same building!
...A client of mine became frustrated by the lack of opportunity in his company, so decided to move on. He is someone always looking to support others, connecting people who would benefit from an introduction.
When it came to his hour of need, he was given several prompt introductions to key decision makers, which led to four job offers. He is an overachiever, yet ‘the difference that made the difference’ was his attitude. By consistently investing in others, he did not look needy when it came to asking...
I have been very fortunate to have been guided by a stellar mentor, Rob Howes, founder of a leading Big Data and Analytics Community with over 450,000 members, and co-creator of Enterprise Sales Club.
Networks are hard earned, so Rob is naturally protective of his.
I urge you to forget shallow networking, and create meaningful dialogue instead.
Do your due diligence and identify a challenge that the other person has in their life. Have the right intention – to create a connection and dialogue. Earn the right to create dialogue by giving value first. Never act with entitlement - be polite with any request. I believe it is worth the risk of creating dialogue when you have everything to gain and nothing to lose…
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you have found this podcast valuable, please review, re-share and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
Remote working is an “aberration”, says Goldman Sachs CEO, David Solomon.
Barclays Chief Executive Jes Staley, says “It’s remarkable it’s working as well as it is, but I don’t think it’s sustainable.”
I have had the privilege of experiencing first-hand, some of the most engaging corporate cultures in the world. Where companies have breath-taking results, where employees have autonomy, respect, and growth. These cultures are built by stellar leaders who create a sense of purpose and belonging. The underlying belief is we all need to be within these four walls, to sustain our competitive advantage. Contrast this with right now, where many high performing employees are enjoying the flexibility and increased autonomy that a lack of daily commuting brings. According to [Future Forum] research, hybrid is the preferred option for the vast majority (73%) of workers, while just 12% would want a return to full-time office work. Two urgent questions need addressing: • What is the purpose of the workplace environment? • How do you create a ‘space’ to collaborate and network optimally in a hybrid world? When recently discussing this with an esteemed leader, they were pragmatic about the solution:
“I am open and flexible on discovering the optimal approach.”
They believe certain roles in central functions like finance and operations would be best served three/four days in the office, with customer facing/sales roles best served one day or less in the office as a norm.
The vital pieces of the jigsaw are:
• How do we collaborate to win? • How do we break down the functional silos and adapt? ...
“I am always doing that which I cannot do, in order that I may learn how to do it.” Pablo Picasso A former colleague of mine, Stuart Templeton, now Head of UK at Slack, shares his perspective on the optimal response to the pandemic: “The companies that have most impressed me are those that have not only embraced the potential of this paradigm shift to remote working and the tools that enable it, but those that have done so while keeping their people front and centre.
The default office-and-email model has been exposed as a false standard.”
Whilst much has changed as a result of the pandemic, winning in business has not – it starts with the behaviour in the boardroom.
• Leaders do not lead spreadsheets • Leaders do not lead procedure and policy • Leaders do not lead coding of technology
Leaders lead people. Leaders lead people to achieve results.
Here are the first three rules of Leadership:
• Behaviour, Behaviour, Behaviour • Culture, Culture, Culture • People, People, People
… take your pick. People will not go to the office to do work - they will go to the office to collaborate and network. The companies and leaders that crack this code are going to be the winners. “The ability to learn faster than your competitors may be the only sustainable competitive advantage.”
Arie de Geus – former Head of Royal Dutch Shell’s Strategic Planning Group
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you have found this article valuable, please like, reshare and pass onto a work colleague or someone within your network whom it could help at this stage of their career.
To discover exclusive content for our community, go to https://www.enterprisesalesclub.com.
Have you ever kicked yourself because you have not: • Applied for a job because you do not have ‘All’ the ‘correct’ qualifications? • Left a company sooner, due to a controlling boss? • Created a plan to control YOUR career? I certainly have. I see many very talented people who have a magnitude of skills, yet are unable to secure the role that they can achieve. Many times, I have heard people say “I can do that job,” but for various reasons, do not even get to the interview stage. When I was headhunting, I would often conduct an experiment. At the start of the process I would ask: Who is the best qualified candidate on paper? And at the end, I would ask: Who achieved the role? In my twenty plus years, I can only recall a handful of appointments when the best candidate on paper got the role. So, what was happening to the other 90%+ of the candidates? In my experience, the people who achieved the roles were better at creating and selling their story to the key decision makers. Is it possible to change and learn this skill?
YES!
You must create your story, because no one else will create it for you. “But,” I hear you say, “it’s a natural skill, and I am no storyteller.” Before the launch of his album ÷ (Divide), Ed Sheeran was interviewed by the BBC, who commented on how Sheeran and his co-writer Benny Blanco wrote 15 songs a day effortlessly . This was Ed’s reply: “Look, all things considered, you and I both know people that are more talented than us, but you know what they say about 10,000 hours? How many guys do you know that have put in 30,000…? …There aren't a lot of us…" So, Ed has a laser-like focus and a committed work ethic, rather than being a natural song writer. I have observed a society shift in the last 20 years, where if something goes wrong in a person’s life or career, then it must be someone else’s fault - let’s blame them. The unwillingness to acknowledge perhaps someone was better than you to achieve a particular goal, for example. Many sporting coaches, players, and fans in particular, are very quick to blame referees. Naturally, I was very disappointed that Wales did not secure a Grand Slam win recently; some suggested they should have awarded a penalty try, which would have secured them the match. The Welsh captain Alun Wyn Jones is a class act; when asked post-match about the incident, he said: “So, it would be remiss of me and uncouth if I was to shout from the rooftops about decisions that could or should have gone our way. The sport isn’t about that.”
He accepted the decisions and felt Wales should have taken their chances. An optimal mindset is Win, Lose, or Draw - Get Better. This starts with some self-reflection and a good, hard look in the mirror rather than looking out of the window. What could you achieve if you spent more time expressing your story? The business world is getting too obsessed with data alone and missing the vital fact that most business decisions are made emotionally and then justified with data. Aristotle first observed that the way to effective persuasion of other humans is 65% emotional, 25% logical, 10% ethical. A sales director client of mine said it best, when positioning the value of data to his customers: “Big data is directionally precise, yet precisely inaccurate; it’s the skill and judgement of the human that dictates if that data leads to valuable business decisions or not.” You do not need to have Ed Sheeran’s work ethic or laser-like focus. However, you do need to strike the right balance between using appropriate data, with the human story.
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I am a strong advocate of winning more, both for and in collaboration with my clients. I have always viewed our success as intertwined, their success is my success and vice versa. I am committed to their overachievement and we grow together.
‘How’ this is achieved is as important as ‘what’ is achieved. As I commit fully to any client engagement and relationship I commence, the chemistry has to right. Back in 2020, I stepped away from a potential client as I knew the fit would not work. Some might say I was brave or crazy to refuse business in the middle of a global pandemic, and I promise you it was very tempting. My intuition told me not to go ahead; why? It was their behaviour during our initial interactions – they were too demanding, disrespectful, and even rude. The ‘how’ we do business matters greatly to me.
How we win starts with knowing ourselves. I recently had the honour of interviewing Keith Douglas (EVP at Mastercard). When facing the challenge of where to take his career next, he took the time to reflect and find his true self; what he describes as finding his ‘edge’. What separates him from others? What does he stand for? What are his values? He exemplifies that how you behave and go about your business is a choice. I believe how you show up consistently is what separates you from everyone else – integrity.
Isn’t it frustrating when large enterprise deals slip to the next quarter, or do not close? You lose credibility and income. Using a proven qualification tool like MEDDICC is the way to de-risk. Recently, Rob Howes (Co-founder Enterprise Sales Club), and I interviewed Dick Dunkel (creator of the MEDDICC framework), and he emphasised ‘Decision Criteria’ as a vital component to the sale qualification process.
Attaching your solution to greater revenue, reduced costs and risk migration for the economic buyer, is the optimal way to enhance your sale.
Tilt the field in your favour…to close better qualified deals.
My most proactive clients find the time to regularly network and have potential jobs lined up, even though they do not need them… yet. Truism - over 80% of jobs are not advertised. You need to regularly make connections – so which three people would most accelerate your career right now? Build time to make these connections – this time is never wasted as it is the way to ensure that your career is future-proofed. Ask people from your network and in turn, their network, for positive referrals to key connections. Give first - offer your new connection a valuable market insight or a well-qualified lead to build your relationship. Detach from the results and do not take non-replies personally. All feedback is progress but not all conversations will be productive. Remember the 80/20 rule? 20% of the conversations will produce 80% of the results. You will have unearthed previously unknown opportunities that you can convert into live jobs. You will have put yourself in the driving seat of your career. Tilt the field in your favour…to future proof your career...
If an external move scores higher than your current role, have an honest conversation with yourself - if not now, when? Have confidence to be able to handle the outcome of any decision you make.
Tilt the field in your favour…to make optimal decisions.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
Summary Part 3 Decency Quotient + EQ + IQ = Multiplier effect
“Doing the right thing” and caring.
Simon Sinek: “Leadership is not about being in charge it is about taking care of those in your charge.”
Keith Douglas “Leadership is one of the greatest privileges you can have in the world.”
"Everybody in my team gets an A - my job is to get an A+".
His two questions to help others 'unlock' the edge within:
What are you good at and what do you really enjoy?
Pandemic thoughts as a leadership group at Mastercard, all wrote blogs sharing a day in their life, their experience - we are all finding it tough, and we are in this together. This was hugely impactful for people around the Mastercard business. Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com. Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings. If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
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How to consistently deliver successful commercial growth? Is one of the greatest business challenges I have observed. One of the most accomplished leaders at achieving this is Keith Douglas. We are thrilled to have Keith on the Enterprise Sales show. Keith is an over-achieving commercial EVP, with 20 years+ Payment industry experience. He is an EVP at Mastercard and responsible for driving forward their key growth area of e-commerce (Mastercard Payment Gateway Services) he has a team of over 400 talented people across the globe. Keith is a motivating leader who empowers his people, in many ways, ‘get out of their way’ so they can produce their best work. He has created a high performing and enjoyable ‘people centred’ culture. We share similar values including the importance of how you win and not just winning. We were connected by our mutual friend Anant Patel. Thank you Anant.
Key takeaways:
Part 2
Guiding principles: Keith rules of the road).
Have to lead by example.
1) Be present - always how up and be in the moment. 2) Sharing to empower others – learn from failure. 3) Lead – you get to choose the ‘narrative’ that defines you. 4) Be decisive, encourage others to make decisions. 5) Provoke – challenging self and others, people do not expect Keith to that. Come out of his own shell. 6) Think - not just do, find the time to. 7) Be first or be right, chose carefully. Action orientated. 8) Together is better – as a team we achieve more. "In terms of your career, your only job to be as good as you can be being you."
Keith manifesto of leading the team:
Everybody gets an A - my job is to get an A+.
See the opportunity and then embrace the challenge. Encourage to help each other.
I would not be where I am today without that help.
Recognize success and failure.
In terms of giving feedback process helps and recognize and acknowledge failure.
Keith goes first, have to set an example,
Different perspectives are actively encouraged. Engineering and product different lens.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com. Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
Enjoyed the show? Leave us a review on iTunes
How to consistently deliver successful commercial growth?
Is one of the greatest business challenges I have observed.
One of the most accomplished leaders at achieving this is Keith Douglas. We are thrilled to have Keith on the Enterprise Sales show. Keith is an over-achieving commercial EVP, with 20 years+ Payment industry experience. He is an EVP at Mastercard and responsible for driving forward their key growth area of e-commerce (Mastercard Payment Gateway Services) he has a team of over 400 talented people across the globe.
Keith is a motivating leader who empowers his people, in many ways, ‘get out of their way’ so they can produce their best work. He has created a high performing and enjoyable ‘people centred’ culture. We share similar values including the importance of how you win and not just winning.
We were connected by our mutual friend Anant Patel. Thank you Anant.
Key takeaways:
Importance of network, Keith said he would not be where he is today if not have the support of his network.
Keith knew he wanted to be a General Manager and committed to that path. Working with an executive coach 'unlocked' Keith's Edge.
The impact you can have as an individual or as a leader importance of you - 'the art of being yourself' - understanding yourself less time on competencies and more time thinking about self.
How to have impact - "if you think you are too small to have an impact you have never been to bed with a mosquito."
What is your edge?
What makes you curious and different?
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com. Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
Enjoyed the show? Leave us a review on iTunes
Is it generating new opportunities?
Is it closing large deals?
Is it learning the technical aspects of latest technology solutions?
Is it engaging with customers?
Is it ensuring your bonus and commission are accurate and paid on time?
My observation is that right now managing upwards, is the single largest stress for enterprise sales professionals.
It is tempting to believe that when not seeing our managers face to face, their influence is less. Yet working from home has led to the need to be in ‘attendance’ even more with the often on back-to-back Zoon calls, leaving no time for natural and mental breaks. People do not do their best work if in ‘fight or flight’ mode.
At its worse this approach can turn into a toxic culture. I have observed toxic environments created by leaders, and the effects on people lives and careers first-hand. The need by leaders to control and be in control is at the root of the problem. From experience I believe that remote working has heightened the current need by leaders to be controlling and to be in control. Lack of physical contact has only added to be ‘command and control’ approach - crazy back-to-back Zoom calls and daily forecast updates...
...Daniel Goleman (the creator of EQ Emotional Intelligence) is:
“Out of control emotions make smart people stupid.”
This is a valuable message, we have to take charge of own mental and emotional state to stay smart, because these distractions are inevitable.
Right now, I regularly find myself sharing the advice below with my private clients:
Put space between the stimulus/event and your response - it leads to better outcomes for you... ...Never react.
Proactively respond:
Response 1 = Park for time being and reflect further. Ask yourself what is the optimal response than will enable you to achieve your goals?
Response 2 = How can I make this Win/Win?
Response 3 = Do nothing.
Response 4 = Ask a colleague or coach their independent view.
Put space between the event and your response, a few deep breaths, go for a walk or even have a night’s sleep. Have multiple responses that work for you.
I want to share a story of one of my clients who was due to have an annual review in Q1 2021.
He was significantly over sales target in 2020. He is a multiplier who mentors many people within his company. He is happy at the company, enjoys the culture and customers. He is always looking to add value to his line manager and colleagues across the globe.
Yet did not feel appropriately rewarded for the value he adds. He did not want to go down an aggressive route (and high energy investment) of gaining an external offer to justify a pay increase. So, he decided to own his response, he asked for an early review in December. He positioned his individual and companywide value to the key decision makers. A significant (21% increase) in pay was agreed and confirmed before the new year. I know this figure and timescale might look unrealistic or unreasonable, yet this is what is achievable when we take a proactive, relationship and campaign approach to managing upwards.
Managing upwards is a skill and like any other skill, it improves with deliberate practice. Learning how to negotiate upwards for yourself effectively is such a worthwhile investment, it is an evergreen skill that you can use on a weekly basis to enhance your career, life and even the lives of your families and loved ones. It of course is a route to reducing stress.
To hear more from Daniel Goleman, where Simon Mundie on his podcast channel 'Don't tell me the score' interviewed him.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.co.uk
How to consistently deliver successful commercial growth? Is one of the greatest business challenges I have observed.
One of the most accomplished leaders at achieving this is Keith Douglas. We are thrilled to have Keith on the Enterprise Sales show.
Keith is an over-achieving commercial EVP, with 20 years+ Payment industry experience. He is an EVP at Mastercard and responsible for driving forward their key growth area of e-commerce (Mastercard Payment Gateway Services) he has a team of over 400 talented people across the globe.
Keith is a motivating leader who empowers his people, in many ways, ‘get out of their way’ so they can produce their best work. He has created a high performing and enjoyable ‘people centred’ culture. We share similar values including the importance of how you win and not just winning.
We were connected by our mutual friend Anant Patel. Thank you Anant.
Key takeaways:
Importance of network, Keith said he would not be where he is today if not have the support of his network. Working with an executive coach 'unlocked' Keith's Edge.
The impact you can have as an individual or as a leader
importance of you - 'the art of being yourself' - understanding yourself less time on competencies and more time thinking about self.
What is your edge?
How to have impact - "if you think you are too small to be effective, have you ever been to bed with a mosquito."
What makes you curious and different?
Guiding principles:
Be present - show up and be in the moment Share - successes and failures Be decisive Together is better
Keith manifesto of leading the team
"In terms of your career, your only job to be as good as you can be being you."
Everybody gets an A - my job is to get an A+ Encourage to help Recognize success and failure
Different perspectives are actively encouraged.
Decency Quotient + EQ + IQ = Multiplier effect
His two questions to 'unlock' the edge within: What are you good at and what do you enjoy?
Pandemic thoughts as a leadership group at Mastercard, all wrote blogs sharing their experience - we are all finding it tough and we are in this together.
Enjoyed the show? Leave us a review on iTunes
I have recently been asked why myself and @RobHowes created the Enterprise Sales Club Community, by a number of new subscribers to our podcast channel.
Firstly, the relationship between Rob and myself is well-established - we have been working together for over six years. During out interactions, we observed and experienced certain patterns in the lives and careers of enterprise sales professionals.
Software sales is like a roller-coaster, a challenging yet rewarding career with the opportunity to earn lots of money and travel the world, whilst impacting the company’s bottom line. There is a fine line. When it is good it is great, however, there is a darker side. When you have a bump in the road, it can be a very unhappy place resulting in negative consequences.
Enterprise salespeople might be comfortable negotiating million-dollar deals with corporations, but many are surprisingly poor at negotiating their own salary and managing their careers.
Time after time we witnessed successful sellers confronted by:
You’re only as good as your last quarter.
We know that Enterprise sales professionals will be confronted by the following scenarios:
· You have very little control of your career.
· After a successful year of overachievement, your quota is increased.
· You are ‘punished’ for success and your territory is reduced.
· Your employer is not investing enough (if at all) in your professional development.
· You have limited scope for career progression – ‘just sell more this year…’
· You have inappropriate compensation for the value you add - unfair allocation of pay rise or share options.
· You experience a toxic culture and bullying - sales leaders are promoted into their roles for being the best sellers, but often they make poor leaders.
The truism is that years of consistent pressure take their toll on the mind.
Rob and I concluded that there was a need for a ‘safe’ space for enterprise sales professionals to interact and solve these challenges...
Why did we call it the Enterprise Sales Club?
Enterprise because it serves professionals dealing in large accounts
Sales because Rob and I are both sales practitioners, not theory consultants
Club because we wanted to create an exclusive community
We are an invite-only community, welcoming members who meet the following criteria:
· SaaS Sales professionals with a minimum of 10 years’ experience
· High performers who have regularly exceeded their annual quota
· Members must be a participant, not a lurker
How will Rob and I will help solve your Enterprise Sales and career challenges?
• Our reason to be is to facilitate your ‘Inner Hero’ to come out of its shell.
• We care about people and build relationships that last decades.
• We will shorten your learning curve and take the pain out of the process.
• We are connected with extensive networks built up over 25 years.
• We do what we say we are going to do…we have integrity
As an Enterprise Sales Club member, you will receive:
· Exclusive Content so you can both earn more and learn more.
· Interviews with industry practitioners and thought-leaders.
· Access to stellar partners such as internationally-acclaimed voice coach Lisa Åkesson.
· Access to a private community network.
· Events (coming soon) - we cannot wait to see people face to face!)
· Interactive sessions with industry experts to help you thrive in a competitive world.
· A network of fellow sales professionals whom you can turn to any time for repeatable, scalable advice.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings. Enjoyed the show? Leave us a review on iTunes
I am a big advocate of utilising what is around us to drive our careers and business forward. Right now, the days are getting longer, the daffodils are in full bloom and our energy levels are rising. It is the ideal time for us to grow by learning and refining our enterprise selling skillset.
Rob Howes (co-founder of Enterprise Sales Club) recently interviewed Dick Dunkel. Dick is the co-creator of the stellar Enterprise Selling methodology, MEDDIC / MEDDICC / MEDDPICC. His key expertise is in Value Selling, Customer Engagement Process and Technology ROI. Throughout his career, Dick has helped major corporations and world-class brands adapt to change and improve business performance through innovative technology and process improvement.
Dick shared great insights on how to succeed and close large deals. This episode is a stellar guide on how to use MEDDICC to identify and qualify “business outcomes”, the process of unlocking funds and credibility.
The key takeaways from his interview are:
• You don't have a champion, only have potential champion until they prove they have access to those with power and funds.
• To ensure that you thrive at enterprise sales during this pandemic, an optimal route is to sell business outcomes. It will give you more control of the timing and likely success of your deals.
• Visualise the end of the deal and backwards engineer each step along the way. It is vital to 'begin with the end in mind', by challenging assumptions, being clear of the economic and political landscape and to realise your role as the protector of company resources.
• An enterprise sale is a two-way value process, so you need to ensure throughout that you have ‘fair exchange of value'. Test if there is real interest in your proposition, by ensuring you are not the only one making commitments.
• You may have to start with steps 1, 2 and 3, then your champion needs to do steps 4, 5 and 6 and back to you to do steps 7, 8 and 9. You can’t be the only one making the commitments...
My personal Key Takeaways that I am implementing:
To thrive during this pandemic, make sure you sell business outcomes. It will give you more control of the timing and likely success of your deals. It is vital to 'begin with the end in mind'. Remember during an enterprise sale, it is a two-way value process, so ensure throughout you have ‘fair exchange of value'. Knowing the decision and engagement plan involving the Economic buyers at the start is vital to a successful outcome of any complex enterprise sale. Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
Enjoyed the show? Leave us a review on iTunes
This week, I have heard many people say to me, “I am so overwhelmed” “I’ve got no time for networking” or “I’ve got no space for my own brand development”. My reply to all these and more is… “What would you do if lost job tomorrow?”
Reid Hoffman, the founder of LinkedIn, says the following: “If you were made redundant tomorrow, which people would you contact among your existing network? Send them an email today to renew your relationship.”
My aim is to guide and advise clients who think they have a growth mindset, yet reject positive change with phrases such as:
· I can’t because I’m too busy
· I'm overwhelmed
· Branding can wait
In her ground breaking book, Mindset – the New Psychology of Success, the world-famous Carol S. Dweck, Professor of Psychology at Stanford University, states the following:
“Why waste time proving over and over how great you are, when you could be getting better? Why hide deficiencies instead of overcoming them? Why look for friends or partners who will just shore up your self-esteem instead of ones who will also challenge you to grow?
And why seek out the tried and true, instead of experiences that will stretch you? The passion for stretching yourself and sticking to it, even (or especially) when it’s not going well, is the hallmark of the growth mindset. This is the mindset that allows people to thrive during some of the most challenging times in their lives.”
The hard truth is that to grow your mindset...
...Reposition yourself as a business problem ‘identifier and solver’, rather than as a job seeker.
What is the greatest business problem you could solve for your potential new line manager? Which companies will you target? Segment and prioritize your target companies into three lists. The A list is 20 immediately attractive potential companies, the B list is the 30 next most attractive potential and the C list is the next 50 most attractive potential companies. Outline the three key most important criteria for your next move: culture, training opportunities, salary, career progression, mentoring… What ‘unique value proposition’ can you bring to your next organization? Use the Three Rs Method of connecting with and influencing people. Right person, Right timing, Right conditions. Who has the results and has succeeded in the roles you desire? What are the traits and behaviours of the top performers? Who makes the decisions for the roles within the companies you most desire to work for? The Head of the Company? The Directors? The COO? The CEO? And what about you? Do you have a strategy to access the hidden job market? Can I help you define your path to your next role?
Let me finish with another quote from Carol Dweck’s seminal book:
“When you enter a mindset, you enter a new world. In one world—the world of fixed traits—success is about proving you’re smart or talented. Validating yourself.
In the other—the world of changing qualities—it’s about stretching yourself to learn something new. Developing yourself”
Yeah, I know networking is hard...YET your career DEPENDS on it
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
Throughout his career Dick has helped major corporations and world class brands adapt to change and improve business performance through innovative technology and process improvement.
He is the co-creator of the stellar Enterprise Selling, MEDDIC / MEDDICC / MEDDPICC, His key expertise is in Value Selling, Customer Engagement Process and Technology ROI.
We explored with Dick:
How the methodology came about. Why its vital to 'begin with the end in mind'. What is 'fair exchange of value'. Why an engagement plan involving the Economic buyers at the start is vital to any complex enterprise sale. and much more...
In a recent blog, I shared how Daniel Coyle, author of The Talent Code, highlighted the powerful “windshield effect” – that even a short connection with a role model can improve our belief that we too can excel at a very difficult skill. This has significant implications for our enterprise sales and negotiation ability...
This week I had the honour of interviewing Don MacPherson for the Enterprise Sales show podcast channel. Don is an internationally recognized mind coach who has unlocked potential within elite sports professionals from the fields of Formula One racing, Rugby union and even a Wimbledon tennis champion. Don is a warm and practical guide, who also helps members of the public with their anxiety and performance challenges.
He shared his view on the noise presented by accidental hypnosis, when previously speaking with Clyde Brolin author of 'In the Zone': ‘Ask my wife, Jane, to play tennis and she will politely decline. She’ll say, “I can’t play tennis! I don’t have an eye for the ball or any hand-eye coordination.” But if you gently pry as to why she holds such a view, she’ll say it must be true because, “Everybody has always told me I am hopeless at tennis.”’
‘If you dare to go any further you might enquire who this everybody is. You may know a few: mothers, fathers, grandparents, friends, teachers… They are Jane’s “everybody” and probably yours!...
I can relate to how Jane bought this external information. I know during the earlier stages of my career I did not trust my own instinct, yet trusted my line manager’s judgement much more. In turn, this left me vulnerable to his suggestions and manipulations. I was frustrated but was not sure how to overcome it.
I recall a late-night conversation with my late father who told me, “You have earned the right to use your intuition, as you have made plenty of mistakes.” I am sure here was a backhanded compliment there somewhere if I look hard enough…!
However, I do know one thing about myself - when I get frustrated, I get very curious. So, I started exploring, reading articles, books, and watching videos on how to deliberately build my intuitive muscle. During this process, one of the key accelerators was the body of work from The Times journalist and former UK No 1 table-tennis player, Matthew Syed. In particular, his ground-breaking book ‘Bounce’:
One insight stood out above all others for me:
“There are apparently no limits to improvements in memory skill with practice…its promise that anyone can achieve the same results with opportunity and dedication.”
I thought, if there are no limits to a seemingly “natural talent” and “innate trait” like memory skill, trusting your intuition is like any cognitively complex skill, it is improvable with deliberate practice.
I invite you to filter the information coming into your mind, to challenge the hypnosis from external sources and your own self-talk.
Ask yourself: Does this language enable me to live the life I want and to have the career fulfilment I desire?
Why not create the opportunity to enhance your skillset, right now?
As remote working has become the ‘norm’, one of my executive clients was looking to improve a key leadership skill – candid and thoughtful communication with his team. I know from experience that expanding self-awareness is the key first step to developing this skill. So, I invited him to use a simple framework. Before any vital conversation, check his mind-set and self-talk:
What is the specific purpose of this conversation? Where is my mindset right now? Where does my mindset need to be for optimal conversation? (Being open, flexible, and resourceful is a good place to start)...
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
This week I had the honour of interviewing Don MacPherson for the Enterprise Sales show podcast channel. Don is an internationally recognized mind coach who has unlocked potential within elite sports professionals from the fields of Formula One racing, Rugby union and even a Wimbledon tennis champion.
Don is a warm and practical guide, who also helps members of the public with their anxiety and performance challenges. He shared his view on the noise presented by accidental hypnosis. ‘Ask my wife, Jane, to play tennis and she will politely decline. She’ll say, “I can’t play tennis! I don’t have an eye for the ball or any hand-eye coordination.” But if you gently pry as to why she holds such a view, she’ll say it must be true because, “Everybody has always told me I am hopeless at tennis.”’
‘If you dare to go any further you might enquire who this everybody is. You may know a few: mothers, fathers, grandparents, friends, teachers… They are Jane’s “everybody” and probably yours! All are hypnotists who were in action from her first attempt to hit a ball. Perhaps she missed or miss-hit the ball, at which point I doubt she received much encouragement. It would have been more like “Oh dear, it doesn’t look like little Jane has much of an eye for a ball, shame...”’
I can relate to how Jane bought this external information. I know during the earlier stages of my career I did not trust my own instinct, yet trusted my line manager’s judgement much more. In turn, this left me vulnerable to his suggestions and manipulations. I was frustrated but was not sure how to overcome it.
I recall a late-night conversation with my late father who told me, “You have earned the right to use your intuition, as you have made plenty of mistakes.” I am sure here was a backhanded compliment there somewhere if I look hard enough…!
If you are struggling with anxiety or want to take your performance to a new level, I thoroughly recommend Don MacPherson’s recently released book, How to Master Your Monkey Mind - Overcome anxiety, increase confidence, and regain control of your life.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings. If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
Culture is dynamic and ever-evolving. Always involving people - it is fluid and can change extremely quickly. I have observed at first-hand how culture can be different even in two separate divisions of the same company – these different cultures were entirely shaped by the leaders of those divisions. One open collaborative and encouraging, the other controlling, individualistic and stifling.
There seem to be so many examples of poor leadership at present, that I am left wondering - are toxic workplace cultures inevitable? After all, we are talking about work and perhaps, we should just get over it and stop being so unrealistic in expecting working environments to be safe and open.
Then I think of the very best leaders I have worked with, both past and present. They build a psychologically safe environment; they give, creating a feeling of belonging and higher sense of purpose, rather than just expecting and taking the credit.
So, is ‘belonging’ the antidote to the toxic workplace?
Are we safe here?
In his book, The Culture Code, Daniel Coyle examines how high performing groups evolve through the world.
“Belonging cues are behaviours that create safe connection in groups. They include...proximity, eye contact, energy, mimicry, turn-taking, attention, body language, vocal pitch, consistency of emphasis, and whether everyone talks to everyone else in the group. Like any language, belonging cues can’t be reduced to an isolated moment but rather consist of a steady pulse of interactions within a social relationship. Their function is to answer the ancient, ever-present questions glowing in our brains:
Are we safe here?
What’s our future with these people?
Are there dangers lurking?”
Ajay Banga, the current Chairman of Mastercard, shared a story from early in his career whilst he was at Citibank. Sandy Weill, the then CEO, invited him to the senior planning group. Ajay was very nervous and looked and felt different from everyone else in the room. He explained during a podcast with David Novak that when he entered the room Sandy called him over and said:
“I am delighted you are in this room - you will make us better.”
This reduced Ajay’s stress and meant he was accepted and gave him a sense of belonging.
“Behaviours drive culture – culture drives results.” Anant Patel, Vice-President of WEX
Anant’s modus operandi comes from a deep-rooted belief, that to achieve stellar results, you must engage and build a safe environment where people can bring more of their true selves to in turn, produce their best work. A place where everyone belongs. He believes that a leader’s role is to enable people and get out of their way. To praise and not take the credit. For Anant, it is truly all about the team – “One team”.
What makes Anant a servant leader?
He genuinely cares about people, so it feels natural to him to...
Anant has a personality and approach that is all about growth...He loves learning, which is a valuable skill that he has capitalised on to stay constantly adaptive and move forward in his career.
Therefore so what?
So, what are your takeaways from this article to improve the sense of belonging in your culture?
Is it to be more curious about people and your team?
Is it to learn from those who have skills that can enhance your career?
Is it to stay where you are, with a fixed position?
We all have choices to adapt and evolve…now is the time to step up.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
"Culture is like holding the wind in your hand". Title came from Toni Minichiello podcast interview from Don't Tell Me The Score: Thank you Toni and Simon.
We have all got used to working from home, so it can be tempting to forget that office politics exist, and breathe a sigh of relief. In fact, they are still rampant, and, in many ways, we need to be even more aware of them and make them more visible.
Business mediator Clive Lewis who specialises in workplace disputes, believes office politics to be so prevalent, that he has written a book, Toxic - A Guide to Rebuilding Respect and Tolerance in a Hostile Workplace. He describes toxic behaviour, bullying and the minefield of office politics.
“Such behaviour is not only simply wrong and damaging to its victims, it also results in reduced productivity, higher employee turnover and can often leave a stain upon the wider reputation of an organisation.”
I have observed toxic environments and the effects on the lives and careers of people first-hand. The need by leaders and fellow colleagues to control and be in control is at the root of the problem. My observation is that with remote working, this need has heightened due to lack of physical contact. This has only added to the ‘command and control’ approach with crazy back-to-back zoom calls and daily forecast updates.
Rethinking your approach to politicisation within your organisation is vital in the current climate if you want to avoid being outflanked. With your visibility currently reduced, now is a good time to stop, reset and ask yourself, in terms of managing upwards and sideways:
• What should my next 90 days look like?
• What should my next 180 days look like?
Many organisations have not allocated enough resources or thought to this new environment to allow people to work from home effectively. For example, they haven’t allowed for appropriate breaks,” he notes.
Remember the film The Good, The Bad & The Ugly by Sergio Leone?
This is how it translates to office politics:
The Good - when your visibility enhances your personal brand.
The Bad – when you are outflanked to a promotion, a major account or don’t get the credit for landing a major account.
The Ugly - a nasty exit that could potentially damage your career and is mentally destabilising.
Here’s how:
• Realise that managing upwards is very, very important. So, ask yourself what you can do to make your line manager’s career easier and to help bolster their image.
• Understand your line manager’s priorities, expectations, beliefs, and attitudes - agreeing those is vital.
• Try to identify the most pressing problems that your line manager has so that you can look to solve those problems using your knowledge, expertise, and network of resources.
My office politics light-bulb moment
Like most of us, I used to find office politics a complete drain. That was until a conversation with a much-respected senior leader changed my perspective.
He commented that politics was inevitable within the company and noted how well I managed the politics with my customers. I knew how to navigate large, multinational companies and FTSE 100 businesses and did so very well for my customers. With that being the case, why wasn’t I managing office politics more effectively within the company that I was actually working in?
It was my communication skills that enabled me to navigate so well for my customers, yet I found that type of communication challenging when I had to do it for myself.
Communication in the workplace can be extremely challenging and, as George Bernard Shaw said:
“The single biggest problem in communication is the illusion that it has taken place.”
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
In my previous article I identified that the vital career and life skill of having confidence, is not reserved only for the privileged few see below:
https://www.linkedin.com/feed/update/urn:li:activity:6760144697471053824/
One of the key sources to confidence is inspiration from fellow humans, where they act as a ‘windshield’, showing you possibilities. Real inspiration says, "Me too, I can do that.”
What is a ‘windshield’ I hear you ask? A windshield is what you see in front of you that gives you inspiration; role models that give you an image of your future self. In his book, The Talent Code: Unlocking the Secrets of Skill in Sport, Arts, Music, Math and Just About Everything Else, Daniel Coyle gives the following example:
“In 1997, there were no South Korean golfers on the Ladies’ Professional Golf Association (LPGA) Tour. [By 2009, there were] more than 40, winning one third of all events. What happened? One golfer succeeded (Se Ri Pak, who won two major tournaments in 1998) and through her, hundreds of South Korean girls were ignited by a new vision of their future selves. As the South Korean golfer Christina Kim put it,” You say to yourself, ‘If she can do it, why can’t I?’ ”
Studies have shown that even a short connection with a role model, no matter how minor, can improve your motivation immeasurably. Daniel Coyle continues, “What ignited the progress wasn't any innate skill or gene. It was a small, ephemeral, yet powerful idea: a vision of their ideal future selves, a vision that oriented, energized, and accelerated progress, and that originated in the outside world.”
The stories we tell ourselves frame our actions and attitude. We see this everywhere. Going to Eton must make you think at least you have a chance of being Prime Minister, regardless of your ability...it has never entered my head that I could be Prime Minister!
Inspiration and Opportunity matter - so how do we create more in our lives??
I have experienced my own career defining 'windshield' moment:
I had identified that Jeff Grout, (previously the MD of the recruitment company Robert Half International, now a bestselling author and speaker), could accelerate my career. These are the precise words I used to connect with him and gain a very valuable half-hour of his time, to ask him five key questions, regarding his success.
“Hello Jeff, my name is Adrian Evans. We have not met yet. I know you are a busy man, so I will be brief. I run my own search & selection business. Over the years you have done an excellent job of building the Robert Half business and moving into the public speaking and coaching arena. I have read and enjoyed a number of your books including ‘Mind Games’ (2004). I am sure you had many challenges when you were first starting out. I am still at those early stages, trying to figure everything out. I would really appreciate it if you would spend half an hour of your time to answer a few questions.”
This resulted in a very successful conversation between us, it gave me the methodology and path to not only write a book, but also be the catalyst for the belief that I could have a successful executive coaching career.
I would love to know your thoughts, comments and questions adrian@adrianevans.co.uk Enterprise Sales Club is now LIVE at Sales, https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through:
the power of life-enhancing connections
shared experiences
and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
I used to believe this falsehood when I was growing up on a council estate in south Wales.
It can be, yet Confidence is a Skill you can Learn and Earn the right to use.
Having confidence is vital for your performance in the work place. Confidence is variable per minute, per hour, per morning, per day. It is controllable but you must earn the right to have it.
Most people think confidence is a natural gift – you have it or you don’t.
If you don’t and you are not one of the blessed, then it is elusive; you would love to have it.
Yet, one of my life discoveries is that “authentic confidence” is a skill which is learnable via:
· Deliberate practice
· Effective coaching
· Expanded awareness
This can be a game-changer for your life and career. You can move to butterfly from caterpillar.
You need to have the audacity and confidence to believe you can achieve break-through targets and goals, allied with the humility to actually do it.
To gain this Winning Enterprise Sales Mindset, you need to:
• ‘Do the Do’ and call high to economic buyers
• Gain executive sponsorship
• Be accountable and get better each week
How confidence can be learned by anyone...let me explain from personal experience.
Confidence is gained by a strange mix in believing you can do something before you have proof i.e. the audacity, added to the humility of showing up and actually do the job, ‘doing the do’.
For instance, I had to believe I could write a book even though I was dyslexic. The odds were stacked against me, but thinking like that did not help.
I believed that I could (the audacity) so then started to write half a page a day (doing the do). Two years later, I published my first book!
No magic - just earned skill.
Right now, why not use your newfound awareness that confidence is a skill and apply it to your mindset and attitude?
Hold yourself accountable. Being accountable means identifying the most important high value activities you need to do each week. For an enterprise sales person, dialogue with key decision makers is up there. Check your accountability at the end of the week- what was the quality and quantity of conversations you had with economic buyers/ decision makers?
Perhaps you need to engage a coach who could help you achieve even more?
I have personally experienced so much wisdom and guidance from mentors and coaches in my life.
I am so grateful that they:
• Showed me new possibilities
• Raised my standards
• Created income opportunities
• Made stellar introductions
• Acted as guides, giving me the courage to explore new fields of skill within my career
What are you missing out on by not having a mentor?
