How to Unleash the Power of What You Don’t Know About Your Sales Team to Drive Growth – In Just 7 Minutes with Barbara Spector

 Discover the importance of diagnosing your business before investing in a solution Learn which one are you amongst the nine different mindsets of sales Understand the difference between symptoms and causes and how to differentiate them in your business situation Resources/Links: To get more FREE tips on how you can multiply your sales faster, click here: http://the guide.vip/ Summary Have you been experiencing stalled sales, hindered business growth, and undeniable stress that you just don’t know what to do? Looking at a problem is just the tip of the iceberg. What you need to do is more than that– dive into the root cause and look for a promising solution for it. Barbara Spector is the CEO of SmartMoves and has spent more than 26 years helping CEOs and business owners with sales transformation and people development in a wide array of industries. Barbara dives deeper into the iceberg of sales and marketing and shares her amazing insights that can guarantee you multiple closed deals quicker and less stress-free! Check out these episode highlights: 01:42 - Barbara’s ideal client: We work with, basically, in three arenas, but it's all within the small-to-medium-sized business space. Although we do work with enterprise-sized companies as well, mostly within the small-medium size-- $20 million to 500 million. 02:05 - The problem she helps solve: I'll just talk about CEOs. CEOs are so frustrated right now because their forecasts are inaccurate. And when we talk to them, there are two basic problems. 02:47 - The symptoms of the problem: Well, here's the interesting thing, what companies look at are the symptoms and not the root cause-- there's a difference. So the symptoms might look like, "Oh, we've got a bloated pipeline where our win rates are too low. 04:06 - Clients’ common mistakes before consulting Barbara: Actually, they tell me beforehand, but that's okay. Well, first of all, as I said, they're looking at symptoms, not root causes, which is what we help them to identify. 06:17 - Barbara’s Valuable Free Action (VFA): Well, first of all, if I were having the kinds of problems that we see with CEOs or sales leaders, I would not put people into sales training to fix them. I'd find out what it is. 07:04 - Barbara’s Valuable Free Resource (VFR): To get more FREE tips on how you can multiply your sales faster, click here: http://the guide.vip/ 08:02 - Q: Do you believe in the idea that if you can't measure it, you can't fix it? A: That's true! That's a trick question, but that's really where it comes down to. Tweetable Takeaways from this Episode: “What companies look at are the symptoms and not the root cause-- there's a difference.” -Barbara SpectorClick To Tweet Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Barbara Spector. Barbara, good day! A warm welcome from Down Under. Where are you hanging out? Barbara Spector 00:23 I'm hanging out in Northern California where it's pretty warm right now. It's perfect weather! Tom Poland 00:28 You had the delusion of winter, right? Barbara Spector 00:31 Oh, it was just horrendous, but it got us out of the drought. We've been it for years. Tom Poland 00:39 Yeah, I'd rather have a bit of wet weather than droughts, that's for sure. Living here in Australia, we know all about that. In fact, Barb is the CEO of SmartMoves and has spent more than 26 years helping CEOs, and business leaders, business owners, with sales transformation. Arguably, the point is the end of the business.