11 Proven Rules for Sales Success

Author:

Operatix

11 Proven Rules for Sales Success

Author:

Reading Time: 3 minutes

11 Proven Rules for Sales Success

Lead Generation for B2B Software Companies

Operatix

A great article from Brent Gleeson on rules he has implemented from the Navy SEALs for sales success.

After leaving the Navy SEAL Teams, I went to grad school, met my business partner, and we started our first company. The housing market was booming, so we created a vertical search engine for finding new homes and condos. Then the bubble burst. I should have listened to my economics professor.

Diversification was needed, and needed fast. We learned so much about digital marketing while building that company that we decided to say “yes” to the question, “Do you guys also offer marketing services?” We borrowed money from that business to start the new business, gave those shareholders equal shares in the new company, and Internet Marketing Inc. was born.

As a motivational speaker, most of what I present in my keynote presentations is based on principles I learned in SEAL training and combat, which we have applied in growing our digital-marketing agency.

Based mostly on learning from failure, here are 15 rules for achieving success in your personal and professional life.

  1. Get comfortable being uncomfortable. Get outside your comfort zone on a regular basis. The more you do, the wider that area becomes. Things that used to seem impossible can become part of your everyday life.
  2. Never quit. Unless you’re doing something you should stop doing. Just because something doesn’t work out the first time doesn’t mean there isn’t a different approach or a better way to do it. We used to say in the Teams, “Plan your dive and dive your plan.” Don’t change course just because you face obstacles.
  3. Know the difference between preparation and planning. Plans are great and essential for success. But preparation and execution are what gets it done. As General Patton once said, “A good plan executed violently today is far better than a great plan tomorrow.”
  4. Eat the elephant one bite at a time. Setting and achieving lofty goals is great. But those big, far-reaching goals mean nothing without a series of more near-term strategic achievable goals and milestone set along that path to the achievement of the larger goal. Break the big goals into bite-size chunks, making them less daunting and more achievable.
  5. Never stop moving forward. One of my favorite quotes from Martin Luther King Jr. says, “If you can’t fly, you run; if you can’t run, you walk; and if you can’t walk, you crawl. But no matter what, you keep moving forward.” If you are not focusing on improving your life and career every day, things will stagnate. If you aren’t always trying to improve, then what’s the point?
  6. Measure everything that is important. If you aren’t measuring the success of your activities, there isn’t much chance they will thrive. But if you do, there is little chance they won’t improve.
  7. Manage everything that is important. I don’t know how many times I’ve set something on cruise control to focus on other initiatives only to circle back later to find things either in shambles or with zero progress. It doesn’t have to be you, but someone needs to be actively managing the important aspects of your business or life.
  8. Know that life isn’t fair. I’ve been in combat, lost brothers, spent years as a single dad while trying to lead a company, gone through costly divorce, battled to maintain much needed full custody of my son, and worked hard to recover from inevitable business mistakes. But God doesn’t put us in situations we can’t handle. He blessed me with the most amazing wife who saved my life. And she blessed us with a beautiful baby girl. Then she was born with a birth defect and spent a month in the neonatal intensive care unit. That’s life. As long as you take every day knowing things aren’t fair, you’ll be just fine. Never be out of the fight.
  9. Laugh when you would rather cry. There is always a reason to smile, especially when you are leading a team. Positivity and calmness are contagious. As is panic. Decide what type of environment you want to promote. Lead by example.
  10. Know the difference between skill and success. The world is full of highly skilled people or teams that fall short of achieving true success. In SEAL training, often it was the most elite athletes who were the first to quit. Although they had the physicality, they lacked the mental fortitude to compete and win at that level. They lacked the ability to adapt. We have to be able to bridge the gap between skill and applying that skill to achieving goals.
  11. Surround yourself with subject-matter experts. And then take credit for all of their work. Just joking! I would never be where I am today without my wife, business partners, advisers, and our amazing team. I am the least important person at my company. As soon as I realized that, I knew how to get out of the way.

These are just some of the things I have learned along the way. There will be many more lessons to come.

Contact information

Brent Gleeson
Co-founder, CMO
Internet Marketing Inc.

www.brentgleesonspeaker.com.

About Operatix

Operatix is a Sales Acceleration company specialized in supporting B2B Software vendors to identify new revenue streams, increase qualified sales pipeline, and accelerate channel development across Europe and North America. Operatix has a wealth of experience in working with the biggest tech players worldwide as well as a multitude of emerging software vendors.