When I refer to mentors, I am also referring to coaches or anyone who can show us an expanded way from our current thinking/skillset. As an example, even though I am an executive coach and very good at negotiation and presentation. I have multiple coaches who expand my perspective. I currently work with a negotiation coach, and a voice and presentation coach.
My overall message this week is that we are all ‘work in progress’! 2020 and 2021 has shown us how we must evolve and adapt, to stay relevant.
I would love to know your thoughts, comments and questions adrian@adrianevans.co.uk
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
Did you notice that it was “Blue Monday” at the beginning of the week?
The third Monday in January is known as Blue Monday, due to a combination of post-Christmas blues, cold, dark, wet days, unpaid bills from Christmas, a ‘dry’ January and generally being fed-up. And of course, in the current climate, the sobering Covid-19 figures we are presented with on an hourly basis in the media are even more reason to feel gloomy and down.
So, what can you do in these unsettling, uncertain times? You can Control the Controllable. You will feel more in the driver’s seat, be prepared and ready for whatever life throws at you from a career point of view. You will know what action to take in every situation; what happens if you are fired or made redundant? Are you having second thoughts about your current job, debating whether or not you should stay or move on?
Many people dread networking or perceived self-promotion - it can bring into stark relief the difference between someone with bravado who takes risks and someone who is more conservative and doesn’t want to cause a fuss. As President Teddy Roosevelt said, “Comparison is the thief of joy”. So, when you compare yourself to how others work and promote themselves, it can often make you feel inadequate and deflated, which in turn, threatens your confidence and self-worth.
However, if you think of your career journey as a series of steps on your own personal ladder, you can compare what you did yesterday to where you are today. Taking stock of each step on your own ladder, seeing the progress you have made, rather than comparing yourself to anyone else, is all part of Controlling the Controllable.
Start with a short exercise to help bring you career under control. It will help you identify what is most important to you in a role.
Rate these five priorities in order of importance:
· Your level of autonomy
· The culture of the company you work for
· Your opportunity for career progression
· The calibre of your leadership team
· The appropriateness of your reward for the value you bring to the company
Rate your current role on each, ranging from 5 to 1, where 5 equals an Excellent Match; 4 equals Good, 3 equals Needs Improving, 2 equals Not Much to Offer and lastly, 1, which is No Match at all.
If the average is above 4 - stay and position yourself as vital for business success.
If the average is between 2 & 4 – it is time to explore other career options
If the average is below 2 - time to plan your exit so that you can leave on your terms
I share this exercise to suggest that there is an alternative route. It is possible to be in control of when you choose to leave an organisation and for you to decide the impact it will have on your life. This is all part of the process of taking a step on your own ladder and looking at your own progress, rather than comparing yourself with someone else...how different this would be if he had been forced out or made to leave on the company’s terms instead. In addition, a further benefit for both parties was avoiding the dreaded ‘performance improvement’ process and any unnecessary legal costs.
Therefore, my core message today is be prepared and be ready – and if nothing else, remember, you can control the controllable, taking each step of your personal ladder one at a time, putting you in charge of your future career path.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
Is Your Job at Risk?
How would it affect you financially, mentally and emotionally if you were dismissed, especially in the uncertain times we live in?
Unfortunately, I have seen the, sometimes, brutal way employers let employees know that they are no longer required. I fully appreciate that we are in a rapidly changing world and business pressures lead to inevitable reorganisation, but a bit of human respect can go a long way.
The favoured technique of one CEO was, without warning, to take an employee into a room and fire them. In some cases, the employee had worked for the organisation for many years. Naturally playing on the element of surprise and bully tactics, the CEO would offer a package to the employee to leave immediately. And, if they walked out of the room without signing away their employment rights, the amount would be halved.
Thankfully, this kind of old-fashioned, out-dated behaviour is changing, but as an employee in our fluid, constantly changing world, you must always be ready.
My core message this week is that lockdown is NO excuse not to network, In fact, you have more time! Your job could be at risk if you do not.
No alt text provided for this image Imagine the impact of that happening to you…
Recently, a sales director who had overachieved on challenging sales figures for the year, was let go because the board had lost confidence in him. I took his phone call the morning after he had found out he was fired. He was absolutely devastated, in fact, so upset that he could not even speak and had to end the call after the third attempt. He thought he would never get another job in the industry and that he was worthless.
My most proactive clients are excelling in their roles, yet find the time to network every month and have potential jobs lined up in their pipeline even though they do not need them yet.
Accessing the hidden job market is key.
Remember, over 80% of job positions are not advertised.
So, you need to make connections – which 10 people would most accelerate your career right now?
Firstly, update your CV and social networking profiles such as LinkedIn and Twitter.
Next, build time into your day to make these connections – try 30 minutes in the morning and 30 minutes in the afternoon. Taking this small amount of time to ensure that your career is future-proofed, is essential.
No alt text provided for this image Ask people from your network and in turn, their network, for positive referrals to key connections.
Put yourself in their shoes - offer your new connection a valuable market insight, article or a well-qualified business lead to build your relationship.
Be flexible, detach yourself from the results and do not take non-replies as personal. All feedback is about progress and resilience. Of course, not all of the conversations will be productive; just like most of business and life, the 80/20 rule applies. However, 20% of the conversations will produce 80% of the results. So, two connections may well end up being ‘career pearls’.
Finally, record all progress so that you are prepared and ready for the next step should you be made redundant or let go.
By making these key connections, you will have unearthed previously unknown opportunities that you can convert into live jobs. You will have put yourself in the driving seat of your career search because you will have little or no competition for these roles.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
‘Underselling’ yourself is detrimental to your career and can be as damaging as ‘overselling’.
Following on from my post of last week, I received a pertinent comment regarding the benefit of a “pre-review review”.
I love the idea of a pre-review review. There is a risk that it becomes adversarial with both sides defending entrenched positions if left until after the disappointing raise.
The comment went on to say that, I'm sure often employers don't think about it much: they just add a bit to the previous year's salary rather than deliberately deciding to keep people on the cheap.”
That is to say that employers don’t mean to under-pay, but that they are not prepared. I think this is a rather generous perspective; after all, if the employee is over-delivering, fully prepared and up to speed, the least one can do as a line manager is come prepared, having looked at and discussed salary and other issues in detail.
A client of mine was preparing for his annual review. He had significantly over-delivered in the previous year and was looking to set himself up for a successful year ahead. He wanted to be appropriately rewarded, yet did not want to be perceived as a ‘moaner’. We worked on ensuring his mindset was optimal. He agreed to deliver his message with accuracy and conviction, and to be firm in order to achieve the pay increase he was expecting.
We used the following message that we felt was a win/win situation for both him and his line manager:
My request is to have an £xxxK basic for the next financial year. In addition, I believe there is some scope for reducing my target, so I’d like my increase reduced from xx% to xx%, making it £xxK per quarter. That would incentivise and motivate me to succeed, ensuring that I qualify for the High Flyers Club next year. This would be in the company’s interests as it ensures targets are more likely to be reached.
The line-manager’s likely objections/questions could be:
· What do you want me to do about it?
· This is not standard practice in our business.
· You have never mentioned your ambitions to qualify for the Highflyers.
The net result of this was a 15% base increase (significantly higher than his peers), and his target increase was reduced as requested.
This advice is a just a sample of the value I can add. In partnership with Lisa Akesson, a World Class Voice & Presentation Skills Coach, we are offering a two half-day virtual course on “Impactful Negotiations for Women”, where we will be tailoring this methodology to the specific needs of the participants. Why not join us?
Learning how to negotiate effectively is such a worthwhile investment. It is an evergreen skill that you can use on a weekly basis to enhance your career, life and even the lives of your family and loved ones.
· Imagine being able to negotiate the job you want at the level of appropriate reward.
· Imagine confidently asking for that seat at the table and being given it.
· Imagine negotiating the resources you need to help your team function better.
Lisa and I have enabled many of our clients to achieve positive career results with confidence and our partnership brings a blend of unique skills. Lisa will enable you to take your space, own your voice, build rapport and communicate your needs in a negotiation with gravitas and personal power. I will help transform your negotiation mindset, results, and income. I regularly achieve significant increases in my clients’ income levels.
And remember, with every negotiation you enter, be it large or small, you are building a muscle and a skill that will serve you for life.
Drop a line in the comments section or a personal message (adrian@adrianevans.co.uk) if you are interested. I will then send you the details of our programme.
‘Underselling’ yourself is detrimental to your career and can be as damaging as ‘overselling’.
I recently spoke about the truisms in the professional job market, and the skills you need to develop to navigate effectively. Today, I want to give you some practical insights that will enable you to succeed in gaining promotion, receiving a pay rise, or being offered a new job,
Most employees do not know their worth and are too afraid to ask for it, especially women. In her book “Women Don’t Ask”, Professor Linda Babcock notes that when women MBAs got an offer, only 7% of them would attempt to negotiate, as opposed to 57% of men. Research also shows that when women do negotiate, they tend to negotiate 30% less than their male counterparts.
In my experience, (I was a head-hunter for over two decades), most professional employees – both men and women - do not realise the true value they add to their company. I displayed this behaviour during my own career, until I applied my negotiation ability (that I practiced every day for clients!) to myself.
To own your career direction, knowing your worth in the external marketplace is very useful. You don’t need to be actively looking for the next role, yet if you are a high performer, I believe you have ‘earned the right’ to have a bolder conversation at annual review time. Always remember you have created significant value by performing at your current level; it’s an invitation to ask for ‘appropriate reward’.
Here is a simple guide to bring confidence, before you enter a negotiation. Start from a well-defined plan, position yourself as a premium employee, create options, and re-evaluate.
I want to share a story of one of my clients who was due to have an annual review in early 2021.
He was significantly over sales target in 2020. He is a multiplier who mentors many people within his company. He is happy at the company and enjoys the culture. He is always looking to add value to his line manager and colleagues across the globe. Yet did not feel appropriately rewarded for the value he adds. He did not want to go down an aggressive route (and high energy investment) of gaining an external offer to justify a pay increase. So, he asked for an early review in December. He positioned his individual and companywide value to the key decision makers. A significant (21% increase) in pay was agreed and confirmed before the new year. I know this figure and timescale might look unrealistic or unreasonable, yet this is what is achievable when we take a relationship and campaign approach to negotiation. Too many people view negotiation as a ‘one-off’ big conversation.
Learning how to negotiate effectively is such a worthwhile investment, it is an evergreen skill that you can use on a weekly basis to enhance your career, life and even the lives of your families and loved ones.
This advice is a just a sample of the value I can add. In partnership with Lisa Akesson, a World Class Voice & Presentation Skills Coach, we are offering a two half-day results focused course:
“Impactful Negotiations for Women”.
Where we will be tailoring this methodology to the specific needs of the participants. Why not join us?
We will be exploring:
The power of building rapport in negotiations, the power of pacing and leading others and confidently hold your space to bring your dynamic presence to the table.
Drop a line in the comments section or a personal message (adrian@adrianevans.co.uk) if you would like to learn more.
After a successful 2020 (despite all of the headwinds), many SaaS sales professionals are now considering their options. The central dilemma they face is: “Should I stay with my current company or leave for a new challenge?” There is always an inherit risk and never has there been a more uncertain time to make a career move. Starting at a new company could be difficult, as you will not be able to have a face-to-face induction or the necessary networking to set yourself up for success. More anxiety comes with taking a leap of faith, as it could lead further down the line to a disastrous situation of ‘last in, first out’. Nobody wants to unwittingly make the wrong decision, leaving the security of your current company, where your personal brand reputation is strong and built over many years. Nagging ‘inner dialogue', comparison to others, and FOMO (Fear of missing out), are the modern day ‘the grass is greener on the other side’ scenario. People do not want to miss out or make a poor decision that could cost them dearly. So, how do we solve this dilemma? Due diligence is important but procrastination is crippling. I have observed many SaaS sales professionals spend far too long worrying about the actual career decision, and far too little time on the post-decision execution. The decision itself is important, but having made it, you need to proceed with all the energy, focus and resourcefulness to optimise...Leicester City were 5,000/1 to win the Premier League at the beginning of the season in August of the previous year. Bookies Paddy Power thought it was more likely that Elvis, who died in 1977, was found alive and well in 2016 than Leicester City winning the Premier League…Paddy Power had the King's resurrection down at 2,000/1! To bring things back to 2021, I urge you to move from FOMO to NOMO – from “Fear of missing out” to “Necessity of missing out”. To make successful decisions, we cannot have it all – less is more, and prioritisation is key. How to make effective current choices in enterprise sales: · Acknowledge this is a quality/first-rate problem you are facing. · Define your career purpose – what is your North Star? Mine is to positively impact 20,000 careers. · Confirm how each role fits into your ‘next’ and ‘next, next’ career moves · Measure each opportunity against your key criteria which should include: Value proposition Executive leadership team Funding Culture Compensation Role/Terrority Calibre of line manager Existing customer logos Potential to overachieve… If an external move scores higher than your current role, have an honest conversation with yourself - if not now, when? Have the confidence in yourself to be able to handle the outcome of any decision made. In order to reach better decisions, we all need someone to believe in us more than we believe in ourselves, like Ranieri and his football team. I myself was humbled recently when one of my long-standing clients provided feedback tackling an important decision about a potential career move: “I would not be where I am today without you, Adrian. You persuaded me to act and leave my former company. I would have done my normal thing and stayed put. Then you helped me secure the new role right through to gaining promotion. “ Sean Gregan, Sales Director, Oracle Thank you for your comments Sean – much appreciated! Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com. Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings. If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
In my last blog, I spoke about the truisms in the UK’s professional job market, and the skills you need to develop to navigate effectively. Today, I want to give you some practical insights that will enable you achieve that new job, receive a pay rise, or be offered promotion.
Most employees do not know their worth and are too afraid to ask for it, especially women. In her book “Women Don’t Ask”, Professor Linda Babcock noted that when women MBAs got an offer, only 7% of them would attempt to negotiate as opposed to 57% of men. Research also shows that when women do negotiate, they tend to negotiate 30% less than men.
In my experience, (previously as a head-hunter for over two decades) most professional employees – both men and women - do not realise the true value they add to an organisation. I displayed this behaviour during my own career, until I applied my negotiation ability (that I practiced every day for clients) to myself.
When it comes to your next career move, always remember you have done a huge amount of work to even achieve an interview or offer, you have earned the right to be ‘appropriately rewarded’ for that role.
Here is a simple guide to bring confidence - before you enter a negotiation:
Start from a well-defined plan, market yourself as a premium employee, create options, and re-evaluate all that you have learned.
Let’s go into a little more detail:
Your well-defined plan: • Evaluate the role - will it move your career forward? How? • Understand the interests and what the employer is looking for, by asking them to identify what their goals are before your interview/appraisal. • Know what the employer/organisation can be flexible on and what they cannot.
Be a premium employee: • Understand the key performance indicators of the role – this identifies the value you will add. • Identify your asks, split this into three zones: a) Stellar offer b) Acceptable c) Unacceptable • Negotiate ‘as if’ you are representing your best friend. It is far simpler to champion someone else rather than yourself!
Create options: • An early review/appraisal. • Flexible working hours. • Asking for training and coaching course to be paid for by the employer.
Re-evaluate all you have learned: • During all interactions, create an environment of rapport and respect. • Remain clear on your objectives and be persistently patient.
‘Underselling’ yourself is detrimental to you and your career. It is as damaging as ‘overselling’.
Purposefully - both sides can then reach an agreement. Good luck!
Naturally, this advice is a sample of the value Lisa and I can add. Bringing this methodology to your specific needs is our purpose. Why not join us on our two half-day virtual course on “Impactful Negotiations for Women” on 8th and 9th February 2021?
Drop a line in the comments section or a personal message (adrian@adrianevans.co.uk) if you are interested. I will send the details of our programme.
A couple of weeks ago, I was asked to contribute to a piece that Lisa Akesson posted on LinkedIn about helping women find the confidence to negotiate. There were so many comments and views of the post that I thought it would be worth expanding the conversation further.
Here are some of the negative mind-chatter we all have at various points in our career: • I don’t want to seem too forward or demanding • I don’t want them to think that I am difficult or pushy • If I ask for flexible hours, will they think I am not serious about the job? • Am I worth the salary? • Do I have enough skills to do the job?
We can all be guilty of these thought patterns when applying for a new job, asking for a rise, negotiating a promotion within the company or getting a seat at the table. It is important to remember that negative self-talk limits our possibilities, rather than opening them up. This is known as Imposter Syndrome, which according to the Oxford English Dictionary is:
“the lack of confidence and the persistent inability to believe that one's success is deserved."
This Imposter Syndrome deters many top-rate employees from negotiating for high raises or promotions.
However, if you don’t believe in your own value, why would anyone else do so? How do we overcome this lack of self-worth and challenge our own beliefs about asking? First, you need to remember these three truisms in UK’s professional job market; • Job roles often do not go to the most qualified person - they go to the most connected person, who, in addition, negotiates with skill. • You do not get paid what you are worth - you get paid what you ask for. • All business skills are learnable via deliberate practice – the best start is to ask someone who already has the skill to show you. Lead with a collaborative approach, by presenting your current or potential employer with the solution to their most pressing business challenges, rather than giving them yet another problem to deal with.
Show that by taking you on/offering you the higher position, that the company’s problem will be solved. But it is imperative to prepare first.
• Have your plans ready to solve their challenges. • You need to stand out at interview and demonstrate YOUR value to the organization – that way you are perceived as a scare resource rather than a dispensable one.
The practicalities of all of the above will be discussed in my next blog.
Why not join Lisa and me on our two half-day virtual course on “Impactful Negotiations for women” on 8th and 9th February 2021? Feel free to drop me a line in the comments section or send me a personal message (adrian@adrianevans.co.uk) if you are interested. I will then send you the details of our programme.
There are no three ways about it; the pandemic, increased competition, and the widespread use of Zoom have all accelerated the end of: · Larger than life · Airmiles · Lazy salesmen You can read more about this in my blog published November 8th 2020. I am proud to be in the sales industry, yet it is looked down on by many other professions. The truth is, that without top-line sales growth and revenue generating talent, companies would not have decent market capitalisation, funds to invest and loan against, and therefore, would simply not exist...
...In Britain, it can sometimes look like we live in a rather selfish, “I’m alright Jack” society; this describes those who act only in their own interests, even if helping others would mean minimal or little effort on their behalf. However, the pandemic has shown us we need connections more than ever and we achieve more together than apart. Trusted relationships are built over time on demonstrating value and showing respect. A “Triangle of Trust” is extremely efficient and is the oil that enables business relationships to evolve at warp speed. I was recently referred by one of my longest-standing clients to the most powerful person I have ever been introduced to. I truly appreciated this connection and believe it was the result of the relationship between the referrer and myself. This was built on many successful and trusted moments achieved together, and the referrer’s positive history with this key-decision maker. In the world of SaaS sales, we have vital moments every day, where we need to be in a peak emotional state. Yet I see many people gripped by excuses and fear, blaming clients for not taking advice offered, or understanding the value being added. Being this self-absorbed cannot be optimal in the current market. It made me think about how sometimes we need to reflect and evolve to change career direction. Start by stepping out of your comfort zone and asking for things that scare you a little. This is an unutilised skill, but like any other effort, can bring large rewards. I see many people wondering about the best direction for their careers. The story below was a defining moment for me: I had identified that Jeff Grout...could help.
“Hello Jeff, my name is Adrian Evans. We have not met yet. I know you are a busy man, so I will be brief. I run my own search & selection business. Over the years you have done an excellent job of building the Robert Half business and moving into the public speaking and coaching arena...would really appreciate it if you would spend half an hour of your time to answer a few questions.”
The result was that Jeff responded and this led to one of the most insightful business conversations I have ever had – it demystified the path to success...
Jeff was the first person I sent a copy of my book to, and I also signed up for one of his leadership courses.
So, the question is: Whom could you ask to move your career forward?
I believe that moving from an “I’m alright Jack” mindset to one of “human connection” starts with ourselves and how we adapt and evolve. I urge you to embrace this challenge. Try to connect more effectively: • Think of others first and then yourself. We must answer the question WIITFT - what is in it for them? • Become more curious and interested in the unknown and not just focused on the proven rational world... This example shows that by ignoring the ‘I’m Alright Jack’ cultural wave and attitude, you make many situations far more win/win. A small unprompted gesture can go a long way.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
I part 1, I described deep challenges I am hearing, as people try to close out 2020:
• Back to back Zoom calls • Reality of the colder weather • Limited daylight hours • The relentlessness of another ‘lockdown’ • Curtailed Christmas celebrations, with limited pub openings • Is 2021 going to be any better than 2020? • Isolation and loneliness from not being able to see friends and family…
In the world of SaaS sales, we have vital moments every day, where we need to be in a peak emotional and mental state to seek opportunity. How do we achieve this?
During a recent Enterprise Sales Club interview, Jayd McFerson, Head of Value Consulting at Collibra was asked, “What are the trends that you are seeing in SaaS sales today?” His response was that he is optimistic that significant opportunities continue to exist. He believes good companies still invest in difficult times, there is still plenty of money if you look at the income statement of many companies. The challenge is to unlock and get access to those funds.
Ajay Banga, esteemed CEO of Mastercard, recently stated, “If we want to keep growing and thriving…we have to do better…We can put things back the way they were before or we can work together to rebuild a better, stronger, more resilient and more inclusive digital economy…”
I believe this growth starts with ourselves and how we adapt and evolve. I urge you to set your daily filters high; allow the ‘signal’ in, and eliminate the excess and unnecessary ‘noise’. That starts with a “possibility mindset” rather than a “poor old me” mindset…
How to identify opportunities for 2021: • Slow down to go faster. Over-striving creates tension and is counterproductive to high performance. • Get some fresh air on a regular basis – this will allow your goals to open up, not be made up. • Identity priority problems within your prospects and existing clients. • Who are your ‘super-user’ clients? • Position your offering appropriately – do not be passive. • Be persistently patience - connect with and ask for opportunities and referrals from economic buyers. • Ask with conviction, as if speaking for your best friend, whose interests you want to best represent. And one more thing; have three outcomes for your asks; acceptable, unacceptable, and stellar – try and aim between acceptable and stellar. I so admire Shane Byrne’s (CEO of Showoff) approach. He started out by selling 80 sheep to fund his software business. Today he leads an organisation that is thriving, with a renowned reputation for premium software development, which is deeply committed to adapt and grasp opportunity in 2021.
As he says, “I am built for hardship,” and he meets every challenge head-on. Even though there is a temptation to focus on life one day returning to how it was, none of us really know what the post-COVID-19 world will look like. What has become clear however, is that we live in an increasingly distracting world. Committing to do the hard work and prepare and connect with others to find opportunities is the key.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
The planning of what each and every one of us hopes 2021 will look like from an individual perspective, is a regular topic for many SaaS sales professionals.
I am hearing deep challenges as people try to close out 2020:
Back to back Zoom calls Reality of the colder weather Limited daylight hours... ... Isolation and loneliness from not being able to see friends and family…
Many seem to be in a tough place mentally at present, with SAD (Seasonal Affective Disorder) or simply the winter blues. In addition, this is amplified by the pandemic that has affected each and every one of us. Last Sunday morning, I was whinging about the adversity at present in my life - unable to meet clients face to face, and how hard it is to write and produce new blogs and podcasts.
I then recalled when I was in Ireland last December, that I asked one of my clients, John, the following question. “Why are you so relentless with your work ethic, and giving your all every day?”
I vividly remember his response. John said, “My dad was a fisherman, a hard and dangerous job. There was always uncertainty with the amount of catch each trip and the price it would secure, but the big challenge was the doubt of knowing if he would come home that night.”
So, I decided to change my language and self-talk. “Your ancestors had tough lives and death-threatening jobs; as coal miners it was tiring, hard and dangerous work. So, get over yourself Ade, you have a job that you love - step up!”
I then reflected on what had been a very positive week for many of my clients:
· One gained multiple job offers
· Two received promotion
· A third was headhunted for an ideal ‘career- defining’ role
· Another achieved a 42% salary increase!
· And another doubled the size of a target-breaking enterprise deal…
One my clients, Natacha, shared her observation that, “in many corporate companies, time spent and being seen as present are the currency of value, rather than output.” That inertia struck me as a sub-optimal response to a rapidly changing world - so what is the best way to optimise our resources?
ER doctor Darria Long, in her TEDx talk “An ER doctor on triaging your "crazy busy" life.” It is the ideal reframe to focus on what really matters in the most important of decisions – dealing with the life or death of fellow humans.
Many people talk about being “crazy busy” as if it were a badge of honour. However, Darria says that as a doctor, you cannot afford to be “crazy busy”; it is reactive and does not serve patients. Instead, you have to be in “ready mode”, in the medical profession, triage is the decision-making tool:
Red - immediately life-threatening.
Yellow - serious, but not immediately life-threatening.
Green - minor injury
In the world of SaaS sales, of course, we do not have to make life and death decisions. However, we do have vital moments every day, where we need to be in a peak emotional and mental state to seek opportunity.
Even though there is a temptation to focus on life one day returning to how it was, none of us really know what the post-COVID-19 world will look like. What has become clear however, is that we live in an increasingly distracting world. Committing to do the hard work and prepare and connect with others to find opportunities is the key.
To be continued… in part 2 I reveal a different lens on the scale of opportunity for 2021 and give specific recommendations to beat the blues.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
Right now, I am hearing this question regularly from SaaS sales professionals.
“Should I stay with my current company or leave for a new challenge?” There is always an inherit risk and never has there been a more uncertain time to make a career move. Starting at a new company could be difficult, as you will not be able to have face-to-face induction and the necessary networking to set yourself up for success. Further anxiety comes with taking a leap of faith, as it could lead further down the line to a disastrous situation – ‘last in, first out’... ...So, how do we solve this dilemma? Due diligence is key, yet procrastination is crippling. I have observed many SaaS sales professionals spend far too long worrying about the actual career decision, and far too little time on the post-decision execution. The decision itself is important, but having made it, you need to proceed with all the energy, focus and resourcefulness to optimise. World-leading psychologist Gary Klein, is famous for his pioneering discoveries in the field of human decision-making. He says:
“The most valuable insight I have made about how people make decisions, is that when they become skilled, they don't have to make decisions…Instead, they can draw on experience and the patterns they have acquired to recognize what to do, ignoring other options.”
The message is clear; draw on the patterns where you have made good decisions previously and ignore the distractions. Decision-making, like any other skillset, improves with deliberate practice, feedback, and iteration. One of their coaches threw them a challenge: 'What are you waiting for? You've got everything…just go and take it'," They most certainly did – they beat the mighty All Blacks for the first time in their history, after 33 attempts! Their preparation could not have been more disrupted: they had not played a game in 13 months, they had been “isolated from their families and quarantined from their team-mates...net result of all this adversity? They were never behind during the game against the world’s most successful sporting team. I urge you to move from FOMO to NOMO – from “Fear of missing out” to “Necessity of missing out”. To make successful decisions we cannot have it all – less is more and prioritisation is key.
How to make effective current choices in enterprise sales: • Acknowledge this is a quality/first-rate problem you are facing. • Define your career purpose – it is your North Star? Mine is to positively impact 20,000 careers. • Confirm how each role fits into your ‘next’ and ‘next next’ career moves? • Measure each opportunity against your key criteria: Value proposition Executive leadership team Funding Existing customer logos Culture Compensation Role/Terrority Calibre of line manager Potential to overachieve… • If an external move scores higher than your current role, have an honest conversation with yourself - if not now, when? Have confidence in yourself to be able to handle the outcome of any decision made. In order to reach better decisions, we all need someone to believe in us more than we believe in ourselves. I was humbled recently when one of my long-standing clients provided feedback tackling an important decision about a potential career move:
“I would not be where I am today without you, Adrian. You persuaded me to act and leave my former company. I would have done my normal thing and stayed put. Then you helped me secure the new role right through to gaining promotion. “ Sean Gregan, Sales Director, Oracle Thank you, Sean, for your comments – much appreciated!
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
“In general we all underestimate what we’re capable of…A lot of people look at Olympic or World Champions and think they are born to be a champion, a different breed…I didn’t stand out from the crowd…Everyone can surprise themselves with what they’re capable of doing.“ Sir Chris Hoy, 11 x World Champion, 6 x Olympic Champion.
I have been lucky enough to meet two Olympic Champions. They put their success down to wanting it more than others. Being willing to make decades of sacrifice, relentless daily focus, and unbreakable resilience.
Notice: no mention of ‘natural talent’
One visualised daily to get her to the other side, of a career threatening injury. She visualised the time when she had gone to her first Olympics and had to watch whilst others picked up gold as team GB finished way off the podium. A coach told her that, one day, it would be her celebrating at the top of the podium.
That image was a reminder.
She worked very hard and held her dream; that she would one day be part of a team that won gold. She did that for 16 years.
16 years...
What could you achieve in your SaaS sales career if you worked at YOUR dream (not your line manager or CEO’s dream) for 16 years?
Visualisation is not just for sport pros
My local newsagent has several business interests and always dreamed of owning a Porsche 911. So, he committed to own one within a year.
He cut out a picture of the precise black 911, with brown leather seats, he desired. He stuck this in his stock room and looked at it at every opportunity. When doing a rather mundane task, like sorting the Sunday papers, he reminded himself why he was doing this. He now owns said car and is planning the next audacious goal!
Visualisation can be your hidden superpower too
Why? It brings a focus, it shows your brain what to work on and, most importantly, what not to work on. It’s a reminder, it revs up your engine of self-belief, ideal for professionals carrying quota in SaaS sales.
In a world full of others’ noise – elimination of distraction is vital.
The greatest gift of visualisation is confidence; the vital anchor to achieve any goal that is yet to be experienced in your life. It closes the gap from steps 1 and 2, all the way to step 1,007 of your goal journey.
Tap into that confidence to Live YOUR life and YOUR career dreams.
You have everything to gain and nothing to lose, why not give it a go? Frequent, short and intense visualisation works for me and it can work for you too.
I dare you to find the way that works to build your possibility of potential
These are some great ways to tap into your visualisation superpower: ● Create a vision board ● Use a single image ● Draw a mind map ● Role model the confidence of someone who has already achieved this goal ● Write a message to yourself ● Allow your favourite music to get you in the right state of mind ● Simply close your eyes and create images of you achieving your goals ● Connect with the daily emotions and feelings of the process of success
Do you already use visualisation to help you to reach your goals? If so, I’d love to hear about what works best for you.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times. I’d love for you to head over to the website and let me know your feedback.
If you want to take your to the next level, and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.com
Right now, the account planning and terrority review season is in full flow. Companies are immersed in what 2021 needs to look like from a revenue and operating model perspective. Yet I am hearing deep frustrations from enterprise sales professionals. Having achieved very challenging 2020 targets, many feel 2021 is only going to bring increased stress. Some of the comments expressed include: • Being ‘punished’ with an account loss even though I have hit my target • Having to overcome more obstacles that have been put in place to achieve commission • An unrealistic increase in quota • A greatly reduced terrority size
Additionally, many: • Are experiencing toxic and aggressive leadership • Feel like they are being outflanked by political animals rather than winning as customer-focused players If we allow these distractions and obstacles to enter our world, there are only two outcomes: • A sub- optimal performance • Very high stress It is a truism that ‘focused concentration’ is the mother of all our mental skills. Terry Orlick, a world- leading coach of Olympians and professional athletes, and acclaimed sports psychologist, describes the path to consistently stay focused. “Distraction control refers to your ability to maintain or regain a positive, effective focus when faced with potential distractions, negative input, or setbacks.” All the world’s best performers have a plan for dealing with distraction and setbacks. I recall pre-Rio Olympics observing a normally very affable individual, who was so ‘zoned’, that she would not engage in any irrelevant distraction or small talk. With barely a smile of acknowledgement, she was ruthlessly focussed on the task of winning. Every part of her energy and being was completely focused - you could see it was all-consuming. Net result – a Gold medal won at Rio 2016, followed by a swift return to an affable and engaging individual. In the world of SaaS, we do not have Olympics Gold medals to win. However, we do have vital moments every day, where we need to be in a peak emotional and mental state with customers, prospects, and internal stakeholders. I urge you to set your daily filters high; allow the ‘signal’ in and eliminate the excess and unnecessary ‘noise’.
How to remove distraction in enterprise sales: • Acknowledge that distraction and setbacks are real. • Have a clear goal and purpose – ensure the task in hand fits your desired career direction. • Set yourself up for success and anticipate likely distraction, especially when in a complex negotiation. • Use written cues or images as reminders, to help you reset and get you back ‘in the zone’. • Actively negotiate your 2021 terrority and accounts – do not be passive. • Negotiate and trade for any losses with your line manager. • And remember, you are not alone; many are going through this, but we will get through it.
Distraction control is a learnable skill, and with deliberate and consistent practice, you will get better at it. Even though there is a temptation to focus on life one day returning to how it was, none of us really know what the post-COVID-19 world will look like. What has become clear however, is that we live in an increasingly distracting world. Anticipating and planning can go a long way, to maintaining our concentration at critical selling times.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
Is there an opportunity to use value consulting for a lost deal? · Jayd sees this a lot, usually for a deal slip rather than a complete loss. - Salespeople often hold off engaging Value Consulting Team because they are confident in getting the deal done, and do not want to add any delays. When the deal slips, then they are keen to try a different tactic and invite Value Consulting to help land the deal. · Only a few things that really matter: A) Is this a problem worth solving? B) Do they believe we can solve it? C) What will be different when we have solved?
11) How do you build consensus and prepare your champion to present to the budget holder? · It is a series of meetings, no one should walk in unprepared. · Do we agree on the problem to solve, unlike politics often people do not agree to the same problem. Need multiple people on side, are other key people sharing the sentiment of your champion? · Then to the relationship side of sales. Art meets science. · Build rapport and human to human relations first. Unless only talking to finance do not lead with the numbers. Relationship and narrative first. In a previous company we used to say – “The numbers are last.”
12) Key takeaways: · To thrive during this pandemic sell business outcomes. It will give you more control of the timing and likely success of your deals. · Structure the value pitch early. · Be conservative on the value through the process. · Be directional on the numbers and do not oversell.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
Rob Howes (Co-founder of Enterprise Sales Club) recently interviewed Jayd McFerson; Jayd is a veteran Value Consulting Leader in the software industry. Currently the Head of Value Consulting at Collibra, a leading data intelligence software company. Previously he held similar roles at ServiceNow, Workday, Pivotal, and Oracle. The Value Consulting role is important to help customers & prospects to identify, define and quantify the business value of implementing a software solution. Jayd shared great insight on how to succeed and close large deals during a pandemic. This episode is a stellar guide on how to use value consulting to identify “business outcomes”, the process of unlocking funds and a new take on how to position and maintain credibility.
How do you maintain credibility and integrity during the process? · Staying conservative on the metrics, is key. - If you are looking to drive productivity for 1,000 software developers, be conservative and generate the numbers for 500 rather than all 1,000. Leaving no room for pushback. - Do not oversell on too high returns, “No CFO believes nor needs a 50x multiple.”
How about lessons learned? · Jayd learnt a valuable lesson whilst at Oracle, his boss called with a red alert account – prospect not happy. · The prospective customer gave Jayd the business case that was estimating $56 million value for $1 million. “A significant oversell.” · Jayd asked customer do you believe we are able to add value? “Yes I do but, I cannot present to the board, as I will lose credibility.” · Jayd asked further what return do you need? · It was 3x – the customer said make it 3x. · A week later a revised business case that we all believed. - Lesson learnt - de-risk the business case for your executive sponsor and champion. · Jayd and Rob fans of doing ‘just enough’. Gaining ‘just enough’ trust and demonstrating ‘just enough’ value.
You described using the numbers and metrics as “directional” can you explain further? · Do not over commit to perfect numbers – it can lead to credibility loss. Ensure that it is still enough. · As the salesperson do not let the value person just too stuck on very high numbers. · Stay conservative on value commitment. This will benefit you for this sale and the delivery on this sale.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
Rob Howes (Co-founder of Enterprise Sales Club) recently interviewed Jayd McFerson; Jayd is a veteran Value Consulting Leader in the software industry. Currently the Head of Value Consulting at Collibra, a leading data intelligence software company. Previously he held similar roles at ServiceNow, Workday, Pivotal, and Oracle. The Value Consulting role is important to help customers & prospects to identify, define and quantify the business value of implementing a software solution. Jayd shared great insight on how to succeed and close large deals during a pandemic. This episode is a stellar guide on how to use value consulting to identify “business outcomes”, the process of unlocking funds and a new take on how to position and maintain credibility.
What is the process you follow with a prospect? · Rarely get in front of the actual C suite audience, we rely on our sponsor or champion to make the pitch on your behalf. · A key unlocker for Jayd - How do I leverage this relationship to get to the right level? · Someone has to carry your message – your narrative and data proof points. · Focus for Jayd is to prepare the individual to sell when you are not in the room. · Quite often we have no choice, and this person has to do the job for us. · Our role is to be resourceful and make the most from the situation.
What are the key steps? · Usually our contact has a technical perspective, not articulating it in business terms. · When you have given enough of the solution, we need to pivot and engage the business to ask what commercial impact our solution could have. · Structure the pitch early. · Framework to give people structure, that speaks to that final conversation with the budget holder. - Test it – say your CEO walked in here right now ‘why would this be important to them’? · What is the problem we are trying to solve? · What is the root cause? · Why can’t we solve it today? · When the problem is well defined and jointly owned – you are off together. · Provide value by focus on growing the top line, margin, or mitigating risk.
How important is it to know when the customer perceives ‘enough value’? · Law of large numbers, even small element of value when scaled becomes obvious. · Before you talk numbers and spreadsheets: A) Establish there is a priority problem B) Customer is confident we can solve this problem C) Have you jointly visualised the material difference solution will make? · Real ‘conceptual lock’ on desired outcome only then throw some numbers at it. · During a recent ‘swing deal’ won by Jayd and Rob they got to a point where the customer said that is big enough value for us to move ahead. The numbers are not perfect but reasoned and conservative.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
Rob Howes (Co-founder of Enterprise Sales Club) recently interviewed Jayd McFerson; Jayd is a veteran Value Consulting Leader in the software industry. Currently the Head of Value Consulting at Collibra, a leading data intelligence software company. Previously he held similar roles at ServiceNow, Workday, Pivotal, and Oracle. The Value Consulting role is important to help customers & prospects to identify, define and quantify the business value of implementing a software solution. Jayd shared great insight on how to succeed and close large deals during a pandemic. This episode is a stellar guide on how to use value consulting to identify “business outcomes”, the process of unlocking funds and a new take on how to position and maintain credibility.
