Ep10 Accelerate the Sales Process & The NYPD

Welcome to the Inside Sales Enablement Podcast, Episode 10Are you: overloaded by your inbox?concerned with the myriad of things being asked of the salesforce? Worried you might be contributing to the chaos? How would you like to move from being highly reactive to how you are enabling revenue growth, to being more proactive? In this episode, Brian Lambert & Scott Santucci discuss practical applications of using five (5) sales objectives to help diagnose root cause problems and then prescribe more integrated programs that move the needle.Highlights in this podcast1) How do you apply the 80/20 rule to sales enablement? 2) What are the five (5) universal sales objectives (and how are they NOT a sales methodology) 3) How companies who follow this disciplined approach have win rates as high as 70% 4) Understand then for yourself first, and then figure out how to socialize them internally 5) Good conversations about strategies on socializing the ideas inside your company. Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.EPISODE TRANSCRIPT:Nick Merinkers 00:02Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and trailblazer Brian Lambert as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.Scott Santucci 00:33Hi, I'm Scott Santucci.Brian Lambert 00:35And I'm Brian Lambert and we are the sales enablement insiders. Our podcast is dedicated to asking the big questions that you should be asking if you want to be successful in sales enablement. You know, Scott, we're surrounded by lots of information. There's a lot of ideas on what we can be doing on a daily basis. And quite frankly, there are a lot of choices that we can be making in sales enablement to be successful. One of the things that I wanted to do on this podcast is this idea of focusing on what matters. And when it comes to what matters. It's often the little things that can get us the most traction. Scott, can you frame that out for us?Scott Santucci 01:16Sure, Brian, Malcolm Gladwell published a book, and I think it was 1999 or 2000, called the tipping point. And in that book, he talks about a lot of stories about how change happens. And one in particular that I think's relevant is one about the New York City Police Department. And specifically, back in the early 80s, New York City, believe it or not had a lot of crime. And the crime was out of control. There was a whole bunch of strategies to do that. But the New York Police Department followed a strategy that seemed pretty strange. And the idea was any little thing. Stop it. So, for example, and they saw somebody drunk on the street, they didn't give them a warning. They put them up and they detained them when any graffiti went up on the on the subways, they cleaned it off immediately. And just by doing these very little things, guess what happened? crime in New York City declined 60 some odd percent. And that's a dramatic change. And that strategy became adopted throughout the country as we saw a massive decrease in crime across the United States.Brian Lambert 02:28As usual, Scott, that's a great story. But what does that have to do...