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Channel Transformation

Digital transformation is changing how companies buy and use business solutions, making vendors re-assess the capabilities of their channel ecosystem. With channel dynamics in constant flux, vendors need to be ready to cut ties with partners that don’t share their vision or have connections with the right B2B buyers.

 

Operatix has supported numerous vendors in their path to Channel transformation by assessing current partners and recruiting new partners that are more aligned with their new channel strategy. Once the right partners have been identified, Operatix built scalable outbound sales development programs that accelerated their routes to market.

Inbound Response Management

In a competitive industry like technology every lead counts. Operatix can help you maximize conversion from MQL to SQL and from lead to pipeline, increasing both your revenue and ROI on marketing activities.

Account Identification

Identifying the accounts that are more likely to buy from you is part of our expertise. We will research the market, identify verticals and industries that can benefit from your solution and set up qualified sales engagements for your teams to kick-off the sales process. 

Cold Prospecting

Our team will identify new sales opportunities within the strategic accounts that you haven’t been successful in penetrating through your sales & marketing efforts. By applying the ‘Challenger Sale’ methodology we use a tailored, multitouch approach to connect with prospects, generating qualified sales engagements for your team and ultimately increasing your pipeline.

Outbound Sales Development

Using a proactive outbound sales approach has been proven to be one of the most effective methods to engage with prospective customers. By applying the ‘Challenger Sale’ methodology we use a tailored, human approach to getting in touch with prospects to increase your qualified sales engagements and ultimately generate more pipeline.

Outbound Sales Development

Using a proactive outbound sales approach has been proven to be one of the most effective methods to engage with prospective customers. By applying the ‘Challenger Sale’ methodology we use a tailored, human approach to getting in touch with prospects to increase your qualified sales engagements and ultimately generate more pipeline.

Partner Concierge Service

Our Partner Concierge Service helps vendors accelerate their channel programs, by engaging and nurturing channel partners and supporting them to get to revenue quicker.

Demand Generation

Whether you need to implement a demand generation strategy or get more results out of your existing demand gen engine, Operatix can work alongside your marketing team to yield better results out of your demand generation programs.

Account-based Marketing

An Account-based Marketing strategy is only as successful as the revenue it generates. At Operatix we will support your 1:1, 1:few or 1:many approach to get your team in front of decision makers in the accounts that matter the most to you. 

Lead Qualification

If your marketing leads aren’t converting, it might be a lead qualification issue. Operatix can help sieve through leads that need further qualification, so they are ready for an AE or sales team member to engage with.

Account-based Selling

At Operatix we will support your 1:1, 1:few or 1:many approach to get your team in front of decision makers in the accounts that matter the most to you. 

Pipeline Generation

Generating Pipeline for our clients is our key-objective. And we do that by using a multi-touch, multi-channel approach to generate qualified sales engagements for our customers’ sales teams.   

Account Intelligence / Deep Dive

Understanding buying centres, hierarchies and relevant personas in strategic accounts is a fundamental step to increase conversion rates. By leveraging account intelligence in a sales conversation your team can tailor their message and provide value to their prospective customer. But sales & marketing teams often struggle to dedicate time and resources to do the deep research and this is where Operatix can help.

DMID – Decision Maker Identification

Finding quality data is an on-going challenge for B2B Tech vendors. The accuracy of data platforms is questionable and that is why Operatix developed a manual process to identify & verify contact details for decision makers within strategic target accounts.

Playbook design

Operatix can develop Sales Playbooks that enable teams to sell more effectively. Your Playbook will be fundamental to get your messaging right, accurately position your solution against competitors, and adapt the communication of your value proposition to different buyer personas.

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Sales Playbook Development

Operatix can develop Sales Playbooks that enable teams to sell more effectively. Your Playbook will be fundamental to implementing the correct messaging, accurately position your solution against competitors, and adapting the communication of your value proposition to different buyer personas.

Lead Qualification

If your leads aren’t converting, it might be a lead qualification issue. Operatix can help filter through leads that need further qualification, ensuring that they’re ready for an AE or sales team member to engage with and progress through the funnel. 

