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.
[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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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.
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?
In his recent podcast, Stephen Hall, a renowned Youth Rowing Coach, Behavioral and Business Coach, and Mentor, shares his expertise on penetrating large corporate accounts. He identifies three core elements: understanding the company's pain points, ensuring there is a budget for the initiative, and reaching the right decision-makers within the organization.
Who is Stephen Hall and what is his expertise?
Stephen Hall is a Youth Rowing Coach, Behavioral and Business Coach, and Mentor with skills in CEO leadership, strategic planning, selling expertise, and corporate account sales training. He has a wealth of experience working with both small and large companies, including Fortune 500 companies.
What are the three core elements Stephen Hall identifies for penetrating large corporate accounts?
Stephen Hall identifies three core elements for penetrating large corporate accounts: understanding the company's pain points that a product or service can address (Pain), ensuring there is a budget or funding for the initiative (Budget), and reaching the right decision-makers within the organization (Decision).
How does Stephen Hall suggest uncovering 'pain' in a large company?
According to Stephen Hall, businesses can uncover 'pain' in a large company by either forming a working hypothesis based on their knowledge and experience or conducting thorough research to identify the pain points within the company.
What is the importance of budgeting in penetrating large corporate accounts according to Stephen Hall?
Stephen Hall emphasizes that budgeting is critical in penetrating large corporate accounts. Without adequate funding or budget, the initiative cannot move forward. He also notes that budgeting often becomes a snag in big companies, making it a crucial factor to consider.
How does Stephen Hall's podcast help businesses aiming to land large accounts?
Stephen Hall's podcast provides practical guidance for businesses aiming to land large accounts. By understanding the company's pain points, ensuring there is a budget, and reaching the right decision-makers, businesses can strategize effectively to penetrate large corporate accounts.
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