The Wolf Organization’s Post

As an entrepreneur, I’m always drawn to the wealth of lessons in the movie The Wolf of Wall Street, centered on the journey of Jordan Belfort. Beyond its captivating tale of success and downfall, the movie is rich with insights for anyone in the business world. One of the most iconic moments is the classic challenge: “Sell me this pen.” This simple question encapsulates a critical business principle – the essence of truly understanding your client’s needs before offering them a product or service. Jordan Belfort unpacks the significance of this question in a short video, emphasizing that it’s not about the pen but about recognizing and addressing a specific need. By identifying and catering to that need, you effectively demonstrate the value of your product or service. Curious about how this works? Comment “YES” below if you’ve grasped the concept!

A CURE FOR COLUMN FODDER There are few things worse in the complex sale than being “column fodder” in a prospective client’s evaluation. Column fodder (a term I first saw coined by Michael Bosworth decades ago) means that the client evaluation team has already mentally chosen their preferred vendor. It’s not you, but they still need you to hang around to prove to upper management (or the board) that they’ve done their due diligence. But there’s a strategy for every sales situation and I provided one for subscribers to my free weekly newsletter, "The Competitive Strategist", earlier this morning. If you’d like a copy, head over to https://lnkd.in/eYx-Y7ui or click on the link in my profile and I’ll send you one. It’s a 2-3 minute read.

TECHNOLOGY BRINGS STRATEGY TO LIFE ✨ 🙌 Hear how John Causa, President of Brooksource, an Eight Eleven Group company, operationalizes sales strategy and standardizes sales coaching with Ambition. Learn more about the #1 sales coaching platform by watching this video >> https://lnkd.in/gqJZAvwR #technology #salestrategy #salescoaching #documentation

"For the vast majority of the people we talk to, the deals could've been won. It was NOT product or pricing, but sales execution." I talked to Michael H., CEO at PastSight, about win/loss analysis. It was eye-opening to hear about his deep dives into understanding why deals are really won or lost. I've definitely fallen into the trap of thinking it was all about product fit. Michael breaks down the level of detail and intimacy companies need to truly get value from win/loss analysis. We'll post the full conversation soon. Check out this snippet for now. #salesstrategy #winloss

2024..here we go! Not the best photo.. I know...but its all I have of our first day back to work in 2024 and a fantastic day of '30 brains are better than One!' Absolutely loving the way our directors turned the usual beginning of year 'Directors speil' on its head and got the 30 Premcrete staff to come up with their own Growth plans, KPIs and Targets for 2024! OK I might be giving away the 2024 secret sauce (or a couple of the ingredients) but its probabably abit late when your manufacturing team have already aspired to be the best global Waterproofing manufacturer and the Accounts team are fired up about customer centric targets and the Sales and Marketing team are confidently setting targets that you might not expect in times of War! The Main outcomes from the sales and marketing team are that we want to #makeiteasy for our clients and our colleagues and the Operations Team were obsessed about #letsdothisthing What could go wrong? #30brainer #waterproofingexperts #gasprotection #heaveprotection #substructureprotection #Waterproofingredefined #waterproofingisfutureproofing

#questionoftheday - Do you know the one reason why a salesperson should agree to a prospect's request for a pilot or trial? Watch this Lee's Lessons episode to find out. If you enjoy this video, please like, comment, and share. #pilot #trial #trust #prospect #trybeforebuy #salesbestpractices #salestip #selldifferent #salesdifferentiation Daryl Hancock Larry Levine RuthIE Nissim Shari Levitin Sam Richter CSP, CPAE https://lnkd.in/gEqYvyjt

Here’s my top 3 ways to deal with the EOQ Scaries: 1. Physical activity in any form. Walk, lift, sports w/ your kids, etc. play loose. 2. Be “off” when you’re off. If you don’t ever give yourself time to recharge, it will wear on you. 3. Start building pipeline for next quarter like a madman. If you don’t like how this quarter went, give yourself the gift of more to work with next quarter. #sdr #sales #ae — My name is Brandon Jeppson, and I’ve spent 5460 hours documenting my journey in tech sales. I also believe a brown bear beats a silverback gorilla in a fight.

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As sellers, we approach every conversation with urgency. But how can you translate that sense of urgency to your prospects – without driving them away? 📺 Watch as Challenger’s Lauren Graves shares how to master this crucial skill. For more help driving pipeline urgency, watch the full webinar featuring Lauren and Andee Harris here: https://lnkd.in/gSD3KhV7

With the end of February and Q1 fast approaching, here is a great snippet of insight that speaks to creating urgency with your clients by communicating the cost of inaction/staying with the status quo.