We limit our sales consulting assignments to industries engaged in high-activity B2B selling and they generally have thousands if not tens of thousands of interesting prospects to chase down and sell.
We are focused on lining up the right people and skill set with the required tasks that will lead to the desired outcome. Sounds simple, but it has been our experience that organizations corrupt the simplicity through an amazing amount of non-core work for the sales representative, and at the top of that list is continued contact and responsibility for customers/clients.
You may call it relationship management or customer service or up-selling. Regardless of the name you give to this non-core sales work, it ultimately results in a sub-optimal model. If I can use a sports analogy to better illustrate; you are building a baseball team of utility infielders rather than best-in-class position players. To complete the analogy, those position players in your world should be hunter-type sales representatives, that get up every morning and exclusively look to sell new customers, and separate from that group are relationship managers who are responsible for serving your customers, while developing deeper relationships inside the customer’s organization.
We limit our engagements to companies competing in the B2B space, selling short sales-cycle products or services to a large universe of prospects.
See if you qualify.
While serving as President and CEO of Official Payments, I hired Mark to drive our conversion to a hunter sales organization. We went from a well-intended group of people wearing many hats to a focused organization that leveraged each person's best attributes. He enabled us to both increase new sales and improve the growth and satisfaction of our existing customer base, all with minimal disruption. He further expanded our sales capacity by quickly leveraging targeted appointment setting and a de novo outbound sales team. Mark is a good judge of talent, a uniquely gifted presenter, and a results-oriented leader. I strongly recommend Mark and Fleet Selling to anyone looking for a fast path to sales improvement.
Mark is the best fleet sales person I have ever worked with. We teamed up to promote fleet cards to oil company portfolios as my agency provided the marketing and communications. We learned from Mark about relevant messages for various audiences, and how to best support the sales team that was closing the deals. Great energy, great ideas – and no tolerance for not putting the customer first.
I attended Mark’s sales training class in 2010 when I was brand new to the industry. It was perfect timing. My sales folks and I left Mark’s session with practical, immediately applicable information and a methodology to help us become more successful selling fleet card services. Thanks Mark!
When I think about working alongside of Mark Lavin, I am reminded of a quote by - Zig Ziglar.
“You can get everything in life you want if you will just help enough other people get what they want.”
I will tell you Mark walks the walk. The best way to uncover and close the sale is having the ability to uncover the need. Mark has mastered the skill of finding the path to achieve a Win-Win.