The Modern Selling Podcast
Mario Martinez Jr
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Strategies for Complex Sales Environments
If you're feeling frustrated by the long sales cycle and struggling to convince potential clients of the value of your complex solution, then you are not alone! Many sales leaders are facing the challenge of helping their sales teams navigate this complex environment and close deals effectively. Unexpected twist: Imagine a sales leader who's also a reserve deputy and a private pilot! Sounds like a character straight out of a movie, right? But this leader is real, and his insights are just as thrilling as his adventures. Want to know more about his unique approach to sales? Stay tuned to discover the unexpected secrets of this extraordinary sales leader's journey. Overcoming Complex Sales Environment Challenges Overcoming challenges in a complex sales environment involves understanding outcome-based desires and offering integrated solutions. Identifying and engaging with various buying influencers, such as economic buyers and technical influencers, is crucial for closing deals successfully. Navigating through gatekeepers to access key decision-makers requires earning trust and guidance for progress in the sales process. This is Stephen Kowal's story: Stephen Kowal's journey into effective sales leadership strategies is a captivating story of transition and passion. After spending 35 years in sales, including a significant tenure at a Fortune 500 company, Stephen's life took an unexpected turn during the pandemic. Moving his family to Montana, he initially thought he was done with selling. However, the allure of a remarkable company, Nextivity, reignited his passion. Nextivity's innovative technology and the potential to make a substantial impact in the industry drew Stephen back in from what he humorously refers to as a "midlife sabbatical." His enthusiasm for the company's work is palpable, and his dedication to the role shines through as he describes their solutions for enhancing cellular coverage in buildings. Stephen's story is one of resilience, adaptation, and an unwavering commitment to driving positive change, making him a truly inspiring figure in the world of sales leadership. I view change as excitement. I hire people that view changes as excitement. - Stephen Kowal With over 35 years in sales, Stephen Kowal, the chief commercial officer at nextivity, boasts a wealth of experience in driving sales team performance and navigating complex sales environments. His impressive background includes leading a large sales team at a Fortune 500 company and making a significant impact in the telecommunications industry. Beyond his professional achievements, Stephen's passion for adventure, including being an Ironman and a reserve deputy in Montana, adds a unique and dynamic perspective to his expertise. As a guest, his insights promise to offer a refreshing blend of practical wisdom and real-world experience in sales leadership strategies. In this episode, you will be able to: Master effective sales leadership strategies that can transform your team's performance and drive unprecedented growth. Discover the key elements of building a successful channel sales model that can exponentially expand your reach and revenue. Overcome the most complex challenges in the sales environment and emerge victorious with powerful strategies and insights. Uncover the undeniable importance of sales methodology training and how it can revolutionize your team's approach to closing deals. Learn how to motivate your sales teams to consistently achieve and exceed their quotas, fostering a culture of success and high performance. The key moments in this episode are: 00:00:00 - Importance of Alignment and Delegation 00:01:00 - Background and Role of Stephen Kowal 00:03:19 - Collaborating with Major Carriers 00:06:28 - Evolving Sales Strategies in Complex Solution Selling 00:11:48 - Importance of Establishing a Coach 00:13:18 - Understanding the Personal Lens in Sales Pi
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