Fred's multitude of experiences have led him to be understanding of the many challenges salespeople face. On this episode, he discusses the books he has written and how they are geared to help salespeople.
His first book teaches salespeople how to develop a way more collaborative approach in dealing with those challenges. Fred's latest book, 'Hybrid Selling', explores how salespeople can use a complete approach to drive opportunities in the new world of sales. Fred discusses the certain things that salespeople need to do in order to use this complete approach and he illustrates those tasks through the 'EVOLVE' framework. The elements of this EVOLVE framework are:
His goal with this framework is to put in bits of his advice and knowledge into each of the essentials. Fred believes you must actually break stuff down into smaller parts, and deliver it in little chunks that people can implement. He has restructured sales training not only around these smaller chunks but how you can drive the implementation. A huge factor in driving the implementation is what Fred calls, 'box step'. It helps you take the information learned in training and use it properly.
Not only do they discuss insights from his books, but Fred and Greg both acknowledge the fact that there are not as many face to face meetings, or time in front of customers nowadays. They agree that, consequentially, salespeople are forced to approach sales in a different way. Fred expounds on the specific skills and tactics needed for salespeople to continue to work, despite this difference. They analyze how these changes affect the sales world and contribute to the convenience economy we have today.
