Author Archive
SolomonRK is Not a System, It’s a Framework
Posted by: | CommentsWhen initially started thinking about creating a Sales Training course I quickly discovered that there was no curriculum. Yes, there are lots of systems and methods: Strategic Selling, Spin Selling, Solution Selling, Sander, and Hopkins, to name a few. Unfortunately, there are important topics that matter to a new sales professional that are not covered by any of these.
For example, the Tom Hopkins system teaches Qualify-Present-Close. Most of Hopkins’ qualification techniques revolve around money. What if there are other major qualification criteria? Hopkins is not much help.
The SolomonRk system uses a 9-point matrix of qualification areas and teaches you how to determine the qualification criteria for each of those points. SolomonRK doesn’t just hand you the qualification criteria for your product. It teaches you how to determine the qualification criteria for any product. Then if one of the qualification criterion happens to be money and you are schooled in the Hopkins system then you can plug Hopkins’ money-qualification language right in.
Solomon is a complete framework that allows you to plug in anything else.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
Sales Pitch
Posted by: | CommentsIf you visit the online forums and message boards dedicated to sales, you’ll quickly discover that the number one topic is:
“I just got hired selling XXXXXX. Can you guys help me come up with a good sales pitch?”
Coming up with a good pitch is not hard. Like most things, it’s easy if you know how to do it. We teach this process in our SolomonRK course. it involves stepping away from what we sell and looking at what our customers are buying.
I’m sure you’ve heard it put this way: When the guy at Home Depot sells you a 1/4-inch drill, you’re not buying a drill, your buying an unlimited supply of 1/4-inch holes.
We dig deeper than that though. You’re not making 1/4-inch holes just for fun. There’s a reason you want 1/4-inch holes. Our process teaches you the mindset for digging in the right direction and coming up with the real deep-down reasons why your customers buy from you.
Plug that information into a simple framework involving trust, credibility, and interest and you’ll have your pitch.
Better yet, you’ll have a methodology for determining the value proposition no matter where you go and what you sell.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
Sales Training is not an Event
Posted by: | CommentsI read this headline on a blog this morning:
How Corporate Sales Training Events Can Boost Your Company’s Sales
An Event? Bring in the clowns and carnival rides! Let’s bob for apples! See if we can win a stuffed animal!
I’m sorry, but sales training is not an ‘event’. It doesn’t have to be somber but it is certainly dead-serious. For the salesman, there is a lot at stake – self-esteem, achievement, groceries, mortgage payments.
A lot of middle-aged guys (and gals) in non-sales jobs with years of knowledge in their industry are being shown the door. What do they do now? Many will attempt to leverage their industry knowledge by transitioning into Sales. Most will fail. They’ll fail not because of lack of desire or hard work, but will fail because they don’t think like a salesman.
You’ll never be a good engineer unless you think like an engineer. You’ll never be a good salesman unless you think like a salesman. Sales isn’t hard, it’s easy. It’s easy when you know how to do it. The keys are the right tools and mindset.
I’ve worked hard to build a system and training that will give new sales pros not just a fighting chance – it will give them exactly what they need to build a mid-level pipeline in90 days in any industry. It’s not a cookbook or a set of rote ’say this’ techniques. It’s a process.
A process for figuring out the true value proposition of your company’s product or service. A process for determining the qualification criteria for your industry, product, and company. A process for gauging if the sale can be closed and what needs to be done to move it toward closure. A system so that you can wake up every morning knowing that you know exactly what needs to be done that day.
SolomonRk will give you a fighting chance of coming out the other side of ‘career transition’ with dignity and success – maybe even success like you’ve never known it before. How cool would that be?
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
What worked to get launched is an obstacle to getting bigger
Posted by: | CommentsWhen you started your company it was just you. You were sales, marketing, shipping, everything. In the role of sales you were terrific. You were terrific because you have the passion for your product or service. You may not have known all the latest and greatest sales techniques but your passion carried the day.
Are you getting to the point where you need to clone yourself? One of the systems you must put into place is a sales system. Every sales system in the world covers either big breadth but not much depth, or covers great depth in a segment of the process sliced/diced Solomon is a complete framework that allows you to plug in anything else.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
Sales Professionals Want to WIn
Posted by: | CommentsSalespeople want to win.
The reality though is that most employers don’t know what they need to give them so they can win. Too many times in small companies, the CEO tells the new sales guy about the company’s products or services, gives him the commission plan, and says “Go forth and sell.” The result usually does not meet the expectations of either party. Because the company did not fully equip and prepare the sales guy, he is left to operate on what he thinks he employer wants/needs. He wants to do the right thing but he doesn’t know what the right thing is.
SolomonRk tells the entrepreneur what it takes to win and how to tell the salesperson what to do to win.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
A Whole Company Solution to Revenue Generation
Posted by: | CommentsIf the CEO takes the Solomon course and adopts it as a process, and then sends his salesmen to it he now has a holistic selling system for his company.
It’s a whole company solution to revenue.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
Looking for a Few Good Men
Posted by: | CommentsApologies to the United States Marine Corps.
SolomonRk is a system that, once implemented, is 60 days from repeatable scalable revenue in any selling environment. Having said that, if you are 60 days from closing the doors, this is not a solution for you, it’s too short a time to make the necessary changes. Don’t wait until your company has one foot in the grave before you come to us.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
I’m the CEO and I’m Scared
Posted by: | CommentsYour wife is beating you up to buy a new car. You are scared to death to commit to buying the car for the impact that may have. If you buy the car will you be able to make the payments AND meet payroll in six months?
You know that you never created the business to be in this kind of trouble. You’re not trying to save your business, you’re trying to transform it into one that every little thing doesn’t require your attention every minute of the day. You are trying to get to a different level, you just don’t know how.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
Wake Up Knowing What You Have To Do Today
Posted by: | CommentsOne of the best stress-relievers for a salesman is a system that tells you what you need to do today.It comes in two parts:
1. A good system allows you to gather important metrics without being a burden doing so. A good system tells you historically how many appointments it takes to make a sale, and how many introductions it takes to get an appointment. Combines with your revenue goals, it will then tell you how many introductions and appointments you need to make every day or week. You know that today you need to make 20 phone calls or shake 15 hands, and you know that this activity today will produce the desired revenue down the road.
2. Most sales people are lousy at follow up. A good CRM system will keep you honest. At each interaction with the prospect, record the following:
- Date
- Summary of interaction
- Date of next interaction
- What you’re going to do during that next interaction
As a result, every day you will know who you need to talk to and why.
Wake up knowing what you have to do today.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
Why CEOs Should Have Sales Training, Part 6
Posted by: | CommentsWhat makes SolomonRk different from most other sales training programs is that it is designed not only for the sales staff, it is intended for the CEO and Business Owner as well.
Manage Your Business Using Leading Indicators
As CEO or Business Owner, you need to understand the leading indicators of sales as well as the lagging indicators.
The lagging indicator is when the check arrives. You can’t run a business just on this lagging indicator, can you?
To effectively run your business, you must understand how to track and measure the activities it takes to make a sale. Those activities will change by sales rep, type of campaign, a number of industry specific reasons such as selling seasons etc.
SolomonRk training will give you all the tools necessary to know the what the leading indicators are. Consequently, when you are managing sales preople or reviewing mgrs reports you will know what must be done that is scalable and repeatable to make a sale.