Partner Portal / Marketing Concierge Service

Vendors often spend thousands of dollars building multifunctional Partner Portals to help channel partners educate their teams, manage opportunities, and create marketing programs. Still, these portals are often underutilized due to lack of bandwidth and capacity from vendors to offer support in enabling their partner community. Operatix, through their Partner Development team, can support your partners to make the best use out of your partner portal, managing the relationship with your partners and helping them set up co-marketing campaigns to drive more revenue for both businesses. 

Marketing & Sales Alignment

The sales development function is often seen as the “glue” that brings sales & marketing teams together. By working as an extension of your teams, Operatix will be your predictable source of pipeline, sales & revenue.

Optimization of MDF

Market Development Funds are an important component of any channel ecosystem, though vendors believe they are not maximizing the return on investment they should be getting from their MDF programs. At Operatix, we build scalable outbound sales development programs that will give you the visibility of return over the invested spend and will provide clear value for your channel partners.

Increase Partner Productivity

The 80/20 rule is still very applicable to the channel, which means that investing in partner productivity should be a priority for vendors looking to grow their businesses. Operatix can increase partner productivity and shorten sales cycles, by identifying ready to engage sales opportunities for your most valued channel partners.

Virtual Channel Account managers

Our VCAM team is responsible for building, maintaining, and managing sound relationships with current and prospective channel partners. They can get involved in opening up new sales conversations as well as closing small businesses up to $ 10k.

Tier 1 & Tier 2 Activation

Whether your business decided for a Tier 1 or Tier 2 distribution model, Operatix can help your channel partners get to revenue quicker. By providing qualified sales engagements to your channel partners we can accelerate your route to market with tangible and easily measurable results.

Solution Selling Training

Far too often vendors insist on enabling their channel partners to talk about features and technical details of their solutions. Customers don’t buy features; they buy the benefits your solution can bring. Operatix will work with your partner community to train them in articulating your message from a high-level business perspective, enabling them to talk to prospects about the value your solution can bring to their company from a board-level perspective.

Channel Enablement

Enabling your channel partners have measurable wins for your business when done right. Operatix has a proven track record in enabling channel partners from a sales & marketing perspective, providing them the knowledge and tools to successfully pitch your solution and sell the value & benefits of it. 

Partner Recruitment

Recruiting the right Channel Partners is the first step for a successful channel program. Operatix has helped over 350 B2B Software vendors recruit suitable channel partners across EMEA and North America, supporting them to scale and expand their presence in different geographies and verticals. 

Risk/Reward Business Model

To truly work as an extension of our client’s sales & marketing teams, we have also adapted our business models to show how our clients operate, and how their success is measured. With our risk/reward business model your investment is proportional to the results our team delivers.

Sales Qualified Leads

On average, 52.5% of the sales engagements set up by our team progress into a next step in the sale process. That means that 5 out of 10 meetings will progress either into a POC, a Demo or a pipeline opportunity.

Geographical Scale

Trading in different geographical markets not only requires a knowledge of the native language, local rules & policies, but a deeper understanding of the local culture and habits. We have the ability to deliver campaigns in multiple countries with flexible resource allocation. This is through our team of international speakers, who have the ability to sell in 17 different languages across the globe.

Increase Revenue & Decrease Cost

Building an internal sales development team comes with many additional costs and challenges that aren’t always taken into account: recruiting resources, training and enabling them etc. You also need to take into account the need for having the data and tools to make them successful, which in turn requires time, capital and effort. By outsourcing your sales development to Operatix you will see your revenue increasing, while decreasing costs and business risk.

Predictable Pipeline Generation

On average, our clients see a 26X ROI on the programs we deliver. By understanding your revenue targets and sales pipeline gap, we will work on a sales & marketing plan that will deliver tangible results.

Vertical Growth

Entering new industries or launching new product lines? Operatix can accelerate your growth by supporting your go-to-market strategy, and getting your sales teams in front of decision makers in key target accounts.

Reduce Headcount

By outsourcing your sales development and partner programs to Operatix; we reduce headcount and the challenges that come with managing people, technologies, and processes. We take care of your sales development, so you can focus on what matters the most: growing your business.

Revenue Acceleration

Operatix helps your business get to revenue quicker. By providing qualified sales engagements for your direct sales team (to kick-off new sales cycles), or by accelerating the growth of your channel partners, our focus remains on delivering tangible results for your business. 

Persona-based Selling

Operatix team will design specifically tailored messages to influence the different levels of decision makers in the sales process, tailoring the communication according to each job function. Our focus is to sell the value of your solution from a business perspective, not its features.    

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