What Drives Advisory Gaming VP Saleses?

• •support customers and employees during crisis
• •ensure proper cold storage 98% of the time
• •enable employees to be more productive and effective remotely
• •continuous learning from industry trades and market signals
• •creating systematic processes that enable rather than constrain salespeople

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• •early career struggle with knowing task prioritization and completing vs. starting multiple tasks
• •sales organizations representing multiple products ('lots of mouths to feed')
• •traditional top-down sales approach ineffective in hospitality
• •independent firms lack buying power compared to chains
• •salespeople not knowing their prospect's competitors

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• •booking one in three cold callsNew
• •kathleen first year: $700k+ sales, $20k average deal priceNew
• •ability to share specifics about the decision-making process
• •630 contracts on the national accounts team
• •30-40% of money invested year on year

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• •manage outcomes, not activities - focusing on the goal/objective rather than granular daily tasks
• •industry-based organization - organizing sales teams around client industries to bring expertise
• •k.p.i.c. framework - problem, impact, connect, call to action for demo structure
• •no-nonsense assessment: quickly and candidly assess a situation, present the facts, and push for a decision to avoid prolonged indecision
• •research-backed positioning: study public information and eater coverage to demonstrate genuine interest and context

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• •not asking the real question behind the question
• •inability to demonstrate proof points and case studies for credibility
• •insufficient knowledge of restaurant concept and brand
• •going right to ownership without frontline staff support
• •hiring salespeople without clear system or structure in placeNew

+10 more PRO