1) Introduction - tell me about your career path to value consulting? · Jayd did an Accounting major and Psychology minor degree. Yet he has made a career leading with Human Psychology to build value. The accounting coming last. · Fell into value consulting, result of a failed pre-sales interview. 2) What are the trends that you are seeing in SaaS sales today? · Good companies still invest in difficult times. · Still plenty of money if you look at the income statement of many companies. · To get funds you need to:
A) Find a prioritised problem. B) Validate that the customer fundamentally believes you can solve. C) See the difference that solution will make. 3) Why is selling business value so important, what are the key benefits to the seller? · No one gets a deal unless funds are released. We’re often seeking budget sign-off from people higher than the level we’re talking to. · Jayd has utmost respect for people who carry a quota. · What does it take to get the attention of the budget holder? Problem big enough to solve. · CFO “If I tried to solve every problem in this business, we would be bankrupt.” It’s important to prioritise the problems. · Our key objectives are “get the deal”, quickly followed by timing and size. · With a smaller pipeline, your win rate needs to improve, so providing business value really matters. Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
There are no three ways about it; the pandemic, increased competition, and the widespread use of Zoom have accelerated the end of:
• Larger than life • Airmiles • Lazy salesmen
What do I mean by this?
• Larger than life – those who rely ONLY on relationships and buying more lunches and beer than their competitors to win deals. • Airmiles – those who openly brag on social media about their Airmiles gained on business trips; let’s face it, business travel may never return to pre-COVID-19 days. • Lazy – those who are not willing to do the research to gain customer insights and discover their pain points. They want customers coming to them ‘gift- wrapped’, with little to do to close a deal.
It is a running theme through my conversations with clients and customers in the enterprise space; they are done with those who over-promise and under-deliver. What has emerged is the need for the diligent, aligned-to-customer, trusted partner... So, where can we look for guidance?
In a recent interview with Anant Patel, (VP at payment leader WEX), I asked him how the most outstanding leaders he is aware of conduct themselves?
He told me they display three behaviours:
- They are servant leaders - they are all in the service of, and care about, their people and know that they will not achieve optimum business growth or drive things forward other than via their people. This does not mean that their approach is soft, and that their people are not accountable.
They are results-driven, yet what sets them apart is how they go about getting those results. Even with very large teams - sometimes more than 1,000 - they remain human and ensure that they are both accessible and approachable.
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They are curious – they are not arrogant. They never think they have made it but want to keep on getting better and to keep on learning. They will learn from every interaction that they have.
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They have a Decency Quotient (DQ) - Ajay Banga, (CEO Mastercard), adds DQ to IQ and Emotional Intelligence (EQ), acknowledging that the decent thing to do is not necessarily the easiest thing to do.
Where do we in Enterprise Sales adapt?
It is optimal for us to keep questioning, developing, and evolving our skillset of enterprise sales. These are:
1 - Segmentation of Desired Market
2 - Effective Prospecting
3 - Social Influence and Engagement
4 - Trusted Relationships, Built on Value and Respect
5 - Pre-Qualification of the Opportunity
6 - Win/Win Negotiation
Jayd McFerson, (Head of Value Consulting at Collibra, a leading data intelligence software company), in a recent Enterprise Sales Club interview, described the dangers of overselling:
“No CFO believes or wants a 50x multiple on their investment in your technology.”
Net result? Trust is eroded, and credibility lost.
Even though there is a temptation to focus on life one day returning to how it was, none of us really know what the post-COVID-19 world will look like. What has become clear, is that there is no going back; we have seen fundamental shifts and it is clear that the world we emerge into will be very different to that which we ‘left’ in early 2020.
See our earlier posts on reinvention and adaption:
https://www.linkedin.com/pulse/why-autumn-ideal-time-career-reinvention-adrian-evans/?trackingId=UJSg%2BCM9Qpq8nxpHTOzNwg%3D%3D
https://www.linkedin.com/pulse/adapt-autumn-stay-relevant-adrian-evans/
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk
If anything, the fact that we are not currently selling face to face with somebody in the same room, means that our attention, research, and purpose need to be even stronger, and even better than ever before. This is the time to get better at Enterprise Selling and to prune out some of those old habits and adopt some new ones.
It is key to really understand:
a. Why you are connecting with this individual in the first place; and b. Whether this is the only person you should be connecting with, from an economic buyer or influence perspective.
There are the five key steps that I recommend to cracking remote selling during COVID-19:
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Research - what research have you done before reaching out to this prospect or customer? Do you know what their goals, fears and ambitions are? Have you looked at their LinkedIn profile? Have you listened to any podcasts they have recently appeared on?
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Insights - Have you real or imaginary insights on the person or the organisation before reaching out? Have you picked the insights and topics that you want to talk about?
Have you identified whether the technology that you want to be aligned with is aligned with their most strategically important pieces? These are the things that you need to know to engage with them at a senior level.
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Contacts - How many contacts in the organisation are you reaching out to? And why? Do you know what role they play? Are they influencers, users, recommenders, decision makers or champions? Do you know specifically what the purpose of connecting with them is?
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Personalise - How personal can you make your message? What help have you on hand to craft your message so that it is non ‘vanilla’ and grabs their attention? Ask yourself: is this crafted and is it appropriate?
It's much like writing this article in many ways, it might take draft three, four or forty-four to get it crystal clear, and to have crafted our message effectively. It also needs space to iterate over time.
- Quality of message. Focus on the quality of your message over the quantity. How well do you know your audience? How well do you know their customers and where their customers are going? Knowing both well will improve the overall quality of your message.
By pulling each of these factors together, we are earning the right to build a relationship and build that rapport with each individual that we want to attract. And, as I have said before, all relationships are built on trust, like and respect.
So, consider, how can you use each one of these tools to pull your prospect towards you?
I would love to hear your views on this evolving topic that is not going away anytime soon!
Have you discovered Enterprise Sales Club yet? We are now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.co.uk
Recently, a highly respected partner of mine, Lisa Akesson wrote about how to have a positive and memorable virtual experience. Within that article, Lisa highlighted the following:
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Before the call, make sure that your appearance is right. Have you focused on the backdrop and are your clothes appropriate for your job or your brand?
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Make sure that you are conscious about the natural light, so people can see your facial expressions.
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It is really important to make, and maintain, eye contact and to connect with people. Unless we've connected, our message isn't going to be appropriate.
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Ensure that you stay focused - this is probably one of the most important skills. Concentration is the mother of all mental skills. So, concentrate on the conversation and resist the urge to multitask. Ensure that you are fully present, listening to the individual rather than giving the impression that you don’t want to be there.
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Actively listen and genuinely be interested in others, to pull them towards you and build rapport, rather than listening to respond.
These are my practical pointers on how to create connection via virtual meetings:
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Take a few minutes before you start to ground yourself and your attention.
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Take time to properly greet the person that you are meeting with and make that initial eye contact with them.
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Be clear about your intention for this conversation:
a. What are the GOALS? b. What is the REALITY? c. What are the best OPTIONS?; and therefore d. What WILL you do?
- After the call, ask yourself, did you feel connected to the person and, ultimately, are you achieving the goals that you set for yourself?
Have you discovered Enterprise Sales Club yet? We are now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.co.uk
I recently talked about challenging our assumptions and beliefs and getting curious to make better decisions. This is particularly important right now because even though there's a temptation to think that life is one day going to return to how it was pre-Covid, none of us really know what the post Covid world is going to look like.
Whatever that world might look like, it is now very clear that we are not going back there, or to face to face selling anytime soon. So, how can we adapt to get even better at it?
For me, there are 3 key factors to address when adapting to remote selling:
- Adjusting your mindset
- Creating a memorable virtual presence; and
- Digital selling across & during covid
Today, I’m sharing my insights on:
Adjusting your mindset for remote selling
The starting point for adjusting your mindset is acknowledging that getting to the point where most of the sales cycles are happening physically in front of customers and panels again is not going to happen anytime soon. So, we need to keep selling remotely for the foreseeable future.
How to set yourself up for success:
Start with what's not working - For me, it’s the back to back Zoom, Webex, Teams or other video calls. I find them to be unproductive because:
● There is no opportunity to digest, absorb and then actually take the appropriate action following each call. With eight or nine calls crammed into a day, there will easily be 20 plus actions arising out of them. These actions will then have to be dealt with at the end of the day or (as is invariably the case) leach into the following day.
● There is clear evidence that trying to concentrate on multiple people, their body language, etc, in one day is actually more draining via video call than face to face and leads to fatigue.
Once you have identified what isn’t working:
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Acknowledge that it is real.
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Ask yourself, how can I set my week up so that I know what it’s going to look like from the off? I know many people can't control their diaries, to the extent that others add things to them, but you can put in some spaces between meetings. Physically taking control of your diary as much as possible is key.
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Ask yourself - do all of the calls need to be on Zoom/video call? I don’t believe that they do (and I ensure that mine aren’t) and there are two reasons why:
a. Standard phone calls, or Whatsapp calls, allow me to use only one of my senses (auditory) to just tune into the individual that I am speaking to; and
b. I've noticed with quite a lot of my clients that, taking voice calls enables them to get away from the screen. They'll actually go for a walk as they are on the call.
It’s a good thing for them and it's a good thing for me. Voice calls focus us and we achieve as much in that space as we would have during a video call of the same length.
Adjusting your mindset is about acknowledging that you can take control and using your own autonomy to mould a schedule and a way of connecting with colleagues, clients and prospects alike that works for you rather than against you.
Have you discovered Enterprise Sales Club yet? We are now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.co.uk
Rob Howes Interview with Jayd McFerson Head of value consulting at leading Data Intelligence Company - Collibra
What are the trends that you are seeing in SaaS sales today? (deals delayed, people getting fired, budgets slashed, uncertainty)
Tell me about your role in Value Consulting
Why is selling business value important, what are the key benefits?
Who gets to benefit and how?
What is the process you follow with a customer or prospect?
You described this data as “directional” can you explain further?
How do you build consensus?
Can you share any success stories?
How about some lessons learned?
How should salespeople switch from product sales to outcome sales?
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.co.uk
Tennis champion Rafa Nadal recently beat Novak Djokovic at the French Open to win his world record equalling 20th Grand Slam. He is a sportsman that I really admire. Not just because of his success (which is phenomenal!) but because of the way that he prepares to play.
This year was, of course, different. With the event unable to take place in its usual slot in the Grand Slam calendar, the French Open took place in autumn. The weather conditions were very different to those usually prevalent in Paris in May/June. In addition, some of Nadal’s matches happened in the early hours of the morning. It was cold and windy and the bounce on the ball was not what he was used to during this tournament.
In the face of those trying conditions, Nadal adapted so well that he didn’t lose a single set on the way to the final and went on to win, again, in three sets against his big rival, Novak Djokovic - one set fewer than any previous French Open final between the pair.
One of the things that also sets Nadal apart is his extensive use of rituals, which must have had a part to play in his French Open success. Everything needs to be in place for him before a match.
From the cold shower he always has to ground himself to the way he gets prepared in the dressing room, wraps the tape around his racket to which sock he will put on first. These very precise rituals give him an anchor and stability from the outset. He is primed to win.
How does this apply to us?
Developing these anchoring rituals is particularly valuable during these difficult times. I know from my own experience that good mornings tend to lead to better days, because I have morning anchoring rituals of my own.
What morning rituals could help you?
Each morning pre shower, I ask myself the following questions (which I call ‘GRELPC’) :
a. What am I GRATEFUL for? (e.g. gratitude for still being alive.)
b. When was I last RESILIENT? (e.g. responding to the challenges brought by Covid-19.)
c. What am I most EXCITED about? (e.g. the launch of Enterprise Sales Club and working with Rob, the Partners and the Ambassadors.)
d. Whom do I LOVE? (e.g. my family, my children and I remember my Mum and the unconditional love that she gave me.)
e. What am I most PROUD of? (e.g. continuing to get better every day and trying to serve my clients even better than I ever have before.)
f. What am I most COMMITTED to? (e.g. positively impacting 20,000 careers and building a community. More than that; to show my children how to build a community that is profitable and successful and human centric. This will mean that they won’t have to rely on working in a corporate environment and will be able to do that whenever they want to, and have the life they want whilst giving back and looking after people.)
What could you incorporate into your morning routine that would benefit you throughout the day:
If this kind of morning routine does not sound like something that would work for you, here are some other ideas that may resonate:
● Getting out for an early morning walk before you start the day; ● Writing morning pages - three pages of unconscious writing that help you structure your thoughts for the day; ● High intensity exercise; or ● Connecting with a human being (and that could very well be yourself) before connecting to the digital world.
Do you have a morning routine? If so, I would be curious to hear what works for you.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.co.uk
I believe that autumn is the ideal time to ask ourselves:
‘Which parts are not the authentic me and need pruning?’
https://www.linkedin.com/pulse/why-autumn-ideal-time-career-reinvention-adrian-evans/
It is also a time for getting ready for growth - we can accept less so we are ready for more in springtime, just as nature does.
How do we prune back in autumn to be able to grow when spring comes?
We focus on where we can adapt.
In a recent White Paper https://mindflick.co.uk/2020/07/29/the-science-of-adaptability-a-white-paper/ written by mind flick research scientist, Liam Burnell, describes adaptability as “the capacity to spot a change in context and shift our behaviour or mindset to achieve that goal.”
Importantly, it is a buildable and learnable skill, which involves: 1. Spotting a change, we need to respond to (i.e. building awareness of ourselves, and recognising when this may only get us so far); and then 2. Doing the trickier job of shifting our behaviour or mindset to allow us to be more effective
Adaptability is, of course, not a new concept and Burnell points to Charles Darwin’s research on animal adaptability. Darwin said that, if an animal were to move too far away from the traits that served it well, it would be likely to lose its competitive advantage. However, if there is no adaptability, then long-term survival is unlikely. There is a balance to be found.
Today, in Enterprise Sales, we need to find that adaptive balance. Wholesale overhaul isn’t the name of the game. We need to understand:
a. Our strengths; and
b. What makes us uniquely different.
Then we need to make those things our superpowers by recognising, reinforcing and taking them to another level.
Here are some ways in which you can begin to adapt taken from the insights that I have gained from my very best clients. They successfully pull people and opportunities towards them because they:
● Build trusted relationships, because of which, they end up privy to far more information than they should have.
● Always look to make connections with others, hence they can use latent goodwill when need it.
● They are more relentless and more curious. These Enterprise Sales superstars are genuinely more interested in finding out about people and that interest attracting the people towards them.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.co.uk
Previous article:
https://www.linkedin.com/pulse/why-autumn-ideal-time-career-reinvention-adrian-evans/
There is no two ways about it - now is a very tough time for people. It’s a theme that regularly runs through my conversations with clients and those I have been speaking to following the launch of Enterprise Sales Club.
We are being told that we are entering the second Covid-19 wave and that brings with it a feeling of impending doom. Add to that that winter is on the way and the picture is gloomy. Amidst all of this, we have still got to keep ourselves motivated - on top of already having a very stressful job.
That stress often results from that feeling of always needing to be ‘on’. Enterprise Sales has inherited the Silicon Valley culture of:
‘if you're not on, then you're slacking’
which creates a belief system that does not even allow for any let up when you've closed a game changing deal.
If you’re not straight on to the next one the minute the ink is dry on that big deal, that same belief system tells you that you should be - there is still work to do in reaching targets, creating customers and closing prospects.
So, what can we do right now to shift that feeling of impending doom and work towards reducing our stress levels?
Let Autumn show us the way
Autumn is my favourite time of year - symbolically, it is an opportunity for reinvention or adaptive evolution. Nature is setting us an example of how to rid and prune ourselves of what is no longer needed.
The leaves turn from green through yellow or red to brown as the trees prepare to let go completely and return to their bare branches. Just as it is necessary for the trees’ survival, getting back to our very essence is necessary for our survival too. We have the opportunity, right now, to do the same.
As Michaleangelo said when asked how he created such a magnificent sculpture David
“I just took away everything that wasn't David,”
We can strip away those things that are no longer, or perhaps never were, us to turn over a new leaf and reinvent ourselves.
Where to begin?
The historical evidence shows that most beliefs do not tend to stand the long test of time. In fact, even within a couple of decades, the nuance of received wisdom can change because of insights that pivot what we know and the way that we think.
That being the case, it is best for us to keep on questioning, developing, and evolving. Particularly around our ‘A’s B’s C’s and D’s’:
A - Challenge your Assumptions about the world. The post-Covid world will look quite different to the pre-Covid one.
B - Question and evolve your Beliefs. Even our rock-solid beliefs evolve over time, so question what you believe now. It is an unlived life, if you're still believing the same things at, aged 28,38, 48 and 58.
C - What is your level of Curiosity? How can you get even more curious?
D - Review your Decisions. If you are still operating based on decisions made pre-Covid, it’s time to review them because they are likely to already be outdated.
Even though there is a temptation to focus on life one day returning to how it was pre-Covid, none of us really know what the post-Covid world will look like. What’s already become clear is that there is no going back, we’ve already seen fundamental shifts and it is clear that the world we emerge into will be quite different to that which we ‘left’ in early 2020.
We need to acknowledge that getting to the point where most of our sales cycle happens physically in front of customers, and panels, etc, is not going to happen anytime soon. We are going to need to keep on selling remotely for the foreseeable future and adaptation is key.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level, and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.co.uk
This is the last article in the series following my Enterprise Sales Show interview with Anant Patel, Vice President, EMEA & APAC at WEX and we finish with a great topic – how to show up as our authentic self.
What is Anant’s advice about showing up as our authentic selves?
Understanding showing up as our authentic selves is realising that:
● If you show up as yourself, you will be accepted and not only will you be accepted, but you will be trusted and people will respect the fact that you are being you.
● We must learn to grow. It's okay not to know everything or to have all of the answers.
● Showing up as you is being open and honest with yourself and that includes being open and honest when you do not know the answer.
● People who can admit they do not everything create the option to collaborate and connect with others who could provide a solution. Anant happily acknowledges that he does not know everything, in fact, the week before our conversation, he found himself in this exact situation when speaking to his US line manager. So, he took his own advice and told his manager that and he would come back to him with the solution later in the week, which was accepted.
How to show up as yourself:
● Do not make things up or try to give an answer when you do not have one - that breaks trust, which is too valuable to risk.
● Create a network. Anant has got a team around him on whose knowledge he can draw, and he has extensive knowledge within his network that he can tap into.
“It's okay not to know everything - yet have the network to find the answer.”
Whether it's trying to get a sale over the line, a connection with somebody or trying to solve a major problem, Anant will know and trust that, within his network he has enough goodwill with enough people that the answers will come to him.
It was a joy to interview Anant again and to take this time to draw together the key takeaways from our time together in this series.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.
If you want to take your career to the next level and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.co.uk
This is the next article in the series following my Enterprise Sales Show interview with Anant Patel, Vice President, EMEA & APAC at WEX and we continue with two great topics – lessons in leadership learning from others and advice on connecting with fellow humans when it’s not a natural trait..
What does Anant admire in particular about the leadership qualities of MasterCard senior leaders Carol Cosby, Carlos Menendez , CEO Ajay Banga, Jennifer Rademaker and Keith Douglas?
They display three traits:
- They are servant leaders - they are all in service of, and care about, their people and know that they will not achieve optimum business growth or drive things forward other than via their people. That doesn't mean that their approach is soft, and their people aren't accountable.
They are results driven, but what sets them apart is how they go about getting those results. Even with very large teams - sometimes more than 1,000 they remain human and ensure that they are both accessible and approachable.
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They are curious - this is not an arrogant leadership team. This is a team that never thinks they have made it and wants to keep on getting better and to keep on learning. They will learn from every interaction that they have.
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They have a Decency Quotient (‘DQ’) - Ajay Banga adds DQ to IQ and Emotional Intelligence (‘EQ’) and he acknowledges that the decent thing to do is not necessarily the easiest thing to do.
High IQ is, he says, the starting point for most successful people and in an increasingly interconnected world, EQ and how you connect with other humans has also become very important. To those two qualities he adds decency, by which he means the way you conduct yourself.
MasterCard, believe you can do well, by doing good. Ajay believes that none of us really succeed in a failing world, so he wants everybody to succeed and financial inclusion is a big part of that.
What advice would Anant give them to begin to someone who does not find connecting with people natural?
This is very much a natural skill of his, I believe this has a lot to do with the environment that he grew up in. This is the advice that Anant had for those to whom it, perhaps, does not come so naturally:
● You have got to take a chance - you have got nothing to lose and everything to gain by making those connections.
● Ask yourself, what is the worst that can happen if you try to connect with someone or build a relationship with them?
● The worst that can happen is rejection. Your ego might take a bit of a hit, but nothing worse than that.
● Be brave, the best that can happen is that you make a meaningful connection and, together, you are able to help someone else. Anant constantly tries to help people as much as possible.
● If you consistently reach out to people, you are more likely to succeed.
● Take the initiative and ask. Ask for things and ask persistently.
Very generously, he said that he knows that some listeners and readers struggle in this area and welcomed them to reach out to have a chat with him (his PA will probably shoot him for it!).
It was a joy to interview Anant again and to take this time to draw together the key takeaways from our time together in this three-part series.
If you missed either of my previous articles, you could catch up on each of them by subscribing to the Enterprise Sales show channel.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences and collaborative learnings.
If that is you or who you are aiming to be, head over to the website - I’d really value your feedback.
If you want to take your career to the next level and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.co.uk
Continuing the series based on my observations and key takeaways Vice President, EMEA & APAC, Anant Patel,
Having worked with Anant for the last 7 years, I had my own ideas but what I really wanted to hear was his own view. So, the second part of the interview focussed on some of those things that make Anant, well ... Anant.
What makes Anant, a super curious servant leader, continue to learn? Anant: ● Sees his curiosity, wanting to know more about people and things, as something that it is in his DNA. He grew up in a very curious family and I think that that environment had a huge part to play in fostering his curiosity. ● Genuinely cares about people, so it feels natural to him to want to know more about them. ● Gets a feel-good factor from learning more about anybody and to find out if he can help them. This makes him fit for growth. ● Has a personality and approach that is all about growth - he can create a ground swell of opportunities. Recently, in a business that isn't growing, he has needed to adapt his approach to focus on cost management and optimization and keeping people motivated. Taking this balanced approach is something that he has learned a lot about from his current line manager- an ex McKinsey consultant who is brilliant financially. ● Loves learning, which is a valuable skill that he has capitalised on to stay constantly adaptive and move forward in his career. What does winning mean to Anant?
I know that Anant likes to win, but what I really wanted to know was his view on how to win. Infact, he told me that there are only certain things that he is keen on winning: ● Football - as a big Leicester City fan, he’s still dining out on the fact that they won the league title in 2016 at 5000:1! ● When everybody is happy to win - he likes everyone to be happy and the competitive side of him wants to know how to help to achieve that. He firmly believes that behaviours drive culture and that culture drives results. ● He believes everything is a learning process and his competitive side continually reflects on that and asks: What can we do to make our work culture better? Why does Anant choose to work in 30-minute compartments? Over the years of working with Anant, I have noticed that this way of working enables him to thrive. Here’s what he told me about this approach: ● It is deliberate. ● He gets his energy from people and wants to speak to as many people as possible in a day. So, if he scheduled 1-hour calls during, say, an 8 hour working day, he could only speak to eight people. Whereas, by limiting his calls to 30 minutes, he can speak to 16 people in the same 8 hours. ● This approach keeps his mind occupied and energised and enables him to grow and move forward. ● He finds that, after about half an hour, conversations tend to ‘fall into the ocean” a little resulting in diminishing returns. He’s happy to take a 30 minute call to 35 minutes. ● This approach has worked very well for Anant and he sees it very much as a leadership trait and executive way of doing things. You can listen to the full show https://soundcloud.com/user-778251999/adrian-adrians-personal-room-2020-10-01-10-04-26 Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com. Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times. I’d love for you to head over to the website and let me know your feedback. Our purpose is to champion world class enterprise sales people. If you want to take your career seriously, and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.co.uk
I was thrilled to recently be able to interview Anant Patel, Vice President, EMEA & APAC at WEX, again on the Enterprise Sales Show.
As many of you will know, he and I have a long-standing relationship, having worked together for the last 7 years. I was keen to invite Anant back following his first interview because I still had so many questions that I wanted to ask him.
Anant is an outstanding, super curious, servant leader who believes that everybody can win. Here, I share my observations and key takeaways from the first part of the interview.
How Anant has managed his energy, relationships, and team during these challenging times to make optimal decisions?
He keeps his energy high by:
● Regularly connecting with other people, which is important for him, as an extrovert. He gets most of his energy from other people throughout his day starting with his morning connection with his family.
● He thrives by consistently keeping the number of daily conversations he has high.
● Seeing people in 2D via video calls and being able to read body language and non-verbal cues is important to him.
He helps to maintain the energy of his team by:
● Connecting with people and making sure that the first question asked of his leaders and the rest of his team is “How are you?”. That is a question that he truly wants to hear the answer to in order to connect with his team. And, more than that, he will read the virtual room to gauge the feeling amongst the people in it. Doing these two things means that he can understand how that person really is.
● He connects with his team by using a lot of banter to keep things light and enjoyable.
● Making optimal decisions for him is about feeling the mood of his team. He knows that having a happy team drives success, so he looks for ways to make it happen.
Anant’s advice for somebody moving from an individual contributor role to a leadership role, or moving from a manager to a manager of managers?
This was probably THE challenge of Anant’s mid 20s when he moved into leadership, and his advice is to:
● Let go of what got you into the new role and acknowledge that that isn’t the same thing as what will get you into your next role.
● When going from contributor to a manager, as the old adage says: ‘give a man a fish and you feed him for a day; teach a man to fish and you feed him for a lifetime.’ To move from being a leader by doing, to a leader by vision it is key to let go and believe that you are adding value by letting go.
Understand that by not doing so you are not making yourself surplus to requirements but that you are coaching someone else to be able to succeed. That will leave you with the capacity to do the things that you need to do to take the next step forward.
● When you go from a manager to a manager of managers, take more of a coaching approach and ask questions to drive the right outcomes, rather than diving in there. As a fixer of problems, that can be quite challenging for Anant, because he likes to fix things, so he constantly reminds himself to coach.
● Look at feedback as a gift. Feedback is hard from someone to give in the first place, so take it as a gift. In fact, I give feedback to him to ensure he is staying honest to the coaching approach and not just being the problem solver.
I will be sharing my takeaways from the rest of Anant’s interview in the coming weeks. In the meantime, you can listen to the full podcast:
https://soundcloud.com/user-778251999/adrian-adrians-personal-room-2020-10-01-10-04-26
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times. I’d love for you to head over to the website and let me know your feedback.
If you want to take your career seriously, and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.co.uk
I recently shared my experience of how my top Enterprise Sales clients see 'pressure as a privilege'. It’s not just their skillset that enable then to see pressure as a privilege, that takes them to the top. There’s much more to it than that.
They Conceive the idea of amplifying their own brand with customers and across their organisation…
They Believe that creating early engagement by targeting Economic Buyers is a vital first step…
They Win recurring deals that are larger and more profitable than their peers by their:
Presence - they are ready and able to disrupt the customers’ thinking. They are aware of how the specific individual they are working with will be thinking. The CFO, for example, is not just interested in the ROI, but the total cost of ownership, what the implications are for their business and the opportunity cost of staying with the current solution or building internally.
The elite get into 'the soul of the customer' - they understand their language and perspective & what makes customers look good.
Smart choices - they invest over 30% of their time, with Economic Buyers. That's right they spend a disportionate about of time with the people who 'actually' make the buying decisions.
This IS uncomfortable, but it is absolutely key. Most Enterprise Sales professionals spend far too much time where they are comfortable. That may be with end users, in technology or with the middle management. The result? They get outflanked by one of their competitors, who really has a strong political relationship with economic buyers.
Team playing - they use rare reciprocal relationships to close a deal. They use their network and their network’s network and they'll help others. They have relationships with Executives from previous employers and use each and every connection to make sure they win.
See everything as a resource - whether adversity, their values, an internal or external connection.
Ultimately, the way to win is best served by being customer obsessed and having self-belief.
Which one of these areas could you focus on for self-growth and to create more success in your Enterprise Sales career?
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times.
Ready to take control of your Enterprise Sales career and work with your personal power to hone the skills of the elite? Contact adrian@adrianevans.co.uk to take the first step.
They Conceive the idea of amplifying their own brand with customers and across their organisation…
…They Believe that creating early engagement by targeting Economic Buyers is THE vital first step
Committed - they know that they will find a way to win and they can step into that uncertainty. Uncertainty might now be the norm for us as humans for the next 20, 30, 40 years. Perhaps, the steady state we had previously was the anomaly - we need to get ready for change on our terms, and to adapt.
Proactive - they drive business value for the customer, anticipate and get ahead. They go beyond what the customer wants by anticipating whether it is fit for purpose.
Adaptive - they learn and tailor dialogue to different buyer personas, speaking differently to the legal team, procurement, finance, and end decision maker. Adapting to those different personas is fundamental to tailor messaging to their agenda and their language.
…They Win recurring deals that are large and more profitable
Which one of these areas could you focus on for self-growth and to create more success in your Enterprise Sales career?
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times.
Ready to take control of your Enterprise Sales career and work with your personal power to hone the skills of the elite? Contact me adrian@adrianevans.co.uk to take the first step.
I recently shared my experience of how my top Enterprise Sales clients see, and work with, pressure as a privilege. But it’s not just seeing pressure as a privilege, that sees them rise to the top. There’s much more to it than that.
Today, I’m diving deeper into the skills that those that rise to the top almost always have and how you can hone your own skills on your way to the top.
They Conceive the idea of amplifying their own brand with customers and across their organisation
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Think big - anticipate winning 6, 7 & 8 figure deals. They create a mindset in which they don't fear that scenario and, in many ways, embrace it.
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Customer obsessed - they visualise success for the customer and for the organisation and have their eyes on achieving multiple wins.
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A sense of urgency - they channel all their resources to unlock the customer pain, know where that is and align next to it. They stay almost single mindedly focussed amidst all of the day to day distractions.
They Believe that creating early engagement by targeting Economic Buyers is a vital first step
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Committed - they know that they will find a way to win and they can step into that uncertainty. Uncertainty might now be the norm for us as humans for the next 20, 30, 40 years. Perhaps, the steady state we had previously was the anomaly. Therefore, we need to get ready for change on our terms, and to adapt.
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Proactive - they drive business value for the customer, anticipate and get ahead. They go beyond what the customer wants by anticipating whether it is actually fit for purpose.
-
Adaptive - they learn and tailor dialogue to different buyer personas, speaking differently to the legal team, procurement, finance and end decision maker. Adapting to those different personas is fundamental in order to tailor messaging to their agenda and their language.
They Win recurring deals that are large and more profitable
-
Presence - they are ready and able to disrupt the customers’ thinking. They are aware of how the specific individual they are working with will be thinking. The CFO, for example, is not just interested in the ROI, but the total cost of ownership, what the implications are for their business and the opportunity cost of staying with the current solution or building internally. The elite get into their language and understand their perspective & what makes them look good.
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Smart - they invest over 30% of their time, with Economic Buyers. This might be uncomfortable, but it is absolutely key. Most Enterprise Sales professionals spend far too much time where they are comfortable. That may be with end users, in technology or with the middle management. The result? They get outflanked by one of their competitors, who really has a strong political relationship with economic buyers.
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Team players - they use reserved reciprocal relationships to close a deal. They use their network and their network’s network and they'll help others. They'll have relationships with Execs, past organisations and use any and every way to make sure they win.
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See everything as a resource - whether adversity, their values, an internal or external connection.
Ultimately, the way to win is best served by being customer obsessed and having self-belief. Which one of these areas could you focus on for self-growth and to create more success in your Enterprise Sales career? Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times.
Ready to take control of your Enterprise Sales career and work with your personal power to hone the skills of the elite? Contact me adrian@adrianevans.co.uk to take the first step.
Anant interview part 2:
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Current challenging situation – “never let a good crisis go to waste” – how have you managed your energy, relationships and team during this time to make optimal decisions?
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What advice do you have for someone moving from Individual contributor role to a leadership role and those moving from manager directly to manager of managers?
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How do you stay curious and continue to learn – what do you deliberately do?
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How competitive are you – like to win tell us more about what winning means to you?
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Time management – I have noticed you operate in 30mins compartments – can you tell us more?
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Last time we discussed how you admire the leadership of Mastercard senior people like Carol Cosby and Carlos Menendez I know your admire the likes of Ajay Banja current CEO at MasterCard and Jennifer Rademaker EVP Product Delivery– can you tell us specifically what it is about these people that inspires you?
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You are always looking to connect people, if this is not a strength of someone in the audience what advice can you give them to gain the courage to begin this practice?
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You mentioned that you wish you knew early on in your career, that showing up as self is key – what practical steps can people take?
Q4 is going to be make or break. The pressure, for some, could not be more intense.
Do you see pressure as privilege or a threat?
My top clients would say that it’s a privilege and here’s why.
There are two types of pressure:
External Pressure - from line managers, those above, peers and our teams. Internal Pressure - that expectation that we put on ourselves that our behaviour and our motivation will be driven from within. I was recently reminded of this quote:
“Long distance running is 90% mental and the other half is physical.”
The same can be said of Enterprise Sales. 90% is mental and the other 50% based on other factors like territory and need.
Our mental state of mind has a disproportionate effect on what we believe is achievable - right here, right now.
When pressure is privilege
I've asked a number of my top clients what it feels like to be in the spotlight. These are the clients with the biggest in region or organisation deals. They are used to all of the key decision makers within their organisation focusing on them and the pressure that comes with that. This is what they told me:
I'm very much used to being in the spotlight. The pressure is actually enjoyable. It’s something that I’ve earned the right to have, by having all eyes looking directly at me. I can only do the best I can do. These high flyers have learned to excel under pressure.
They:
Communicate with the customer in every way they can. Communicate internally as effectively as possible and use Execs where they need to. Control every controllable to the best of their ability. Acknowledge that, if the deal slips, the deal slips and they have to handle the consequences. Constantly manage expectations. Drawing parallels with Rugby, Elite players live for make or break games. Former Lions captain Sam Warburton recently stated they “see pressure as privilege”. They thrive on this pressure. This is why they work so hard -because they know that certain games will be won at the margins.
What mindset do you have as we move to the very end of Q3 and into Q4?
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times.
Ready to take control of your Enterprise Sales career and work with your personal power to hone the skills of the elite? Contact me adrian@adrianevans.co.uk to take the first step.
I recently posted, that one of my long-standing coaching clients recently made the observation that just trying to close on anything at the moment “feels like nailing jelly to the wall”.
In the second part of this post see practical advice on how to adapt and maintain rather than lose momentum.
Here’s how to connect with multiple Economic buyers:
- Invest in time with multiple influential people including Champions and Economic Buyers; show them how your technology is going to make them look like a star.
- Keep visualising success for all - creating situations in which there are multiple winners.
- Maintain an adaptive mindset and dialogue that says ‘this is different’ and the opportunity is still well qualified.
- Park any frustration and move forward by asking: how do I adapt?
Switch to an adaptive, multi-winner strategy
Adaptive dialogue is key in driving partnership value, deal value and in cultivating success for all sides. Let go of win-lose thinking. Set aside any fear that the deal is actually gone because this person has lost their role - it’s still yours for the taking if you adapt your mindset.
But how can you make the difference with Economic Buyers?
One of the key things to do is to have multiple routes into an organisation. Develop relationships with multiple Champions, ensure multiple engagements with significant layered levels of influence including the Economic Buyer. This enables you to de-risk any deal as much as possible.
Reciprocal winning and reciprocal networking are always the key way forward.
If you missed my article on how to create multiple winners in Enterprise sales, click here to read it now.
Enterprise Sales Club is now live and I’d love to receive your feedback. The platform serves the Enterprise Sales community and provides a safe space for members to voice opinions, explore new ideas and collaborate. We are here to facilitate bringing your inner hero out of its shell, and to empower you to manage and grow your career. We care about people and build relationships that last decades.
Please head over and take a look
We've launched in Beta and we're taking feedback over the next couple of months. Please get in touch to let us know what works for you and what you would tweak - all feedback is valuable. Just like MasterCard, we believe that when we do well by doing good, every part of the partnership wins.
If you’re looking to take your career seriously as we round off 2020 and enter 2021, get in touch with me: adrian@adrianevans.co.uk
We all know that closing deals in the current climate is a tough uphill climb.
One of my long standing coaching clients recently made the observation that just trying to close on anything at the moment “feels like nailing jelly to the wall”.
Recognise that feeling?
Here’s what my client meant:
- You have been working on a deal for the best part of 2020;
- You are aligned with what the client organisation wants;
- You have been chosen as the preferred vendor;
- Everything's starting to fall into place and closing the deal now rests on successful negotiation;
BUT...
- The Economic Buyer (the person with the power to actually close out the deal, as opposed to your personal Champion) has lost their job;
NOW...
- You’re faced with a new Economic Buyer with whom your Champion doesn't have an established relationship;
SO…
- The Champion is worried about his position;
AND…
- As a result, the deal is on hold.
I’m seeing this happening a lot right now. Where previously the Champion would have been looking to close the deal, to enhance their career and make them look like a star and shine, they are now in retraction mode. Your Champion has disappeared within themselves and is sitting tight.
There is nothing worse than a deal that is just sat there… waiting...
What do you do next?
See this friction as an opportunity for you to:
● Engage; ● Actively get more curious; ● Focus on how you can collaborate with your Champion more effectively; ● De-risk the situation.
You started by thinking big in the first place; by visualising success for all, so now look to find a way to win and to confidently disrupt.
This is the time to ask yourself these questions:
● How do I adapt? ● How do I move forward? ● How do I move this deal to the next level?
When you know the answers to these questions, you can build your strategy to confidently disrupt the customer’s restrictive thinking.
If you missed my article on how to create multiple winners in Enterprise sales, click here to read it now.
Enterprise Sales Club is now live and I’d love to receive your feedback. The platform serves the Enterprise Sales community and provides a safe space for members to voice opinions, explore new ideas and collaborate. We are here to facilitate bringing your inner hero out of its shell, and to empower you to manage and grow your career. We care about people and build relationships that last decades.
Please head over and take a look
We've launched in Beta and we're taking feedback over the next couple of months. Please get in touch to let us know what works for you and what you would tweak - all feedback is valuable. Just like MasterCard, we believe that when we do well by doing good, every part of the partnership wins.
If you’re looking to take your career seriously as we round off 2020 and enter 2021, get in touch with me: adrian@adrianevans.co.uk
I recently explored why it’s crucially important to take advantage of even limited opportunities.
But…
How can you best place yourself to do that?
Like the Sagrada Familia, started in 19 March 1882; 138 years ago we are constant work in progress. It all comes down to acknowledging that you can always do better in at least one, if not more, zones of experience that encompass Enterprise Sales:
- How can you do better at prospecting?
