At one point or another, Justin Fite realized his friends, family and colleagues were on to something. While he enjoyed his career as a software engineer, writing code for missile defense systems wasn’t what he was meant to do with his life.
It didn’t take Justin long to find his way into the wonderful world of sales, where over the last 20 years he has led sales teams at several well-known organizations, including IBM, ExactTarget and Salesforce.
He has since transferred his knowledge to the startup scene, now working as the Chief Sales Officer at Lessonly, a team learning software platform that helps streamline access to company knowledge, best practices and team policies.
Building knowledge through learning starts with a love of process, which is something Justin has enjoyed exploring and embracing throughout his career.
To Justin, sales is about fostering a culture in the workplace that supports and enhances everyone’s ability to learn, not only from each other, but from themselves.
It’s a process of building experience and applying knowledge that starts at the beginning of anyone’s career and should never stop.
- Remove General Blanket Training: If you don’t know where to spend your time, you’ll fall into the trap of generalized training where every person on the team gets the same negotiation training or competitive update. Instead, modern sales organizations the fidelity of lessons need to be able to be created quickly by anyone and enable reps to consume it in 10-15 minutes. Because, let’s be honest, none of us have four hours to stare at Powerpoints.
- Focus on Business Mechanics: Justin broke the sales process down into a gear analogy stating the “deal mechanics” gear simply can’t turn unless the “business mechanics” gear is in motion. Focus on determining what is actually wrong, who in the prospect’s organization is truly responsible for fixing it as well as when they actually need to have it fix it.
- Anchor Capabilities to Value: If you’ve been in sales more than 10 minutes, you’ve probably been told to sell the solution not your features and benefits. Yet, every single day I hear reps explaining how a prospect can accomplish a task simply by clicking a couple of buttons. Stop it. There’s a reason you’ve never received a demo of Amazon.com. You’re not there to learn how to click buttons, you’re there to ensure a package arrives at your house in two days (or less).
- The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
- The Boys in the Boat: Nine Americans and Their Epic Quest for Gold at the 1936 Berlin Olympics by Daniel James Brown
- Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.
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I’ve led two companies from $1 million to more than $10-million, and one from $1-million to bankruptcy. Today, I work with entrepreneurs who don’t realize they are the VP of Sales as well as individual salespeople to 10X their revenue using a proven, step-by-step, sales methodology.