146 The One Where We Bring EOS and Sales Together


I know what you are thinking, I am crazy to have all these processes. Well, I think you are insane not to have all these processes. A process allows a standard of quality no matter who is performing the task.  In episode 131, I spoke with Alicia Butler Pierre, all about processes. One of the components of the Entrepreneurial Operating System (EOS) is processes. EOS refers to it as “the way.” And companies following EOS don’t have an issue creating processes until it comes to the sales department. 

Most sales departments have as many different ways to ‘make sales’ as they do salespeople. This method or lack of practice is inefficient and outdated. In episode 39, I spoke with Justin Roff-Marsh about this very topic. Justin makes a great case on why we need to bring the sales department into modern days when it comes to processes. 

b2b sales expert, adam shapiroIn today’s episode, we are going to talk with Adam Shapiro of SaleReform School. Adam can help you find the right processes to achieve the highest results in the sales department. He is also an EOS speaker. We will learn about how we can take all of the items we learned in EOS into the sales department and make that department more efficient, more profitable, and more fun. 

Key Points    

9:33 – Adam’s background 

13:10 – EOS and sales 

19:50 – Vision/Traction Organizer and sales 

22:48 – Landing on your Three Uniques 

24:35 – Proven process and sales 

27:04 – Selling virtually  

32:20 – Core values and sales 

39:03 – Advice for sales managers  

Quotes 

“Proven process description is a great tool for salespeople to show confidence” 

If you rush someone into a sale, you are going to regret it and they are going to regret it” 

“The right time to close is when the evaluation process is complete” 

Links Mentioned On This Episode 

Seven Habits of Highly Effective People 

Traction 

The Challenger Sale 

The Machine 

Proactive Webinar Series 

Adam’s Website 

Adam’s LinkedIn Profile 

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