Take a moment to consider where you can make improvements in your process.
- How can you do better in social selling?
Stuck for ideas? The world’s best Social Selling Coach Dan Swift head over to his site www.empireselling.com.
- How can you do better in pre-qualification?
Use the tools that are available to you now. MEDDICC, for example, is a standout methodology tool that is very much focused on accessing and understanding your customers’ pain points and provides a line of sight if this is a real opportunity or one that should be sunsetted.
- How can you do better in relationship management?
At a very basic level, your best relationships are built on trust, like and respect. So, consider how you can go about consciously getting better at building your relationships. Check out this article I wrote recently for a few pointers: https://www.linkedin.com/pulse/why-trust-crucial-times-change-adrian-evans
- How can you do better in creating an effective close plan?
Closing the sale might be complex but how could you get better at it? Starting small with any changes is better than not starting at all.
- How can you do better in negotiation?
We could all get better at negotiation. Mark McCormack, the founder of IMG and author of ‘What they don't teach you at Harvard Business School’ said of negotiation:
● Think big ● Question everything
So, take time to consider when is the ideal time to actually close a renewal? Does it have to be the end of the contract? Or perhaps might a time when everybody's actually very happy be better?
When opportunities are scarce, we have to take advantage of those opportunities and we have to get better.
Embrace getting better because better never stops.
We have to be open to getting better. We have to have self-awareness to know where we can improve. And, ideally, we need exposure to people who guide us through that process, whether that's mentors, career coaches or sales coaches.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times. I’d love for you to head over to the website and let me know your feedback.
If you want to take your career seriously, please contact me adrian@adrianevans.com
As we move towards the end of 2020 and into 2021, we’ll be seeing Enterprise Sales Opportunities becoming rarer. One of the key challenges in times of economic instability is that key decision makers can become more risk averse.
Organisations have switched from expansive and innovative mode to looking at the many ways that they can cut costs.
This risk averse climate makes it important to maximise the opportunities that are available to us, as they are presented to us. In other words, don’t do a Djokovic!
Novak Djokovic must have known that his US open was over as soon as he hit a ball directly at a line judge - in the throat. It is a non-negotiable, you're gone. This was at the exact same point that he was steering his way towards his 18th Grand Slam, without his two major rivals in that event - a gilt edged opportunity. Instead of making the most of that, he lost his cool and, in a moment of anger, blew it all.
Just like Grand Slams, Enterprise Sales opportunities are really difficult to come by
The parallel to the Djokovic situation in Enterprise Sales would be that you’ve done all of the hard work, you're shortlisted for a particular win for a particular customer, your two biggest competitors are actually not in the race and, still, you do something that really doesn't allow you to actually maximise the opportunity available to you.
You let the opportunity slip through your hands because you haven’t done the work that enables you to maximise it. The ‘win’ is lost.
Putting yourself in the best place to exploit those opportunities is becoming even more key in the current climate because commercial opportunities for significant Enterprise Sales are going to get more and more limited. You need to be ready to take advantage of those opportunities no matter how narrow they may be. You have to be ready, so focus on getting better.
The great Irish rugby Captain Paul O'Connell and the current Welsh Captain, Alun Wyn Jones are both known for being absolutely relentless at trying to get better. For them, better never stops. They always want to improve and if somebody knows a little more than them, they learn from that person. They are known as sports men who take full advantage of the opportunities available to them and win in their sports as a result.
Are you making the most of the opportunities available to you?
The following stages describe Enterprise Sales in a nutshell.
- Prospecting
- Social selling
- Opportunity qualification
- Relationship building
- Closing
- Negotiation
If you were to mark yourself out of 10, which would you give yourself an 8 or a 9 for? Which ones would you give yourself six or seven? And which, maybe Four?
What could you do to get better in each of those areas? I’ll be sharing my thoughts on how to ‘get better’ next week.
But...in the meantime...
I’m really excited to announce that Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class Enterprise Sales, career management and life skills to help you navigate through these challenging times.
If you want to take your career seriously, and also improve your skills in Enterprise Sales, please contact me adrian@adrianevans.com
Last week, I shared my thoughts on why a win/lose strategy is no longer the best business strategy. I believe that that binary approach now needs to give way to a much wider spectrum approach which values collaboration over rivalry and in which we multiple stakeholders can achieve the win simultaneously.
Look at Mastercard’s approach:
In a recent podcast appearance, Ajay Banga, CEO of MasterCard, shared two really valuable insights which have helped Mastercard to secure wins for themselves and multiple stakeholders in two different business scenarios. These scenarios highlight the value and importance of collaboration and why a wide spectrum approach can deliver dividends.
- When he first came into MasterCard, 10 years ago, Ajay realised that everybody was obsessed with beating Visa - their rivals. That obsession was the company’s win/lose strategy. He took a different approach, seeing their biggest competitor as cash.
At the time, most of the world economies were 80-90% cash focused. He saw cash as the real opportunity and told his employees that it was the big prize, rather than the smaller prize of just taking their competitors lunch.
In this way, Ajay has identified multiple markets in which he wants to see Mastercard’s technology - card or no card.
- The development of a Kenyan initiative called ‘Jaza Duka’ that has been so successful that it is being rolled out into other markets. Jaza Duka means ‘fill up your store’ and was created to deal with a very specific ‘problem’ - a lot of the micro merchants in Kenya, and throughout sub-Saharan Africa only deal in cash.
These merchants were buying multiple products from FMCG businesses like Unilever but could only afford small quantities of each product. The merchants were therefore missing out on the lower unit price available when bulk purchasing.
A large proportion of the merchants were women who couldn't own a house to offer as collateral, so had no access to credit.
MasterCard offered to use their history of sales as a proxy for collateral and to offer affordable, appropriate loans to the merchants. The merchants were then able to purchase in greater bulk, at lower unit prices and offer more to their own customers.
This programme created four lots of wins:
● The micro merchant was able to purchase more and therefore sell more. ● Unilever saw more than a 20% increase in their sales. ● Kenyan Commercial Bank were able to increase their loans securely. ● MasterCard transacted more.
How can this approach benefit you in Enterprise Sales?
- The Jaza Duka initiative was built on multiple layers of reciprocity. Building those layers and creating multiple wins means that people are more likely to do more for you.
- Both of these approaches are scalable - they can, and have, been taken into other markets.
- These approaches are also repeatable.
We're always looking for repeatable success in Enterprise Sales Club.
My challenge for you is to embrace ‘FOMO’. We all have the ‘fear of missing out’. Get comfortable in interrogating what that means for you. What are you missing out on by only being focused on your direct competitors? How could you adopt a wide spectrum approach in a bigger marketplace that is moving forward?
Enterprise Sales Club is now live at: www.enterprisesalesclub.com - we would love your feedback so please head over and take a look.
If you’re ready to get your career flying into 2021, contact me at adrian@adrianevans.com
Do you remember the last time that you got really competitive? I bet it wasn’t that long ago - the business world thrives on it! Working in a fast paced world like Enterprise Sales is to live in a world that is obsessed with winning. And we all know that only one team, or person, can win and therefore somebody must lose - every time.
Culturally, we have grown up to believe that the only options are to win or to lose. In the business world, we see that reinforced by frequent references to sporting analogies and admiration for ‘Type A’ sporting personalities who have completely invested themselves in their sport. We strongly identify with our sporting teams and their rivalries - it matters whether you’re a Djokovic or Federer Fan, Ronaldo or Messi, England Rugby or Celtic Rugby. And it really matters that your idols win.
What win/lose thinking really looks like
Business built on this binary win or lose approach has created a culture in which we feel the need to constantly prove that we are the best and there is little, or no, room for anything else. It's toxic. By being myopically focused on our competitors, we’re valuing rivalry over collaboration.
There’s no doubt that some of the great business rivalries have resulted in huge successes - Oracle v Microsoft/ Oracle v SAP/ Microsoft v Apple/ Bill Gates v Steve Jobs among them. These super successful businesses were born out of an outstanding individual - a real force of nature.
But… Is business built on rivalry fit for the future?
This binary approach in which there can only be one winner is no longer the best way to create a successful enterprise sales career and to win the most revenue you possibly can
We are living in times in which we can see much greater benefit from much wider spectrum thinking and where binary thinking might actually limit our success.
This is a time of change, perhaps in fact, change is the new normal. Post war, we got used to stability but, historically, we’ve faced huge highs and lows which are also characteristic of the pandemic. Historically, pandemics aren’t new. Political instability isn’t new. Economic challenges aren’t new. These things were the old normal and, perhaps, that volatility is here to stay.
And, in this time of change, we need to be drawing our focus to how we can optimise our business collaborations rather than our rivalries.
Enterprise sales club will be launched next week - If you'd like to find out more, head over to the website. www.enterprisesalesclub.com.
I let you know as soon as it is live
If you want to get yourself career ready for 2021 in this final part of 2020, contact me at adrian@adrianevans.com
Structure Q4, so it's on YOUR terms
Here’s the strategy that is working for me:
- Get motivated - the motivator could be rallying against someone who says you can't be successful, close that major deal or have that particular role. You’re determined to show them otherwise.
Recently, whilst on holiday, I asked myself
‘If I was to start my business right here right now, what would I do? How would I do it? Starting with a blank canvas, what would I do? How would I change it?’
and you can do the same in your current role. By asking these questions, you will be gaining both clarity and motivation.
By asking myself those questions, I’ve learned over time that the non-negotiables for me are:
● I have to be serving others; ● I have to be having fun; ● I have to be successful commercially. ● I have to be playing my A game and not my B game - so I have to be either talking or coaching etc. and not just writing (I’ve actually taken on someone to do my drafting for me). ● It has to be team orientated; and ● It has to be learning based.
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Being Committed - being committed is about being smart in the way that we aim for success rather than going after everything. It's about 80/20ing the 80/20 and making sure that we're moving forward from that point. So we know how we can embrace our goals and follow through with achieving them.
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Become your own chief relationship officer - I see this as fundamental to making the most of Q4. The people with the best depths of relationships are the ones who are most readily able to take things to a new level. Know what your key customers and prospects' challenges are, their fears, their ambition levels and their attitudes to risk etc.
Why? When you've got that, it opens up the possibility of being able to use a tool like medic, the x, y sales tool, to identify the pain point, look at the key matrices, what the economic buyer is about and what the decision making process is.
By adopting this approach, we will be working smart and working hard which hopefully is going to lead to the best possible end to the year.
I wish you all the best!
The Enterprise Sales Club which is now very close to launch. For more information about what’s inside or to talk about how you can manage your career more effectively to successful 2020 contact me at adrian@adrianevans.co.uk
If ever there was a time for a reset. This is it.
The summer is over and it’s now up to us to optimise what is left of 2020 for success.
We have four months of the year left and we need to make the most of them - a successful 2020 is still possible. It is up to us as individuals to make this last quarter matter.
Q4 will be a quarter of change
Within the next 13 weeks, we’re going to be well into Q4 and by early December, the chance to optimise Enterprise Sales opportunities is going to be over and we're going to be into 2021 before we know it. So, whilst the chance is there - take it!
It is becoming clear that this is going to be a fairly fundamental quarter. There could be some big changes that can happen for many of us. This could even look like:
● Losing your role; ● Having your territory changed; or ● Any number of less significant changes
There is a real opportunity here...
...so why not take it?
During Q4, embrace the change that’s coming so that by the end of the year you've maximised out on 2020 and you’re prepared for 2021.For you, that might mean a career move, or territory move or learning about new or different technologies. Whatever the change is that comes your way, it is an opportunity to grow.
I’m already seeing clients embracing some of the rapidly growing marketplaces like IoT, AI and big data, as well as FinTech where previously they've been in different businesses or sectors.
So what are the opportunities currently available to you and how are you going to take them?
We all know the adage:
“Where you'll be in the next five years will be the sum total of the people who've you've met.”
I would add the following to that:
- The people who have influenced you or who you have allowed to influence you,
- The books that you have read
- The information you've allowed to influence you and influence your mindset.
These are your opportunities - make the most of them.
By adopting this approach, we will be working smart and working hard which hopefully is going to lead to the best possible end to the year.
I wish you all the best!
The Enterprise Sales Club which is now very close to launch. For more information about what’s inside or to talk about how you can manage your career more effectively to successful 2020 contact me at adrian@adrianevans.co.uk
Continuing my series on Trust in Enterprise Sales, this week I’m taking a look at the effect that cultivating trust has on bringing about change.
I’ve already covered Why you need to become a trusted partner in Enterprise Sales
https://www.linkedin.com/pulse/why-you-need-become-trusted-partner-enterprise-sales-adrian-evans/
and How to become a trusted enterprise sales partner.
https://www.linkedin.com/pulse/how-become-trusted-enterprise-sales-partner-adrian-evans/
We are living through a time of huge global change
Enterprise Sales is far from immune to that change. If there ever was a time to confront reality, 2020 is it.
It goes without saying that it has not been anybody's ideal year. Whilst you might feel like sticking with what you know and expecting things to change around you, now is the time to embrace change and adapt to this new world...
...Below are some examples of how you can give more and cement the work that you have put in to building trust:
Clarity of expectations. Practice personal responsibility and accountability.
This might look like asking yourself:
How could I get better in that situation?; or
How could everybody get better?
The best leaders that I coach do exactly that. When they are facing a problem or a challenge, the last thing they do is point fingers. They get it right for customers. And then, after time, they say ‘okay, hands up, what could we have done better collectively?’.
In doing so, these leaders are creating an environment in which change is expected and encouraged. And one in which mistakes are used as an opportunity to learn.
Listen first - everybody needs a damn good listening to colleagues and customers alike. Listening gives people an opportunity to blow off steam. You can’t underestimate the value of feeling heard, particularly when it comes to our mental health.
There’s no doubt that the global pandemic has brought with it a multitude of challenges. I'm currently seeing those challenges manifested in stressful situations leading to mental health challenges for some of my clients. For many of them, being and feeling heard would have nipped a lot of the stress that they feel in the bud.
Take steps to keep your commitments - This is something that my dad taught me at a very, very young age. He said to me: “...be careful about what you commit to, but if you do commit, you do it whatever it may be.”
Show your customers and key partners that you are committed by ‘climbing the stairs’ with them rather than doing the bare minimum and leaving them to figure out the rest for themselves.
To be a trusted leader, you need to earn it - During a recent podcast interview with Anant Patel
https://podcasts.apple.com/gb/podcast/241-interview-with-anant-patel/id1437393283?i=1000477406090
he shared what it was like to work with Carol Cosby when he was at MasterCard. He said she created ‘Followship’ - she earned the right to have ‘Followship. People followed her because they trusted and respected her.
If you would like to know more about Enterprise Sales Club or to discuss how I can help build trust in your business relationships and enhance your career contact me at adrian@adrianevans.co.uk
https://www.linkedin.com/pulse/how-become-trusted-enterprise-sales-partner-adrian-evans/
In building a relationship and engaging with a customer over a period of time, you ‘earn the right’ to have the conversation with them when they're ready to buy. That’s the time to then talk about your product or solution. In the meantime, we need to personalise our approach. In order to do that, we need to look to move to beyond over-automation.
Technological automation enables us to continually push our products or solutions. Whilst automation certainly has its advantages, by placing too much reliance on it, we risk the sale never actually happening. This is because automation lacks personalisation. The key is to take off your sales hat and to deliver value consistently, over time.
The personalised approach gets you ahead
Particularly in the UK, we have got a real opportunity to personalise and build trust - because we have a reputation for providing poor service. Award winning Restaurateur, Michel Roux, believes that this has much to do with snobbery and the British class system.
I think more than any time ever, this is the time for the enterprise sales community to press reset on that. Now’s the time to say that we're going to get really clear on becoming trusted partners to our most important prospects and customers.
We have an opportunity to really understand our prospects and customers, so we can do something quite spectacular, which is anticipate what their needs are. By building trust, we're no longer guessing, we’re engaged and anticipating without being assumptive.
So how do we go about actually building trust with people?
There's nobody who has done this better than The Late Stephen Covey (The 7 Habits of Highly Effective People). He talked about the core elements of building trust and building credibility as:
- Integrity - building integrity and having integrity.
Be careful what you commit to and keeping your word when you do so i.e. walk your talk. I know that my best clients do this. This is how they distinguish themselves and enjoy greater depth of conversation and get themselves in better rooms than their peers. They get access to accounts that are more effective because they take ownership of their conduct.
- Intention - what is YOUR intention? Many organisations are only interested in what they're going to get out of a deal. Those that aren’t, stand out. MasterCard, is committed to “doing well, by doing good”.
They want to do well, they want their customers to do well, they want their merchants to do well, they want the consumer to do well and ultimately, they want their partner banks to do well, whether that's issuer aside or acquirer side.
Naturally, we must build our capability and competence - our results are a direct result of our competency.
7 Ways to build Trust
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Talk straight - I use the term 'empathetic candour'. Clear communication is kind communication.
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Demonstrate respect - I think that's really, really, important, especially in this day and age when finding people with good manners is becoming increasingly rare. Excelling in this area can get you a long way.
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Create transparency - so that there's an honesty in terms of your engagement and an authenticity to it.
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Call things out - right wrongs rather than setting up another wrong.
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Show loyalty - giving other people credit and crediting them in their presence.
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Deliver results - Focus on delivering your professional competency. Obtaining results for your customers and employers are intrinsically linked...
If you would like to understand more about why building trust in enterprise sales relationships is so important, check out this post.
https://www.linkedin.com/pulse/why-you-need-become-trusted-partner-enterprise-sales-adrian-evans/?published=t
If you would like to know more about Enterprise Sales Club or to discuss how I can help build trust in your business relationships and enhance your career contact me at adrian@adrianevans.co.uk
I think this conundrum has always existed in enterprise sales:
How do we get and stay close to customers and actually sell the most appropriate solution to them?
It’s when these two are successfully combined that customers are ready to buy.
It’s all about the timing...
If we try to sell too early on in the business relationship, we come across as too pushy. If, on the other hand, we're too late, well, we've lost out to a competitor. So, the ultimate enterprise sales conundrum for us all is:
How do we be there when a customer is ready to buy our solution from us?
...and trust
In the current climate, we don’t have to look too far to see that trust is at an all time low politically (internally and internationally) and between some employers and employees. The current levels of distrust are making it ever clearer how much trust really matters.
One definition of trust that resonates with me is used by LinkedIn:
‘Trust is consistency over time.’
I’m currently hearing people say similar things throughout the Enterprise Sales industry, including during a recent call with a VP of Marketing who commented that a brand is about trust over time across every channel.
When it comes to your career, YOU are your own brand.
Building trust in your business relationships will therefore set you apart from the crowd.
Before we even start engaging with customers, we need to have built strong relationships. All relationships are built on these basis:
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Whether you trust that somebody is going to do what they say they're going to do;
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How you respect them,
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That they have the capability to do the job; and
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Usually, you like them.
If any of these factors are missing, the result is friction in the system. And friction in the system and in relationships means either no sale, lack of optimization of sale, or ultimately, customers actually take that friction forward.
Very early on in my career I learned that even placing a very senior individual, and going through the recruitment process with them didn’t guarantee that their future business wouldn’t go to a competitor. So I asked someone why this was.
He replied that he had a 15 year relationship with my direct competitor who called him every single month and knew everything about him. This was someone with whom he had a real depth of relationship. This meant that even though I had provided a short due diligence and a good recruitment process, his client’s trust was still with my competitor.
That trust had been built over a long period of time and I would have to build it too in order to see the same results as my competitor.
I’ve seen the value of building trust
Here are some personal examples of how I have seen the benefit of cultivating trust in my network:
● Trust is efficient: I introduced one of my clients to a key decision maker today. My client said, no headhunter would have been able to get him in front of this decision maker because he didn’t have the relevant industry experience.
As a result of the trust that I had built with both parties, I was able to make that introduction. These two discovered that they actually have real core values that align and that work for them both. This is a great example of how warm introductions breathe a warm path.
● Trust accelerates: When I first became a published author I was struggling to sell individual copies of my book. One day, during a conversation with an ex-colleague with whom I had a trusting relationship, he suggested that we do an event.
This resulted in inviting a lot of his clients to Waterstones in the City in London - this was great engagement with his community for him and everyone would have a copy of my book. In about 30 seconds, I had sold 200 copies!
To discuss how I can help you build trust within your network, contact me at adrian@adrianevans.co.uk
How are you responding to 2020’s twists and turns?
A key message currently coming through from my coaching clients is that a significant amount of fear is influencing people’s current behaviour as a reaction to current challenging world events.
But what is fear and how can we stop it from controlling us?
Start by reframing your perspective on fear
Fear is what we make of it and it doesn’t have to stop us in our tracks if we don’t let it. Former Wales football Manager, Chris Coleman, summed up how to deal with fear nicely:
“What is fear? Fear to me is put into people from outside influences and you spend so much time concentrating on what you don’t want to happen, rather than on exactly what you want to - believe in it and go and do it. If mistakes come they come. The message to our players has been no fear, express yourselves, enjoy it…”
That got me thinking about a well-known truism: ‘people who react to the world are rarely in control of their careers, yet those who respond and adapt - create opportunities.’
So are you reacting or responding to 2020?
Reacting? Here’s how to overcome fear and thrive:
• Expand your existing comfort zone step by step - that’s where progress happens. The process of developing greater self-confidence is achieved only when you actually do rather than think about doing. When you experience something new, irrespective of whether you succeed or fail, you will grow from the experience.
The opportunity to learn from the experience will allow you to realise that you have achieved more than you previously thought. As children this is how we learnt to walk – lots of unsuccessful attempts first. It’s also how we continue to learn throughout life.
• Remind yourself of your career successes to date. Review your successful business contributions and write them down in a journal. This is effective for a number of reasons; firstly, it charts your progress and makes you feel good and secondly you are reminding yourself of how successful you have been.
It provides a permanent anchor and reference point to refer back to when new challenges occur.
• Identify feelings of confidence you have previously experienced and bring those feelings back to assist you in a challenging situation. Ask yourself what you saw when you felt confident, what did you hear, and what did you say to yourself?
So that when you are lacking confidence, you can remind yourself of (and visualise) the experiences you felt at a time when you were confident. When you begin to feel your confidence returning - and it will - keep using these tools and you’ll begin to find yourself thriving again - no matter what your post pandemic world looks like.
Do you need help to define your post pandemic strategy and to grow into an even more successful career? Email me at adrian@adrianevans.co.uk to discuss how I can help get you there.
Without succumbing to the ugly side of office politics you can effectively enhance your own personal brand. Failure to improve our political skills risks damaging your career. So, it’s time to tweak your mindset.
Here’s how:
- Realise that managing upwards is very, very important. So, ask yourself what you can do to make your line manager’s career easier and to help bolster their image.
- Understand your line manager’s priorities, expectations, beliefs, and attitudes - agreeing those is vital.
- Try to identify the most pressing problems that your line manager has for the future so that you can look to solve those problems using your knowledge, expertise, and network of resources.
- Why not make your line manager look like a star? Whilst praise is great, you do not actually need to take the credit on everything.
- Your line manager’s success can be used as a multiplier, it’s good for you, your line manager and your line manager’s line manager.
To avoid being outflanked or with your visibility reduced now is a good time to stop, reset and ask yourself, in terms of managing upwards:
• What should my next 90 days plan look like? • What should my next 180 days plan look like?
Manage the Politics first
Next, create a 90-day plan that identifies which actions are, and aren’t, important. Using the following steps:
- Manage the politics
- Manage the cultural fit
- Manage the role
I suggest this order because I see many people in enterprise sales who are looking to excel in their role and fit into the culture but who really don’t like the politics. They will spend 80% of their time doing their role, 20% focusing on the culture and very little on the politics. These people will often then feel dissatisfied in their role even though, on the face of it, everything is going well.
By being politically savvy first, you strengthen your own position and tend to improve your own job satisfaction too.
Ask yourself the following 5 simple questions about your state of mind (rather than your inherent skills - in Enterprise Sales Club, we believe that all complex cognitive skills are learnable):
- Where am I right now?
- Where do I need to be?
- Where is my line manager right now?
- Where does my line manager need to be?
- What is the best way to close the gap?
Once you’ve got your answers, it’s time to start communicating effectively and as politically as necessary.
Clear communication is key
As we continue to emerge from lockdown, it is important to take care to be more diligent in our communications, in particular, with line managers.
There are three ways that we communicate:
- Passively - where your interests are not considered;
- Aggressively - where only your interests are considered; or
- Assertively - where both parties matter
When it comes to your line manager, you need to be communicating assertively. Rehearse some of the conversations that you might need to have with them and your line manager’s line manager.
Managing the politics whilst working from home is something that we can really easily forget about, but it is still important to do so in order to avoid The Bad & The Ugly. These are learnable skills.
That’s where Enterprise Sales Club will help you. It launches very soon with the goals of:
- Providing a hub of career development know how for the enterprise sales industry
- Empower you to manage your enterprise sales career most effectively over the next 10 years.
If you would like to know more about Enterprise Sales Club or to discuss how I can help you to effectively manage the office politics, contact me at adrian@adrianevans.co.uk
We’ve all got used to working from home and it can be tempting to forget that office politics have ceased to exist, and breathe a sigh of relief. In fact, they’re still rampant and, in many ways, we need to be even more aware of the politics AND more visible.
Here’s why
Office Politics are, without doubt, a challenge for most Enterprise Sales professionals. The industry’s high achievers want to be focusing their time on customer engagement and closing deals and not on managing internal politics. And, who can blame them you might say.
The truth is that they are a fact of corporate life (wfh or otherwise) and, if you take your eye off the political ball, you can easily get outflanked by those who are more eager to engage in politicising. This is the case now more than ever.
I have worked with a lot of elite enterprise sales overachievers and never met one who told me that they love the company politics. There’s a reason for that - the dirty side of office politics is not part of our makeup.
The dirty side of office politics
We all know that phrase, ‘It’s not what you know, it’s who you know’ and in the current work from home climate, I’m seeing many examples of enterprise sales professionals who have lost out to this side of office politics. I have seen certain high profile accounts being allocated to the person who holds political sway with particular line managers and not, necessarily, to the person who has the ability to deliver.
Remember the film The Good, The Bad & The Ugly?
It applies to office politics like this:
The Good - when visibility enhances your personal brand.
The Bad - you’re outflanked to a promotion, a major account or don’t get the credit for landing a major account.
The Ugly - a nasty exit that both potentially damages your career and is mentally destabilising.
My office politics light bulb moment
Like most of us, I used to find office politics a complete drain. That was until a conversation with a much respected senior leader changed my perspective.
He commented that politics was inevitable within the organisation and noted how well I managed the politics with my customers. I knew how to navigate large, multinational organisations and FTSE 100 business and did so very well for my customers. With that being the case, why wasn’t I managing office politics more effectively within the organisation that I was actually working in?
It was my communication skills that enabled me to navigate so well for my customers, yet I found that type of communication challenging when I had to do it for myself. Communication in the workplace can be extremely challenging and, as George Bernard Shaw said
“The single biggest problem in communication is the illusion that it has taken place.”
Rethinking your approach to politicisation within your organisation is vital in the current climate if you want to avoid being outflanked.
If you would like to know more about Enterprise Sales Club or to discuss how I can help you to effectively manage the office politics, contact me at adrian@adrianevans.co.uk
How would it affect you if you were dismissed?
Think about it!
Whilst some Enterprise Sales Employers have learned to deliver this news sensitively, many haven’t. In fact, sometimes the way that employers communicate to employees that they are no longer required is, quite frankly, brutal - I’ve seen it happen.
The favoured technique of one CEO was to take an employee (longstanding or otherwise), without warning, into a room and fire them. Naturally, playing on the element of surprise and the bully tactic - fear - he would offer a package to the employee to leave immediately. If they walked out of the room without signing away their employment rights the amount would be halved.
Why?
Because that is just business...isn’t it?!
We all know that the world is rapidly changing with increasing business pressures leading to inevitable reorganisation, but dismissal doesn’t have to go that way. A bit of human respect can go a long way. Imagine the impact of dismissal happening to you… I once took a call from a sales director who had overachieved on challenging sales figures for the year but was nevertheless let go - because the board had lost confidence in him. I took his phone call the morning after he had found out he was fired. He was devastated. So upset he could not speak and had to end the call after 3 attempts. He thought he would never get another job in the enterprise sales industry and that he was worthless. You can take control of your own exit pathway I share these examples not to be alarmist but to suggest that there is an alternative route. It is possible to be in control of when you choose to leave an organisation and for you to decide the impact it will have on your life. Recognising the warning signs of being managed out: During a coaching session with a high performing individual alarm bells began to ring. As my client fedback I recognized a number of early warning signs of likely dismissal. He was completely unaware of them. In particular, it was clear to me that his line manager had been putting him under unnecessary pressure. Why? Well, the unspoken truth was his line manager wanted the head count back and to allocate resource in a different direction. I could see that within 6 weeks he would be fired – not a great situation when you are on a month’s notice. So, I suggested to him that we craft an exit from his current employment on his terms. I recommended: 1. We approach the organisation and request a 6 month settlement payment in exchange for leaving the company. 2. The value of this strategy was that his line manager would also benefit from not having to take up valuable time going through the anxious performance process. We crafted a WIN/WIN exit for my client • The company agreed to 4 months’ pay out and an effective handover was initiated. • My client left the business on his terms with security, • The employer got their head count back. • Both parties avoided the dreaded performance improvement process and any unnecessary legal costs. That’s great Adrian, but how does this apply to me? In uncertain economic times, taking control of your Enterprise Sales Career puts you in the driving seat of your career destiny - no employer predicting crystal ball required. No sleepless nights worrying about where the axe of dismissal will fall next. Try this short exercise for regaining control and establishing if it’s time to move on on your terms: 1. Identify what is most important to you in a role...
Ready to take the next step in fulfilling your potential, on your terms? Email me at adrian@adrianevans.co.uk to discuss how I can help get you there.
The daily news is dominated by stories of global economic uncertainty amidst the Covid-19 fall out, political instability in the US, and high-profile company insolvencies. Hot on the heels of those stories, are the implications that salary and career opportunities are going to be limited. If that really is the case for the enterprise sales sector, how depressing a prospect.
...or is it?
Ask yourself:
● Can you directly influence political change?
● Can you directly influence economic factors?
● Are you exasperated by the ‘internal’ politics?
● Are you frustrated by not earning appropriate reward for the value you add?
I think most of us know the answer to these questions.
That is not to say that challenges don’t exist, for many of us, they do. But, thriving in the current economic climate turns on the perspective that we choose to take. We can only control the controllable in our careers and we all own the choice of whom we work for.
What if you believe that your employer owns your career destiny?
Challenge yourself to re-think that perspective.
Professor Terry Orlick, a leader in the study of human potential – states:
“...belief is the mother of reality. If you really believe that you have the capacity to do something at a very high level, and you are willing to pour your heart and soul…there is a very good chance you will get there.”
It does not serve any of us to only take one view. In that fixed mindset, we become limited. Many enterprise sales industry experts believe that others dictate our own brand and we must accept this as somehow inevitable, but that’s not the full picture.
I see things differently…
I believe that, over the next decade my clients’ enterprise sales career choices and personal brands will grow significantly, and I help them achieve those results every day. Here’s how during the last month:
● I have worked with a high performing Enterprise individual contributor to be promoted to Sales Director.
● Coached a client on prospecting and Enterprise deal review and they have achieved 120% of half year target.
● Ensured a senior professional left company on their terms, made a career pivot and now earning 40% more than previously at a more enjoyable culture.
Ready to take control of your career in 2020? Challenge yourself to answer the following five questions:
- What would represent a successful year for you? (A promotion, enjoyable career, more reward…)
- Who is the person most able to accelerate your career this year? (Current line manager, previous colleague, a customer… )
- What one skill when focussed on will have most impact this year? (Building your resilience, adaption, negotiation…)
- How can you prepare most effectively for the challenges of this year? Growing your self-belief, commitment to improve your influence, change your mindset…
- How will you make yourself more valuable this year? Understanding your customers deeper needs, identify more profitable customers, be more resourceful… Taking control of your career is about more than just salary and earning, it’s about fine tuning your mindset and being in control of your brand, for your family and your future.
Ready to take the next step in adapting to make the most of your 2020? Email me at adrian@adrianevans.co.uk to discuss how I can help get you there.
Is there a way to reduce the risk of a career move in today’s uncertain world?
It is natural human response to be apprehensive of the unknown – we all prefer stability and certainty. The key is not to mistake these fears as our only guide. If we do we can become boxed in and see no other options beyond our current environment. This was a recent reflection by a client on how we had achieved a successful career move for him. He described the response of colleagues to his resignation and new career position.
“Since I resigned the most common thing that people tell me is that I was very brave. I had taken that ‘step in the dark’. I feel that people tend to stay in their current position, even if they hate their job because they are somehow scared and don’t have a strategy to change.”
He is now in a thriving company, with the autonomy to succeed, whilst enjoying greater earnings.
Reasons not to be afraid about looking for your next move: Each and every month many professionals successfully make career transitions. Post Covid-19 job hunting skills are learnable – like the skills you have acquired to date. Using a step-by-step approach reduces a large task into manageable chunks. Following a proven methodology de-risks the process. In a rapidly changing economy, the biggest risk you can take is standing still...
To hear recent interview with Anant Patel click: https://podcasts.apple.com/gb/podcast/241-interview-with-anant-patel/id1437393283?i=1000477406090
Love to know any of questions or thoughts adrian@adrianevans.co.uk
Subscribe to the Enterprise Sales club channel - there are over 240 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
You are always looking to connect people, I am really interested such this giving approach come from your Dad, who I once heard you describe as having a heart size of the moon?
This is Anant's favourite question in the world because talking about family and Dad. Most inspiration man ever in Anant life. Extrovert – loved entertaining. “If you do the right thing with people, you can sleep well at night.” Despite a stressful job – he came home every night. Gave Anant his valueset. Nothing will ever repay how much trusted he has invested in Anant. Mum was the rock. For what purpose? Like me - my Mum gave me belief my Dad gave me my valueset.
What do you wish you knew early on in your career, that you know today?
Being yourself is the most important thing you can be. Got to choose a leader not a company. Some did not go so well, start up, Anant more suited to a stable company with history behind it. Everything is a learning experience no failure. Humility on a journey, stay curious keep learning – ask dumb questions. Passionate about people, values, and culture.
How can you: Be comfortable expressing your values? Be yourself at work? Keep learning and evolving?
To hear full interview click: https://podcasts.apple.com/gb/podcast/241-interview-with-anant-patel/id1437393283?i=1000477406090
Love to know any of questions or thoughts adrian@adrianevans.co.uk
Subscribe to the Enterprise Sales club channel - there are over 240 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
As a commercial VP and MD, ‘you always seem to know the right people’? how do you navigate a complex organisation,
Anant very curious. Anant love giving, gets more value from that, huge prize. Help anyone - Van to move a box, gardening. 2nd week working for Jay Dearborn, 40+ people. Care and listen – gets to know people their families, if have dogs. All around relationships. Show up authentically.
You once told her story of introducing Brian Cole (Barclaycard) and Carlos Menendez (Mastercard) two seeming rivals, obviously lunch was involved you made intros and left – what gave the confidence this would work?
Brian Cole was customer at Capital one, CFO to then CEO Europe, Anant helped him grow. He was not afraid to take a chance in external party. Know his family wife Dana. Carlos Menendez peer of Carol Cosby. Jokey humour like mine. Their personal value set – help as any people as possible, no arrogance in either. Anant exit stage left after food. Brian and Carolos did great business together. Imagination built on depth of relationship with Brian and Carlos. Trusted space.
How are you: Give more - even if it only more strategically? Give people a good listening to? Connect two seemingly different people and allow a partnership to flourish?
To hear full interview click: https://podcasts.apple.com/gb/podcast/241-interview-with-anant-patel/id1437393283?i=1000477406090
Love to know any of questions or thoughts adrian@adrianevans.co.uk
Subscribe to the Enterprise Sales club channel - there are over 240 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
One of the most accomplished people I have seen, first-hand, at senior level engagement is Anant Patel. Family first, lovely wife and two beautiful kids. 1. Can you tell us a bit about your career and some of the choices you have made?
Capital One – feedback focussed culture, learning and development culture, one team. Mastercard – face to face culture, relationship led. ‘Leaving for a leader’. Based on network and friendship. Mastercard truly global organization. Diverse background of people. People focussed. Anant very curious. Carol Cosby – do anything for anyone – earned followship. Family not just blood. All possible over food and drink.
- I know you are very committed approach to leadership which is best summed up as ‘One team’ and your mantra ‘behaviours drive culture culture drives results’ - can you tell us more?
Anant very curious. Dad bank manager for Bank of India. Host orientated – we are feeders. Brother and I sat together – what an education. One team – behaviour drives culture culture drive results. If we all together achieve more will be happier. Psychologically safe workplace, natural in their own skin. Anant will thank team for the risk.
How can you: Actively seek feedback? Build stronger partnerships? Make your interactions psychologically safe?
To hear full interview click: https://podcasts.apple.com/gb/podcast/241-interview-with-anant-patel/id1437393283?i=1000477406090
Love to know any thoughts or questions adrian@adrianevans.co.uk
Subscribe to the Enterprise Sales club channel - there are over 240 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
Very excited to be interviewing Anant Patel, one of my longest standing coaching clients and one of my favourite people.
Greatest challenges I have observed from sales achievers is – How to have relevant dialogue with key decision makers, gain their trust and ultimately win. We know the pain caused by not having senior level buy-in. One of the most accomplished people I have seen, first-hand, is Anant Patel. Anant is an over-achieving commercial VP and MD, with 20 years FINTECH industry experience. He is typically brought into an organisation to accelerate a hockey stick of revenue growth - this is always achieved by creating high performance and fun people culture. He is not only one the most commercially minded professional I know he also has the 'uncanny knack' of connecting seemingly competitive people and enabling them to align. He is a stellar relationship builder and thoroughly decent human being. A declaration from me Anant - is a long-standing client and close friend of mine. Thank you, Anant, for taking time out, can we start with: 1. Can you tell us a bit about your career and some of the choices you have made? 2. I know you are very committed approach to leadership which is best summed up as ‘One team’ and your mantra ‘behaviours drive culture culture drives results’ - can you tell us more? 3. As a commercial VP and MD, ‘you always seem to know the right people’? how do you navigate a complex organisation, 4. You once told her story of introducing Brian Coles (Barclaycard) and Carlos Menendez (Mastercard) two seeming rivals, obviously lunch was involved you made intros and left – what gave the confidence this would work? 5. You are always looking to connect people, I am really interested such this giving approach come from your dad, who I once heard you describe as having a heart size of the moon? 6. What do you wish you knew early on in your career, that you know today?
