are you struggling to get your team to hit sales targets consistently I want to introduce you to Dustin Phillips an executive sales leader we work with who took his team from middle of the pack to the number one team with 100% of his team hitting over 100% Dakota at a billion doll organization keep watching and enjoy hey what's going on Marcus Chan here I'm excited I got Dustin Phillips he's been an absolute stud leader Dustin do you want to introduce yourself about who you are and what you do yeah I'm Dustin Phillips I'm a sales
leader in the tech space so what was some of the challenges you were running into before we start working together yeah I think a lot of the challenges were you get sales enablement from all walks of life it doesn't take you can scroll on LinkedIn for three minutes and you'll get 50 different sales tips and I think a lot of it is maybe overly complex and one thing that really helped me when working with you is really the Simplicity of being able to frame and Center your sales process around your C customer and just being
human was I think a really important step for my team to be able to take that led to a lot of incredible results dude I love that some leaders they say I'm just going to I guess I'll just do sales enablement or here's these 50 tips on LinkedIn let me just fired off to my team why even get help to begin with I think anybody should always look to get better and improve and be the absolute best in what they do especially today in this age of AI and there's so many different options out there
you have to be really on top of your game so it's really important to you do whatever it takes that it's going to give you an edge and be the absolute best in what you do to beat out your competition and to beat out your peers and not only that think of your buyers and all the things that they're dealing with if you want to be so valuable to them that you do become that priority right I think that's the biggest thing is we're battling for a lot of bandwidth and mind share and people are
really spreading in these things helpful you you're so spawn our buyers they expect so much more and they want a true trusted advisor to actually help them make their business better they don't want just another Bender they want some was above that right as you looking at different people for you know training and coaching there's a lot of people out there what made you say yes to working with us yeah I just think the approach was a little bit different from what I've seen it was really important and I'm pretty sure that you pointed this
out that when someone is doing Discovery like definitely distinguishing like hey you want to be a human and you don't want it to be an interrogation right you really have to soften it up especially first you really have to be there and be an advisor and sometimes I feel like in your tone of voice like you slow things down to make it easy and simple for people and I think we're definitely living in this sort of day and age where the more simple you keep it for the buyer the more they will buy from you
right like we're living the age of smartphones and Amazon so people buy when it's easy and simple and they can clearly see that we're able to solve their problem if we over complicate it or make it too complex or ask them too many sort of invasive questions up front that make it uncomfortable for them that's friction that we as salese are creating in the sales process that we just don't need now that being said once you get further along in the process you start to involve those other stakeholders then you're going to have the permission
to ask some of these deeper level questions that are going to get the information that you're going to need to be able to put together a really powerful you know proposal for them but I think where a lot of sales people go wrong and I've seen some posts on them lately is they're trying to do all of this deep Discovery upfront while it's important to do Discovery no sort of prospect raises their hand saying I can't wait to be discovered right they want to make sure their problem solved in the beginning they're going to be
a little bit guarded and it's our job to have them let their guard down a little bit I think you do a really nice job of coaching how to be able to do that D I love that and for you with your team right how long does it take for you guys to see any type of result yeah it was pretty quick I think just helping coach my team on some of the concepts it was almost instantaneous some of the team that I was working with it was a very transactional sale so being able to
do some of the discovery early on create the compelling Roi and proposal for them by finding that sort of impact and understanding what it means to the business and being able to take that and turn that into a deal was pretty fast I would say within 30 days we were able to see some great results when you helped your team achieve these amazing things hitting Achievers club right they're making more money they made before they're attracting more opportunities how did that make you feel as a leader to be able to have a hand on their
success it was great it felt great for them to be able to achieve that Accolade and seeing a lot of their success yeah it was amazing I love that where do you think you would be if you hadn't taken action to start working with us good question I think we still would have done okay but maybe not have this sort of high level of success right that we were able to have because I really do think like it's important to just be 100% on top of your game because it's a very competitive world out there
you're competing internally with a lot of your peers as as sales leaders and managers and you're also competing externally with your competition I think one way to separate yourself is just make sure if you're doing the absolute best job in Discovery and convincing your prospect that your solution is the best fit to be able to solve their challenge that's what wins against competition above anything else it's not who has the best fud about the other right and I think at when you're competing against someone I think it's important sometimes to say to even understand the
fud that they might be saying but never speak poorly about your competition it's all about how can you do the best job with your customer creting that Rapport and relationship and doing the best discovery that will ultimately lead to them tying you and your solution to be able to say we have to go with them right to be able to say we have to go with Dustin and his team to be able to help solve our problem there the other options don't even come close for them to jump to that conclusion so I think that's
very important D I love that say if there was someone the fence because some teams out there they don't want to invest into their teams they don't want to make them like oh free content they they'll figure it out right right what would you say to someone like that just do it figure out like what that return on investment is going to look like you know if you're able to really impact your earnings your team's earnings and if you're really on top of your game that's going to make you number one that's going to make
your team the best team what would that be worth to you so understand that outcome that you're trying to really drive and if you do nothing where you keep doing the same thing you're going to keep getting the same results so you got to find ways to do do different things that are going to help you hit that next level of growth and get those next results if you enjoyed this interview and you are interested in getting your team train with the skills to not just hit but exceed your sales targets go ahead and book
A Time below where anywhere s page and we'll see if we can help your team as well thank you so much for watching
