Ep #44: The Sales Playbook: 5 Steps to Bettering your Sales Process with Mark Cox

My next guest on The Richard Robbins Show will help strengthen your value proposition, teach you invaluable online presentation etiquette and evolve the way you look at the sales process with 5 simple but incredibly effective steps.

A lot to promise in a 60 minute podcast but Mark Cox, Founder and President of In the Funnel Sales Coaching, is an expert in his field. Mark has sold, structured and negotiated some of the largest single-sale transactions in North America, including a billion-dollar transaction with a top-10 U.S. bank.

Mark tells me that, “[Sales] is one of the most important business disciplines. Revenue fixes every other problem in a company. Yet there are so many sales people out there that have never had any training or certification.”

His passion for helping sales professionals improve their skills is tangible even through a Zoom interview.

In this episode of The Richard Robbins Show, Mark and I talk about his Sales Playbook. Mark takes listeners on a tactical 5-step journey to help improve your sales process. From articulating your value proposition and identifying your target audience, to brand awareness campaigns, intentional demand generation and more, this episode can’t be overlooked if you’re a sales professional.

Listen to the Full Episode:

What You’ll Learn In Today’s Episode

    • Mark’s 5 Step Sales Process.
    • 3 elements of an effective value proposition.
    • Learn proper etiquette for virtual presentations.
    • How to create a better online experience for your clients.
    • What is cognitive fatigue and how to fight it.
    • Why effective closings require better discovery.

Ideas Worth Sharing

In this day and age, you’re going to get a little resistance or an objection. So just plan for it. Don’t get paralziyed by it, don’t get defensive. Just plan for it - we know there will be 3 or 4 objections that will always happen.… Click To Tweet
You have clients. Ask them why they chose you. They can help you on that competitive differentiation. @InTheFunnel @Richardlrobbins Click To Tweet
I think we're all paralyzed by the paradox of choice. Specialists by nature are better at what they do. People want to work with specialists in this day and age; you have less competition when you specialize as well. @InTheFunnel… Click To Tweet

Resources in Today’s Episode

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