Love to know any questions, insights or useful takeaways you have from this interview adrian@adrianevans.co.uk
Dan Swift recommended we adopt a new enterprise sales playbook
50% of enterprise sales is 90% personal
Problem: Your relationship lacks Trust Remedy: Get Vulnerable and Stay Vulnerable 1. Make Sure the Leader Is Vulnerable First and Often Navy SEALs commander puts it, ‘I screwed that up’ are the most important words any leader can say. Red Arrows • Dale Carnegie improve communication, influence, and leadership Become a friendly person by: o genuinely interested in people. o talk in terms of others peoples interest. • Matthew Syed: o Key finding social science: people with a giving approach are flourishing in a world of interdependency. Invitation to stay relevant in 2020 build your social intelligence and social capital.
• Rob Howes: know the:
o Fear/Risk o Ambition/Ego and doubts… o …Greed/opportunity and leverage points of economic buyers 50% of enterprise sales is 90% personal
• Anant Patel: o Make your line manager look golden
• NLP Pacing and Leading
Purpose of pacing and leading: Speak directly to the unconscious and access its hidden resources. • Lisa A pacing and leading
INFLUENCING FOR CHANGE adapting your style to motivate others
It takes practice, rehearsal and willingness to be not very good to start.
David Ogilvy quote: “I don't know the rules of grammar. If you're trying to persuade people to do something, or buy something, it seems to me you should use their language.” .”...I would add enter their world with a genuine intent to enhance their career and life. 50% of enterprise sales is 90% personal
My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career: contact adrian@adrianevans.co.uk
Subscribe to the Enterprise Sales club channel - there are 240 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
Dan Swift recommended we adopt a new enterprise sales playbook
• NLP Pacing and Leading What does this mean enterprise sales, allowing to explore other parts of the relationship the small talk to become the big talk, because everyone needs a damn good listening to. Staying with discovery and questions so they come to co creating not the hard sell.
50% of enterprise sales is 90% personal
• Excellent example is Lisa Akesson www.lisaakesson.com
David Ogilvy quote: “I don't know the rules of grammar. If you're trying to persuade people to do something, or buy something, it seems to me you should use their language.” .”...I would add enter their world with a genuine intent to enhance their career and life.
My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career: contact adrian@adrianevans.co.uk
Subscribe to the Enterprise Sales club channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
Dan Swift recommended we adopt a new enterprise sales playbook • Place to start Growth mindset as the gateway to resilience, grit and adaption itself: What is your attitude to Failure – an experiment or verdict? What is your attitude to Feedback – ignore or breakfast of champions? What is your attitude to new perspectives – curious or closed know it all? What is your attitude to learning from others – humble or already an expert in your field?
Rob Howes know the:
o Fear/Risk o Greed/opportunity and leverage points o Ambition/Ego and doubts… of economic buyers
50% of enterprise sales is 90% personal
Anant Patel: Make your line manager look golden
David Ogilvy quote:
“I don't know the rules of grammar. If you're trying to persuade people to do something, or buy something, it seems to me you should use their language.”...I would add enter their world with a genuine intent to enhance their career and life.
My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career: contact adrian@adrianevans.co.uk
Subscribe to the Enterprise Sales club channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
Dan Swift recommended we adopt a new enterprise sales playbook @danswift 50% of enterprise sales is 90% personal
Daniel coyle from book The culture code:
"Problem: Your relationship lacks Trust Remedy: Get Vulnerable and Stay Vulnerable 1. Make Sure the Leader Is Vulnerable First and Often Group cooperation is created by small, frequently repeated moments of vulnerability. Of these, none is more powerful than the moment when a leader signals their vulnerability. As one Navy SEALs commander puts it, I screwed that up are the most important words any leader can say."
Red Arrows are similar where the squadron leader goes first on feedback of his own performance.
It takes practice, rehearsal, and willingness to be not very good to start. • Dale Carnegie improve communication, influence, and leadership Become a friendly person by: o genuinely interested in people. o talk in terms of others peoples interest. Win people to your way of thinking o yes yes set, honestly to see from their point of view. Be a leader o Ask questions and discover more o Let them save face • Matthew Syed: o "The evidence also shows that the most successful givers are strategic, seeking out diversity but cutting off selfish people who seek to exploit them. As one researcher put it: "a giving attitude is a powerful asset when allied to social intelligence."
David Ogilvy quote:
“I don't know the rules of grammar. If you're trying to persuade people to do something, or buy something, it seems to me you should use their language.” .”...I would add enter their world with a genuine intent to enhance their career and life.
My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career: contact adrian@adrianevans.co.uk
Subscribe to the channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
Dan Swift: “Our mission is to modernise b to b sales by empowering customer-facing teams to us social media and digital tools – with compassion for the buyer – to help them build their empires.”
Building trust and showing an appropriate level of vulnerability is the optimal way, to engage decision makers. Social selling is using a mix of content to engage. Use the 50/25/25 rule. You can start this process and apply to your pipeline today. Adopting a new playbook is vital to stay relevant in these changing times. Be compassionate to your sales leadership and manage upwards proactively.
Which of these resonated with you?
Love to know your thoughts and suggestions for future guests on the show: adrian@adrianevans.co.uk
“Our mission is to modernise b to b sales by empowering customer-facing teams to use social media and digital tools – with compassion for the buyer – to help them build their empires.”
Can you expand and tell us more?
Why is building trust and showing an appropriate level of vulnerability optimal? What is social selling and how do you apply to pipeline today? What is your advice to enterprise sales professionals to adapt to these unprecedented times? What is stellar sales leadership?
My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career: contact adrian@adrianevans.co.uk
Subscribe to the channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
"The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn."
Alvin Toffler - Author of Future Shock
• Life audit • Adaptive mindset which skills needed right now to set up for success in 2025 – resilience, network, personal branding… • Read and summary of books or podcasts been waiting on
To learn how to develop an adaptive mindset blog post below: https://www.linkedin.com/pulse/adaptive-learners-al-exclusive-club-serial-adrian-evans/
• Give back to your Community – it can be a multiplier for your energy • I found my superpower which is 'Unlocking others talent - bringing out the best in people" • An invitation join a community based on your values and interests
Start a community, it is basic human need to part of something bigger than ourselves.
"We make a living by what we get, we make a life by what we give" Winston Churchill I know for sure: Jobs go to the most connected Do not get paid your worth paid what negotiate.
My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career: contact adrian@adrianevans.co.uk
Do subscribe to the channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
To grow we need to step in the unknown, scary yet a possibility. “I am always doing that which I cannot do, in order that I may learn how to do it.” Pablo Picasso
Invitation to:
• Join a 21 abundance and mediation course • Learn to Draw ot attend Creative writing course • Reflect on Friday on what learnt this week
To learn how to develop an adaptive mindset blog post below: https://www.linkedin.com/pulse/adaptive-learners-al-exclusive-club-serial-adrian-evans/
I know for sure: Jobs go to the most connected Do not get paid your worth paid what negotiate Don’t get busted by having only one paymaster We have to adapt to stay relevant
“The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn.” ― Alvin Toffler author Future shock
My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career: contact adrian@adrianevans.co.uk
Subscribe to the channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
We wake up everyday with knowledge that we take for granted. Activities that come easily to us, can pose a problem. Because it comes easily we take it for granted. Truth is it is valuable to many others. What do others come and ask you for? For me it was negotiation. These days it is clarity of ‘next’ part of their career or how to become a better leader. • Invitation to start a blog – morning pages and observation and hunches listen to intuition. • Invitation to start a podcast channel – only 700,000 compared to… • Invitation to write a book – I got invites to Apple flagship store, House of Lords. • Invitation to start a launch online business. Enterprise Sales Club will be launching
To grow we need to step in the unknown, scary yet a possibility. “I am always doing that which I cannot do, in order that I may learn how to do it.” Pablo Picasso
To learn how to develop an adaptive mindset blog post below: https://www.linkedin.com/pulse/adaptive-learners-al-exclusive-club-serial-adrian-evans/
I know for sure: Jobs go to the most connected Do not get paid your worth paid what negotiate Don’t get busted by having only one paymaster We have to adapt to stay relevant
“The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn.” ― Alvin Toffler author Future shock
My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career: contact adrian@adrianevans.co.uk
Subscribe to the channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
• Give back to your Community – it can be a multiplier for your energy • I found my superpower which is 'Unlocking others talent - bringing out the best in people" • An invitation join a community based on your values and interests
Start a community, it is basic human need to part of something bigger than ourselves.
"We make a living by what we get, we make a life by what we give" Winston Churchill
I know for sure: Jobs go to the most connected. Do not get paid your worth paid what negotiate. Don't get busted by having only one Paymaster.
"The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn."
Alvin Toffler - Author of Future Shock
My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career: contact adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Do subscribe to the channel - there are over 230 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
Relationships matter - the essence of life and business. All resources can be accessed via relationships. They are based on Trust, Like and Respect. Gamechanging for my career connecting with Jeff Grout, Rob Howes and Dan Swift. Start with yourself - edit your possibility narrative. Your purpose/meaning - sense of belonging. Next next - where do you want to be 2024?
I know for sure: Jobs go to the most connected. Do not get paid your worth paid what negotiate. Don't get busted by having only one Paymaster.
"The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn."
Alvin Toffler - Author of Future Shock
My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people
"We make a living by what we get, we make a life by what we give" Winston Churchill
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career: contact adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Do subscribe to the channel - there are over 220 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
"The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn."
Alvin Toffler - Author of Future Shock
• Life audit • Adaptive mindset which skills needed right now to set up for success in 2025 – resilience, network, personal branding… • Read and summary of books or podcasts been waiting on
I know for sure: Jobs go to the most connected Do not get paid your worth paid what negotiate.
My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
To find out how to become an adaptive learner: https://www.linkedin.com/pulse/adaptive-learners-al-exclusive-club-serial-adrian-evans/
If you want to take control of your career: contact adrian@adrianevans.co.uk
Do subscribe to the channel - there are over 220 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
"The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn."
Alvin Toffler - Author of Future Shock
Request from Dave Parfect, who I interviewed #187, a mini series on using this down time to do the things they never thought about doing or had the time.
I know the last recession for me led to a career reinvention, write a book and look to give back to community with hockey coaching.
My deepest desire is that we all come out of this situation, having unlocked resources within ourselves that we previously didnot think existed. My passion is bringing out the best in people
"We make a living by what we get, we make a life by what we give" Winston Churchill
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career: contact adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Do subscribe to the channel - there are over 200 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
You said Resilience is a 'learn-able' skill - one we only develop in times of need. How can I build this before I require it?
Why are you so confident in people’s ability to learn even in 40’s and 50’s?
What do you mean by ‘Don’t fall for the ‘natural talent’ myth’?
What do you think is not learnable?
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career: contact adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Do subscribe to the channel - there are over 200 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
-Fear is a natural reaction to these uncertain times. -I have felt it like many other humans. -From Dale Carnegie book 'How to stop worrying and start living' - "Worry is like a rocking chair: it gives you something to do but never gets you anywhere." -Create a daily time for 'worry' for 15 mins per day - and write down the specific worries you have. -Accept the worse that can happen. -Live in 'day tight' compartments - optimal way to live at present. -Our vision and values have not changed yet our adaption is heightened.
Gavin De Becker book The Gift of Fear "When you worry ask yourself. What am I choosing to not see right now? What important things are you missing because you are choosing worry over introspection, alertness or wisdom?"
Part 2:
-A morning routine can optimise your whole day. -Good mornings lead to better days. -Questions I ask myself first thing: GRELPC What am I Grateful for? When was I Resilient? What am I Excited about? Whom do I Love? What am I Proud of? What am I Committed to?
Key to calming my mind is 'Morning Pages', created by Julia Cameron in her book The Artist Way - this process was the catalyst for the writing of my book - Be a Job Magnet. This was a project that I never thought I would complete, morning pages course corrected me.
Part 3:
-Focus daily activity on intense sprints of 90 minutes followed by 10 minutes of renewal. -Re-build the 'psychological contract' with your line manager. -Seek to solve their biggest challenges right now. -Add more value to your role, team and company than ever before. -Develop proactive plans for the next 30 and 90 days. -Become more visible for your colleagues, senior management and customers. -Resilience is a 'learn-able' skill - one we only develop in times of need. -As a 'learn-able' skill, break it down into component parts and master it. -Today our vision and values have not change yet our adaption is heightened. Marianne Williamson "Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness, that most frightens us."
Part 4:
-Reduce your Fear by getting productively busy. -A unique opportunity to build your skill set. -Which skill would most accelerate your career right now? -Building resilience? Improving your network? Adding to your negotiation tool belt? -Break skill down into manageable chunks. -Practice immediately after performance. -Remember all skills are learn-able. -Spend 15 minutes each day engraving a new skill. -Give yourself 20 hours start - no judgement on your progress until after 20 hours. -Don’t fall for the ‘natural talent’ myth. -Late Bloomers – Charles Darwin, Walt Disney, me. Marianne Williamson: "Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness, that most frightens us."
Part 5: -Don’t fall for the ‘natural talent’ myth. -A stellar teacher Ceri Price, taught me methodology of effective ‘chunking’. -Don’t try to break an old habit create a new one. -Give yourself 8 weeks to make significant progress on a new skill. -Frustrations and plateaus are inevitable embrace them by shifting and changing pace. -Make positive reaches that are between 1% and 10% outside current ability. -To learn from a podcast – create a summary of the podcast.
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present. If you want to take control of your career: contact adrian@adrianevans.co.uk If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Do subscribe to the channel - there are over 200 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
-Don’t fall for the ‘natural talent’ myth. -A stellar teacher Ceri Price, taught me methodology of effective ‘chunking’. -Don’t try to break an old habit create a new one. -Give yourself 8 weeks to make significant progress on a new skill. -Frustrations and plateaus are inevitable embrace them by shifting and changing pace. -Make positive reaches that are between 1% and 10% outside current ability. -To learn from a podcast – create a summary of the podcast.
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career: contact adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Do subscribe to the channel - there are over 200 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
-Reduce your Fear by getting productively busy. -A unique opportunity to build your skill set. -Which skill would most accelerate your career right now? -Building resilience? Improving your network? Adding to your negotiation tool belt? -Break skill down into manageable chunks. -Practice immediately after performance. -Remember all skills are learn-able. -Spend 15 minutes each day engraving a new skill. -Give yourself 20 hours start - no judgement on your progress until after 20 hours. -Don’t fall for the ‘natural talent’ myth. -Late Bloomers – Charles Darwin, Walt Disney, I can relate.
Marianne Williamson: "Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness, that most frightens us."
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career:
contact adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Do subscribe to the channel - there are over 200 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
-Focus daily activity on intense sprints of 90 minutes followed by 10 minutes of renewal. -Re-build the'psychological contract' with your line manager. -Seek to solve their biggest challenges right now. -Add more value to your role, team and company than ever before. -Develop proactive plans for the next 30 and 90 days. -Become more visible for your colleagues, senior management and customers. -Resilience is a 'learn-able' skill - one we only develop in times of need. -As a 'learn-able' skill, break it down into component parts and master it. -Today our vision and values have not change yet our adaption is heightened.
Marianne Williamson
"Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness, that most frightens us."
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career:
contact adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Do subscribe to the channel - there are over 200 podcasts on how to manage every aspect of your career...how to build key skills such as Enterprise selling, gaining executive sponsorship and negotiation.
-A morning routine can optimise your whole day. -Good mornings lead to better days. -Questions I ask myself first thing: What am I Grateful for? When was I Resilient? What am I Excited about? Whom do I Love? What am I Proud of? What am I Committed to?
Key to calming my mind is 'Morning Pages', created by Julia Cameron in her book The Artist Way - this process was the catalyst for the writing of my book - Be a Job Magnet. This was a project that I never thought I would complete, morning pages course corrected me.
Gavin De Becker book The Gift of Fear "When you worry ask yourself. What am I choosing to not see right now?
What important things are you missing because you are choosing worry over introspection, alertness or wisdom?"
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career:
contact adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
-Fear is a natural reaction to these uncertain times. -I have felt it like many other humans. -From Dale Carnegie book 'How to stop worrying and start living' - "Worry is like a rocking chair: it gives you something to do but never gets you anywhere." -Create a daily time for 'worry' for 15 mins per day - and write down the specific worries you have. -Accept the worse that can happen. -Live in 'day tight' compartments - optimal way to live at present. -Our vision and values have not changed yet our adaption is heightened.
Gavin De Becker book The Gift of Fear "When you worry ask yourself. What am I choosing to not see right now?
What important things are you missing because you are choosing worry over introspection, alertness or wisdom?"
Thank you for your attention, please do feel free to pass onto anyone whom you believe would benefit from this perspective at present.
If you want to take control of your career:
contact adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Questions from How to Own Your Exit
Question 1: It might never happen why should I put time in?
Question 2: How do people have proactive (protected) conversations with their employer?
Question 3: Some of exercises and questions are tough and how do I learn to negotiate?
Question 4: How do I network and I connect so I do not look needy?
Thank you for your attention, please do feel free to pass onto anyone whom this series could be of value to.
I want to differentiate between companies having to make tough decisions and unscrupulous or opportunistic companies seeking to jettison staff or put them under unreasonable positions.
To recap:
Start with a plan Mindset shift A range of options Re-evaluate Everything Time to learn to negotiate
If you want to take control of your career or are experiencing challenging behaviour from your employer
contact me adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Start with a plan:
-Don't have a passive conversation be proactive. -Anticipate how you will respond to an exit conversation. -Reminder yourself of your strengths right now - What have been your most successful projects to date and why? -Reid Hoffman founder of Linkedin: "If you were made redundant tomorrow, which people would you contact among your existing network? Send them an email today to renew your relationship."...
...Time to learn to negotiate:
-To your employer an exit is a mainly commercial rather than a legal consideration. -Your most rational response is to be prepared - by learning to negotiate. -Being prepared reduces some of the 'shock and doubt' that results. -By 2022 - what does your ideal week look like? -By 2022 - what and with whom will you be working? -Learn to Ask so you can open career paths and be appropriately rewarded for the value you add.
Thank you for your attention, please do feel free to pass onto anyone whom this series could be of value to.
To recap:
Start with a plan Mindset shift A range of options Re-evaluate Everything Time to learn to negotiate
If you want to take control of your career or are experiencing challenging behaviour from your employer
contact me adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Time to learn to negotiate:
-To your employer an exit is a mainly commercial rather than a legal consideration. -Your most rational response is to be prepared - by learning to negotiate. -Being prepared reduces some of the 'shock and doubt' that results. -By 2022 - what does your ideal week look like? -By 2022 - what and with whom will you be working? -Learn to Ask so you can open career paths and be appropriately rewarded for the value you add.
Thank you for your attention, please do feel free to pass onto anyone whom this series could be of value to.
To recap:
Start with a plan Mindset shift A range of options Re-evaluate Everything Time to learn to negotiate
If you want to take control of your career or are experiencing challenging behaviour from your employer
contact me adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Re-evaluate Everything:
-There is a proven methodology from the last recession of 'How to Access the hidden job market" -Discover your purpose. -What do you want to do 'next' and 'next next'?
"Life is never made unbearable by circumstances, only by lack of meaning and purpose."
Viktor Frankl:
To recap:
Start with a plan Mindset shift A range of options Re-evaluate Everything
If you want to take control of your career or are experiencing challenging behaviour from your employer
contact me adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
A range of options:
-Can you be more be resourceful than ever before? -CFO becoming a Sales Director - uncomfortable yet rare and valuable. -Remind yourself what matters most in your life. -What are your values? -What are the 12 reasons why you can be successful at present? -What are you conceiving as possibilities for your future?
To recap:
Start with a plan Mindset shift A range of options
If you want to take control of your career or are experiencing challenging behaviour from your employer
contact me adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Mindset shift:
-You have more resources within than you think. -Filter news stories and look for growth stories. -Reminder yourself of your areas of development - What skill would most accelerate your career right now? -Realize than your mindset and daily actions are you way of 'future proofing' your career. -Be like Michael in our real life example.
To recap:
Start with a plan Mindset shift
If you want to take control of your career or are experiencing challenging behaviour from your employer
contact me adrian@adrianevans.co.uk
If you would like a complimentary copy of my book Be a job magnet contact me adrian@adrianevans.co.uk
Start with a plan:
-Don't have a passive conversation be proactive. -Anticipate how you will respond to an exit conversation. -Reminder yourself of your strengths right now - What have been your most successful projects to date and why? -Reid Hoffman founder of Linkedin: "If you were made redundant tomorrow, which people would you contact among your existing network? Send them an email today to renew your relationship."
If you want to take control of your career or are experiencing challenging behaviour from your employer
contact me adrian@adrianevans.co.uk
In these challenging times, decency towards each other, particularly employer and employee matters.
It matters on a human level it matters on a practical level It matters...because relationships matter.
If you are experiencing challenging behaviour from your employer please contact me adrian@adrianevans.co.uk
Advisable to:
Avoid news too often Stay connected Reach out to help others
If you need to connect adrian@Adrianevans.co.uk
Fear is natural, bring awareness to your fears and realize there is door to stop the 'movie in your mind' going into over drive.
This is my summary of a stellar interview from the Finding Mastery Conversations with Michael Gervais podcast interview with martial art, self-defense coach Tony Blauer.
Love to know your thoughts adrian@adrianevans.co.uk
Earlier in my career I resisted feedback.
Led to lose lose outcomes.
My behaviours did not evolve as intended by feedback provider.I missed out on significant learning opportunities. Then A-HA moment from my coach who believed "Feedback is the breakfast of champions".
Whilst tough to survive the feedback, ask yourself where can I apply this in next situation. For me the start of an incredible journey of feeling alive and a little bit better one step at a time.
Love to know your thoughts or any questions adrian@adrianevans.co.uk
Text from BBC website 24 February 2020
A 62-year-old former US Marine has broken the world planking record with a time of eight hours, 15 minutes and 15 seconds.
George Hood set the record for The Longest Male Abdominal Plank in Chicago, according to Guinness World Records.
He surpassed the previous record of eight hours, one minute, set by Mao Weidong in China in 2016.
Hood says he did around 2,100 hours of planking in preparation. He finished the event by doing 75 push ups.
After breaking the record, Hood announced his retirement from plank record attempts.
He started planking in 2011 and would train for seven hours a day ahead of the event.
"I have to totally disassociate myself from the reality of the clock. It's an art and a skillset that I have mastered over the years," he told the BBC.
2,100 hours of planking in preparation
Hood had rock music blaring throughout the event, something that he says helped him live out a childhood dream.
"When I was growing up, I was fascinated with rock and roll - Van Halen, Motley Crue, Deep Purple. I would watch their videos when MTV came out and it fascinated me," he said.
"I always just wished I could be a rock star, just for 24 hours to live that dream - the limo rides, the buzz, the hype," he added. "I can assure you, for those eight hours, 15 minutes and 15 seconds, I was that rock star."
Turning the tables Podcast 2
We’ve spent some time getting to know the real Adrian Evans in the first podcast, now let’s dig into how you apply all the knowledge you’ve gained over the years in the work you do today…Before we get started, I know from the time I’ve spent with you how much effort you put into keeping continually learning – forever reading articles, books, etc on anything from business to sport. Where did this passion start?
Everything’s connected, so no waste. I would stick at it longer. Second and third time. Do have good memory.
Society tends to encourage us to stop learning when we leave formal education so can you tell me what you get out of this lifelong commitment to gaining knowledge?
Its your curriculum and you get to choose your teachers.
Could you give any specific examples of ideas or pieces of information that have had a big impact on how you work?
Daniel Coyle K Anders Eriksson, Robert Bjork, Carol Dweck.
As an avid learner you’ve said that the best results come from this ‘targeted, focused and deliberate’ learning. What can the rest of us gain from doing the same – and how do we set about it?
Realise little is to do with natural born gifts when comes to complex cognitive tasks. First 20 hours.
Recently you told me one of most important traits a leader in today’s business world needs is 'learning agility'. Can you tell us more about that?
We’ve spent some time getting to know the real Adrian Evans in the first podcast, now let’s dig into how you apply all the knowledge you’ve gained over the years in the work you do today…
Before we get started, I know from the time I’ve spent with you how much effort you put into keeping continually learning – forever reading articles, books, etc on anything from business to sport. Where did this passion start?
Everything’s connected, so no waste. I would stick at it longer. Second and third time. Do have good memory.
Society tends to encourage us to stop learning when we leave formal education so can you tell me what you get out of this lifelong commitment to gaining knowledge?
Its your curriculum and you get to choose your teachers.
Could you give any specific examples of ideas or pieces of information that have had a big impact on how you work?
Daniel Coyle K Anders Eriksson, Robert Bjork, Carol Dweck.
As an avid learner you’ve said that the best results come from this ‘targeted, focused and deliberate’ learning. What can the rest of us gain from doing the same – and how do we set about it?
Realise little is to do with natural born gifts when comes to complex cognitive tasks. First 20 hours.
Recently you told me one of most important traits a leader in today’s business world needs is 'learning agility'. Can you tell us more about that?
Like nature adaption is key. Change is inevitable, if it’s a new market a new skill you have to adapt to stay relevant. Learning key skills like how to recruit talent, I once shown a leader how to interview.
What else makes a modern successful leader? Human qualities, etc?
IQ/EQ/DQ
Not only are you a performance coach yourself, but you continue to seek out high achieving coaches in many fields to accelerate your own professional development. How do you set about that and how does this work?
To reach our potential we all need people who believe in us more than we do ourselves. It’s false economy not to invest in yourself. Felix and Michael Gervais.
Inspirational teacher myself Ceri, Ian Wright talking about teacher at primary school gave him a sense of belonging and worth. Lisa and a pitch. Team AGE one pager team of 10.
How do you create a ‘high performance team culture?’ – How important is employee engagement to this process?
Have to lead with competency and vulnerability or humanity empathy and candour. TLR. Employee engagement fundamental.
Your views on diversity for competitive advantage?
Its customer led, Mastercard in Kenya.
Is that a learnable skill?
Every complex cognitive skill is.
If I was to work for you, what would I notice about your approach?
Human led, fun and a little bit obsessed – an all-in type person.
You clearly have a deep passion for human potential. What have you learned about how far we can all go?
All taken from In The Zone: How Champions Think and Win Big by Clyde Brolin
Olympic heptathlon champion Denise Lewis: ‘It’s about unlocking that potential in your mind. The first step is not to put any limitations on what you think is physically and mentally possible. If you could engage that philosophy every time you woke up, when you go about your daily business at work, you’d think:
“Where did I generate that many hours in one day?” We do underestimate ourselves and I’m passionate about instilling that in young children: learn not to limit yourself. We all have negative chatter but it’s trying to minimise that. It’s about having a go…’
The ‘face’ of the 2000 Sydney Olympics Cathy Freeman: ‘There is so much untapped potential in people it’s incredible. The magic lives inside every one of us, despite our environment, our struggles and our doubts. It takes courage to realise what that magic is, then to actually go out and try to achieve it. It’s the power of loving yourself, I suppose, and giving yourself a chance.’
What was the young Adrian Evans like? What kind of things did you enjoy, what didn’t you enjoy? Sport? Academia?
Most sports, growing up Wales in 1970’s play beautiful, elegant and winning rugby, chess.
What was your dream?
Play for Wales.
How much was your school career affected by dyslexia?
Perfect desirable difficulty.
When you left school what happened next?
Wanted to go to university, uncle at Imperial.
Can you tell us a bit about your career and some of the choices you have made?
Always business, retail, buying and then sales. Evolved commercial, people, change triangle.
Head-hunting for a leading global recruitment company, recruiting for some of the most successful businesses out there… how does it work, what did you look for?
Cultural fit. The wild card on shortlist. Then opportunity to learn from stellar businesses – Microsoft, GE then Diageo
You also became an author while overcoming dyslexia. How did you set about that?
Needed a formula, ask myself who else done this before - Jeff Grout
Now you’re the founder of 'Accelerated Career Results' - a coaching and career development academy committed to transforming professionals' confidence and results. What does high performance coaching involve?
Adrian coaches successful professionals who are committed to developing their careers. By enabling them to unlock their unique talents, they attract ideal career opportunities -thus reaching their potential. The end result is that they feel empowered, confident and inspired to enjoy the work that they do.
Clarity, commitment and high-quality conversations.
Some of your specialist areas include business development and sales training, networking training and negotiation training… can you give us an idea of the key lessons you try to pass on?
Love smashing myths, so
Jobs go to the most connected, you are not paid your worth paid what negotiate, natural talent overrated all skills learnable.
How does all your experience of seeing the other end of the ‘hiring decision-making process’ help people?
Poacher turned game keeper I understand what companies are looking for, culture and the game they play.
How much of what you do is based on giving?
I try to help anyone I come into contact with, the only people I stay away from are only takers who keep pushing, learnt from my mum be generous but not a fool.
What do you wish you knew early on in your career, that you know today?
It’s ok to be yourself the flaws too, authentic and well intentioned good place to start. Dare to dream more and ask and give value. Believe people are on your side and build allies, give back and look after next generation. How has what you’ve learned in business affected how you run the rest of your life – family, spare time, hockey coach, etc?
Its all living, hockey given me the ability to tackle any new skill. Became a level two build teams, (never played the game). Successful season last year newly formed this year. Better technically around me. Best giving a child sense of belonging a privilege and responsibility.
Have you ever kicked yourself because you have not:
• Positioned yourself confidently at an interview? • Left a company sooner? • Created a plan to control your career?
I certainly have.
I see many very talented professionals who have a magnitude of skills, yet are unable to secure the role that they can achieve. Many times have I heard people say “I can do that job” but for various reasons, don’t even achieve an interview. When I was headhunting I often conducted an experiment, at the start of the process I would ask: Who is the best qualified candidate on paper? at the end Who achieved the role? In my twenty plus years I can only recall a handful of appointments when the best candidate on paper got the role. So what was happening the other 90%+ of the time? In my experience the people who achieved the roles were better at creating and selling their story to the key decision makers. Is it possible to change and learn this skill?
Understand the real business challenge behind a role and how you will be judged – this identifies the value you will add to an organisation. To be in the best possible position you need to demonstrate that you are the ideal choice for this role and you have a highly valuable and rare skillset that can have a wider organizational impact. Position yourself premium:
Your company is my preferred career option because of the opportunities presented, I would like to ensure that I am appropriately rewarded due to the value I will add in,,,
…shaping the revenue growth of the latent business over the next 6/12 months. I will add organizational wide benefit because of my track record gained in identifying high performing senior level talent.
You must create your story because it won’t be created by anyone else. I hear you call - I am no storyteller and it’s a natural skill. In a recent interview with the BBC, the article shares how Ed Sheeran and co-writer Benny Blanco could effortlessly write 15 songs a day for his new album - divide. However, on closer observation thoughts from Ed himself: “Look, all things considered, you and I both know people that are more talented than us, but you know what they say about 10,000 hours? How many guys do you know that have put in 30,000?...
…There aren't a lot of us…"
Sounds like committed laser focus and obsessional work ethic, rather than a natural song writing skill to me.
What could you achieve if you spent more time crafting your story? I think the current business world is getting a little too obsessed with data alone and missing the vital fact that most decisions are made emotionally and then justified with data. Aristotle first observed that the way to effective persuasion of other humans is 65% emotional and 25% logical or fact based. A sales director client of mine said it best recently when positioning the value of data to his customers:
“Big data is directional precise yet precisely inaccurate, it’s the skill and judgement of the human that dictates if that data leads to valuable business decisions or not.”
Five actions points to use story to enhance your career: • Build your understanding of the organisations REAL challenges. • Shape key relationships by building trust and additional value. • Be proud of your back story and achievements to date. • Incremental build your story. • Position yourself premium.
You don’t need to have Ed Sheeran’s work ethic or laser like focus. However, you do need to have struck the balance between using appropriate data, with your own story.
I know these first steps can be tough, but I encourage you to practice crafting your story each day. So, when it comes to your big career challenges like next pay review, promotion, interview for job you really want - you are ready.
Love to know your thoughts adrian@Adrianevans.co.uk
• Always look to build your network with others – ‘high impact least effort’. Join an ‘exclusive’ club only 5% of humans who help fellow people in this way. • Life is tough – help others out where possible. • Be vulnerable, strong enough to care about people – be compassionate.
"A friend of yours is a friend of mine"
Love to know your thoughts adrian@adrianevans.co.uk
The Laws of Human Nature
Robert Greene is a master guide for millions of readers, distilling ancient wisdom and philosophy into essential texts for seekers of power, understanding and mastery. Now he turns to the most important subject of all – understanding people’s drives and motivations, even when they are unconscious of them themselves.
We are social animals. Our very lives depend on our relationships with people. Knowing why people do what they do is the most important tool we can possess, without which our other talents can only take us so far. Drawing from the ideas and examples of Pericles, Queen Elizabeth I, Martin Luther King Jr, and many others, Greene teaches us how to detach ourselves from our own emotions and master self-control, how to develop the empathy that leads to insight, how to look behind people’s masks, and how to resist conformity to develop your singular sense of purpose. Whether at work, in relationships, or in shaping the world around you,
The Laws of Human Nature offers brilliant tactics for success, self-improvement, and self-defense.
Love to know your thoughts adrian@adrianevans.co.uk
Forget 'Imposer syndrome' – embrace where is possible for you - not where you believe your current ability is…
Love to know your thoughts adrian@adrianevans.co.uk
Having a diverse composition of team goes much further than men v women.
It is about raising opportunity for the under represented groups, it a good thing to do and also a practical thing to do - why?
It can lead to increased revenue opportunity, innovation, customer engagement and smarter problem solving.
Love to know your thoughts adrian@adrianevans.co.uk
As humans we only have four types of energy:
Physical Mental Emotional Purpose
Are you balancing Performance and renewal?
Is your intelligence and innate ability significantly changeable?
How you answer this question holds the key to your potential.
What have been you best experiences of 2019?
Your worse?
Greatest learning and adaptions?
Special moments?
Best conversation?
Best book read?
Love to know your best reflections of 2019 adrian@adrianevans.co.uk
Ann Cairns - Executive Vice Chair at Mastercard:
"My top professional and productivity life hack is learning how to speed read. It's perfect for email or board papers. Pretty good for novels too!"
Agree my others are: 80/20 Pareto Begin with the end in mind.
Love to know your best life hack adrian@adrianevans.co.uk
How vested should you be in your company?
100%? 90%? 50%?
What I know for sure is you should 100% vested in the direction you are heading for your 'next' and 'next next' roles.
any thougts adrian@adrianevans.co.uk
One of the greatest challenges I have observed from sales achievers is – navigating their career in fast moving organisations.
How to have relevant dialogue, gain trust and ultimately their career sponsorship, - whilst outflanking your competitors.
We know the pain caused by not having senior level buy-in: • Missed promotions • Earnings not realised • Loss of face • Stress. The most accomplished person I have seen, first-hand, is Wayne Searle. Wayne is an over-achieving CHRO, with 20 years industry experience. He is typically brought into an organisation to align the people and processes and achieve high performance. He is not only the most commercially minded HR professional I know he also has the uncanny knack of knowing things about people that even their line managers and CEO’s don’t. He is a stellar relationship builder and thoroughly decent human being. Thank you, Wayne, for taking time out, can we start with: 1. Can you tell us a bit about your career and some of the choices you have made? 2. I know you are very detailed with preparation, when selling a re-org or change program to board, can you tell us a little more about that? 3. As a CHRO how do you navigate a complex organisation, ‘influence effectively’?
- Recently you said to me one of most important traits a leader in todays business world needs is ‘learning agility’ can you tell us more about that?
-
What else makes a modern successful leader?
-
What do the change’ roles ‘you undertake give you in terms of personal satisfaction?
- What do you wish you knew early on in your career, that you know today?
Love to know your thoughts adrian@adrianevans.co.uk
What are your 5 most high value activities? Rank them. What is the optimal allocation of time of these activities? What is your current allocation? What options exist to close the gap?
What will you commit to close the gap?
Remember you are looking for small incremental changes per day. Best wishes.
Look forward to any comments or thoughts adrian@adrianevans.co.uk
What is a perennial?
Someone who is: -A lifelong Learner -Adaptive -Curious
-Embraces change -Wants to stay relevant -Fully engaged in the world
-Adsorbs information -Integrates new skills into behaviour -Stays Evergreen
Too old to be a millennial no worries be a perennial, love to know your thoughts or questions adrian@adrianevans.co.uk
Have a great week.
-Use your customers language. -Social proof vital for relationships. -Preparation, Preparation, Preparation.
-Learn from your biggest mistakes. -Play the infinite game. -Winning matters.
-Everyone winning means you are more likely to Win.
Love to know your thoughts or any questions adrian@adrianevans.co.uk
The greatest challenge I have observed from sales achievers is - connecting with the C suite. How to have relevant dialogue, gain trust and ultimately their sponsorship, - whilst outflanking your competitors. We know the pain caused by not having senior level buy-in: • Deals slip • Revenue targets missed • Loss of face with your senior management • Stress. The most accomplished person I have seen, first-hand at being able to align with the C suite, is Dave Parfect.
Dave is an over-achieving CRO, with 15 years industry experience. He was an early stage employee at Facebook. He is always in the top 2% of sales performers in each company he has operated at. He is a stellar relationship builder and thoroughly decent human being. Thank you, Dave, for taking time out, can we start with: 1. Can you tell us a bit about your career and some of the choices you have made? 2. I know you are very detailed with preparation, when selling to major accounts, can you tell us a little more about that? 3. As a CRO how do you navigate a complex organisation, find the Economic Buyer and ‘influence effectively’? 4. How do you manage your internal stakeholders?
- If I was to work for you what would I notice about your approach?
- How do you overcome barriers and resistance to your value proposition?
- What if your key competitor already has significant political sponsorship?
- What do these deals give you in terms of personal satisfaction, beyond the obvious increase in your income?
- What do you wish you knew early on in your career, that you know today?
30 day challenge 15 minutes a day.
Research a key economic buyer, take an aligned action towards solving a problem for them.
Love to know your thoughts adrian@adrianevans.co.uk
I have experienced Mentors wisdom so much in my life:
I am grateful as they: Showed me new possibilities Raised my standards Created income opportunities Made stellar introductions Acted as guide to give the courage to explore new fields of skill within my career.
What are you missing out on by not having mentors?
Love to know your thoughts, comments and questions adrian@adrianevans.co.uk
The Secrets of highly Successful Groups Learn from the Navy Seals, the All blacks and the airline industry.
Build Safety Share Vulnerability Establish Purpose
Have a no dickhead policy when hiring.
I know many people are suspicious of the benefits of visualization.
Been reading Sam Warburton new book 'Open-side'. not your typical rugby player book, it a masterclass in self improvement.
