10 Ways to Climb a Sales Mountain | Lesson #10: Bring the Entire Team to the Summit and Back

Paul Boucherle Sales Mountain Lesson 10

Lesson #10: Bring the Entire Team to the Summit and Back

You have guided the climbing (selling) strategy to reach the convergence summit while standing and looking at the beautiful view of the future business landscape in front of you and your IT Sherpa partners. What’s left to do?

Bring the rest of your team to the summit to enjoy the view! The security team, the line business operations team, the facilities team, and definitely the senior management team need to see the view from the summit.

10 Ways to Climb a Sales Mountain | Lesson #9: Reaching IT is THE Summit

Paul Boucherle Sales Mountain Lesson 9

Lesson #9: Reaching IT is THE Summit

Last month, we explored some basic contingency planning as you approach the final 1000’ to the top of your convergence sales mountain. We framed this in terms of video management software context. I left out one vital element to your success… the wise (IT) Sherpa (guide) who can guide the final push to the top. You better bring the right chara (gift) to gain his attention and support, or risk falling off the mountain.

10 Ways to Climb a Sales Mountain | Lesson #8: Contingency Management Planning When Climbing

Paul Boucherle Sales Mountain Lesson 8' style=

Lesson #8: Contingency Management Planning When Climbing

Last month, we talked about how conditions change quickly when you approach the management summit. It is about anticipating what could go wrong and what you will do about it. You must ask yourself and your climbing team to dialogue the right questions before you take the next step up the mountain. Not having answers when managers at the summit ask questions is a great way to fall down the mountain. That is yodeling you are hearing and the echo of the voice of experience.

10 Ways to Climb a Sales Mountain | Lesson #7: What to expect on the way to the Summit

Our series with Paul Boucherle, principal at Matterhorn Consulting LLC., aka the Swiss Sherpa, continues here with part 7! Paul will be providing lessons to help system integrators climb their sales mountains. If you missed Lesson #6: Planning Your Summit Assault, you can read it here.

Follow Paul on Twitter.




Paul Boucherle Lesson 7

Lesson #7:What to expect on the way to the Summit

Conditions change quickly when you start your trek to the summit. The climb gets more strenuous, there is less room for error and there is less oxygen (funding) available near the top. Management that lives at the summit think, act and talk differently and have different perceptions of time.

10 Ways to Climb a Sales Mountain | Lesson #6: Planning Your Summit Assault

Our series with Paul Boucherle, principal at Matterhorn Consulting LLC., aka the Swiss Sherpa, continues here with part 6! Paul will be providing lessons to help system integrators climb their sales mountains. If you missed Lesson #5: Bring the right equipment for Base Camp II, you can read it here.

Follow Paul on Twitter.




10 Ways to Climb Sales Mountain Summit Assault

Lesson #6: Planning Your Summit Assault.

Last month, you learned some guidelines as to what equipment you should bring to Base Camp II. As you ascend the Sales Mountain, you will have to consider the summit assault plan and part of that plan is knowing the "terrain" you’re going to be playing in. Let’s say your terrain is the retail vertical market segment and professional Loss Prevention (LP) management, what is your plan?

10 Ways to Climb a Sales Mountain | Lesson #5: Bring the right equipment for Base Camp II

Our series with Paul Boucherle, principal at Matterhorn Consulting LLC., aka the Swiss Sherpa, continues here with part 5! Paul will be providing lessons to help system integrators climb their sales mountains. If you missed Lesson #4: Check the weather conditions, you can read it here.

Follow Paul on Twitter.




10 ways to climb sales mountain base camp

Lesson #5: Bring the right equipment for Base Camp II.

The weather forecast has been carefully analyzed. You have confidence that the window of opportunity for advancing your business solution is good to go. You have consulted with knowledgeable Sherpas who are going to guide your ascent to Base Camp II. This is a critical phase in making it to your summit. What could possibly go wrong?

10 Ways to Climb a Sales Mountain | Lesson #4: Check the weather conditions

Our series with Paul Boucherle, principal at Matterhorn Consulting LLC., aka the Swiss Sherpa, continues here with part 4! Paul will be providing lessons to help system integrators climb their sales mountains. If you missed Lesson #3: Choosing your climbing strategy, you can read it here.

Follow Paul on Twitter.




10 ways to climb sales mountain check weather

Lesson #4: Check the weather conditions

We all know that timing in both business and weather can be critical to your success. When you travel for business, this knowledge becomes even more critical. If you are off by a day or two, the results can be disastrous! The right idea, solution or strategy simply will not work if the weather conditions change. Been there? Thought so.

10 Ways to Climb a Sales Mountain | Lesson #3: Choosing your climbing strategy

Our series with Paul Boucherle, principal at Matterhorn Consulting LLC., aka the Swiss Sherpa, continues here with part 3! Paul will be providing lessons to help system integrators climb their sales mountains. If you missed Lesson #2: Establish your base camp, you can read it here.

Follow Paul on Twitter.




10 ways to climb sales mountain base camp

Lesson #3: Choosing your climbing strategy

Okay, last month you arrived at Base Camp I and are firmly committed to climbing to the top of your personal and/or company’s sales mountain. You have conditioned yourself to climb to the summit and are becoming acclimated to your Base Camp I altitude. You have survived your initial climb through the "gatekeepers" of the mountain. You have your climbing credentials and visas approved. Time to revisit your climbing/selling strategy.

10 Ways to Climb a Sales Mountain | Lesson #2:Establish your base camp

Our series with Paul Boucherle, principal at Matterhorn Consulting LLC., aka the Swiss Sherpa, continues here with part 2! Paul will be providing lessons to help system integrators climb their sales mountains. If you missed Lesson #1: Study the mountain, you can read it here.

Follow Paul on Twitter.




10 ways to climb sales mountain base camp

Lesson #2: Establish your base camp

Any mountain climber knows the importance of establishing a good base camp to support an expedition up an imposing mountain…in your case a sales mountain. We are not talking about a simple one day rock climb with a 1,000’ of vertical ascent. We are talking about those 21,000’ peaks that require some real planning and effort! Why is this so important?

10 Ways to Climb a Sales Mountain | Lesson #1: Study the mountain

This year, we'll be featuring a new monthly series from Paul Boucherle, principal at Matterhorn Consulting LLC., aka the Swiss Sherpa! Paul will be providing lessons to help system integrators climb their sales mountains.

Follow Paul on Twitter.




Sales Mountain

Lesson #1: Study the mountain

When you plan to successfully summit a new sales peak every month and failure is not an option because you have obligations, you better study the mountain’s terrain before you begin your ascent! This analogy certainly rings true to those of us that make our living selling technology solutions to new prospects and customers.


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