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How To Unlock Success Strategies with Corporate Sales Strategist Stephen Hall

On Episode 126 of The No Limits Selling Podcast, we have Stephen Hall, a Youth Rowing Coach, Behavioral and Business Coach and Mentor, CEO Skills, Strategic Planning, Selling Expertise and Corporate Account Sales Trainer. In this episode, Stephen shares how to unlock success strategies. 

Stephen Hall received his MBA from Rollins College, Winter Park, FL and began a successful selling career that led him into sales training, regional management and becoming Vice President of Sales for Sensormatic Electronics, a world leader in the electronic security field and a Fortune 500 company (now owned by TYCO). 

He has managed sales teams as few as 5 and as many as 120 and revenue from $5M to $130M before becoming CEO of a $20M company.  Despite the tough economic slide of 2008, his business grew from $10M to $20M in a four-year period and doubled both the employee base and number of customers.  In that time, his expertise went beyond sales to operations, finance and acquisitions.

As a resident of Annapolis since 2000, Steve’s desire to get out of the corporate boardroom and help mid-tier businesses led him to acquire his own business as a Trainer, Mentor and Coach for companies and individual clients.  His business, Maryland Sales Training & Management Development relied on Steve’s field expertise in business leadership positions – not just in selling, but also Management, Leadership, Behavioral training, and social media promotion through LinkedIn, Facebook and email blasts.  He is a certified DISC instructor and Outmatch (formerly Devine Inventory) Assessments leader.

Steve has been a conference speaker and is a great connector through his networking experiences. In addition to his coaching and mentoring, Steve has served on the Rotary Club of Annapolis’ board of directors, the Y of Central Maryland’s Community Leadership Board and is a competitor and coach for the Annapolis Rowing Club.  He is an Emeritus Board Director for the National Center for Missing & Exploited Children, headquartered in Alexandria, VA.

Contact Stephen:

[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]

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Summary

Introduction and Background

The podcast begins with an introduction of Stephen Hall, a Youth Rowing Coach, Behavioral and Business Coach, and Mentor. He is also skilled in CEO skills, success strategies, selling expertise, and corporate account sales training. Stephen shares his experiences working with both small and large companies, including a Fortune 500 company.

The Art of Opening Large Accounts

Stephen is recognized as a master at opening up large accounts. He discusses the challenges of penetrating large companies and the need to understand the dynamics of these organizations. He emphasizes that the process is fundamentally the same, whether it's a 100-person company or a large behemoth company.

Three Core Elements of Business Success Strategies

Stephen identifies three core elements that businesses need to understand and evaluate: pain, budget, and decision.

  • Pain: This refers to the problems or growth opportunities within a company that a product or service can address.
  • Budget: Without funding, nothing happens. Budgeting is critical and often a snag in big companies.
  • Decision: This involves getting to the right people in the organization who can make decisions.

Inventing a Fictitious Company

To illustrate his points, Stephen and the host invent a fictitious sales training company that has developed a new app to make salespeople more effective. The company needs to land a large account to get more funding. Stephen, acting as a consultant, guides the company on the journey to land a big account.

Conclusion

In the podcast, Stephen Hall, a seasoned Youth Rowing Coach, Behavioral and Business Coach, and Mentor shares his insights on penetrating large corporate accounts. He identifies three core elements that are crucial to this process: understanding the company's pain points that a product or service can address, ensuring there is a budget or funding for the initiative, and reaching the right decision-makers within the organization. 

Using a hypothetical scenario of a sales training company seeking to land a large account, Stephen provides practical guidance on how to navigate these elements. The podcast underscores the importance of success strategies, selling expertise, and understanding corporate dynamics in achieving business success.

Questions & Answers

What are the key insights shared by Stephen Hall in his recent podcast?

Who is Stephen Hall and what is his expertise?

What are the three core elements Stephen Hall identifies for penetrating large corporate accounts?

How does Stephen Hall suggest uncovering 'pain' in a large company?

What is the importance of budgeting in penetrating large corporate accounts according to Stephen Hall?

How does Stephen Hall's podcast help businesses aiming to land large accounts?

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About the author 

Umar Hameed

Umar Hameed is an expert in changing individual behavior and improving team dynamics. He uses techniques and tools from the world of Applied Neuroscience and NLP to make individuals and organizations more successful. His business savvy and neuroscience combination gives him the unique ability to help salespeople become exceptional. Umar is an international keynote speaker who has done presentations in 16 countries. βœ…βœ…βœ…He is the author of three books; the latest is Unleash Your Crazy Sexy Brain!


Tags

business coach, Strategic Planning, success strategies


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