1754 Helping Leaders Drive the Bottom and Top Lines with Scott K. Edinger of Edinger Consulting
b'In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks with the Founder of Edinger Consulting, Scott K. Edinger.\\n\\n\\n\\nScott emphasizes that growth is not just a sales issue, but a leadership one. He underscores the importance of aligning sales with strategy. A shocking statistic he shared is that 86% of CEOs do little to nothing to align sales with strategy, which he finds tragic.\\n\\nMany executives, he explains, focus on the capabilities of their products and services and expect the sales team to simply go out and sell them.\\n\\nScott also talks about the need for sales teams to focus on creating value in the sales experience rather than just communicating the product or service\'s value.\\n\\nHe suggests having conversations with customers where expertise is shared and insights are provided to help them achieve their objectives. This approach differentiates the sales team and eliminates the need for pressuring customers for a close at the end of the quarter.\\n\\nHowever, Scott believes executives should be more engaged with their sales team and recognize that the sales experience can be a differentiating factor. He emphasizes that sales is executing the company\'s strategy and that success or failure occurs on every sales call.\\n\\nScott generously discusses the free resources available on his website, scottedinger.com. He has written a hundred articles for publications such as Harvard Business Review, Forbes, Fast Company, and Chief Executive, and provides links to all of them on the website\'s articles page. These articles cover topics related to leadership, strategy, and sales.\\n\\nScott also mentions a 30-page workbook called the Growth Leader Workbook, which can be downloaded from the website\'s books page.\\n\\nThis workbook is a companion to his book and provides practical application of its ideas. The workbook contains charts and graphs that can be helpful for sales professionals.\\n
Key Points from the Episode:
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- Importance of aligning sales with strategy \\n \\t
- Sales as the execution of the company\'s strategy \\n \\t
- Differentiating through the sales experience \\n \\t
- Inspiring and motivating teams for growth \\n \\t
- Free resources available on Scott Edinger\'s website \\n \\t
- Articles covering leadership, strategy, and sales \\n \\t
- The Growth Leader Workbook as a companion to the book \\n \\t
- Importance of creating value in the sales experience \\n \\t
- Eliminating the need for pressuring customers for a close \\n \\t
- Focusing on delivering value and advocating for customers\' objectives \\n
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