The Art Of War In Sales - Derek Grant
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The document outlines three key sales development lessons derived from Sun Tzu's 'The Art of War'. It emphasizes being unconventional, prepared, and not cornering competitors during sales interactions. The author provides examples of modern sales strategies that reflect these ancient teachings.
The Art Of War In Sales - Derek Grant
- 1. The Art of War 3 Sales Development Lessons from the 6th Century Derek Grant VP of Sales @derekgrant
- 2. A Quick History Lesson
- 3. Sun Tzu ●Chinese War General, Strategist & Philosopher ●Lived in the “Warring States” period ●Served King Ho-Lu
- 6. You can be sure of succeeding in your attacks if you only attack places which are undefended.
- 7. You can be sure of succeeding in your communication if you communicate where your competitors don’t.
- 9. 78%
- 12. Add Phone
- 13. Mix In Social
- 15. He will win who, prepared himself, waits to take the enemy unprepared.
- 16. He will win who, prepared himself, is able to engage the prospect perfectly
- 17. 1.8
- 18. 14.3
- 19. 11,628
- 20. The Pupil vs. The Teacher SDRs generally call on people with substantially more experience Your prospect has forgotten more about many topics than your SDR will ever know during their short tenure
- 21. Listen Our SDRs bring their best and worst calls of the week to their 1:1’s, and review them with their manager. The best of the best go into our “hall of fame” -Margaret Weniger, SalesLoft
- 22. Practice Matt Amundson, director of the SDR team at EverString, has the SDRs conduct mock phone calls on a daily basis...and leverages the product marketing team to train his SDRs every other Friday. -Gartner
- 23. If words of command are not clear and distinct, if orders are not thoroughly understood, the general is to blame. But if his orders are clear, and the soldiers nevertheless disobey, then it is the fault of their officers.
- 24. If you know the enemy and know yourself you need not fear the results of a hundred battles.
- 25. If you know the prospect and know yourself you need not fear the results of a hundred interactions.
- 26. 3x3
- 27. SalesLoft + Wine
- 28. Blog Post
- 30. Lesson 3: Don’t Back Enemies Into A Corner
- 31. To a surrounded enemy, you must leave a way of escape
- 32. When you encounter a competitor, you must leave a way of escape
- 34. Sh!t Sandwich
- 35. Sh!t Sandwich
- 36. What Would Sun Tzu Recommend for your SDR Team?
- 37. 1.Be Unconventional 2.Be Prepared 3.Don’t Back Enemies into a Corner Final Thoughts
- 38. Thanks!