In this episode we are going to shed light on a Sales Topic that is WIDELY misunderstood and GROSSLY underestimated

We’re talking about Negotiation, and specifically how it relates to Selling.

Well, this week we're talking about sales jargon. Or how I like to frame it: The importance of having a Sales Rosetta Stone. What do I mean by a Sales Rosetta stone? This is really important, especially if you're selling in any kind of complex sales cycle where later in the sales process, you might bring in individuals from customer success or marketing or the executive team or the production team or delivery team, like a sales engineer. The importance of a Sales Rosetta Stone or the Sales Glossary and the time you took to solidify a consistent group of words that your sales team is going to adopt will have two long-term benefits to your business.

If you are a business owner or marketing leader or sales leader, you have to decide which of the 3 Ways to Find and Create New Customers is going to be your #1 strategy: Inbound, Outbound, and Nearbound.

Each of these three strategies requires People with the right skills and experience to execute on the strategy. Then it must have a repeatable Process which can be executed for months and months by your team. Finally, you have to select a Technology stack to maximize the efficiency of the People and Process you’re going with for your chosen Demand Generation strategy.

Head to www.beacongrowthconsulting.com for show extras including a Bonus Video showing how to Find & Create New Customers with AI.

Welcome back! This week we’re talking about Process and more specifically the Sales Process. I’ve been in sales for about 20 years now, and I’ve recently fallen in love with how important having a good Sales Process is for any business. So I want to share a What, Why, and How of Building a Sales Process for a business that doesn’t have one yet.

A sales process is a systematic approach to selling a product or service, typically consisting of a series of steps designed to guide the salesperson from initial contact with a potential customer to closing the deal. In the episode, we'll cover:

Why is having a Sales Process important?

How do you build a Sales Process?

Do I really need one if I'm already selling my product or service?

We'll answer all of these questions and arm you with the info you need to build your own Sales Process for your business.

In this week's episode, we’re talking about AI because, well everybody else is. I actually want to share some recent AI experiences I’ve had and more specifically how to harness the power of AI and apply it to your sales efforts.

As a team leader or business owner you’ll have to decide how you’re going to embrace AI since it is likely that your competition already has, so we’ll walk through 4 ways AI is already being used.

In this article, we’re talking about Growth, and more specifically how to choose the right growth strategy.

As a team leader or business owner you’ll have to decide every few years whether you want to grow fast or you want to grow slow

so we’ll walk through a real life example to give us the wisdom we need to make the right decision every time.

But to kick things off, you have to first have a solid understanding of the connection between GROWTH and the VALUES OF YOUR BUSINESS.

Hello everybody and Welcome back! Well we did it - we made it to the 5th and final installment of our five-part series that we’re calling How to diagnose and cure the five dysfunctions of a team!

I’m your host Justin Williams. I am the founder of Beacon Growth Consulting.

In today’s episode, we are going to break down the 5th dysfunction of a Team, Inattention to Results. And as a leader, if you’ve solved the previous four dysfunctions, then this is the last piece of the foundation to install that will set your team or company up for success for years to come.

Hello everybody and Welcome back! In this week’s episode we are in the fourth installment of our five-part series that we’re calling How to diagnose and cure the five dysfunctions of a team!

I’m your host Justin Williams. I am the founder of Beacon Growth Consulting and Jerry Seinfeld is my favorite comedian of all time. In fact if you haven’t binge watched “Comedians in Cars getting Coffee” yet, you’re missing out on some of the funniest jokes ever told! Plus laughter is the cure for cancer according to my grandmother.

In today’s episode, we are going to break down the 4th dysfunction of a Team, Avoidance of Accountability. We’ve already solved the first three dysfunctions, which means we are SO CLOSE to establishing a firm foundation for your team or company to grow consistently and repeatably, which occurs when you’ve cured all five dysfunctions that plague so many teams out there today.

I’ve invited another friend to share his story about a time his team solved their Avoidance of Accountability problem, but before that, let’s first define and learn how to spot this dysfunction….here we go!

Hello everybody and Welcome back! In this week’s episode we are in the third installment of our five-part series that we’re calling ***How to diagnose and cure the five dysfunctions of a team***!

I’m your host Justin Williams. I am the founder of Beacon Growth Consulting, and I recently learned that the best way to recognize a Dad Joke is when the Punchline is Apparent.

Today we’re breaking down the third dysfunction of a team which is Lack of Commitment. If you haven’t heard episodes 1 & 2 yet, press pause and go check those out first. The Five Dysfunctions build upon each other and need to be cured in order beginning with the first: Absence of Trust, then Fear of Conflict. Lack of Commitment is the third, then fourth is Avoidance of Accountability, and fifth is the Inattention to Results.

Hello everybody and Welcome back! In this week’s episode we are in the second installment of our five-part series that we’re calling How to diagnose and cure the five dysfunctions of a team!

I’m your host Justin Williams. I am the founder of Beacon Growth Consulting and I share a birthday with Elon Musk and Henry VIII.

Now if you haven’t listened to Part 1 - “Be Nice”, be sure to check that out first because the Five Dysfunctions that we’re covering build upon each other.

This is all inspired by one of my FAVORITE authors Pat Lencioni’s classic book, The Five Dysfunctions of a Team. We’re taking 5 minutes each week to study them, how they manifest in the workplace, and a few ways to cure is through a real life example I’ve experienced.