Join us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
This is the final episode exploring the CEO Led Sales book, and Andrew introduces us to the Power Plan. Implementing the Power Plan is uncomfortable, enlightening – and essential.
The Power Plan is scored on the 4 C’s - Credibility, Capability, Commitment and Control. Credibility explores knowledge and trustworthiness. Capability looks at the actual, genuine ability to deliver on a deal. Commitment measures the current state – is this client already a buyer? Are they interested, loyal, distant? Control is the hardest to pin and looks at the influence exerted on a deal, the sway evident in the tender document when it is released. Each of these creates a measurement, and Andrew dives into exactly what they are, why they help, and how to use them.
It has been great to have Andrew Ford joining us as our interviewer across these episodes. A big thank you to Andrew for the apt questions and conversation.
Future episodes will see author Andrew Phillips interviewing CEOs from large enterprises on their sales approaches, and discussing their experiences, strategies, and tactics for driving a successful sales pipeline. Stay tuned!
Finally, templates for all of the concepts discussed in this series so far are available on the website (andrewphillips.com). Go and explore, and give Andrew a call if you need a hand.
Thank you for joining us. See you next time.
About Andrew Phillips:
Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.
About CEO Led Sales:
CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.
If you would like to connect with Andrew or have any feedback on the series, please reach out at: andrew@ceoledsales.com.au or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/
