{"id":11543,"date":"2013-09-23T20:53:37","date_gmt":"2013-09-24T01:53:37","guid":{"rendered":"http:\/\/www.charanis.com\/blog\/?p=11543"},"modified":"2014-04-03T20:54:38","modified_gmt":"2014-04-04T01:54:38","slug":"25-years-of-sales-training-leadership-and-motivation","status":"publish","type":"post","link":"https:\/\/www.charanis.com\/blog\/2013\/09\/23\/25-years-of-sales-training-leadership-and-motivation\/","title":{"rendered":"25 Years of Sales Training, Leadership and Motivation"},"content":{"rendered":"<p>25 years of sales training and motivation. What&#8217;s in your library?<br \/>\n<a href=\"https:\/\/i0.wp.com\/charanis.com\/blog\/wp-content\/uploads\/2013\/09\/20130929-164817.jpg\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" class=\"size-full alignright\" alt=\"20130929-164817.jpg\" src=\"https:\/\/i0.wp.com\/charanis.com\/blog\/wp-content\/uploads\/2013\/09\/20130929-164817.jpg?resize=300%2C225\" width=\"300\" height=\"225\" \/><\/a><br \/>\nDistilled all down to a quality approach to consultative selling as follows:<\/p>\n<ul>\n<li>Research &amp; Engagement: Relationship Strategy<\/li>\n<li>Discovery &amp; Strategy: Why Do Something?<\/li>\n<li>Opportunity &amp; Hypothesis: Why Now?<\/li>\n<li>Development &amp; Vision, Evaluation Plan,<\/li>\n<li>Need Payoff: Why AirWatch?<\/li>\n<li>Negotiation, Partner &amp; Competitor Strategy<\/li>\n<li>Value Validation<\/li>\n<\/ul>\n<p>I believe in collaborative selling &#8211; generally I build teams as needed:<\/p>\n<ul>\n<li>Inside Sales, Field Sales, Sales Engineering, Support Teams<\/li>\n<li>Team Structure &amp; Success In the Target Market<\/li>\n<li>Inside Start to Finish, Inside Supporting Field, Major Accounts<\/li>\n<li>Market Segmentation &#8211; same in all verticals, unique success or adjustments in various areas<\/li>\n<li>Analytics, Sales Support Teams &#8211; Gap Analysis, Proposals, ROI<\/li>\n<li>Target Buyers, Key Metrics, Value Proposition<\/li>\n<li>Partnering &#8211; Adjacencies, Consultants, Associations, Alliances<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>25 years of sales training and motivation. What&#8217;s in your library? Distilled all down to a quality approach to consultative selling as follows: Research &amp; Engagement: Relationship Strategy Discovery &amp; Strategy: Why Do Something? Opportunity &amp; Hypothesis: Why Now? Development&hellip; <\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[2],"tags":[],"class_list":["post-11543","post","type-post","status-publish","format-standard","hentry","category-thoughts"],"jetpack_featured_media_url":"","jetpack_shortlink":"https:\/\/wp.me\/p3mX8K-30b","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":24139,"url":"https:\/\/www.charanis.com\/blog\/2015\/01\/23\/new-gig-aci-worldwide\/","url_meta":{"origin":11543,"position":0},"title":"New Gig &#8211; ACI Worldwide &#8211; Farewell TIS","author":"Jimmyc","date":"January 23, 2015","format":false,"excerpt":"So this is my last day at TIS (though I'm on Vacation) and my journey starts with ACI tomorrow morning with \"Challenger Training\" - then a week of sessions and keynotes and parties at the ACI Worldwide International Sales Conference. \u00a0Big changes for me - going from a small, almost\u2026","rel":"","context":"In &quot;leadership&quot;","block_context":{"text":"leadership","link":"https:\/\/www.charanis.com\/blog\/category\/leadership\/"},"img":{"alt_text":"Kotel","src":"https:\/\/i0.wp.com\/www.charanis.com\/blog\/wp-content\/uploads\/2015\/01\/Isaac-and-Me-under-the-wall1.jpg?fit=640%2C480&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.charanis.com\/blog\/wp-content\/uploads\/2015\/01\/Isaac-and-Me-under-the-wall1.jpg?fit=640%2C480&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.charanis.com\/blog\/wp-content\/uploads\/2015\/01\/Isaac-and-Me-under-the-wall1.jpg?fit=640%2C480&ssl=1&resize=525%2C300 1.5x"},"classes":[]},{"id":22990,"url":"https:\/\/www.charanis.com\/blog\/2014\/10\/25\/about-me-new-online-biography\/","url_meta":{"origin":11543,"position":1},"title":"About.me &#8211; new online biography","author":"Jimmyc","date":"October 25, 2014","format":false,"excerpt":"So I've seen About.me in a few situations, usually among the people in my professional graph that are creative and technical. \u00a0I finally put one together and it was an interesting exercise. I tried to take a different approach - more work-life integration, who I am as a person in\u2026","rel":"","context":"In &quot;family&quot;","block_context":{"text":"family","link":"https:\/\/www.charanis.com\/blog\/category\/family\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.charanis.com\/blog\/wp-content\/uploads\/2013\/08\/jim-mtn1.jpg?fit=1200%2C900&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.charanis.com\/blog\/wp-content\/uploads\/2013\/08\/jim-mtn1.jpg?fit=1200%2C900&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.charanis.com\/blog\/wp-content\/uploads\/2013\/08\/jim-mtn1.jpg?fit=1200%2C900&ssl=1&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/www.charanis.com\/blog\/wp-content\/uploads\/2013\/08\/jim-mtn1.jpg?fit=1200%2C900&ssl=1&resize=700%2C400 