EP038 - How to level up your sales skills as a leader with Stephen Steers of Steers Consulting
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How to level up your sales skills as a leader with Stephen Steers of Steers Consulting
About the episode
This episode focuses on sales as an essential leadership skill for founders of scaleups. Why do so many founders shy away from sales? How to be a more confident storyteller? When and how to hire a salesperson for your scaleup? How to manage sales teams? So many questions to talk about - to discuss, I invited veteran sales consultant Stephen Steers.
About the guest
“Hi, I’m Stephen,
They don‘t teach you sales in school. They don‘t teach you how to be confident. They don‘t teach you how to be out in the world and how to make a way for yourself.
But that’s what I’m here for.
I’ve consulted, advised and led workshops for more than 500 companies from 28 countries. And I’ve learned that, sure: the skills I teach bring financial success. But they can also have a positive impact on every other aspect of your life.
So, I’m here to change the game. I’m here to make sales compelling, interesting and even fun. Forget everything you think you know about sales. Effective sales is about listening, learning and connecting through stories.
I'll show you how.”
About the host
My name is Peter Benei, founder of Anywhere Consulting. My mission is to help and inspire a community of remote leaders who can bring more autonomy, transparency, and leverage to their businesses, ultimately empowering their colleagues to be happier, more independent, and more self-conscious.
Connect with me on LinkedIn.
Want to become a guest on the show? Contact me here.
Quotes from the show
The "who you are" is the most exciting thing about "what you do." There are tons of widgets, products, and companies. But certain companies tell a better story to you that gets you to say, "Hey, that's the one I like."
If you are a founder and want to get out of selling, do this: have a documented system with at least 10 touchpoints from first contact to signed contract. Then, build that document into a resource you can teach a sales rep. Finally, tell your sales reps: "Look at this, find any gaps, and do it better." Know your numbers so you can grow your numbers.
"People do not buy a drill. They buy a hole." Founders tend to always talk about the drill. It has these functions and features, and it can do this and that. I don't care about that. Not yet. I care because you can solve my hole problem on my wall better and more efficiently than others. Now we can talk about what your drill is. Oh, it's a drill with these features? Great.