To unlock sustainable growth, leaders must champion a strategic approach that views sales not merely as a numbers game but as the execution of the company’s broader strategy. One reason that companies struggle to differentiate and grow is that the Sales function is viewed as critical – but not strategic. That’s an executive error if you are looking to grow in revenue, margin, and customer loyalty.

Sales leaders must guide their teams with a strategic vision that meets current challenges and anticipates and adapts to future market shifts.

In this episode of the Mental Selling podcast, we speak with Scott K. Edinger, author of The Growth Leader: Strategies to Drive the Top and Bottom Lines. Scott uncovers the common pitfalls associated with viewing sales merely as a transactional function and advocates for a paradigm shift toward creating consultative relationships that align seamlessly with broader business strategies.

Scott Edinger sales growth

Scott advocates for a paradigm shift toward creating consultative relationships that align seamlessly with broader business strategies. They also discuss the power of aligning strategy, leadership, and sales to achieve sustainable revenue growth and the importance of helping salespeople see the long-term benefits of investing in their professional development.

Remember that the strategic and emotionally intelligent approach transforms leadership while it revolutionizes the entire sales process.

To hear more, listen to the conversation.

 

In this Mental Selling episode, you’ll learn:

  • That growth is not merely a sales issue but a leadership and motivation challenge.
  • The power of aligning company strategy, leadership, and sales to achieve more sustainable revenue growth.
  • The importance of helping salespeople see the long-term benefits of investing in their professional development.

What to listen for:

  • [02:46] Challenges in Driving Sales Performance
  • [18:50] How to Make Sales Truly Strategic
  • [22:13] Three Ways to Design a Valuable Sales Experience
  • [27:31] The Importance of Consistency in Brand Promise
  • [29:32] Making Emotional Connection in Leadership

Additional Resources From This Episode:

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