2x, https:\/\/i0.wp.com\/www.charanis.com\/blog\/wp-content\/uploads\/2013\/08\/jim-mtn1.jpg?fit=1200%2C900&ssl=1&resize=1050%2C600 3x"},"classes":[]},{"id":26869,"url":"https:\/\/www.charanis.com\/blog\/2015\/12\/26\/trends-and-the-shift-in-retail-banking-sales-and-investments\/","url_meta":{"origin":11543,"position":2},"title":"Trends and the Shift in retail banking: Sales and Investments","author":"Jimmyc","date":"December 26, 2015","format":false,"excerpt":"The retail banking market has come out of the financial crisis with a new outlook on how to engage new customers and how to retain and cross sell others. \u00a0The shift to omni-channel, multi-channel whatever is something that has been happening for a while now but its largely focused on\u2026","rel":"","context":"In &quot;Banking Tech&quot;","block_context":{"text":"Banking Tech","link":"https:\/\/www.charanis.com\/blog\/category\/banking-tech\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":596,"url":"https:\/\/www.charanis.com\/blog\/2013\/12\/03\/a-few-tidbits-ebay-simplifies-storefronts-snapchat-turns-down-3billion-amazon-com-and-drones-and-we-will-all-print-in-3d-someday\/","url_meta":{"origin":11543,"position":3},"title":"A few tidbits &#8211; #eBay simplifies Storefronts, #Snapchat turns down $3Billion, #Amazon.com and Drones &#8211; and we will all print in 3D someday","author":"Jimmyc","date":"December 3, 2013","format":false,"excerpt":"Interesting article about how Ebay is looking to go the other direction - physical storefronts to expand a company's digital footprint. \u00a0The company has always been helping businesses to connect with customers but this is a great example of expanding horizontally. \u00a0Its very different from Amazon who wants to build\u2026","rel":"","context":"In &quot;technology&quot;","block_context":{"text":"technology","link":"https:\/\/www.charanis.com\/blog\/category\/technology\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":28982,"url":"https:\/\/www.charanis.com\/blog\/2019\/01\/20\/iot-mobile-create-cyborgs-of-traditional-bank-branch-atm-self-service-beasts\/","url_meta":{"origin":11543,"position":4},"title":"IOT, Mobile Create Cyborgs of Traditional Bank Branch &#038; ATM Self-Service Beasts","author":"Jimmyc","date":"January 20, 2019","format":false,"excerpt":"I know, I just mixed a metaphor - and I used a simile for a branch acting like a person. Grammar be damned - the things bankers are doing these days with mobile in the branch just make me think of this ugly bionic man with all kinds of weird\u2026","rel":"","context":"In &quot;Banking Tech&quot;","block_context":{"text":"Banking Tech","link":"https:\/\/www.charanis.com\/blog\/category\/banking-tech\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":29007,"url":"https:\/\/www.charanis.com\/blog\/2019\/06\/21\/software-30-years-1-trillion\/","url_meta":{"origin":11543,"position":5},"title":"Software 30 years $1 Trillion","author":"Jimmyc","date":"June 21, 2019","format":false,"excerpt":"Reflecting on the recent FIS and Fiserv acquisitions and the enormity of these companies now! Then I reflected on Microsoft and the fact that both will still have less than 10% of its market cap after the acquisitions.\u00a0 30 years ago, most people didn\u2019t know what software was - IBM\u2026","rel":"","context":"In &quot;Thoughts&quot;","block_context":{"text":"Thoughts","link":"https:\/\/www.charanis.com\/blog\/category\/thoughts\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_likes_enabled":true,"_links":{"self":[{"href":"https:\/\/www.charanis.com\/blog\/wp-json\/wp\/v2\/posts\/11543","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.charanis.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.charanis.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.charanis.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.charanis.com\/blog\/wp-json\/wp\/v2\/comments?post=11543"}],"version-history":[{"count":1,"href":"https:\/\/www.charanis.com\/blog\/wp-json\/wp\/v2\/posts\/11543\/revisions"}],"predecessor-version":[{"id":11545,"href":"https:\/\/www.charanis.com\/blog\/wp-json\/wp\/v2\/posts\/11543\/revisions\/11545"}],"wp:attachment":[{"href":"https:\/\/www.charanis.com\/blog\/wp-json\/wp\/v2\/media?parent=11543"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.charanis.com\/blog\/wp-json\/wp\/v2\/categories?post=11543"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.charanis.com\/blog\/wp-json\/wp\/v2\/tags?post=11543"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}