Key Actions: 1) Visualize the key parts of your next key customer interaction from your perspective, theirs and a fly on the wall. 2) Create a winning ways document that acts as a daily reminder and anchor of your achievements - to show you what possible in your future. 3) Look after your body and your mind, aligning is the key to high performance.
Look forward to your thoughts adrian@adrianevans.co.uk
The truth is you have to take individual responsibility for your own career, reward and pay.
The best route to that is:
Know your career purpose Know your contribute to the company Ask for your worth Be willing to exit if your contribution is not rewarded.
Effective salary negotiation is a 'learn-able skill'.
Do let me know your thoughts adrian@adrianevans.co.uk
An invitation to lift you head up from your screen and engage/influence other humans.
Connect directly with eye contact and intention.
Learn how to trust you vision and how to pull resources towards you, by nailing the right pitch.
Be s great story listener.
Today is a celebration - exactly one year ago today, iTunes channel created and accepted by Apple.
That makes me feel good due to scale and value added throughout the world. An invitation for all of us to step outside our 'current' comfort zone.
Let's not be like Jim Bowen and regret:
This is what you could have won
'Belief in fellow humans is like rare art, valuable beyond measure.'
Adrian Evans
Dare to dream and get out there and show them what you've got!
”He realised he wasn’t complete."
"During this period, before his promotion to head coach, Hansen overhauled his persona and the confrontational demeanour that too often put him at odds with the media and public.
Only after a concerted effort to transform elements of his gruff exterior into the unflustered dry humour and quick wit now regularly witnessed, did he evolve into the coach we can see today.
“I admired his growth in that time,” Smith says. “Initially his public profile was quite poor. Through that time he came to recognise a couple of weaknesses he had and set about making them strengths, and I think that says a lot about him. He realised he wasn’t complete.
“Every year he got slightly better and that’s what you call a growth mindset."
Above text taken from The Guardian September 2019
Its not Excellence or Diversity.
"CIA analysts were individually perceptive but collectively blind. They all came from the same background, so shared the same blind spots. How many powerful groups share this pattern? Cabinets, boards at some tech firms, senior civil servants…
...We need diversity of THOUGHT. When people with different perspectives combine, there is a vast uplift in collective intelligence. Yet we are drawn to people who think alike. We feel smarter when people mirror our beliefs and assumptions. This can be disastrous...
...Constructing diverse thinking teams leads to excellence - that can solve complex problems"
Matthew Syed
Develop an 'outsider mindset'.
The bestselling author of Bounce and Black Box Thinking argues that solving the problems of tomorrow requires a new kind of intelligence...
We're facing increasingly complex problems: • at work, • in education, and in the biggest shared challenges of our age: • rising obesity, terrorism and climate change.
Matthew Syed provokes the case for creative problem-solving for the future and learn how to challenge hierarchies, encourage constructive dissent and promote cognitive diversity in your own life.
With original, memorable insights from his new book, REBEL IDEAS, this is a fascinating journey through the science of team performance, drawing on psychology, economics, anthropology and genetics, with lessons from a dazzling range of case-studies, including:
• catastrophic intelligence failings of the CIA before 9/11, • a communication breakdown at the top of Mount Everest • insights the secrets of the most creative and progressive schools in the world.
Rebel Ideas will strengthen any company, institution, team, or individual, sharing the remarkable benefits of personalised nutrition, advice on how to break free of the echo chambers that surround us, and tips on how we can all develop an 'outsider mindset'.
When we are committed, to a goal it's amazing how the resources can show up.
Even on a Sunday morning.
Steps: 1) Confirm a key goal over next 4 months. 2) Be fully committed - both feet in. 3) Be ready and head up to spot and then embrace the opportunity. 4) Ask - ask politely ask in a win win way. 5) Look to help others.
Key question Over the next 13 weeks - which specific 'chunk' of my top 3 skills would lead to optimal outcomes?
Negotiation - The commercial opportunity Coaching - My product deliverable Partnership - Who can I enable to Win and I win too?
Who can I learn this specific 'chunk' from and implement in next commercial situation?
• What does your ideal week look like:
Monday Tuesday Wednesday Thursday Friday
• Autonomy – by 2022 who, where, what and when will you be doing in your career? • Which 3 people in your network could bring this to reality for you? • Which 3 people in your network’s network could help?
Do subscribe to the Enterprise sales show to receive all podcasts and feel free to pass to colleagues or friends who could benefit. Whilst these podcasts are a brand building tool for my business - it is free to subscribe.
A groundbreaking exploration of how finding one's way later in life can be an advantage to long-term achievement and happiness.
We live in a society where kids and parents are obsessed with early achievement, from getting perfect scores on SATs to getting into Ivy League colleges to landing an amazing job at Google or Facebook—or even better, creating a start-up with the potential to be the next Google or Facebook or Uber.
We see software coders become millionaires or billionaires before age thirty and feel we are failing if we are not one of them.
Late bloomers, on the other hand, are under - valued—in popular culture, by educators and employers, and even unwittingly by parents. Yet the fact is, a lot of us—most of us—do not explode out of the gates in life. We have to discover our passions and talents and gifts.
That was true for author Rich Karlgaard, who had a mediocre academic career at Stanford (which he got into by a fluke) and, after graduating, worked as a dish - washer and nightwatchman before finally finding the inner motivation and drive that ultimately led him to start up a high-tech magazine in Silicon Valley, and eventually to become the publisher of Forbes magazine.
There is a scientific explanation for why so many of us bloom later in life. The executive function of our brains doesn’t mature until age twenty-five—and later for some. In fact, our brain’s capabilities peak at different ages.
We actually experience multiple periods of blooming in our lives. Moreover, late bloomers enjoy hid - den strengths due to taking the time to discover their way in life—strengths coveted by many employers and partners, including curiosity, insight, compassion, resilience, and wisdom.
Based on years of research, personal experience, interviews with neuroscientists, psychologists, and countless people at different stages of their careers, Late Bloomers reveals how and when we achieve our full potential—and why today’s focus on early success is so misguided, and even harmful.
Praise for Late Bloomers
“The underlying message that we should ‘consider a kinder clock for human development’ is a compelling one.” Financial Times
“Late Bloomers spoke to me deeply as a parent of two millennials and as a coach to many new college grads (the children of my friends and associates). It’s a bracing tonic for the anxiety they are swimming through, with a facts-based approach to help us all calm down.”
Robin Wolaner, founder of Parenting magazine
Adam Peaty: five-time world, Olympic, 12-time European and three-time Commonwealth champion:
"I said I wasn't going to chase 56," he said. "I'd let it come to me and that's exactly what we've done.
"I've learnt that the most important asset is my mental health. If I'm chasing 56, it's unhealthy.
I like meditation - and not that kind of stuff where I just sit down and not think about anything. It's a more of an active meditation. I'd go out for a walk, or get some fresh air on myself. I like to walk at least once a day, or go somewhere different and just think about stuff."
You cant push rope
Your ‘Competitive Advantage’ is being better today than you were yesterday and being better tomorrow than…
The Art of Possibility for your:
Salary Deal size Promotion
5 steps:
Recognize current possibilities Measure your value Remove doubt - access your confidence ASK ASk Ask Build and scale this for next move
Have a voice that is heard.
1) Same root cause whether victim or perpetrator – lack of appreciation, respect, belonging – their voice not heard. 2) 'Ok to be not ok' – a society that expects us to always happy and productive, not possible all the time. 3) People have a need to be empowered – it shrinks humans not be heard and have a voice.
4) Entering mid life is an opportunity and should be embraced as an opportunity to reflect, look in mirror acceptance and find meaning and purpose. 5) Energy oscillation performance and renewal. 6) Duty of the privileged to stand up for those without a voice.
Alex recently appeared in Jason Fox's account of his PTSD in his book Battle Scars. Can you share with us how you became a Clinical Psychologist?
What presenting challenges do you help people with? - anxiety, depression, post-traumatic stress disorder...
On your website you say: “After more than a decade of working in mental healthcare services, I firmly believe that what we need is a system of care that is based on deep listening, non-pathologising and empowering individuals to find their unique expression of happiness and peace. That, in fact, our suffering can be a clue and the key to finding true fulfillment.”
Can you tell us more about that conviction and how we can take first steps to a more fulfilling life?
What advice do you have for our audience, as we all going to experience shock and traumatic events especially as we enter mid forties and into our fifties?
How can we help a friend close relative work colleague?
As a mother, take seriously what is happening in our world. I'm concerned about what is happening to the masculine in our culture and strive to understand and support that growth. Can you share your thoughts on the problem and steps we can take?
I know one of your passions is making a positive contribution to change in the world, in these times when so many are facing suffering amidst economic, ecological and societal instability. Can you tell us more about that?
"I am Dr. Alexandra Lagaisse, a qualified Clinical Psychologist with a doctorate from the University of Nottingham and an MSc in Holistic Science from Schumacher College.
I have a private practice and work as a Clinical Psychologist with a range of organisations, including within the National Health Service (NHS) and for a humanitarian aid organisation working with survivors of torture. I have developed a specialism working with trauma and work with adults and adolescents with a range of presentations including anxiety, depression, post-traumatic stress disorder (PTSD) and many others.
After more than a decade of working in mental healthcare services, I firmly believe that what we need is a system of care that is based on deep listening, non-pathologising and empowering individuals to find their unique expression of happiness and peace. That, in fact, our suffering can be a clue and the key to finding true fulfillment.
As a clinician I work integratively, attending to each individual's needs, drawing on a wide range of theoretical backgrounds. As a professional, I continue to seek to answer how I, as a psychologist, can make a positive contribution to change in the world, in these times when so many are facing suffering amidst economic, ecological and societal instability. I have been involved with the Eroles Project since 2016 an innovative collective of activists creating the conditions for personal and political change, running workshops and projects https://erolesproject.org/
What else? I'm a mother. I take seriously what is happening in our world. I'm concerned about what is happening to the masculine in our culture and strive to understand and support that growth.
I recently appeared in Jason Fox's account of his PTSD in his book Battle Scars."
...you are part of the vital few who have integrity and positive intent.
Rule number one of networking is that you treat the newly introduced person with total respect.
...when you listen and add value, it becomes a conversation.
A proven WIN/WIN networking formula
Which 3 people if I networked with would accelerate my career most rapidly?
Identify how you can help this person in their professional or personal life.
Now be flexible.
When connecting with people, be completely present.
Integrate social networking into your networking strategy.
Network online with the same integrity and approach as offline.
Taken from my book Be A job Magnet “Throughout my career I have often found it useful to utilise the following formula to identify if I am currently in the most
appropriate role to develop my career. There was a particular time when I felt disillusioned and did not know why. so I asked myself
the following:
•Was it the industry I was in?
•Was it the organisation I was in?
•Was it the team I was in?
•Was it my line manager?
•Was it the job?
•Was it the career prospects?
•Was it the salary and package?
I then scored each one of these out of 10. This was certainly not overly scientific but just my intuitive reaction. The conclusion I
came to was that I was reporting to a line manager who I believed would not assist me in developing my career. We were mismatched
in several areas, but fundamentally our value set was not aligned and this resulted in a large amount of conflict and stress. What it
also confirmed was that I was in the right industry and the right organisation with the right culture.”
Create your own IP:
Capture your best case study, via audio interview.
Use formula:
The Challenge The Strategy The Tactics The Results The Learning Patterns to repeat
Tim Gallwey advice:
Be fully Focused Ideal performance state of mind:
Relaxed concentration - not fraught Distraction
Key to this achievement is:
Removal of doubt Removal of fear Removal of overthinking...in the flow
A human need to want to belong...you believe in yourself more.
An invitation to create your platinum album...Your inner game your choice
How important today in technology sales is gaining wider senior technology sales experience to ‘remain relevant’ and more appealing in the jobs market rather than stay in one area for too long e.g Telecoms?
Vital any market being commodity race to the bottom. Key from previous question know your customers.
What does the senior enterprise sales person of 10 years’ time look like ? ... will the core attributes of successful sales people remain the same or will impact of more informed buyers , social selling , move to inside sales change the scene over next 10 years for seasoned successful big ticket sellers? Conceive
• Think Big – Fearlessly sell 7 and 8 figure deals. • Serve self-interest – Visualise success for customer and self. • Committed – Know they will find a way to win.
Believe
• Confident – 100% ready to disrupt customer thinking. • Bold – Challenge internal and external resources to unlock sale. • Smart – Invest 30% of time on Economic Buyers, not just technology users.
Win
• Adaptive – Tailor dialogue to different buying personas. • Achieve – Drive business value for customer. • Relentless – Use reciprocal networking to close sale.
In the technology space, what companies today in an ideal world and you could pick any, would you pick to work for and why?
Culture culture culture
How do you keep believing in yourself?
Use Anchors like in podcast #32
I use GELPC: What I am Grateful for: Excited about? Who do I love? What am I proud of? What am I committed to?
How do you continue pushing toward your goal without getting swamped by the day to day?
Next next and vision, know where heading and 'does it make boat go faster'?
What do you need to do to accelerate your career? Personal branding - modules 141 to 146 and OWN vision of your career
How do you visualise your big dream? What are the tools to create your career pictures?
Clyde Brolin interview - podcasts #113 #114 Vision board, single image, reason why mind map podcasts #54 #55 #56
How do you rebound after a set back?
Setbacks inevitable, remember the course and anchors.
I use GELPC: What I am Grateful for: Excited about? Who do I love? What am I proud of? What am I committed to? How do you build your confidence to master efficient networking?
Think win/win podcast #81 confidence an earned skill, state of minute mood, controllable.
What are the key steps to understand your customers? Identify the ‘Pain’:
Objective Identify value drivers that are: Business critical, Operational de-risked Personal career agenda of stakeholder.
Critical questions • What are the pains in the company, which require you right now? • What main initiatives are ongoing right now? • How are they related to what you are selling?
Know the key Metrics:
Objective Tie your solution (Governance, accurate reporting/data, Technology optimisation) to strategically important initiatives. Selling a business outcome is what customers will buy. £15M reduction in OPEX over 18 months.
Critical questions • Why buy? • Why buy now? • Why buy your solution?
Economic Buyer Influence:
Objective Meet and have dialogue with and influence of.
Critical questions • Do you know the EB? Have you met them? • Have you checked with them the decision criteria and process? • What are their expectations? (ROI? Justification? Metrics? Personal agenda?)
‘The illiterate of the 21st Century won’t be those who can’t read and write, but those who can’t learn, unlearn and re-learn’
Alvin Toffler
James Nathan interviewed me recently:
He described me as:
A career manager who enables his individual and private clients to reach premium earnings and reward. The last 5 are 40% increases!
Author of ‘Be a Job Magnet’ – a bestselling book on how to access the ‘hidden’ job market, who is passionate about enabling individuals to own their career, to ensure they ‘unlock’ their talent to be in control of their lives.
We discuss:
Supporting our children's educational needs in an ever-changing world. Ever-green human needs. How to be a successful business person.
Customer service delivery. Why British culture leads to poor service according to Michel Roux. How to respond when stuff goes wrong. Building trust and hiring dinner suits.
‘The illiterate of the 21st Century won’t be those who can’t read and write, but those who can’t learn, unlearn and re-learn’
Alvin Toffler
“Don’t get paid what you are worth, you get paid what you negotiate.”
Adrian Evans
Optimal mental and emotional state: Fully Connected Focus - Terry Orlick
Conceive Believe Achieve - Clyde Brolin
Vital for your next interaction in Enterprise sales.
Can I support you in your career, gaining promotion, accessing the hidden job market. Earning your worth.
Contact adrian@adrianevans.co.uk
Essential read for data leaders I had a very clear intention when I purchased this book – to learn how to apply data insights to my private and enterprise customers. This book delivers on every count: • It is insightful • It is a practical guide • It has an engaging consumable matter than allows you to easily return to each time having implemented the insights. I know Caroline is a cheerleader for the use of data as a source of competitive advantage, yet what struck was the pragmatic interplay with people and need for smart human lens to optimise use of data. My key takeaways: • Your company is missing revenue and you income if only talking about data capture and management – walk the talk. • Be open to how you can barter and leverage data across your supply chain • Use data to close more and larger Enterprise Sales deals.
Essential read for anyone interested, in staying relevant and gaining a competitive advantage.
Key takeaways:
1) Sleep is your number 1 energy provider. 2) Build time to be out in nature - simple as walk by the rover. 3) Create regular Me Time - with no agenda.
See Steve contact details below:
All men's distress is different.
You found this page because you (or someone close) are on a spectrum, from being in pain, being confused to functioning but something is stopping you move on in your life (be that personal or professional). Its never clear-cut.
Let’s talk about how I could help you navigate this maze for you.
I practice according to your needs, if you are more comfortable talking on the Golf Course than in my clinic I will be there. Suggestions for where the work is done; · In a private room · Skype · On the golf course · At your home · Walking · Driving (to and from work) · In your office · The pub or coffee shop I will support you throughout our journey with 24/7 access via email, txt, phone or skype.
Please contact me to take your first step to WellMind
What are you waiting for?
balls2talk@gmail.com
I was recently speaking with one of my longest standing private clients and planning, how to ensure the successful closure of a vital deal for him...
Pre mortem - start with the end in mind and work backwards.
Anticipate.
Tools like MEDDICC support this strategy.
• Metrics • Economic Buyer • Decision Process • Decision Criteria • Identify pain • Champion • Competition
Doug Laney – Infonomics: (How to monetise, manage and measure information as an asset for competitive advantage)
Top insights:
1) Key drivers of data monetization: increase customer retention, create additional revenue streams, new line of business, enter new markets, enable competitive differentiation, barter for goods and services, barter for terms, reduce fraud and risk. 2) Information Product managers will embody key skills – thinking big, understand customers, swim upstream across current, be experimental, evolve measure, communication and influence. 3) Governance challenge – culture often allows few official policies for handling most information, other than law and industry regulations.
4) Lack of governance often put down to plausible deniability 5) Collibra mentioned on page 163 – PAS 55 framework that Collibra automate. 6) By Adapting and using data effectively organisation can move form insights to foresights.
7) Information leaders urging businesses to treat information as a legitimate economic asset as commoditization of physical compels them to look for new margin business. 8) CDO role a natural evolution, like CHRO, CMO, C risk O. 9) Economics although the dismal science does offer a different lens compared to finance understanding and applying information assets. 10) Understand the vital difference between data quality metrics objective (Validity, completeness, Integrity) and of subjective (Existences, scarcity and relevancy). 11) Hawthorne effect – positive emotional effect due to sympathetic /interested observer, - Denning you can’t manage what you can’t measure. More reasonable aphorism – It’s easier to manage what you measure. 12) The accounting profession ‘abject’ failure to keep up with changes in global economy. Stuck in the 1930’s.
13) Classic accounting ineffectual at assigning value to the greatest asset of business today intangible assets. 14) AIG CDO data 'offence and defence' – building data management in a box = 3,000 systems into one place.
200 books sold in 90 seconds.
Self Trust™ and the 4 Cores of Credibility™
Credibility boils down to two simple questions. First, do I trust myself? Second, am I someone who others can trust? Stephen Covey talks about Four “Cores” that are key to building credibility.
The Four Cores are: 1. Integrity, 2. Intent, 3. Capabilities, and 4. Results. Integrity and Intent are character cores. Capabilities and Results are competency cores. All Four Cores are necessary for credibility. A person of integrity that does not produce results is not credible. If you are not credible, you are not trustworthy! Integrity (Character)
The First Core is Integrity. Most of the major violations of trust are violations of integrity. Covey asserts that integrity is more than honesty. In addition to honesty, integrity is made up of three other virtues.
Congruency is when one acts according to his values. It is when there is no gap between what one intends to do and what one actually does.
Humility is the ability to look out for the good of others in addition to what is good for you.
Covey says, “A humble person is more concerned about what is right than about being right, about acting on good ideas than about having the ideas, about embracing new truth than defending an outdated position, about building the team than exalting self, about recognizing contribution than being recognized for it.”
Courage is the ability to do the right thing even when it may be difficult. It is when you do what you know is right regardless of the possible consequences.
Please note the TradeMark refers to FranklinCovey
Give your ambition a Voice.
It's not all about results, close the gap between your results and your success.
Embrace the 'difference' that you uniquely bring, is it your background, your experience, or your perspective?
...where can this be valuable to your customers and organisation?
Learn to signal your confidence, this is a skill its learn-able via deliberate practice and intention.
In this episode I explore:
The vital need for 'Reciprocity'. What you must deliver. How to use the power of difference.
Add value as a reverse mentor. Lead with a Yes. The key tactics to close the gap between merit and success.
Understand the aspects of gravitas. The path the author took and how I admire her ability to walk her talk.
In this episode I discuss:
How not having a sponsor is career limiting. Define what an effective is sponsor and is not. How to view the sponsorship relationship as a a two way strategic alliance.
Your role as a protege. Why knowing your currency is and how it sets you apart. The key tactics to close the gap between merit and success. The importance of having more than one sponsor.
Questions I asked Steve Rose:
Can you share with us how you became a well mind coach for men?
What challenges to you help people with? - anxiety, depression, fear, pain?
When we met, you said, “Men are literally killing themselves and that by simply talking, this can be solved” Can you tell us more about that conviction?
I know one of your passions is making a positive contribution to change in the world, in these times when so many are facing suffering amidst economic, and societal instability. Can you tell us more about that?
What advice do you have for our audience because the truth we are all going to experience shock and traumatic events especially as we enter mid forties and into our fifties?
How can we help a friend close relative work colleague?
All men's distress is different.
You found this page because you (or someone close) are on a spectrum, from being in pain, being confused to functioning but something is stopping you move on in your life (be that personal or professional). Its never clear-cut.
Let’s talk about how I could help you navigate this maze for you.
I practice according to your needs, if you are more comfortable talking on the Golf Course than in my clinic I will be there. Suggestions for where the work is done; · In a private room · Skype · On the golf course · At your home · Walking · Driving (to and from work) · In your office · The pub or coffee shop I will support you throughout our journey with 24/7 access via email, txt, phone or skype. Please contact me to take your first step to WellMind What are you waiting for?
balls2talk@gmail.com
• What does your ideal week look like:
Monday Tuesday Wednesday Thursday Friday
• Autonomy – by 2022 who, where, what and when will you be doing in your career? • Which 3 people in your network could bring this to reality for you? • Which 3 people in your network’s network could help?
Do subscribe to the Enterprise sales show to receive all podcasts and feel free to pass to colleagues or friends who could benefit. Whilst these podcasts are a brand building tool for my business - it is free to subscribe.
• What does your ideal week look like:
Monday Tuesday Wednesday Thursday Friday
This could be 25 intense hours mainly from home Friday off… Or a balance of Hard days and followed by easy days Or in front of customers days followed by pure research…
• Why are these activities more important that all the other potential avenues? • Which of your many skills are of most value to organisations and people? • Which activity will you have eliminated within 4 years
• Autonomy – by 2022 who, where, what and when will you be doing in your career?
• What first 4 steps can you take to move this forward? • Which 3 people in your network could bring this to reality for you? • Which 3 people in your network’s network could help?
Do subscribe to the Enterprise sales show to receive all podcasts and feel free to pass to colleagues or friends who could benefit. Whilst these podcasts are a brand building tool for my business - it is free to subscribe.
• What is most important to you.? • Who is on this journey with you? • What do you want said about you at your funeral tribute?
• What is your career vision? • What human problem needs solving and if you don’t do it – it won’t get done? • What do you want to do next next? • Who has achieved the results you desire?
Do subscribe to the Enterprise sales show to receive all podcasts and feel free to pass to colleagues or friends who could benefit. Whilst these podcasts are a brand building tool for my business - it is free to subscribe.
Ignite your PASSIONS
• What in life are your favourite activities? • What type of people are your drawn to? • What news stories attract your attention which do you avoid? • What career would you have if you knew you could not fail?
Do subscribe to the Enterprise sales show to receive all podcasts and feel free to pass to colleagues or friends who could benefit. Whilst these podcasts are a brand building tool for my business - it is free to subscribe.
From the list below tick all words that resonate. Put a cross next too ones most unlike you.
Ambition Imagination Wealth Learning Giving Taking Asking Sharing Integrity Winning Honesty Creative Leader Follower Thinker Agile Flexible Rigid Zest Optimist Pessimist Influencer Potential Realistic Dreamer
Knowledge IP Connector Adventure Accuracy Affluence Affection Balance Assertive Bravery Calmness Celebrity Charity Autonomy Curiosity Empathy Control Commit Faith Expert Family Fairness Grace Fun Humour Love Impact Independent Loyalty Sincerity
Mindful Growth Power Perfect Speed Valuable Resources Respect Asking Original Stable Success Wonder Natural Passion Like Unlock Hidden Belief Confidence Ai Human Process Trust Fear Doubt Anchor See Hear Feel Story Data Picture Music Art Inclusive Exclusive Diversity Open Closed Ask Tell Seek Find Knock Listen Speak Have Be Want
• Refine the ticks down to the top 10 • Top 5? • Why are these more important than all other possibilities? • How else do you use these values each day?
Do subscribe to the Enterprise sales show to receive all podcasts and feel free to pass to colleagues or friends who could benefit. Whilst these podcasts are a brand building tool for my business - it is free to subscribe.
Use a pencil or pen and write this out on a nice notebook rather than iPad or computer, this will lead to greater accelerate learning as you rewire your brain.
Answer and explore the following questions. My suggested way is to block out 30 minutes and write intuitive answers down. Then a night or two sleep to allow your unconscious mind to join more dots and write down discoveries in more detail. If any question too challenging after 2 minutes move onto next one and return to it a few minutes later.
• What skill do you think you have little talent at? • What skill scares you the most? • If you chose one skill to accelerate your career – what would it be? • What trait do you most admire in others? • Is resilience and grit a learner skill? • What weaknesses/areas for improvement would current and former colleagues suggest for you?
Do subscribe to the Enterprise sales show to receive all podcasts and feel free to pass to colleagues or friends who could benefit. Whilst these podcasts are a brand building tool for my business - it is free to subscribe.
Answer and explore the following questions. My suggested way is to block out 30 minutes and write intuitive answers down. Then a night or two sleep to allow your unconscious mind to join more dots and write down discoveries in more detail. If any question too challenging after 2 minutes move onto next one and return to it a few minutes later.
Use a pencil or pen and write this out on a nice notebook rather than iPad or computer, this will lead to greater accelerate learning as you rewire your brain.
Strengths:
What have been your most successful projects in your career to date? and why? • When faced with adversity what skills do you turn to? • What strengths do other people say you have? • What strengths do you have that appear effortless? • What skills will help you in your next career move?
Do subscribe to the Enterprise sales show to receive all podcasts and feel free to pass to colleagues or friends who could benefit. Whilst these podcasts are a brand building tool for my business - it is free to subscribe.
Make your brand fit for purpose, overcome career challenges and realise your potential.
John Whitmore (creator of the GROW coaching model):
“Our potential is realised by optimising our own individuality and uniqueness, never by moulding them to another’s opinion of what constitutes best practice”
Answer and explore the questions. My suggested way is to block out 30 minutes and write intuitive answers down. Then a night or two sleep to allow your unconscious mind to join more dots and write down discoveries in more detail. If any question too challenging after 2 minutes move onto next one and return to it a few minutes later.
Use a pencil or pen and write this out on a nice notebook rather than iPad or computer, this will lead to greater accelerate learning as you rewire your brain.
Do subscribe to the Enterprise sales show to receive all podcasts and feel free to pass to colleagues or friends who could benefit. Whilst these podcasts are a brand building tool for my business - it is free to subscribe.
I recall the time went pitching for a piece of business with the one of the world’s leading premium brands. The Managing Director of Europe and I spent nearly 45 minutes talking about one word – Integrity.
He asked me what that word meant to me. I explained that from a young age my dad had taught me that you are carefully about your words you say but if you commit to do something - you do it.
This was the vital decision making part for this MD. He thought I could best represent their brand. Interestingly after about two weeks of working together someone within his organisation broke their promise of demonstrating integrity. I called him and expressed my disappointment, I thought this was going to be a two-way agreement.
His response restored my faith in appropriate business behaviour - he apologized on behalf of the organisation agreed new terms and asked me to forward an invoice even though that work was yet to be completed by me.
He walked his talk.
I contrast that with recent examples of how some leaders believe is appropriate to behaviour when letting go of ‘no longer needed staff’. Recent case where in one room people are being advised they are about to leave and please take your belongings now.
In the very next room a party for a new product launch and a senior leader asking the survivors which top end sports he should buy.
Are these leaders:
A) Lacking self-awareness? B) Have no humanity? C) Wearing a mask, that makes them LOOK strong and invulnerable?
These leaders are missing a trick, such behaviour erodes trust and trust is efficient it is one of the basis of high performance of any team.
A new client recently made me blush, he described me a stick of rock. He said “your brand runs through you, you are all joined up, you live the advice you give whether in your book, on-line or in a coaching session.”
The key take away from this feedback is that our words, digital footprint and demeanour during human interactions, all need to align. Many people and organisations seem to take a dog is for Christmas approach. Promising the earth initially and then a series of poor service delivery or inconsistency.
I believe we have entered a new world in business - the workplace has changed forever. Conventional thinking does not meet the demands of today’s world, it must be challenged as outdated:
• Jobs go to the most qualified – no they don’t they go to the most connected. • You get paid what you are worth – no you don’t you get paid what you negotiate. • Highly refined business skills are for the naturally talented – all skills are learnable via deliberate practice. • Companies exclusively own Intellectual Property – we all wake up every day with valuable skills that when systemized form our own IP. • Highest human potential is available only the advantaged elite – we all have far more capacity than we currently demonstrate.
World leading Neuroscientist Rick Hanson commented:
“On average, about a third of a person’s strengths are innate, built into his or her genetically based temperament, talents, mood and personality. The other two-thirds are developed over time.
You get them by growing them.”
To me this is wonderful news…
My invitation to you is to grow your brand, ask yourself: • What do I stand for? • If struggling with first question, ask What do I stand against? (For me I know I hate bullies and people who abuse their power.) • What do I know is true but conventional wisdom says differently? • How can I test my hunches from question 3 and prove it works? • Now live those truths every day and help others and yourself.
Be a first-rate version of yourself rather than being liked for something you are not.
A common theme has been over the last few weeks, how to achieve from tasks we really dont want to do?
Good news it's quite normal, I have certainly suffered from this.
1) A good morning is likely to lead to a better day, week and month.
2) Plan the night before, Sunday evening particularly important for getting in the zone for the week ahead.
3) Rafa Nadal the ultimate example of benefits of morning and pre-court, on- court routines to build his confidence.
4) I use morning rituals to get in peak state of mind for the day mine is: GELPC
What am I Grateful for? What am I Excited about? Who do I Love? What am I Proud of? What am I Committed to?
5) Try 90 mins sprints of work:
Uninterpreted focus followed by short 15 mins break try that 3 times during the working day, your productive will accelerate, this worked for me to complete the writing of a very difficult task - writing a book.
Greatest challenge for enterprise sales is - connecting with Executives. Relevant dialogue, gain their trust and sponsorship - whilst outflanking your competitors.
We know the pain caused by not having Executive level buy-in: • Deals slip • Revenue targets missed • Loss of face with your senior management
To provide greater insight I wanted to connect with the most accomplished person within my network’s network at engaging with executives, that is Jim Christen.
Based in San Francisco Jim is a technology sales leader who is currently Area Vice President ERP Cloud at Oracle, previously National VP Customer experience Management at SAP.
With 25 years industry experience, Jim has the rare ability to align with Executives and build credible dialogue. He is well recognised for these exceptional skills and typically only shares this refined nuance with a very select audience.
Rob Howes had been part of an audience, we were recently able to connect with Jim and discuss his rare and valuable approach to effective executive level interactions.
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
I recall the time when I was a middle manager, responsible for ten people and managing a large client base. I was having to meet the demands of the board, my team and customers, as well as balance it all with a family life. The truth was, I was being squeezed from all sides. I felt like the 'meat in the sandwich'.
All the responsibility and none of the autonomy.
Sounds familiar?
The tipping point for me was when one of the board members said to me “your career is in these hands”. I felt trapped. For those who know me well, I don’t tend to lie down - I come out fighting. That was it, no single paymaster would ever again be responsible for my career and my family’s income.
Companies spend much time and effort on developing their mission statement, brand and story. I have seen many, very talented professionals use story telling as a tool to engage their employees and stakeholders. But I regularly see the same individuals fail to be proud of their own back story and neglect to create their own forward story.
What about your story? You don’t have the time? Well if you don’t find the time, you’d best be prepared for the inevitable ‘tap on the shoulder’.
I see it almost weekly - over achieving professionals who are presented with a settlement agreement to shut up and leave an organisation for spurious business reasons.
I acknowledge this presents opportunity. But, does being let go hurt and knock your self-confidence?
Always.
I urge you to take the simple - but not so easy - steps to create your story, the one that stands outside of your employer.
Just like the former me, I see many people gripped by fear and uncertainty. With a lifestyle to maintain and mortgage to pay, you can’t just follow your passion.
As Reid Hoffman (Venture Capitalist - early investor in Facebook and co-founder of LinkedIn) describes in the book ‘The Alliance’:
“the employer-employee relationship is based on a dishonest conversation… you’re on a ninety-day probation period, and even after that, you’ll be an ‘at will’ employee.”
Employers expect: loyalty and flexibility in your approach to any change of circumstance, whilst you over deliver to their shareholders…
In my experience, many leaders actually seem proud of their ability to be tough and not show any emotion (particularly in technology and finance).
How brave of them. Well, don’t expect to build trust with employees. How do you take control of your career destiny?
Many headlines were made of George Osborne’s appointment as the editor of the Evening Standard. Some have questioned his ability to effectively multi-task this role with each of his others:
• Advisor to fund management firm Blackrock • MP for Tatton • Speaking gigs bringing over £250,000 annually
I remember the first time I saw Osborne speak, I felt sorry for him because he was so bad. He was mumbling words and was just incapable of engaging the audience. Watching him several years later at the IOD annual conference, the improvement was dramatic. He had been coached to this change.
The good news is that we are in 2019 and you don’t have to be one of the ‘privileged few’ to have the same level of control over your career. I have successfully worked with many of my clients to leverage their latent talents to create opportunities and additional income streams:
• Multiple contract roles – earning in 7 months what previously took 12 • Five-year recurring payment for introductions to their network • Chairman and Non-Executive Director roles • Lucrative speaking platforms...
...These clients now own their career destiny. Gaining the confidence to explore outside of your comfort zone is a priceless commodity.
Never have only one paymaster; it's the root of your fear, uncertainty and doubt.
Do subscribe to the Enterprise sales show to receive all podcasts and feel free to pass to colleagues or friends who could benefit. Whilst these podcasts are a brand building tool for my business - it is free to subscribe.
Following on from audience request from podcast #134, I wanted to respond to the question:
In an ever changing economy How do I 'Future Proof my career?
Control the controllables - Steps:
1) Be interested and not interesting. 2) Question the narrative you say to yourself everyday. 3) Adapt and evolve.
4) Get curious and identify latent opportunities and evergreen problems. 5) Position yourself as business problem solver. 6) Access the hidden job market - we have a info graphic on how to make this complex process simple.
Most people need a damn good Listening to. Be interested and not interesting.
Do subscribe to the Enterprise sales show to receive all podcasts and feel free to pass to colleagues or friends who could benefit. Whilst these podcasts are a brand building tool for my business - it is free to subscribe.
I have been fortunately to close thousands of salary offers over the last 3 decades, previously as a headhunter and now as a career manager.
Out of those situations I have only witnessed 2 occasions where a decision maker has exceeded initial salary/package expectations of the potential employee.
That is less than 0.1% of offers, that is the way marketplace is set up to drive forward shareholder value.
I had a situation where a FTSE 100 decision maker took longer over making an offer than initially expected. However rather than coming back with an attractive bonus of 40% she came back with 50%, this forward thinking employer clearly understood how to motivate future employees to ensure a Win-Win outcome.
This is very rare. So what is the best rational response for you to this situation?
In my experience most professional employees don’t realize the true value they add to an organisation. When it comes to your next career move always remember you have done a huge amount of work to even get to offer stage, you have earned the right to be appropriately rewarded for that particular job.
“You don’t get paid what you are worth, you get paid what you negotiate.”
So 4 simple steps:
1) Identify latent opportunities. 2) Position yourself as business problem solve not a job seeker. 3) Access the hidden job market - we have a info graphic on how to make this complex process simple. 4) Ask to be appropriately rewarded for the value you add.
Do subscribe to the Enterprise sales show to receive all podcasts and feel free to pass to colleagues or friends who could benefit. Whilst these podcasts are a business development tool - it is free to subscribe.
At a chance meeting on way to Canary Wharf I was asked “is it ok to use your gut instinct to make a critical career choice?” I have just turned down a role with an increase of £30,000 additional basic salary as it did not feel right”? How do I answer that question?
In my experience, it’s about who is in control of your career?
You Your line manager Your employer
The truth that no-one wants to admit is that at some point you will be either tapped on the shoulder in your mid-forties or 50’s and said time is up or you take ownership of your career and leave on your terms. So when you are focussed on delivering in your day job, how do you generate good career ideas from?
Daniel Goleman is a world renowned psychologist and best selling author when asked
” What do you say to those who think that emotions shouldn’t drive your decisions as a leader?
Emotional intelligence means being intelligent about your emotions. Those emotions are important data when it comes to making a decision. If you have five strategies in front of you and you need to decide which one to go with, you may have all the data, but there's something that goes beyond it – your life experience.
What is the role of emotion in leadership today?
Managing emotions has become more important. Leaders are far more likely to face a disruptive technology or competitor as the speed of change has quickened so much.
What we used to think of as crises are now more routine, which means that it’s more important for leaders to manage themselves as well as other people. It’s about taking charge of a situation and not panicking.”
A client of was a loyal employee. He was the number 1 revenue generator in Europe. Whilst he was making positive steps his gut instinct was telling him, this is not right I have major frustrations on a day to day basis. He had not had a pay review since joining the organization and no career path was in place. After further research, he discovered he was significantly underpaid compared to his peers, this was in terms of both basic salary and bonus payment. His instinct proved right.
He then received a call from a head-hunter who thought he would be a very good fit for a role with a direct competitor. Being a loyal employee he normally ignored this approaches. This role however was a potential – 55% increase in salary for him for doing the same job.
He was successful at first interview with the direct competitor and was invited back to give a presentation. He subsequently impressed a number of the senior panel at final interview stage. He received an offer from the direct competitor at 55% more than his current salary.
He felt that his career could grow and thrive there.
He accepted their offer but had to wait to resign as he was due to attend a high flyer trip. He found this time very difficult as he had mentally disengaged from his current business. He resigned after the trip was over with every intention of delivering an effective handover of his customer relationships. Finally, a senior global director intervened just before he was about to leave.
