I’m Back! Let me explain…(an open letter)
I’ve had some changes this year. I’m writing today to explain why and give you an update.
Early this year, I had just recovered from very successful back surgery and thought it a great time for a re-invention. So, I joined an exciting startup and put my consulting company SalesReformSchool and this blog on ice.
This summer, though, I realized a few things: I wasn’t having as much fun as I expected, and surprisingly, I REALLY MISSED my SalesReformSchool business. I missed working with an array of exciting and energetic companies, and I missed helping smart people from different walks of life improve their sales skills, and really, improve their lives.
So, after having a great conversation with our CEO, we worked out a separation. I’m proud of my work “in the laboratory” of a startup. I built a sales playbook including an ideal customer profile, sales process, and messaging tools, reached out to hundreds of targeted accounts, and we even closed some deals. At the same time, I am also totally energized by my re-launch of SalesReformSchool.
Funny thing – the same day I made the decision to leave, I also received a referral from a colleague for sales consulting work. I’ve already closed and delivered the initial engagement and have a verbal on a second Statement of Work.
And the karma continues
Then, Manish Singh, my client and Executive VP, Sales, Solutions & Client Services at Oversight Systems – wrote this killer LinkedIn recommendation last month for me:
“Adam is an excellent sales coach and mentor for sales leadership and team development. At Oversight, Adam’s sales training and coaching was key to the team’s overall development and success. His guidance was extremely helpful in cementing our sales strategy from initial client conversation to deal close. Adam contributed significantly to various aspects of our sales process including sales messaging, collateral development, one-on-one pipeline reviews, overcoming client objections and managing activities within a stage as well as between stages of our sales process. As a direct impact, our sales team put up unprecedented growth and record quarters. It was a pleasure to work with Adam and I would absolutely recommend his services.”
So, I am Re-Launching SalesReformSchool
The Oversight Systems engagement was ideal and one I expect to replicate over and over again with other clients. My success has always been based on referrals and direct contact with smart people who realize the need for customized sales on-boarding and in-boarding. To that end, one of my strategic initiatives is to have regular correspondence with my network, including you. Please subscribe! My communications will always have some connection to sales – perhaps a lesson or a story from the field. I hope you’ll find my notes useful. I promise not to over-communicate; my intention is one or two per month. Is that too much? Please let me know. Of course, if you don’t want to receive SalesReformSchool emails, please tell me. I will unsubscribe you ASAP from this list.
Today’s Lesson: In my professional life, I have met very few successful people who aren’t also well read. Whether it’s fiction, non-fiction, business blogs, whatever, they read. So, here’s a book recommendation for both beginners and veterans who want to be seen as trusted advisors to their buyers. I devoured it, and I think you will, too.
The Joshua Principle: Leadership Secrets of Selling
The Amazon description:
Joshua Peters is a salesman in crisis – after losing a key deal his boss threatens him with the sack and he has doubts concerning his choice of career. His father is a sales veteran who progressed all the way to CEO but with their relationship at an all time low he struggles to help. Then a mentor’s invitation from the other side of the world powerfully transforms everything as Joshua’s RSVP sets him on the path to discovering leadership secrets of strategic selling. He applies the principles to the biggest and most complex deal of his life and his journey culminates with a powerful meeting that finally reveals The Joshua Principle.
That’s all for today.