This week we welcome Nigel Green to the Sales IQ podcast. Nigel is a sales expert who understands the sales process and how we can succeed as sales professionals. In this weeks episode Luigi and Nigel discuss the need for sales people to plan out their week and the importance of preparation when it comes to the sales process.

Make sure you have your note pads ready because this weeks episode has a heap of nuggets for you to take in so that you can improve your sales skills and take another step towards becoming a master seller.

Where you can find Nigel:

https://nigelgreen.co

TheRevenueHarvest.com

https://www.linkedin.com/in/revenueharvest/

Timestamp:

[04:12] - Nigels journey into the world of selling 

[05:05] -  Understanding your success style 

[08:15] - Understanding the characteristics of a high performer 

[10:50] - Creating the environment to lift your team to the next level

[13:30] - Are we setting up our sales people for failure?

[16:00] - Is there something broken in the sales process?

[18:05] - Taking that first step when building a sales plan

[22:00] - the importance of creating a weekly plan as a sales professional 

[25:30] - The need for sales people to take a moment and reflect after an opportunity 

[28:50] - The need for preparation when it comes to the sales process

[33:50] - The unexpected answer to if sales is a science or art 

In this episode of Next Best Customer, I have the opportunity to speak with Nigel Green about 2021 sales strategy planning. Nigel is the author of  Revenue Harvest and someone you need to be following in the sales world. 

Nigel's company works with leadership teams on designing, building, and implementing winning sales strategies. 

Revenue Harvest: https://therevenueharvest.com/

Nigel's LinkedIn: https://www.linkedin.com/in/revenueharvest/

Nigel's Sales Plans: www.nigelgreen.co/salesplan

Scaling Up Services is a podcast devoted to helping founders, partners, CEOs, key executives, and managers of service-based businesses scale their companies faster and with less drama. Have each episode delivered to your inbox by subscribing here: http://www.scalingupservices.com/subscribe

Nigel Green has a great mind for sales strategy. His book, Revenue Harvest outlines the 7 necessary steps for a successful sales year with step by step guidelines.

Create Predictable Sales Growth

Is Sales Planning Really That Important?

Is Leadership and Sales on the same page?

Are you promoting the superstar that leaves a wake of issues into a leadership role and expecting great things?

What to do in a 30-60-90 day period in a Covid world?

What is the responsibility of sales reps besides "selling"

7 Steps for a Successful Sales Harvest

Are those in Marketing tied into the Company’s KPIs

Get Nigel's thoughts as how Leaders Sell and Sellers Lead

More about Nigel Green   nigelgreen.co

Be sure to connect with us in our Lead Sell Grow – The Human Experience Tribe Facebook group:

https://www.facebook.com/groups/leadsellgrow

Learn more about our services: 

www.TheGoalGuide.com

Improve your sales and stay connected – Free Gifts Here https://shor.by/TheGoalGuide

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The big principles and takeaways from his new book Revenue Harvest: A Sales Leader’s Almanac for Planning the Perfect Year, how he got into sales, past career experiences, why he moved his family from Nashville to rural Kentucky, annoying a pretty girl in the airport then marrying her, and plenty more.   

Nigel Green's Bio:

Nigel Green is a consultant, author, and advisor who is widely regarded as the leading authority on building high-performing sales teams. With over 10+ years executive experience ranging from Fortune 500 companies to early-stage growth companies, he is sought-after by executives to improve selling efforts. He has worked with dozens of B2B sales teams across the globe including Universal Health Services, Inc., Ascension Healthcare and Relode to more than double their results.   Challenging the status quo in talent optimization, his insights have been featured in top business publications including Inc. Magazine, Business Insider, and many others. He is the author of Revenue Harvest: A Sales Leader’s Almanac for Planning the Perfect Year. As a consultant and advisor, he helps sales teams with large sales goals overcome underperformance to create consistent sales growth by utilizing his effective seven sales leadership principles.

Want to accelerate your revenue growth? Try focusing your sales team on ideal clients—the type of clients that can really move the needle. Our guest today, Nigel Green, has a lot to say on this topic. He’s the Author of Revenue Harvest, A Sales Leader’s Almanac for Planning the Perfect Year. This has become one of my favorite sales management books.

Nigel has over 15 years of experience leading sales and marketing for Fortune 500 companies, mid-market companies, and startup. With this diverse experience, whether you are in sales, marketing, or own a company, you are going to benefit from the insights Nigel shares. 

In the Revenue Growth Engine book, I talk about accelerating growth by attracting Ideal Clients. These are the types of clients that can move the needle for you because they can buy everything you sell.

How do you set up your sales team to land more ideal clients and expand your business inside these clients? In this conversation, Nigel Green shares his recommendations on how companies can move from geographic territories to account-based territories. This conversation is packed with great ideas. Grab a pen and notepad and let’s learn from Nigel Green, author of Revenue Harvest. 

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Nigel Green is back on our podcast with his new book "Revenue Harvest". This is a great book for sales leaders and managers. It takes the intangible idea of sales and ties them to tangible examples, giving us pictures in our heads and making it stick. With the current pandemic of Coronavirus, and there being so much of what we can't control, Nigel talks about things we do have control over while our harvest isn't coming in.

Dwight Eisenhower said that when it comes to preparing to go to war, he's always found that the plans are useless, but planning is indispensable. Planning allows you to do is to know where you're deviated off course and how and when to intervene. We all know that you can write a plan down it's not going to happen, but that's not the point. The point is that planning challenges you to think about contingencies, to think about the "what ifs" and think about what adversity you should anticipate along the way.

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This is a crazy time. This is a crazy time to be going through everyone saying this is unprecedented. We've never been through anything like this. We've been through stuff like this before. We've gotten through it before. What matters now is come back to your roots, come back to what is going to get you through. Stay dedicated to growth and to learning and to getting yourself to the other side. You got this. Go out there and make it a great week.

This week I’ve got special guest Nigel Green on the show!

Nigel is the author of Revenue Harvest: A Sales Leader’s Almanac for Planning the Perfect Year. His insights have been featured in Business Insider, Thrive Global and Inc. Magazine. He delivers keynote speeches, workshops and training programs to high-performing sales teams and leaders.

Nigel has more than 15 years of experience leading sales and marketing for Fortune 500 companies, mid-market companies, and start-ups. 

On this episode we discuss, discuss how to increase revenue predictability, dealing with imposter syndrome and of course all things pricing! Tune in for more!

On this episode Nigel and I discuss:

• Nigels business backstory
• How to increase revenue predictability 
• Dealing with “imposter syndrome”
• What Nigels adding to his product ladder 

Connect with Nigel: 

Web Site: https://nigelgreen.co/

Get The Book: https://therevenueharvest.com/

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