Dealstorming has really opened my eyes! Sanders is teaching the reader something that they might know… but the depth he is able to go into will blow your mind. The process that he walks the reader through is bound to give you a few Ah-Ha Moments!
“When it comes to problem solving, your network truly is your net worth.”1
This is the second time I’ve written about this quote and I see it on the internet throughout the week. It is so true though. If you’ve got a small network, that’s okay, you better know those people extremely well so you know when they can help you. If you’ve got a huge network, great! But make sure you have some true type of connection so you can call apon them for help when you need it.
The whole point of using your network is so that you can get things done faster! Like I’ve said before, you by yourself isn’t the best option!
“The purpose of collaboration is not collaboration itself. It’s achieving better results in a shorter amount of time.” – Tamara Schenk2
How many of you have ever been in a meeting? How many of those meetings have been productive? People complain about meetings being a waste of time on the daily. Do everybody a favor and only call meetings that are useful. Have an agenda set prior and make sure people have something to do prior so you can maximize your time. I’m not going to tell you how to run a meeting, Sanders does that and it’s awesome!
One thing though, you should do prior to setting a dealstorming meeting, is make sure that there is a real issue you’re looking to solve.
“For sales leaders, the first checkpoint for qualifying and staffing dealstorms is to verify that there really is a problem.”3
Is there actually a problem with retaining or getting a new client? Or could it be that a step in the sales process got skipped and now you’re trying to figure out how you can win the deal. Did the client take the required steps to dispute their issue or did they go straight to the account manager to have them fix it? Calling upon a group of people to fix an issue could waste a lot of time and money. Be careful to put together a dealstorm without actually understanding what it is you’re accomplishing.
When you come to the conclusion that you need to hold the dealstorm, you have to be careful whom you choose. Don’t only bring salespeople to the table… they’ll tell you how to sell the deal. Bring on other departments!
“… draw up a map of who touches an account, from concepts to delivery to billing to analysis and so on.”4
If you didn’t think about this before, you’ve just received an Ah-Ha Moment! For instance, I’m sitting down next week to kick off my first dealstorming session. I’ve asked my manager to add some additional people to our meeting so that we can begin conversations. Implementation and customer service will be joining us for a conversation and I’m so excited about how we can work together. None of this would have come to fruition without Sander’s book.
Another point he makes while you’re going through the process of picking your team, is make sure they know why you’re doing what you’re doing. He uses Simon Sinek’s, “Start with Why.” If they don’t understand the strategic nature you’re taking, they’ll just think it’s another pointless sales meeting. I think something great to add to this statement is; also let the people know why you’re choosing them. Blasting out an email asking for people to volunteer won’t get you very far.
Personalize the approach, and you’re bound to get the response you want from people. Don’t forget, you’re asking them to take time out of their day to help you. That doesn’t come cheap.
There’s more to come from me about:
Dealstorming | Tim Sanders
Get “Dealstorming” on Amazon.