He apologized for mismanaging his career and remuneration and offered to match the other company’s offer, lower his target to achieve on target earnings and pay him a 30% retention bonus. Stock options were also confirmed as was a commitment to personally manage his career moving forward.
After much contemplation and discussion with his wife he decided to stay at the organization. He made this decision with a commitment to a key external mentor to measure his company’s progress after 12 months – did they keep their promises? If they did not, he would explore external opportunities… His actions demonstrate that even with an overachiever being paid what you are worth will not happen by accident it needs a plan, proactivity and follow your hunches.
Personal branding is not just for the pretentious…
Some people have an innate ability to market themselves. They seem to be in the right place at the right time, sometimes earning more than their track record and experience appear to deserve.
That said, many professionals limit their careers dramatically because they believe they will have opportunities presented to them on merit alone. They fall into the trap of their relying on their line manager to shape their future.
Having operated in the marketing talent world for more than two decades, I am fascinated by how the world’s best organisations build premium brands. Of course, this process starts with gleaning market and customer insights
So, how can we create more valuable insights for our careers?
In my experience, connecting with a diverse range of people, being open minded and allowing space for ideas to grow, gives you an ‘unfair’ advantage in your career.
A potential client already knew that it was time to leave his present company. However, rather than taking control of his personal brand, he waited for his manager to enable his next career move.
After 18 months, the ‘promised’ project - which he was counting on for his next role - got pulled.
By contrast, I challenged a client - who was unhappy with scope of his role - to establish his brand. He committed himself (time and money), viewing personal brand building as an enjoyable hobby.
Since he’s always helping others, he was able to call in some favours and gain several rapid introductions, which led to a series of interviews and culminated in several offers.
The difference that made the difference, was his decision not to leave his career to chance.
Optimal career decisions do not happen by chance or in moments of panic.
Respected business guru Tom Peters observed that employees need to develop “brand called You” or Me Ltd as the rational response to the end of one employer for life.
I urge you to take the following actions:
Consistently demonstrate the value your expertise brings. Position your brand to most accelerate your next career move. Exploit the media that provides a platform for your brand. Price yourself premium.
You don’t have to strut the catwalk, or have been born with a silver spoon in your mouth. You do need to be visible and respond to opportunities.
I know these first steps can be tough, but I encourage you to take them. Be great to hear how you are going, mail me adrian@adrianevans.co.uk
How do you use podcasting and what platforms to build a following for a script you want to back and sell? • What is your success formula for being a producer? • How do coach and support potential ‘awkward’ actors? • How do you overcome adversity? • How do you stay relevant and find new exclusive content? • How important is the right mix on set? • If there is just one piece of advice you could give what would it be?
Why do you produce films? • How do know you have a winning script – is it the human story/connection? • How do you collaborate?
• Negotiation must be a key for you, how do you? • Having listened to successful music producers like Nile Rodgers, having a network and stellar address book is the key to be a successful producer, can you tell us more? • Do you view your role as hub that pulls all other parts together?
Have you ever kicked yourself because you have not:
Positioned yourself confidently at an interview? Left a company sooner? Created a plan to control your career?
I see many talented professionals who have a magnitude of skills, yet are unable to secure the role that realises their true potential. Many times have I heard people say:
“I can do that job” but for various reasons, don’t even gain an interview.
When I was headhunting I often conducted an experiment, at the start of the process I would ask:
Who is the best qualified candidate on paper?
and at the end of the process
Who has achieved the role?
In my twenty plus years, I can only recall a handful of appointments when the best candidate on paper got the role. So, what was happening the other 90% + of the time?
In my experience the people who achieved the roles, were better at creating and selling their story to the key decision makers.
Is it possible to adapt and learn this skill?
Start by understanding the 'real' business challenge behind a role and how you will be judged – this identifies the value you will add to an organisation. To be in the best possible position you need to demonstrate that you are the ideal choice for this role. That you have a highly valuable and rare skillset that can have a wider organizational impact.
Position yourself as a premium candidate:
Your company is my preferred career option because of the opportunities presented, I would like to ensure that I am appropriately rewarded due to the value I will add in,,,
…shaping the revenue growth of the latent business over the next 6/12 months. I will add organizational wide benefit because of my track record gained in identifying high performing senior level talent.
You must create your story because it won’t be created by anyone else. I hear you call - I am no storyteller.
In a recent interview with the BBC, the article shares how Ed Sheeran and co-writer Benny Blanco could effortlessly write 15 songs a day for his new album - Divide.
On closer observation thoughts from Ed himself:
'Look, all things considered, you and I both know people that are more talented than us, but you know what they say about 10,000 hours? How many guys do you know that have put in 30,000?'
…There aren't a lot of us…"
Sounds like committed focus and obsessional work ethic, rather than a natural song writing skill to me.
Imagine what you could achieve if you spent more time crafting your story !
I think the current business world is getting a little too obsessed with data alone and missing the vital fact that most decisions are made emotionally and then backed up with data.
Aristotle first observed that the way to effective persuasion of other humans is 65% emotional (Pathos) and 25% logical or fact (Logos) based. People listen, when you have shown them respect and you care for their attention.
A sales director client of mine said it best recently when positioning the value of Big data to his customers:
“Data is directional precise yet precisely inaccurate, it’s the skill and judgement of the human that dictates if that data leads to valuable business decisions or not.”
Five actions points that use your unique story to enhance your career:
Build your understanding of the organisation’s REAL challenges. Shape key relationships by building trust and additional value. Be proud of your back story and achievements to date. Incrementally build your story. Position yourself as a premium candidate.
I know these first steps can be tough, but I encourage you to practice crafting your story each day. So, when it comes to your big career challenges like next pay review, gaining promotion, or interview for job you really want - you are ready.
It would be great to hear how you are progressing with crafting your story – please contact me at adrian@adrianevans.co.uk.
I used to do the same commute every day for over four years. Catching the 0653 train from Maidenhead and sat having coffee near my office by 730am. I often asked myself why do I need to be in the office every day, and could I not be more productive working from home some days of the week?
During that period, life was a bit of a blur. I was always tired and had more colds than at any other point in my life, particularly when holidays came around. How burnt out was I? Was it the work I was doing or was it the commute?
I know we can all be guilty of believing that this is a lifestyle choice - to follow the path others expect. I kept with these thoughts for many years.
I now realise that this limited self-talk can only restrict career possibilities.
We have a choice we can stay fixed on the mind-set we learnt some time ago or we can commit to adapting – which will you choose?
A daily long commute is madness. We are in 2019 not 1979, there has never been such opportunity to combine what you are great at doing, with what you are passionate about. And do it on your terms, whilst being paid your worth.
James Corden the comedian and writer mused on his incredibly successful career “There is an inner steel that comes from knowing you’re good at something…
-When it comes to this I know what I’m doing is good for one’s confidence. So, my advice to someone younger is search for the thing you’re good at and don’t stop.”
There is a truism of the UK’s professional job market:
Opportunities don’t go to the most qualified - they go to the most connected who are focused on doing the activities they do best.
I urge you to take four simple steps, to create greater choice in your career:
1) Find your A game what do you do better than most people?
2) Give yourself permission… Yes, you can do the work you want, and be appropriately rewarded.
3) Grow into the career you want to be in over time...Don’t go into it…
4) Embrace uncertainty…Do the work you are best at and on your terms.
Finally after many years, I was brave enough to form my own business and start to do the work I was born to do – helping individuals optimise their careers and lives.
One of my clients Rob Howes (an overachieving technology sales director) recently said “Adrian Evans has enabled me to focus only on the high value activities I do best that bring me influence, income and greater career opportunities.”
I know these first steps can be tough, but I encourage you to take them. Be great to hear how you are going, mail me adrian@adrianevans.co.uk
Context: Matthew had a successful career track record of delivering projects and products on time and to specification. He was planning his next career move. He took the time to understand his key motivations and career pathway, it become evident that a specific culture would provide the right environment to allow his career to thrive. The brainstorming phase of the plan was set in motion as all sectors and potential organizations were considered.
Challenge: To achieve a number of job offers over a 4 month period within a very challenging job market. Matthew knew that to achieve this stretch goal he would have to take an innovative approach to job opportunity creation. He also realized that his interview preparation and execution would have to stand out positively compared to other candidates.
Strategy: Over the next few weeks the plan evolved and he started to add filters that would refine the job search. Matthew looked at which sectors and companies would present the greatest opportunity for him. He not only considered the role, salary and location, but striking a work life balance. He came to a significant discovery; he felt he would thrive in a medium sized organization within a high growth sector.
The tactics: He documented his plan and set himself targets. How many calls per week? How many face to face meetings? At the same time he still had a day job and he needed to create 10 extra hours a week. To achieve this he got up earlier and began working his plan. When he got home in evenings he continued to work on his project. His mindset was positive as he had a clear goal with a deadline. He had a calm, considered confidence and certainty that he could achieve his goal.
At the beginning and end of the day he started to explore opportunities, updated his Linkedin profile, and produced a compelling and achievement led CV. He quickly contacted all the relevant people he knew – he was lifting the rocks to find out more about organizations, cultures and possibilities. This started with short 10 minute conversations, which resulted in 2 or 3 further...
“You will be more valuable every year you are in business.”
This was a favourite saying of a managing director who was a mentor of mine.
He believed:
“For every year worked you will have greater depth of relationship with your existing network, know more people and have crafted more expertise.”
How many of us live by this great advice and invest in ourselves?
During a recent encounter I asked a newly appointed CFO, how the business he had joined was going. He said very well except, his greatest difficulty was damping down the expectations of the sales team who were urging him to spend too much money on asset acquisitions. He stated as an accountant I am keen to ensure they focus on sales and be prudent with decision making.
I could not helped but think, as a CFO you are a business leader first. Your role is to lead the business to deliver optimal shareholder and stakeholder value. To seek opportunities and evaluate risk appropriately and not constrained by only one perspective.
I believe we have a choice we can stay fixed on the skillset and mind-set we learnt some time ago or we can commit to growing and evolving – which will you choose this year? As they say, what got you there won’t keep you there in this rapidly changing world.
I believe by committing to developing your knowledge and being a giver to more people, you are likely to be more valuable over the next year. This action opens up the potential for mutual giving and receiving.
Adam Grant - the Harvard Organizational psychologist - advises to network strategically. He admires the way serial entrepreneur Adam Rifkin organizes his time. "You don't have to be Mother Teresa or Gandhi to be a giver. You just have to find small ways to add large value to other people's lives."
A client of mine was becoming frustrated by the lack of opportunity in his organisation, so decided to move on. He is someone who is always looking to support other people. This usually involves him connecting two people who could benefit from a mutual introduction. Alternatively, he may offer some valuable insight to help an individual reach a better decision. Either way he is always helping others. So when it came to the time for him to call in these favours, he was able to gain a number of quick introductions to decision makers.
This led to him gaining seven job interviews and finally achieving four job offers. Of course he is an overachiever at his role but ‘the difference that made the difference’ was his networking ability. By investing in others consistently, he did not look needy when it came to utilising his network to achieve his next role. His forward actions opened up mutual giving and receiving.
There are three truisms of the UK’s professional job market; the pillars on which I have built successful careers for my clients:
Job roles don’t go to the most qualified - they go to the most connected.
You don’t get paid what you are worth - you get paid what you negotiate.
All business skills are learnable via deliberate practice - no one is born accomplished at any skillset.
I urge you to take five simple steps, to make yourself more valuable in 2019:
Confidence precedes competence, start by making small simple gestures that could help connect others together.
Identify how you can help more people by listening to their needs.
Know specifically what it is you want in your career.
Believe you will get better at the key skill of networking, by consistently connecting, with the people who will most accelerate your career.
Ask for the reward you are worth.
I know these first steps can be tough, but I encourage you to take them. Be great to hear how you are going, mail me adrian@adrianevans.co.uk
A number of my private clients have been headhunted recently and asked me how to best response.
After the accepting the initial flattery of being in demand, I recommend:
1) Requesting a short telephone conversation with the headhunter.
2) Ask what they saw in your profile and the reason for contact.
3) Ask who is the client?
4) Qualify further and ask - Apart from money why would they advise you join their client organisation and work for that particular line manager?
5) What is the headhunters client base and specific area of focus - this can be useful if you want a useful connection for future opportunities.
6) Finally dig further and ask - How many times have they recruited for this line manager before? This shows the depth of relationship.
Best wishes with responding, it is always a lift to be headhunted and can lead to developing a positive relationship. I know as a headhunter in my previous career - with the best candidates I placed them several times in better career moves.
"The Big Rocks are your most important priorities, so put them into your schedule first! That way, you make the less important things (gravel) fight their way into your calendar, not the important things."
From Franklincovey website:
Prince William has said that every celebrity he asked to back his Heads Together mental health initiative three years ago refused.
The Duke of Cambridge told the Davos World Economic Forum that "a lot" of stars were approached, but none wanted to be associated with mental illness.
He also said the wartime generation may have helped create some of the stigma.
People preferred not talk about such "horrendous" events, a stoic attitude passed on to their children.
The prince created Heads Together, launched to help combat the stigma of mental health, in 2017 with the Duchess of Cambridge and Prince Harry.
The duke told his audience of business leaders about his own struggles with mental health, saying there was one traumatic incident that he didn't think he would "ever get over".
He said if he hadn't opened up to colleagues about the situation, he would have "gone down a slippery slope" mentally.
How do you tackle stress in the workplace?
Prince talks of 'traumatic' 999 callouts
Looking visibly emotional, he said he still found the incident "very difficult to talk about" because it was "related very closely to my children", George, Charlotte and Louis.
The prince has spoken previously about "very traumatic" callouts involving children while working for the air ambulance.
But he said such feelings were "only human", adding: "Yes, you put a suit of armour on… but one day something comes along closely related to your own personal life and it really takes you over a line."
Wartime generation
The issue of mental health is a big theme at this year's Davos, with several sessions on the topic.
Studies show one in four people will suffer from mental illness at some point in their life, but many people are still too afraid of the consequences of speaking out or seeking help.
Despite a greater willingness to discuss the issue, the prince said that a lot of stigma remains, meaning "so many people are suffering in silence".
He added: "For some reason, people are embarrassed about their emotions - British people particularly," he told a packed audience at Davos.
He feels the British stiff upper lip that was common in previous generations has a lot to do with it.
The attitude was passed onto children, especially after the First and Second world wars when it became difficult to talk about "such horrendous circumstances".
"A whole generation inherited [this way of coping]. This was the way you deal with your problems: you don't talk about it."
But he said "a new generation knows that's not normal" and is becoming aware that it's better to be open about how they are feeling.
Content from BBC website
Welcome Dan really appreciate you taking time out of busy schedule can you give us your background and how you came to run empire sales? Over the years, I have been fortunate to have worked in London, Sydney and now New York with highly talented people at high growth, innovative companies including GE Capital, Thomson Reuters, LinkedIn, Sprinklr and now my own company Empire Selling. Launching the social selling business unit at LinkedIn, bringing LinkedIn Sales Navigator to market and creating LinkedIn’s profile optimization program for sales professionals ‘Resume to Reputation’ afforded me the opportunity to meet thousands of sales leaders and sellers around the world across all industries. It was a lot of heavy lifting but was blessed to be recognized by Onalytica Research as one of the leading ‘social selling influencers globally’. My experience as VP Sales at Sprinklr expanded my knowledge from social selling with LinkedIn to social selling and marketing with Twitter, Facebook and other social channels globally, the broader web, video and mobile technologies. Sprinklr is now valued at $1.8bn.
What gets me out of bed every morning? Coaching people to realize their true potential allowing them to provide the best lives for themselves and their loved ones. I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.
1) What is social selling? • Social selling is about leveraging your social network to find the right prospects, build trusted relationships, and ultimately, achieve your sales goals. • Ensure connecting with Right people, Right accounts and deliver Right message. • This sales technique enables better sales lead generation and sales prospecting process and eliminates the need for cold calling. • Building and maintaining relationships is easier within the network that you and your customer trust.
2) Why is this so vital in today’s buying cycle? • Buyers conduct 70% of their research and qualification before even speak to a sales person. They are seeking to find trusted partners. • Your company and personal brand is vital currency. • Sales automation bombarded with poor quality content. • BRING HUMAN BACK INTO THE SALES PROCESS. • Today, marketing is only driving 30% of the total sales leads. • To be successful, sales reps need to have their own lead generation solution to hit quota and achieve sales goals. • However, the traditional long process of sales prospecting and cold calling are limiting sales professionals to efficiently find high quality sales leads. • It wasn’t long ago that cold calling was a necessary sales prospecting technique. 3) How do gain buy in from senior sales leaders and overcome resistance to change? • Sales leaders know many activities don’t work as they used to. • They need a new play book. • Need to solve for the future – play to their self-interest. • Adaption is not about age it is about mindset, who get business and integrate the social aspect.
Empire Selling is the world’s only company-wide social selling methodology. We help companies align internally for explosive growth externally. Companies that infuse our methodology into marketing, sales and business operations win more customers and deepen relationships with existing ones. Our programs challenge conventional thinking, are easy to implement and show immediate results.
Find us at: www.empireselling.com dan.swift@empireselling.com
Number 3:
Enterprise sales person who add value first, 70% more likely to close the sale.
Number 2:
Always look to build your network with others – ‘high impact least effort’. Join an ‘exclusive’ club only 5% of humans who help fellow people in this way.
Number 1:
To stand out from your competitors - conduct your due diligence. what are your prospects:
Fears Ambitions Values Doubts Motivators?
Top 20 Insights from Dan Swift of Empire Selling interview:
‘Social selling’ – the point at which Enterprise Sales becomes Human
• Right now ‘social selling’ matters – it’s a smart way to conduct the business of Enterprise sales. To ‘remain relevant’, Enterprise sales professionals must change and embrace social selling. • Sales leaders know their playbook needs adapting for them to ‘remain relevant’, employable and successful. • Executive level buy-in is vital as is buy-in from marketing which can lead to Enterprise sales adoption. • 70% of due diligence conducted by buyers before sales have opportunity to speak with them, social proof vital. • You must ‘earn the right’ to gain access to first step of the path to ‘trusted partner’ status.
• Your personal brand matters – what do you stand for? • Just be a good human being. • Trust is efficient and speeds the selling process up and potentially increases sales value. • The danger of sales automation is that buyers are bombarded with below par and mistargeted collateral. • To stand out from your competitors - conduct your due diligence. what are your prospects:
Fears Ambitions Values Doubts Motivators?
• Curate blended content using the 50/25/25 rule, 50% own company, 25% buyer’s industry and 25% human stuff and personal passions. with their preferred media. • Always look to build your network with others – ‘high impact least effort’. Join an ‘exclusive’ club only 5% of humans who help fellow people in this way. • Those embracing social selling already get business and enterprise sales, they realise its potential as an effective communication channel. • Life is tough – help others out where possible. • Be vulnerable, strong enough to care about people – be compassionate.
• As a sales leader - connect your teams with your network to open accounts, develop dialogue and close business. Build trust. • Invitation to leaders - look in the mirror and adjust your behaviour first. • The Enterprise sales person who add value first, 70% more likely to close the sale. • Enterprise sales is personal so be ‘curious enough’ to add value to make buyers and employees lives and careers easier. • Make Enterprise Sales Human for your prospects, customers and employees.
‘Social selling’ – the point at which Enterprise Sales becomes Human
Challenge for you: Measure yourself (out of 10) how effective are you at implementing each of these insights?
Which top 3 insights would add most value to your revenue achievement this year?
How do you get 5% better at these top 3 insights?
Bonus insights not on the call but from a published blog of Empire Selling:
Manage upwards effectively.
You are passionate about creating the right supportive environment to create high performance when the pressure is on to close out more business can you tell us more about that?
For most sales organizations, when going into the third month of the quarter, final part of a year equally applicable.
The knee jerk reaction for many SVPs and VPs of Sales is to schedule an unprecedented amount of internal forecast calls to track movement in deals with a month end deadline quickly approaching. The pressure is on! I get it. A few things for sales leaders and their boards to think about before sh*t hits the fan. Don't let the craziness trickle down to your front line. They need you to maintain your composure to come up with creative ideas to ensure you and your buyers reach a mutually agreeable solution by quarter end.
That's your job. It's a given that your first line sales managers have met all the people involved in the buying process with your sellers. If not, that's on you. If you've done your job right, you too have also met all the key people in the must win-deals. If not, that's on you too.
Reflect. Have you done everything you could have done to support your people in these deals? Have you looked at your own network to see who can walk you into that elusive key executive? If you've been building and nurturing your network effectively, that should be easy. Have you studied the must-win opportunity with the first line sales manager, rep and cross functional team to ensure you have all people in the consensus purchase covered? Have you spoken with leaders in your network at other companies who have sold into the same buyers and sought their guidance on how to get it done? Do you have a network that you can lean on for questions of this nature?
Really reflect. Have you set your sales organization up for success? Have you provided them with the RIGHT training to be successful? Do they have the tools, and knowledge of how to use those tools, to get to the right people? If not, that's on you too.
Have you asked your people how they are doing? Have you checked in with them as human beings? How are they handling the pressure? Have you asked them how YOU can help outside of all of the above? If the answer to all of the above is yes, yes, yes and yes, then that's what it means to be human and a true sales leader.
What is the best way to dealing with people going through difficult time, like a death in family?
• Are you creating an environment of trust? • As the leader you need to look for the signs and have the conversation. Sales people are human beings first. • Sales people quite often driving my not just money, helping others matters.
Final thoughts how to engage buyers?
• You can find a nugget about buyer side. • Be curious enough and genuine for your prospects. Solve a process problem so they can get home for time with their kids.
Empire Selling is the world’s only company-wide social selling methodology. We help companies align internally for explosive growth externally. Companies that infuse our methodology into marketing, sales and business operations win more customers and deepen relationships with existing ones. Our programs challenge conventional thinking, are easy to implement and show immediate results.
Find us at: www.empireselling.com dan.swift@empireselling.com https://www.linkedin.com/in/danjswift/
instagram.com/empireselling twitter.com/empireselling facebook.com/empireselling
Chunk down a large goal (Enterprise Sale) into smaller digestible parts.
Look for optimal progress not perfection.
Per week gain for 5% movement forward with Economic Buyers not 15% or 25%.
What do you believe makes a good sales leader?
• All need a framework – expectations meant to do. • How do you operationalize that. Dan not prescriptive on how achieve number. • Compassionate and vulnerable environment, when they need help. • Look in the mirror, is this working for me and my team. • Do they truly want to remain relevant need for behavioral change.
‘Social selling’ – the point at which Enterprise Sales becomes Human
How would you go about integrating social selling into your current sales pipeline?
• Look at the data first, wins and loss, not wide and deep 3/5 people. • What methodology not change to that but do let’s enthuse social selling, what does my LinkedIn profile achieve their goals. • Build your network.
• Share content. 50% own company, 25% buyer’s industry and 25% human stuff and personal passions. Leadership, military veterans. • ‘Earn the right’ overtime – citizenship shared American flag share with my network 250,000 views. • Where does your win/win/win mindset – the death bed conversation with self. Rob built a club 60 seconds friendly intro contact, make such an impact. ‘high impact low effort’. Paying it forward and starts to become standard behaviour.
• Join an ‘exclusive’ club only 5% of humans who help fellow people in this way.
Conceive Believe Achieve
Advice from the champions, Dream very big and don't let others tell or influence you with their limitations:
Five-time Formula 1 world champion Lewis Hamilton:
‘I tell kids if they have a dream, don’t let anyone tell them they can’t do it – because I had that so many times when I was a kid. Grown-ups like teachers would tell me, a ten-year-old: “You’re not going to succeed.” I disagreed.
Now I have a huge smile on my face when I think of those moments because I’m sure those teachers now watch TV saying “I told you he’d do it.” So I tell kids to have full belief in themselves.’
Olympic heptathlon champion Denise Lewis:
‘It’s about unlocking that potential in your mind. The first step is not to put any limitations on what you think is physically and mentally possible. If you could engage that philosophy every time you woke up, when you go about your daily business at work, you’d think: “Where did I generate that many hours in one day?”
We do underestimate ourselves and I’m passionate about instilling that in young children: learn not to limit yourself. We all have negative chatter but it’s trying to minimise that. It’s about having a go…’
The ‘face’ of the 2000 Sydney Olympics Cathy Freeman:
‘There is so much untapped potential in people it’s incredible. The magic lives inside every one of us, despite our environment, our struggles and our doubts.
It takes courage to realise what that magic is, then to actually go out and try to achieve it. It’s the power of loving yourself, I suppose, and giving yourself a chance.’
All taken from In The Zone: How Champions Think and Win Big by Clyde Brolin
Go to amazon to buy a paperback or audio version of Clyde's excellent book 'In the zone' How Champions think and win big.
Go to www.clydebrolin.com to read Clyde's latest blogs on the use of mental rehearsal in sports.
Conceive Believe Achieve
Conceive Believe Achieve
Advice from the champions, Dream very big and don't let others tell or influence you with their limitations:
Five-time Formula 1 world champion Lewis Hamilton:
‘I tell kids if they have a dream, don’t let anyone tell them they can’t do it – because I had that so many times when I was a kid. Grown-ups like teachers would tell me, a ten-year-old: “You’re not going to succeed.” I disagreed.
Now I have a huge smile on my face when I think of those moments because I’m sure those teachers now watch TV saying “I told you he’d do it.” So I tell kids to have full belief in themselves.’
Olympic heptathlon champion Denise Lewis:
‘It’s about unlocking that potential in your mind. The first step is not to put any limitations on what you think is physically and mentally possible. If you could engage that philosophy every time you woke up, when you go about your daily business at work, you’d think: “Where did I generate that many hours in one day?”
We do underestimate ourselves and I’m passionate about instilling that in young children: learn not to limit yourself. We all have negative chatter but it’s trying to minimise that. It’s about having a go…’
The ‘face’ of the 2000 Sydney Olympics Cathy Freeman:
‘There is so much untapped potential in people it’s incredible. The magic lives inside every one of us, despite our environment, our struggles and our doubts.
It takes courage to realise what that magic is, then to actually go out and try to achieve it. It’s the power of loving yourself, I suppose, and giving yourself a chance.’
All taken from In The Zone: How Champions Think and Win Big by Clyde Brolin
Go to amazon to buy a paperback or audio version of Clyde's excellent book 'In the zone' How Champions think and win big.
Go to www.clydebrolin.com to read Clyde's latest blogs on the use of mental rehearsal in sports.
Conceive Believe Achieve
• To stand out from other sales professionals do your due diligence what are your prospects: fears, ambitions, values, doubts and motivators? • Trust has not changed over time. • Social proof is vital, talking value and not cold calling. • Be authentic to help people, promoted at scale. • Personal brand is the vital piece to index ‘trust’. • How do you listen to an earning call on a prospect? • How do you gain consensus across committee people involved in process? • Customer success role and now vital expectation become sales wide and deep, identify new opportunities.
How do gain buy in from senior sales leaders and overcome resistance to change?
• Sales leaders know many activities don’t work as they used to. • They need a new play book. • Need to solve for the future – play to their self-interest. • Adaption is not about age it is about mindset, who get business and integrate the social aspect.
Buyers conduct 70% of their research and qualification before even speak to a sales person. • Sales automation bombarded with poor quality content. • BRING HUMAN BACK INTO THE SALES PROCESS. • Today, marketing is only driving 30% of the total sales leads. • To be successful, sales reps need to have their own lead generation solution to hit quota and achieve sales goals. • However, the traditional long process of sales prospecting and cold calling are limiting sales professionals to efficiently find high quality sales leads. • It wasn’t long ago that cold calling was a necessary sales prospecting technique.
What is social selling?
• Social selling is about leveraging your social network to find the right prospects, build trusted relationships, and ultimately, achieve your sales goals. • Ensure connecting with Right people, Right accounts and deliver Right message. • This sales technique enables better sales lead generation and sales prospecting process and eliminates the need for cold calling. • Building and maintaining relationships is easier within the network that you and your customer trust.
Welcome Dan really appreciate you taking time out of busy schedule can you give us your background and how you came to run empire sales?
Over the years, I have been fortunate to have worked in London, Sydney and now New York with highly talented people at high growth, innovative companies including GE Capital, Thomson Reuters, LinkedIn, Sprinklr and now my own company Empire Selling.
Launching the social selling business unit at LinkedIn, bringing LinkedIn Sales Navigator to market and creating LinkedIn’s profile optimization program for sales professionals ‘Resume to Reputation’ afforded me the opportunity to meet thousands of sales leaders and sellers around the world across all industries.
It was a lot of heavy lifting but was blessed to be recognized by Onalytica Research as one of the leading ‘social selling influencers globally’. My experience as VP Sales at Sprinklr expanded my knowledge from social selling with LinkedIn to social selling and marketing with Twitter, Facebook and other social channels globally, the broader web, video and mobile technologies. Sprinklr is now valued at $1.8bn.
What gets me out of bed every morning? Coaching people to realize their true potential allowing them to provide the best lives for themselves and their loved ones. I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.
10 push backs on your ‘upwards’ negotiation and how to answer effectively .
- We operate inside salary bands and cant move beyond X!
Remember your core objective max income over the next 3 years - accounts and territory vital. Speak to person with the pain not recruiter or HR. They likely to follow rules.
- We don’t offer guarantee periods!
Your objective to mitigate risk, guarantee simple to achieve MBO’s, remember you are a strong brand and the business problem they will be doing all to mitigate risk of you on board ask to see others earnings records.
- How do you deal effectively with external recruiters desperate to close and pressurising you into an “ accept “?
Fair but firm relationship with recruiters. Many are paid only on completion or heavily back loaded on placement. Set boundaries and criteria early and stick to them. Keep returning to them. Resist their undue pressure, particularly end of quarter remember they need you. Don’t take their threats and scarcity tactics.
- How will you be able to act ‘as if’ negotiating on behalf of a best friend whom you want to look after their interests?
Achieve the ideal performance zone state of mind relaxed yet alert. Easy to get emotionally or defensive or response to others approaches like this.
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How do you remain confident and be able to know what is the alternative to negotiated agreement with this potential employer? You have choice, stay focused the fact.
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How do explore alternatives to base salary as appropriate reward?
Sign on bonus, early reviews, access to high potential accounts, intro to key executive sponsors, always trade something even training budgets all alternatives.
- How you will achieve a calm and patient mindset as the negotiations continue? Rather than the I am flattered to be headhunted/in demand?
You don’t get paid what you are worth you get paid what negotiate.
- How do evaluate the monetary reward of all the offers you have - including current role?
Simple on paper/spreadsheet exercise – amazing what happens when out of head and advice to friend.
- How will you ensure you continue to look at the overall big picture of this move and not just the salary/package?
A tightrope balance, not so focused on the salary when others factors vital to daily investment in your career cultures and line manager etc! energy management in the four key Physical. Emotional, Mental and Purpose 'THE performance zone' not time management.
- How do you consider the potential risks and removed as many barriers as possible to ensure you have a successful career moving forward?
All stars lined up - Industry, company, accounts , line manager, cultures, reward system, colleagues – a day in the office ideally want to see your lien manager under pressure – that moment of truth when deal gone done end of quarter you be on receiving end.
Bonus question: - How do you measure the value of softer benefits of new role e.g 1) Working for a great leader & being inspired 2 ) working in an org without lines of hierarchy and being free to make a difference etc 3) power/benefit of home or flexible working ?
True drivers are Daniel Pink, - Autonomy, Mastery and Purpose. Possible to have it all if you have unique, rare talent know what most people under value abilities.
The Mindset of Elite Enterprise Sales Winners:
Conceive
• Think Big – Fearlessly sell 7 and 8 figure deals. • Serve self-interest – Visualise success for customer and self. • Committed – Know they will find a way to win.
Believe
• Confident – 100% ready to disrupt customer thinking. • Bold – Challenge internal and external resources to unlock sale. • Smart – Invest 30% of time on Economic Buyers, not just technology users.
Win
• Adaptive – Tailor dialogue to different buying personas. • Achieve – Drive business value for customer. • Relentless – Use reciprocal networking to close sale.
SELF INTEREST IS BEST SERVED BY SELF-BELIEF
Conceive | Believe | Win
1 Conceive the idea of amplifying own brand internally and with customers. 2 Believe that creating early engagement by targeting Economic Buyers is vital first step. 3 Win annuity deals that are larger and more profitable.
Which of these could have most impact for you in 2019?
You don’t get paid what you are worth, you get paid what you negotiate.
Have an optimal mindset. Deliver your message with accuracy and conviction. Yet have be slightly unreasonable.
Ask for different options - Loyalty bonus, Early review, Training and coaching investment can be used to close the gap of any unmet monetary need of yours.
Start the process by making respectful requests.
You don’t get paid what you are worth, you get paid what you negotiate.
Don’t let this annual salary review be a passive conversation where you accept the standard increase on offer to most employees.
Employees who know how to negotiate and understand the power game, are always over rewarded.
You don’t get paid what you are worth, you get paid what you negotiate. Identify the upper and lower limits of the salary and benefit package you are prepared to accept.
Split this into 3 parts:
A wow offer level. An acceptable level. An unacceptable level.
From being on President club to losing your role in a few weeks.
Can't all be about Performance in Enterprise Sales
Would you re join your company?
Does your line manager deserve to have you as an employee?
“How you act (gravitas), how you speak (communication), and how you look (appearance) count for a lot in determining your leadership presence.”
Sylvia Ann Hewlett, Author Forget a Mentor, Find a Sponsor: The New Way to Fast-Track Your Career
Steps to establishing your Presence:
Your Poise/confidence and grace under pressure Your Decisiveness and showing teeth Your Integrity
Your Brand/Reputation and standing Your Emotional Intelligence Your Vision/Charisma
“The president of the United States gets 100 days to prove himself, you get 90.”
Professor Michael Watkins Harvard Business School – global authority on the first 90 days
Setting out and co-creating your first 90-day plan is still the single most successful way of achieving a positive working relationship. Why do certain individuals get the favourable accounts and leads, and others don’t?
STEP 1
The unwritten/psychological/informal contract with your line manager: What are their own priorities, expectations, beliefs and attitudes? Simple as how often they want updates and in what form.
Managing and agreeing expectations is THE vital step.
Identify the most pressing challenges your potential future line managers are facing. Look to solve these as effectively as possible using your knowledge, expertise and network of resources.
Praise, no need to dive and take the credit, make your line manager look like a star and then ask to be appropriately rewarded.
In preparation for a successful start to your career at a new company or with a new line manager. It is vital that you establish boundaries of the informal contract beyond the contract of employment. It is my observation that two employees at the same level can be treated very differently depending on the relationship they have with their line manager and the start is the best place to establish this.
Be viewed as a premium employee
“You don’t get paid what you are worth, you get paid what you negotiate.”
In my experience most professional employees don’t realise the true value they add to an organisation. When it comes to your next career move always remember you have done a huge amount of work to even get to offer stage, you have earned the right to be appropriately rewarded for that particular job.
Having used the key tools throughout this programme to position yourself as an employee of high potential, the final stage of agreeing terms with your new employer is vital.
You have gone through some rigorous interview stages; you have come to the conclusion that this is the best company for you and one where you are going to be spending a substantial amount of your life over the next few years.
This is a considerable investment for you, so making and taking the time to calmly and confidently plan your negotiation effectively is absolutely critical
Stand out at interview
In preparation for interview identify the main reasons why you are leaving your present organisation. Also clarify your interest in the company you are interviewing with – their products/services, their vision and their culture.
“Prosperity is a great teacher; adversity is greater.” William Hazlitt
Interviewing is still the single most successful way of getting an ideal career move. Why do certain individuals get their ideal jobs and others don’t? Certainly you need to have a level of qualification for a role but quite often a lot of it comes down to the attitude and mindset of a candidate.
There are no straight lines of success in job hunting, everyone has to put in the time and effort.
Being effective at interview takes – preparation, deliberate practice and overcoming adversity.
With these attitudes you too will gain career choice and multiple options. Ensuring that you have a well-developed understanding of how potential employers’ interview is a critical step. The number of times I have seen ‘the perfect candidate’ on paper not perform to their potential at interview is too frequent and disappointing.
Your CV - the best version of you
The aim of your CV is to gain an interview for a specific role or to be socialised within an organisation to other decision makers who would find your profile of potential value.
Taking the time to tailor your CV to a specific role that you’re applying for is vital as it will highlight the areas of your experience that are most relevant to the role. This will increase the probability of being invited in for an interview to showcase yourself in person compared to a general CV.
2 keys areas to think about when constructing your CV:
1 Do you display the behaviours and values aligned to this organisations culture? 2 Are you demonstrating the ability to perform at a high level in the role?
“I don’t know the rules of grammar... If you’re trying to persuade people to do something, or buy something, it seems to me you should use their language, the language they use every day, the language in which they think.“
David Ogilvy - Advertising Pioneer
“If you were made redundant tomorrow, which people would you contact among your existing network? Send them an email today to renew your relationship.”
Reid Hoffman founder of LinkedIn
Linkedin is ‘the’ business tool I use for making new connections and to access business opportunities.
Linkedin has over 15 million members in the UK – that is 80% of UK professionals.
Many of the FTSE 100, large multinational corporations and most leading recruitment companies have invested heavily in Linkedin as their candidate sourcing database.
It is the pathway to opening up the hidden gems in the job market. In my experience the people who get the best jobs are not necessarily the most qualified - they are usually the most connected.
“The ability to learn faster than your competitors may be the only sustainable competitive advantage.”
Leverage each connection by using the WIN/WIN networking™ framework to give your approach structure. When connecting be fully present, give people your full attention do not be distracted, their insights could prove to be career and life enhancing. How will you stay fully focused?
When trust has been built ask these people to introduce you to other influential connections who will be able to produce more business opportunities and job leads for you. See all connections as representing their whole network and their network’s network.
“The ability to learn faster than your competitors may be the only sustainable competitive advantage.” Arie de Geus
Networking: It is not a ‘dark art’ or something you should be overly nervous about. We all network in our everyday lives without giving it the title of networking. Here, though, we are talking developing a structured style that will accelerate your job search success and your career.
Major rethink! 80%+ of job positions are not advertised.
Develop a strategic networking plan to increase the number of job opportunities open to you. Which 10+ people would most accelerate your career now?
Think in terms of their Interests.
Learn how to ask by giving value.
Connect with these decision makers using your network’s network for warm introductions.
The “law of reciprocity “works - be a net giver rather a than a net taker. There is no such thing as failure just feedback.
Keep going, be resilient.
CASE STUDY Deliberate approach to networking - how a proactive candidate created 3 job offers during the last recession.
Matthew had a successful career track record of delivering projects and products on time and to specification. He was planning his next career move. He took the time to understand his key motivations and career pathway,
it become evident that a specific culture would provide the right environment to allow his career to thrive...
