146 The One Where We Bring EOS and Sales Together
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I know what you are thinking, I am crazy to have all these processes. Well,\\xa0I\\xa0think you are\\xa0insane\\xa0not to have all these processes. A process allows a standard of quality\\xa0no matter who is performing the task.\\xa0\\xa0In\\xa0episode 131, I spoke with Alicia Butler Pierre,\\xa0all\\xa0about processes. One of the\\xa0components\\xa0of the\\xa0Entrepreneurial\\xa0Operating System (EOS) is processes.\\xa0EOS refers to it as \\u201cthe way.\\u201d\\xa0And companies following EOS don\\u2019t have an issue creating processes until it comes to the sales department.\\xa0
Most sales departments have as many\\xa0different\\xa0ways to \\u2018make\\xa0sales\\u2019 as they do salespeople. This method or lack of practice\\xa0is\\xa0inefficient\\xa0and\\xa0outdated.\\xa0In\\xa0episode 39, I spoke with Justin Roff-Marsh about this very topic.\\xa0Justin makes a great case on why we need to bring the sales department into modern days when it comes to processes.\\xa0
In today\\u2019s episode, we are going to talk with Adam Shapiro of\\xa0Sales\\xa0Reform School. Adam\\xa0can\\xa0help you find the right processes to achieve the highest results in the sales department.\\xa0He is also an EOS speaker. We will learn about how we can take\\xa0all of\\xa0the items we learned in EOS into the sales department and make that department more efficient, more profitable,\\xa0and more fun.\\xa0
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Timestamps:
Adam\'s background [09:33]
EOS and sales [13:10]
Vision/Traction Organizer and sales [19:50]
Landing on your \\u2018Three\\xa0Uniques\\u2019 [22:48]
Proven process and sales [24:35]
Selling virtually \\xa0[27:04]
Core values and sales [32:20]
Advice for sales managers [39:03]
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Quotes:
\\u201cProven process description is a great tool for salespeople to show confidence\\u201d\\xa0
\\u201cIf you rush someone into a sale, you are going to regret it and they are going to regret it\\u201d\\xa0
\\u201cThe right time to close is when the evaluation process is complete\\u201d\\xa0
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Connect with Adam Shapiro:
LinkedIn: in/adshap
Website: salesreformschool.com
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Links Mentioned:
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Books Mentioned:
Seven Habits of Highly Effective People by Stephen Covey
The Challenger Sale by Matthew Dixon & Brent Adamson
Traction by Gino Wickman
The Machine by Justin Roff-Marsh
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