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Vocabulary 1

Rising to the challenge

Customer interaction

Company presentation

Presentation and rapport

The sales pitch

Storytelling

Meeting prep

skills

Make a sale

Target

Salespeople

Sale

Aggressors

Socializers

Narrators

Storytellers

Focusers

Consultants

Experts

Closers

Salespeople know how tough it can be to turn a conversation into a deal. Only 9.1% of meetings result in a sale, and just 1 out of every 250 salespeople exceed their targets. What they don't know is why. Lynette Riles and Anne Davies observed hundreds of live sales meetings in search of a solution. They rated salespeople on their ability to secure next steps, close to the next stage of a deal, or make a sale. Patterns began to emerge in the deployment of certain skills, and the result is 8 sales archetypes. Unfortunately, only 3 of them are consistently effective, accounting for 37% of all salespeople. Out of the 23 sales skills tested, only 7 had a significant impact on success. The most effective salespeople, only 9%, are so skilled and well-rounded in all seven areas that Riles and Davies called them experts. Another 13% are called closers. Their smooth-talking style often lands big deals, but can also be off-putting to customers. 15% fall into the category of consultants, showing good listening and problem-solving skills, but not quite pushing sales to their full potential.

And then there's the other 63%, the sales archetypes who are much less effective. Storytellers are customer-focused and love case studies, but tend to talk your ear off. This tendency can be balanced out by always having a focused meeting agenda. Focusers know the products and features down to the tiniest detail, but lack people skills to really hear customer needs. They need to work on their listening skills so they can tailor their pitch to each customer. Narrators are well-informed, but hate straying from their prepared scripts. They rely heavily on marketing materials and come up short when asked challenging questions. They need practice improvising. Aggressors are all about price negotiations. They do their prep work, but their approach is overly combative. They need to become more self-aware so they don't alienate the people they're trying to sell to. Finally, socializers make friends instead of deals. They need guidance on how to transition from chit-chat into sales mode. If sales managers can identify these strengths and weaknesses in their salespeople and encourage their experts to mentor the others, maybe more meetings will result in new deals.

Environment

Leader

Leadership

The responsibility of leadership is not to drive results. The responsibility of leadership is to create an environment in which people feel that they can be themselves, in which people feel that they can do their work to advance the cause. There's not a leader on the planet who's responsible for the results. We're responsible for the people who are responsible for the results, and it's an entirely different skill set. And the problem is, it's too many companies. We teach people how to do the job. If you're an accountant, you go get an extra degree so you can be a good accountant. And when people join our companies, we teach them how to use the computer systems, we teach them the sales, we teach them the product. We give them tons of training at the beginning, and then we promote them to a position of leadership, and we give them no training whatsoever. No or minimal training, one off-site, congratulations, you're a leader. We had a couple of speakers on the stage, you're a leader now. So that's why we get managers and not leaders, because we don't teach people the skills of leadership. Leaders are not responsible for the results, leaders are responsible for the people who are responsible for the results.

enterprise

ally

Hub

Worldwide

investment

Over the last 300 years, Northern region has been more important for the world than the Bajio, one of the most dynamic regions worldwide. There are 12 powerful reasons that consolidate the Bajio as the best region in Latin America. One, the Bajio has the best aeronautical cluster in Latin America. It is positioned as one of the top 10 regions with larger aeronautical investment worldwide. Two, it's the leading exporter of automobiles in Latin America and the fourth worldwide. With more than 10 assemblers and 800 supply companies, this is the most competitive hub in Latin America. Three, this is the neurotic point of global enterprises in Latin America with more than 4,000 international companies coming from 80 different countries. Four, it is the leading pharmaceutical product exporter in Latin America as well as one of the largest agro-industrial exporters in Mexico. Five, the FDI considers it as the third area in the world with the best logistics potential. This is the operation center for large companies. Six, the Bajio has more than 100 research centers, 200 universities and more than 100 training centers, positioning itself as an emerging leader of the 4.0 industry.

Seven, the Bajio has more than 146 specialized industrial parks. It is the largest industrial corridor in Latin America. Eight, the capital cities of the Bajio have the highest standard of life quality in Mexico. Nine, the Bajio is considered the colonial capital of America with five world heritage sites, 10 historic downtowns and 19 magical towns. Ten, the region has more than 30 professional golf courses and six unique polo fields which creates one of the best leisure circuits. Eleven, it is the leader of business tourism with more than 11 congress and convention centers and it's the host of international events. Twelve, it has an impressive wine corridor with more than 76 vineyards, houses and wine projects. These are the reasons why the great Bajio reaches the highest standards to become the best ally of any project in the world.

receivables

Managing

Firms

Wholesale

Firm Una firma es un negocio con fines de lucro que generalmente es una sociedad que proporciona servicios profesionales. Las firmas pueden operar en una o más industrias y utilizar recursos naturales, capital o relacionados con las personas para generar éxito.Company Una compañía es un negocio que vende bienes y/o servicios con fines de lucro. Las compañías incluyen todas las estructuras y oficios comerciales.Enterprise Una empresa es una firma o una combinación de firmas que se dedica a actividades económicas en múltiples industrias. Las empresas son entidades legales que tienen el derecho de realizar negocios por sí mismas, como firmar contratos, poseer propiedades y establecer cuentas bancarias.

What is the difference between a direct and an indirect distribution channel? After a firm makes its products, it must find an efficient way to deliver them to a retail store or customer's home. Distribution channels fill that role. Firms organize and manage direct distribution channels themselves. This entails warehouses, logistics systems, trucks, drivers, and usually a significant capital investment as well. Managing these components can be difficult, but direct distribution allows the manufacturer to better connect with customers. Once everything is in place, the direct channel is usually shorter and less costly. Firms that use indirect distribution channels need intermediaries to do the work. This is what's known as wholesale distribution. Indirect channels force firms to trust others to care for their products and interact with their customers. Indirect channels remove startup costs, and they are simpler to manage. The best logistics companies are experts at delivering receivables. Manufacturers usually are not.