You can develop:
The Audacity to believe you can join the top 1% and the Humility to actually do the hard work to overcome challenges along the way.
Use morning rituals to get in peak state of mind for the day mine is: GELPC What am I Grateful for? What am I Excited about? Who do I Love? What am I Proud of? What am I Committed to?
Greatest challenge for enterprise sales is - connecting with Executives.
Relevant dialogue, gain their trust and sponsorship - whilst outflanking your competitors.
We know the pain caused by not having Executive level buy-in: • Deals slip • Revenue targets missed • Loss of face with your senior management
To provide greater insight I wanted to connect with the most accomplished person within my network’s network at engaging with executives, that is Jim Christen.
Based in San Francisco Jim is a technology sales leader who is currently Area Vice President ERP Cloud at Oracle, previously National VP Customer experience Management at SAP.
With 25 years industry experience, Jim has the rare ability to align with Executives and build credible dialogue. He is well recognised for these exceptional skills and typically only shares this refined nuance with a very select audience. Rob Howes had been part of an audience, we were recently able to connect with Jim and discuss his rare and valuable approach to effective executive level interactions.
Thank you, Jim, for taking time out, can we start with:
1) When trying to break into an account - How do you go about preparing and prioritising time before you engage? • Create calendar for weekly activity. • Strategic sales need to prioritise the top 20% of account list. • 3 customer references for storytelling, evidence and proof. • Truth is when it comes to it - Executives want your customer success stories. • They want to know who else are you are working with in the industry and what you have achieved for them. • Researching the organisations by using www.seekingalpha.com • Do the hard work listen to their quarterly earnings calls and presentations. • Attach your solution to one of their corporate priorities.
2) What tactics do you use in the opening email to keep it short and compelling? • Do the work in the day, be ready to send in the evening. • Hit rate much higher after 930pm and before 8am. • Sunday morning best time to send to CEO’s and Executives. • Short title – Time to market 3 sentences: • Whilst researching your company I see where you stated you want to drive …we can help with crashworthiness and light weighting. • We are currently working with company A, B and C and delivering… 24% productivity. Use % rather than dollar amounts. • Who’s the best person on your staff to share these best practices with?
3) Then they will forward that email to the staff member who...
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Seems obvious yet use your customer language.
I used 'integrity' my customer used 'consistency, I then had a choice build rapport or be inflexible. I adapted and chose his language rather than risk resistance.
I used 'ecommerce' customer used 'on-line sales'. I had a choice build rapport or risk resistance. I adapted and chose his language.
Both of these adaptions led to effective pacing and building relationship during the vital - discovery phase of Enterprise deals.
What if you chose next pipeline opportunity to enter your customers world by using their language.
What could you achieve by getting better 1% a day at:
Social selling? Customer engagement? building closer relationships with your colleagues?
MEDDICC was created by Richard Dunkel and Jack Napoli and with their kind permission we publish their model.
• MEDDICC provides the rigour to reduce Sales risk. • Makes political sense if your company has invested in a CRM tool - use it to full effect. • Ideal tool for deal reviews, managing and communicating upwards - taking control of your career.
In my experience the most effective sequencing is IMEDDCC:
Identify Pain
Underlying truth Nobody buys until there is a business problem that needs solving. So start with the annual report and the promises to the shareholders on key future activities.
Objective Identify value drivers that are business critical, operational de-risked and on personal career agenda of stakeholder.
Critical questions • What are the pains in the company, which require you right now? • What main initiatives are ongoing right now? • How are they related to what you are selling? • What extensive research on news sites and the annual report will identify transformational programmes?
Metrics Underlying truth C suite will not buy if they are not able to Quantify & Measure the Potential Gain.
Objective Tie your Technology solution (Software, Cloud, Mobility etc) to strategically important initiatives. Selling a business outcome is what customers will buy. 30% reduction in time to processing an order. £50M savings in OPEX over 3 years.
Critical questions • Why buy? • Why buy now? • Why buy your solution?
Economic Buyer
Underlying truth Powerful buyers are humans first and have bias. They enable sellers who they know, trust, respect and will enhance their self-interest. EB has access to discretionary funds. They can re-allocate budget from one project to yours.
Objective Meet and have dialogue with and influence of.
Critical questions • Do you know the EB? Have you met them? • Have you checked with them the decision criteria and process? • What are their expectations? (ROI? Justification? Metrics? Personal agenda?)
Act like a teenage and think like a dyslexic.
Education and the internet are great equalisers - as Enterprise sales people always learn and adapt.
Focus on the big picture - seek patterns. Be curious - gain multiple reliable sources. Get outside own comfort zone. Treat every customer and every encounter as an opportunity to gather date and learn. Look for industry disruptors to identify market gaps. What are the common themes bubbling under and compare to date you have gathered. Have courage to share your concerns and have healthy debates. Be a modern leader - connect with your team at an emotional level.
My Challenge to you:
How can you apply these insights to your way of working?
Confidence is an earned skill:
Confidence vital for your performance Confidence is a variable per minute, per hour per morning It is a controllable
You must earn the right have it.
Have you studied your customers' key pain points that you can solve?
Have the audacity to believe you can achieve break thought targets and goals, allied with the humility to ACTUALLY do it.
150% Enterprise Sales Mindset:
Do the Do Call high Gain executive sponsorship.
What if you:
Chose to use this awareness the confidence is a skill and applied it to your mindset this week. Held yourself accountable or engaged a coach who could help you achieve more?
Segment by:
1) Checking previous revenue with customer - is there an opportunity for better customer service to be met?
2) What are the REAL drivers and business value of your technology solution?
3) Identify the ‘Pain’:
Identify value drivers that are: Business critical, Operational de-risked Personal career agenda of stakeholder.
• What are the pains in the company, which require you right now?
Know the key Metrics:
Tie your solution (Revenue, People, Process Mindset, Team togetherness) to strategically important initiatives. Selling a business outcome is what customers will buy. 30% increased revenue from Enterprise customers who will renew. £15M growth in OPEX over 3 years.
• Why buy? • Why buy now? • Why buy your solution?
Economic Buyer Influence:
Meet and have dialogue with and influence of.
• Do you know the EB? Have you met them? • Have you checked with them the decision criteria and process? • What are their expectations? (ROI? Justification? Metrics? Personal agenda?)
• How will this investment be financed? • What are the timings for initial order and subsequent programmes? • Who are the key influencers, who will finance, procurement and C suite take their validation from?
Top 1 Gain trusted partner status. 2 Historically those with 2 accounts be 250% of target and those with 75 accounts 70% of their number. 3 Stick with your core skill - relationship building. 4 Be curious enough to add value to your Top 5 prospects. 5 Send emails from your CEO inbox.
6 Send emails after 930pm and before 8am and Sunday morning best time to send to CEO’s and Executives. 7 email format Short title – Time to market 3 sentences: • Whilst researching your company I see where you stated you want to drive …we can help with crashworthiness and light weighting. • We are currently working with company A, B and C and delivering… 24% productivity. Use % rather than dollar amounts. • Who’s the best person on your staff to share these best practices with? 8 Take a campaign approach to prospecting. 9 Prepare a 4-page investment strategy document. 10 Do the hard work listen to their quarterly earnings calls and presentations.
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
Must be good at time blocking. • You must conduct the depth of research - otherwise how are you going to add value to those accounts? • Many technology companies get training wrong, they focus only on features of the products. • Focus on your prospects business issues and provide proof – your customer case studies. • My top strategic sales achievers do not want to know too much about the product. They are focussed on the customer and the relationship.
Be curious enough to add value to your Top 5 prospects
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
Looking back, what advice would give your 21-year-old self in the realm of executive selling?
• Slow down to speed up. • Know who’s on your team. If you know a core weakness of yours is investment strategy get someone to do it. If its crafting message…get other members of the team to do it. • Stick with your core skill - relationship building. Gaining trusted partner status. • Historically those with 2 accounts be 250% of target and those with 75 accounts 70% of their number.
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
How do you build trust with CEO to allow to use inbox – it’s unique?
• Naturally not for the mass email but tailored to the targeted accounts. • I learnt it years ago when I worked for Tom Siebel and he validated it, the results and trust built over time. • Success rate very high. • This approach is very impactful.
How do you manage the communication strategy over 9-18 months to show that milestones are being met?
• Team in place, Business development rep for appointments and sales for follow up. • Been a lot of research that states, you need to engage an executive 6 times in a 30 days period to gain effective influence. • Investment strategy in PowerPoint to adapt and amend. • Send emails from your CEO inbox.
Be curious enough to add value to your Top 5 prospects
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
If not now...then when?
Freddie Flintoff reinvention to become Top Gear host, is a long process of adaption and getting out of his comfort zone.
He has undertaken acting lessons. Presenting lessons and turned hand to stand up comedy.
This is no fluke.
We all need to adapt in enterprise sales, which skills do you need to adapt to excel over the next 3 years?
When is the best time to start...right now.
If not now...then when?
How do you stay curious and focussed enough to join dots yet balance use of time and effort?
• Know your end game. • Google sheet – serves as library of best practice. Research and veto email. • Top 5/10 accounts be curious send this investment strategy document, once a quarter over 3 quarters. • 2 in 3 will hit.
• A campaign approach. • Not a quick hit approach. • People are busy - they want access to value so provide and stay curious. • Listen to their quarterly earnings calls, how changed.
• Get excited about amending your investment strategy document after listening to their quarterly earnings. • Get excited about sending this out to 8/10 executives.
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
How do you bring value to the executive’s network – peer to peer engagement?
• Ask whom they admire not just in their own industry but outside and then connect them. • Example AT&T implement of Salesforce automation because they admired EMC as a well-run sales organisation. • Be consistently curious enough to uncover and make these connections.
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
Have you done much with unsolicited bids?
• Veto email from your top executive officer is key. • Prepare a 4-page investment strategy document. • Be industry rather than company specific. • Core messaging and benefits of your solution. • This can grow over time and become the full-blown executive proposal, to fund the deal.
Answer the following questions to enhance your Executive Selling:
• What if - you applied these insights to your current sales pipeline? • How can you access your curiosity to add value to your top 5 prospects? • What else could you do to secure executive engagement?
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
What process do you go through to ‘excite’ and influence your executive to gain their buy-in?
• Brief your executive on the sizeable opportunities only. • Let them know the monumental impact they can have a sales pipeline. When on strategic sales on sizeable deals. • Help them tell the story have a spokesperson with them to share the customer success stories.
Be curious enough to add value to your Top 5 prospects
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
Do you copy Aby back into email trail?
• No, she can stop progress by telling executive she has it covered. • Go separately back to your executive. • Give her 4 days. • She will need ‘help’ - if 15 technology projects only 3 likely to be funded. • Move yours from 12 to 2. • 2/3 weeks of breaking glass. • She will like you again, when received new priority. • Don’t reach back to executive until compelling.
Answer the following questions to enhance your Executive Selling:
• What insights have you resonated with during this module? • How can you ensure effective execution of this methodology? • What if - you applied these insights to your current sales pipeline?
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
Top 5 summary:
Be curious enough to add value to your Top 5 prospects
• Create calendar for weekly activity. • email Short title – Time to market
3 sentences:
Whilst researching your company I see where you stated you want to drive …we can help with crashworthiness and light weighting. We are currently working with company A, B and C and delivering… 24% productivity. Use % rather than dollar amounts. Who’s the best person on your staff to share these best practices with?
• This allows you to then contact the executive again if no action. It’s a massive crime that many enterprise sales people don’t then loop back upwards – missed opportunity.
• Your message must be tailored to the appropriate group. Put in the hard work listen to earning presentations calls and how they describe, core business driver’s language like how they describe achieving growth of revenue. For example, strong organic revenue growth achieved through expanding volumes. • Show latent opportunity.
Be curious enough to add value to your Top 5 prospects
Answer the following questions to enhance your Executive Selling:
• What insights have you resonated with during this module? • How can you ensure effective execution of this methodology? • What if - you applied these insights to your current sales pipeline?
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
You have gained executive blessing, but staff have not come back to you and could become a blocker, how do you overcome this?
• Ideally want to be assigned to one of their go getters, VP who has the authority to break glass. • Don’t reach back to exec until compelling. • Then thank you for intro here is the feedback can I recommend you speak with my executive. • A short reach out ideally engaged with my CEO. • Give to get. • Worth them finding 30 minutes of their time. • Executives like to inspect.
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
Are you focussed on highlighting where they are missing out latent opportunities to grow?
• Forget blanket mails. • My team has just completed a 2 weeks benchmarking study in what the leaders in your industry are doing. • Who does not want to take that call…?? • $100k worth of complimentary Strategy consulting. • Worth investment of your time. • Give to get.
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
How do you speak their language and when do you present your story?
• Don’t talk how you do it. Talk more about who you are doing it with. • As more companies move to SASS there is a lack of product marketing. • Your message must be tailored to the appropriate group. Put in the hard work listen to earning presentations calls and how they describe, core business driver’s language like how they describe achieving growth of revenue. For example, strong organic revenue growth achieved through expanding volumes. • Every company will state their 3 core priorities - attach to one of these priorities. • 2 sentences to add value to executive needs to be high value content.
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
Should you challenge when referred down?
• High as can to gain the referral. • Do the work over 4/6 weeks. • The referral down requires ability to be able to produce so executive can inspect. • This allows you to then contact the executive again if no action. It’s a massive crime that many enterprise sales people don’t then loop back upwards – missed opportunity. • Executives are very good at netting out the non-relevant and summarising. So, you must be compelling and speak their language. • Summarise so they can inspect.
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
Then they will forward that email to the staff member who can help?
• Executive assistant - you should go speak with say Aby. • Can use this and email Aby - your president said we should connect. • Work must be done before meeting the executive. • Their team needs to be smart and brief the executive effectively. • They will not take a meeting when they know nothing – not happen.
Be curious enough to add value to your Top 5 prospects
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
What tactics do you use in the opening email to keep it short and compelling?
• Do the work in the day, be ready to send in the evening. • Hit rate much higher after 930pm and before 8am. • Sunday morning best time to send to CEO’s and Executives. • Short title – Time to market 3 sentences: • Whilst researching your company I see where you stated you want to drive …we can help with crashworthiness and light weighting. • We are currently working with company A, B and C and delivering… 24% productivity. Use % rather than dollar amounts. • Who’s the best person on your staff to share these best practices with?
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
When trying to break into an account - How do you go about preparing and prioritising time before you engage?
• Create calendar for weekly activity. • Strategic sales need to prioritise the top 20% of account list. • 3 customer references for storytelling, evidence and proof. • Truth is when it comes to it - Executives want your customer success stories. • They want to know who else are you are working with in the industry and what you have achieved for them. • Researching the organisations by seeking Alpha. • Do the hard work listen to their quarterly earnings calls and presentations. • Attach your solution to one of their corporate priorities.
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
Interview with Jim Christen ‘How to engage Executive decision makers’? (Part 1)
Greatest challenge for enterprise sales is - connecting with Executives. Relevant dialogue, gain their trust and sponsorship - whilst outflanking your competitors.
We know the pain caused by not having Executive level buy-in: • Deals slip • Revenue targets missed • Loss of face with your senior management
To provide greater insight I wanted to connect with the most accomplished person within my network’s network at engaging with executives, that is Jim Christen.
Based in San Francisco Jim is a technology sales leader who is currently Area Vice President ERP Cloud at Oracle, previously National VP Customer experience Management at SAP.
With 25 years industry experience, Jim has the rare ability to align with Executives and build credible dialogue. He is well recognised for these exceptional skills and typically only shares this refined nuance with a very select audience.
Rob Howes had been part of an audience, we were recently able to connect with Jim and discuss his rare and valuable approach to effective executive level interactions.
If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at adrian@adrianevans.co.uk
Use morning rituals to get in peak state of mind for the day mine is: GELPC What am I Grateful for? What am I Excited about? Who do I Love? What am I Proud of? What am I Committed to?
Consistent Revenue overachiever private client of mine used a proven enterprise sales methodology to Win a Transformational Deal with Global Bank Customer:
MEDDICC helps turn off your “happy ears” METRICS • Quantify & Measure the Potential Gain ECONOMIC BUYER • EB is the one who has the power to spend DECISION CRITERIA • What are the criteria used to make decision? DECISION PROCESS • What is the decision process for a typical 7 figure+ deal?
IDENTIFY PAIN • Nobody buys until there is a need...
Would love to know your thoughts and questions and will make a podcast for you - contact Adrian@Adrianevans.co.uk
How to identify and achieve 7 figure deal. This interview has brought several specifics questions as audience would like help growing deeper into the detail.
Thank you, Rob, for taking time out to dive in further.
We have 6 questions.
1) In the case study you refer to ‘calling high’ can you tell us a little more about that? -Suffered myopic focus on user technical person, grass root level. -Pains only staying technical – deals slip, smaller in size and some gone away. -EB sponsorship protects the value of the deal.
2) How do you navigate a complex organisation find the EB and ‘call high’? -Research – annual report news brings you line of sight. -Bridge the gap. -Whose is going to gain or lose the most due to your deal.
What do these deals give you in terms of personal satisfaction, beyond the obvious increase in your income?
• Transformational deals are important. To an organisation they are fundamental to their business plan, they impact the customers’ customer - seeing that come to fruition is rewarding. • Rob proud to be part of this type of deal and it leads to continuous improvement.
50% of Enterprise sales is 90% Personal…
If you would like a transcription of this podcast email adrian@adrianevans.co.uk
Just to confirm how do you overcome a highly competitive situation?
• Two tacks to neutralise by finding point of differentiate or find another sponsor more powerful. • A 7-figure deal takes immense effort and consistent focus over a long period of time. Not going to happen overnight. • It’s a process of discovery. (Given we are in a long sales cycle, showing progress is critical to momentum as well as recognition to those involved. The need for milestones and communicating their achievement is vital, throughout the whole process particularly when nearer deal closure.)
If you would like a transcription of this podcast email adrian@adrianevans.co.uk
Thank you, Rob really appreciate your insights, can you summarise most important parts of winning a 7-figure deal?
• Do the difficult and painstaking preparation - this ensures alignment. • Know the key ‘personal’ decision drivers of each of the Economic Buyers. • Have a confident mindset and be an active listener. Understand their business and solve their pressing problems. (Consider the timing and the agenda of your “Economic buyers” - CFO won’t care or engage during financial reporting cycles. Sales Director - won’t engage when finalising a quarter. Get insight into business routines/governance to understand the influence and engagement obstacles of your Economic Buyers.)
If you would like a transcription of this podcast email adrian@adrianevans.co.uk
What if your key competitor already has significant political sponsorship?
• When evaluating a new opportunity - are we aligned? • If not a great fit, consider walking away. • If a great fit then be confident, so worth pushing to diminish the incumbent’s hold. • Change the landscape – use an outflanking/indirect strategy rather than full frontal attack. • Create and sustain your ‘unfair’ advantage. (Maintaining a confident mindset, balanced with active listening vital.)
If you would like a transcription of this podcast email adrian@adrianevans.co.uk
You regularly use the term ‘Own the narrative and language’ what does that involve?
• Command the message. Be prescriptive – Metrics, Why will the client buy? ‘Why will they buy us?’ • Be consistent and weave into the client’s language. Deliver with integrity. (Show the benefit - vested mutual interest/benefit in right outcomes. ) • Bespoke solution hopefully gets confused with an in-house project. • Be consistent and over communicate, they start to quote back your message. (Show them the pain of indecision.)
If you would like a transcription of this podcast email adrian@adrianevans.co.uk If you would like a transcription of this podcast email adrian@adrianevans.co.uk
How do you overcome barriers and resistance to your value proposition?
• Profile each Economic Buyer – move them from naysayers to neutral at least. Red to amber to green. Incremental improvement. (Your finance sponsor needs to know it won’t go over budget - and don’t embarrass me by asking for more CAPEX/OPEX. Build the bridge between board approval versus the user group need.) • Who can see productivity gains/competitive advantage, career progression, internal perception being improved?
• Balance short and long-term revenue - feed the corporate revenue monster, awareness of the opportunity on the plan and the status as it evolves. • Manage your own workload, gain ‘Aircover’, excite your exec.
How do you manage your internal stakeholders?
• Internally can be more complex and difficult as many technology companies have very limited resources. Lots of internal selling. • Create a structured campaign to gain buy in from your line manager, SVP and give physical access to your C level team. (There are competing priorities and resource/budget constraints - so a need for internal influence. Be prepared to sell through - supporting your network in the organisation with the key messages/story/benefits. You need advocates of the vision.) • Your internal stakeholders need to be emotional engaged in the process. All parties excited by the opportunity. • Understanding the personal agendas, of your internal stakeholders is vital to the success of a transformational deal.
If you would like a transcription of this podcast email adrian@adrianevans.co.uk
What do you advise should be the first three steps to gaining ‘executive level sponsorship’?
You need a ‘change agent’ (champion) for a transformational deal, versus someone who wants to hold onto their job for the next quarter. (Your customer-side champion needs coaching, to sell the benefits (not features) of your solution. What support do they need to be able to “sell” in across the key stakeholders in their organisation?) • Step One - Has client bought the vision/ story and agreed a programme/set of milestones. • Step Two - Agree what good looks like. • Step Three – regular RAG (Red, Amber, Green) status.
50% of Enterprise sales is 90% personal…
If you would like a transcription of this podcast email adrian@adrianevans.co.uk
Why is gaining ‘executive level sponsorship’ so vital to a transformational deal?
• Without it you are putting your reputation at risk. With it you validate the hypothesis you’ve created based on your intense research, why you are aligned. • As a rule - Rob not a fan of politics yet acknowledges the need to understand the client’s politics. • Economic buyers want to understand ‘What is in it for me?’ (how will this support my ambitions, corporate influence, political capital, perception within the organisation.) • Position 90% of your message on achieving their Personal agenda use their Fears (Risk), Greed (Opportunity and Leverage) and Ambition (Ego). • Is it going to put their promotion, pay rise or kudos at risk?
If you would like a transcription of this podcast email adrian@adrianevans.co.uk
Where do you start?
• Start at the top. Gain referrals, to enable peer to peer engagement. • Vital you have a confident mindset and actively listen. Establish an informative dialogue, to understand their business and provide a solution to solve their problems. • Creating your own luck and seizing each dialogue opportunity. • Personally, I want to be a peer and trusted advisor. Not a seller of technology. • Vital mindset shift from Selling to solving. (This shift will give you a clear advantage over many of your enterprise sales competitors.)
If you would like a transcription of this podcast email adrian@adrianevans.co.uk
How do you navigate a complex organisation, find the Economic Buyer and ‘call high’?
• Intense research you must find ‘The hook’ – use the annual report, news feeds to bring you ‘line of sight’. • You need to bridge the gap between your current knowledge and the insight required to gain C level dialogue. • Ask yourself – who is going to gain or lose the most due to your deal?
If you would like a transcription of this podcast email adrian@adrianevans.co.uk
You refer to ‘calling high’, can you tell us a more about that?
• In the early part of my sales career, I suffered from myopic focus on the user/technical person and not commercial benefits. As did my peer group. • Over time I realised the pains of only having a relationship with technical function – deals slip, deals became smaller in size and some were lost completely. • A new focus became the Economic Buyer. Gaining executive level sponsorship protects the ‘value’ of the deal.
Boldness to ‘Call high’ and gain Executive level sponsorship.
The greatest challenge I have consistently heard from enterprise sales achievers is - connecting with the C suite. How to have relevant, dialogue, gain trust and ultimately their sponsorship, whilst outflanking your competitors.
We know the pain caused by not having senior level buy-in:
• Deals slip • Revenue targets missed • Loss of face with your senior management • Stress.
The most accomplished person I have observed, first hand at being able to align with the C suite, is Rob Howes.
Rob is an over-achieving enterprise software sales professional, with 25 years industry experience. He is always in the top 2% of sales performers in each company he has operated at. He is well recognised for these exceptional achievements with frequent President awards. A stellar relationship builder and thoroughly decent human being.
I recently interviewed Rob and asked him how he identified and achieved executive sponsorship, that led to high 7-figure enterprise deals.
If you would like a transcription of this podcast email adrian@adrianevans.co.uk
An appropriate message is: Your company is my preferred career option because of the opportunities presented, I would like to ensure that I am appropriately rewarded due to the value I will add in,,, …shaping the operational efficiencies of the business over the next 6/12 months. Additionally I will add organizational wide benefit because of my track record gained in identifying high performing senior level talent. or ,,,shaping the growth strategy/execution in a key market over the next 6/12 months. Additionally I will add organizational wide benefit because of my track record gained in identifying low cost business social media activity that provides superior ROI.
Taken from The Guardian:
In his book, The Luck Factor, published today, he describes "luck school" - a series of exercises to help people improve their luck, which are supported by experimentation and data. Dr Wiseman, a former magician who has published books on lying, ghosts and unmasking psychics, said:
"This is the first extensive research into luck. It shows that luck is vitally important for our success and happiness and presents people with opportunities to experience more good fortune in their lives."
Based on his studies, including psychometric questionnaires, laboratory experiments and extensive interviewing, he has set out four principles that characterise lucky people:
· Maximise chance opportunities.
Lucky people are skilled at: Creating Noticing Acting upon chance opportunities.
They do this in various ways, including networking, adopting a relaxed attitude to life and by being open to new experiences
· Listening to lucky hunches
Lucky people make effective decisions by listening to their intuition and gut feelings.
In addition, they take steps to actively boost their intuitive abilities by, for example, meditating and clearing their mind of other thoughts
· Expect good fortune
Lucky people are certain that the future is going to be full of good fortune.
These expectations become self-fulfilling prophecies by helping lucky people persist in the face of failure, and shape their interactions with others in a positive way
· Turn bad luck to good
Lucky people employ various psychological techniques to cope with, and often even thrive upon, the ill fortune that comes their way.
For example, they spontaneously imagine how things could have been worse, do not dwell on the ill fortune and take control of the situation.
Believe in your potential and those on your life team.
Build a moat around yourself to protect you from the naysayers.
Visualisation - that's only for dreamers and the deluded...
What resources do top performing sports women and men reach for, to aid their confidence and decision making?
I have been lucky enough to meet two Olympic gold medallists. They put their success down to wanting it more than others. Being willing to make decades of sacrifice, relentless daily focus and unbreakable resilience. No mention of ‘natural talent’. One visualised daily to get her the other side, of a career threatening injury. She visualised the time when she has gone to her first Olympics, and had to watch whilst others picked up gold as team GB finished way off the podium. A coach told her that would be her one day, celebrating at top of podium. That image was a reminder. She worked very hard and held her dream, that she would be part of a team than won gold. She did that for 16 years. 16 years. What could you achieve if you worked at YOUR dream (not your line managers or CEO’s dream) for 16 years? I recall speaking with my local newsagent. He has several business interests and always dreamt of owning a Porsche 911. He committed to own one within a year. So, he cut out a picture of the precise black 911, with brown leather seats he desired. He stuck this in his stock room and looked at every opportunity. When doing a rather mundane task like sorting the Sunday papers, he reminded himself why he was doing this. He now owns said car and is planning the next audacious goal. What does the simple act of visualisation do? It brings a focus, it shows your brain what to work on and most importantly what not to work on. In a world, full of others noise – elimination of distraction is vital. It’s a reminder, it revs up your engine of self-belief.
This week I spoke to someone who has a winning idea in the consumer products space. He said I know there is demand for this product, because the last time I did this it was supply that let me down. I have learnt and I am ready now. But I am amazed how many British people respond with a negative – it will never work.
“If such an idea would work, then a large company would have already done it.”
This was also said to James Dyson, surely Hoover would have done that, well I know the fortunes of those two companies are somewhat different today. Confidence is the big gift from visualization, the vital anchor to achieve any goal that is yet to be experienced in your life. It closes the gap from steps 1 and 2 all the way to step 1,007 of your goal journey. We live in an ever more aggressive and cynical world, where there are plenty of naysayers: Live YOUR life and career dreams.
If you have everything to gain and nothing to lose, why not give it a go.
Frequent, short and intense visualisation works! I believe this is something we can all use to achieve more. I dare you to find the way that works to build your possibility of potential, as a suggestion:
• Create a vision board • Use a single image • Draw a mind map • Role model the confidence of someone who has already achieve this goal • Write a message to yourself • Allow your favourite music to get you in the right state • Simply close your eyes and create images of you achieving… • Bring the daily emotions and feeling of the process of success…
As Clyde Brolin in his excellent book” IN THE ZONE” recommends:
Conceive, Believe and Achieve.
No one has a straight line to success.
One of the UK’s most successful Olympians Chris Hoy:
“In general we all underestimate what we’re capable of…A lot of people look at Olympic or world champions and think they are born to be a champion, a different breed…I didn’t stand out from the crowd…Everyone can surprise themselves with what they’re capable of doing.“
If Visualisation is only for dreamers and the deluded call me both…I am 5 days into a 30 day commitment of visualising for 5 minutes each morning on my 2018 goal.
Ask yourself:
• What do people seek my advice on? • What would you do if I knew could not fail? • What human problem needs solving and if I don’t solve, it won’t get solved? • What do I want people to say about me at my funeral? • What do I want to have achieved by the end of career?
We who live in 2018 can take control of our careers and lives.
Whose round is it anyway? I was at a social event last December and a friend of mine and I found each other at the bar. Not unusual.
I said I will get this and Richard said no it’s my turn. Being polite British people we kept this back and forth for about a minute. Then Richard’s wife intervened and said if I know you two then you won’t be only having one drink. So, it does not matter who goes first and make mine a large glass of Chablis.
I think it spoke volumes of our desire to be generous but I then think, we are both equally generous people and can’t wait to catch up and see how each other are and whose is buying is somewhat incidental.
I recall when I work for a large business and Friday lunchtime was standard to go for a drink, many people in the company were happy to stand their round. But one individual never bought a drink, he would happily take and that is the way he was.
Over a period of time people stopped buying him drinks. I think it a universal human trait that we admire generosity and most people like to give but don’t like being taken for a ride. Whilst these may seem like trivial examples there is a science to the subject of human giving and taking – reciprocity. Dr Robert Cialdini has spent nearly four decades of his life studying the subject. He concludes that of the six types of influence, in the Western culture reciprocity has THE dominating effect: “In social psychology, reciprocity is a social rule that says people should repay, in kind, what another person has provided for them; that is, people give back (reciprocate) the kind of treatment they have received from another.” Give strategically ask appropriately A client of mine was becoming frustrated by the lack of opportunity in his organisation, so decided to move on. He is always looking to support other people. This usually involves him connecting two people who could benefit from a mutual introduction. Alternatively, he may offer some valuable insight to help an individual reach a better decision. Either way he is always helping others. So, when it came to the time for him to call in these favours, he gained several prompt introductions to decision makers. This led to him having seven job interviews and finally achieving four job offers. Of course, he is an overachiever at his role but ‘the difference that made the difference’ was his attitude. By investing in others consistently, he did not look needy when it came to asking for support to achieve his next role. His forward actions opened mutual giving and receiving. How many opportunities do you miss because do don’t ask… Adam Grant - the Harvard Organizational psychologist - advises to build relationships strategically. He admires the way serial entrepreneur Adam Rifkin organizes his time. "You don't have to be Mother Teresa or Gandhi to be a giver. You just have to find small ways to add large value to other people's lives." I urge you to invest in giving now so you can take if you need to.
In my experience the keys to asking without looking needy or just like a taker are: 1) Earn the right to ask by giving value first. 2) Be polite with your request. 3) Ask a person who can deliver. 4) Ask with a positive intention but hold it lightly. 5) Ask at different times and in unusual ways. 6) Make it as easy as possible for others to say YES.
Worth asking when you have everything to gain and nothing to lose…
Give strategically ask appropriately
The research and study of human behaviour and influence is an ongoing one for me. In the spirit of appropriately asking, can I request you comment below and share any questions or observations you have on this fascinating subject. Thank you.
We have traits that no computer will ever have the depth of...empathy for fellow humans, creativity understanding.
When trying to effectively influence best to pre-frame a conversation rather than post justify
James Schramko book summary
Core message
Never have only 1 source for your income and wellbeing.
3 sub messages:
• Own the Racecourse not just the race horse • Question everything • Do something once and then scale – particularly with sales and income recurring.
Chapter 1 Personal effectiveness • Not about time its about value a – 10 minutes call max 30 minutes call. • Energy management. • 12 week sprints bumpers only after. • Say No more often. • Block time gets things done. • Only Wednesdays for people. • Purge - less is more.
Recruiter bashing on social media has become a daily occurrence. Whilst I don’t condone poor service in any field, I thought some context might help. And more importantly, how can head-hunters be used effectively, to enhance careers?
First of all let’s deal with the ugly truth. Yes, you are a potential product for them to sell, either now and or in the future. But be pragmatic, you need them to be on your side. Well actually you need the best head-hunters to be on your side…
Many people fall into the trap of thinking that it’s the calibre of the recruitment company that matters most. I would argue that it’s the calibre of the individual head-hunter that counts and this can vary hugely, even within the same business.
Head-hunters walk around with a database in their heads.
Most recruiters handling senior roles have been in the game for a long time. As their experience grows, they typically become more specialised, handling assignments in the same functional area or industry.
Believe it or not, intrinsic to their success is their ability to build long-term relationships with both clients AND candidates.
I recall pitching for a senior role with a world leading premium goods company. I knew who the best three or four candidates would be, before I’d won the business. Of course, I’d do market analysis, but those people had an unfair advantage because I already had an existing relationship with them.
In fact, I’ve placed some candidates three or four times in their career, because I trust them and know that they will deliver. They are typically the first people that I call.
On top of this, 80% of roles are recruited through the ‘hidden’ job market. Often, they’re not even advertised, and instead are filled by a select group of contacts.
Naturally head-hunters have vital access to decision makers. But the very best can actually stimulate brand new opportunities.
A former peer of mine thought a technology business was losing revenue because they didn’t have a security division. He speculatively sent a candidate to meet the MD. This led to a significant fee for him and a dream job for his candidate (who got to set-up a new business unit).
Good recruiters take a long-term view.
I have been lucky enough to work alongside some stellar head-hunters. Here, is an example from one of the best (he’s too modest to be named):
“I heard a whisper that a senior person was looking to return to the UK from overseas. I shortlisted him for a job back in 2010 – his number still in my phone.
He had accepted a C level job and is now back on the look-out having been exited. He is in dispute over the value of his equity.
I have advised him to keep fighting, because I have met several others who were treated the same way by his previous employers. If only he had called me before accepting the job in the first place, I’d have given him some useful advice on their standard approach. “
Contrary to popular belief, head-hunters value their reputations! For instance, before accepting a job many candidates call them to get an independent perspective on their prospective company / manager. The best won’t give you a false steer because they realise that you could be a future candidate or indeed client.
Because hindsight gives you insight.
Always remember that a candidate who may not be right for a job today, may be the perfect fit for something in 2 to 3 years time.
Try not to be dismissive of a recruiter who doesn’t put you forward for a role today. Rather look to build the relationship with them staying mindful of the limits and of the advantages. Know how they can help you and probably more importantly, how can you help them.
I think this is equally true for in-house recruiters who are increasingly mobile in their own careers. The good ones remember ‘well thought of’ people when they move on.
Roger Bannister had an assured belief that a human being was able to run a sub four minute mile.
Interestingly on the actual day of the record attempt May 6th 1954, it was raining and overcast in Oxford. Bannister told his coach Franz Stampfl - I am not going to run because the conditions are too bad.
Stampfl replied that he believed Bannister was capable of running a 3:56 mile. He also said that having been given the chance to break the mile record and not take it, maybe something he would regret for the rest of his life.
After he had achieved this breakthrough many more people quickly achieved this previously impossible milestone.
Bannister’s attitude and mind-set to this challenge was demonstrated clearly when he stated that:
Self-confidence is built over time and a function of the results you have achieved and your emotional state of mind. In my experience the most successful people are able to see the opportunity presented in every challenging situation. By setting career goals, challenges along the way are inevitable but can be overcome.
Those who excel in their performance e.g. Olympic athletes, actors and successful business achievers, have all trained their mind to visualise being a success.
“However ordinary each of us may seem, we are all in some way special and can do things that are extraordinary, perhaps until then even thought impossible.”
Roger Bannister
My goal for this module is to reinvent the way you think about the job market Reposition yourself as a business problem solver not as a job seeker.
Who has the results and has succeeded in the roles you desire? One of my coaching clients (no software sales sector experience but an excellent relationship builder and sales professional) who wanted to work for the global market leader in cloud computing connected with the sales director of a company he wanted to work for and asked him what are the traits and behaviours of your top performers.
Your Personal Brand
Set yourself up for career success - the essential planning phase.
Successfully accessing the ‘hidden’ job market and enjoying your ideal job does not happen by accident. You can design your next career move by deliberate planning, deliberate action and by having the right tools combined with a resourceful and resilient mindset.
Whatever achievements and results you have to date believe that you have the best days and years of your career ahead of you.
Our focus at The Enterprise Sales Club is to seek out and explore how this technologies will impact your future. Our conclusion:
Whilst the technology is an opportunity and Threat, the bigger question is What is your purpose? and does this fit into where you are heading...
Recently attended an Un-conference hosted by Nick Horslen, with thought leaders and a stellar panel of experts, There question for the evening as below:
"Who do you believe? Musk, Gates and Hawking who worry about a future where AI is so dominant that the future is dystopian. Or do you go along with Zuckerberg, Dr Kaku and Kurzweil and believe the future is positive?
No matter what you think, the future is yet to be defined. If you read enough and talk to people about this subject it becomes apparent that negative conclusions are easier to reach and that fear is easily stoked by some."
Our focus at The Enterprise Sales Club is to seek out and explore how this technologies will impact your future. Our conclusion:
Whilst the technology is an opportunity and Threat, the bigger question is What is your purpose? and does this fit into where you are heading...
This unconference wishes to chart a positive path of hope and to demystify some of the issues around AI.
Your successful 2018 salary negotiation:
In my experience most, professional employees don’t realise the true value they add to an organisation.
During your next salary negotiation, remember you have done a huge amount of work throughout the year, you have earned the right to be appropriately rewarded.
Don’t let the annual salary review be a passive conversation where you accept the standard increase on offer to most employees.
Staying at the company is a considerable investment for you, taking the time to calmly and confidently plan your negotiation effectively is critical.
Start from a well defined plan...
How would you handle a career shift...
Best to be prepared. Create a Winning Start to Your Next Role
How dreaming helped Michael Phelps and Lewis Hamilton and other sport legends reach their goals…
How to gain a champions mindset to achieve your sales and career goals.
Radio 2's Chris Evans says:
"This is a good, good book and it gets better the more you dive in."
Conceive Believe Achieve
To purchase the book go to:
https://www.amazon.co.uk/Zone-How-Champions-Think-Win/dp/1911274554
