The Sales Tipping Point

According to Bryan Walsh, tipping points are the "levels at which the momentum for change becomes unstoppable" (Time Magazine 10-12-2007). In Malcolm Gladwell's book The Tipping Point, the sociological tipping point is seen in many different environments, from crime in New York City to the athletic shoe company Airwalk.
However, the lessons in this book provide a great deal of motivational sales training for entrepreneurs, salespeople, and businesspeople. Chicago sales training speakers and those around the world are beginning to see how some of these concepts can help kick start a business or sales-related opportunity. Gladwell's concepts can truly push the current situation into a sales tipping point.
"The Law of the Few"
Gladwell refers to the economic "80/20 Principle, which is the idea that in any situation roughly 80 percent of the 'work' will be done by 20 percent of the participants" (The Tipping Point p.19). Following Gladwell's lead, we can identify these participants that can initiate the momentum for change in sales.
Connectors bring the world together. In sales and marketing training standards, the connectors are the individuals that salespeople can use to help make business connections. Gladwell's characterization of connectors as those who have social networks of over one hundred people makes an important insight into the sales world, and opens up many opportunities.
Sales coaching institutes can identify a number of connectors to those in sales. Past acquaintances, friends and contacts in business and in your market, friends and family members who "know" people, and even clients you have good relationships with fit into this category. A positive sales training consultant can identify these people, who often will help you if you are aware of their ability. Try to identify the connectors in your life and business endeavors.
Mavens are the information specialists, according to Gladwell. They are extremely knowledgeable about the marketplace and are people who want to help others solve their problems. Described as information brokers, they will share and trade according to their understanding and knowledge.
Sales and marketing training consultants will inform you that mavens are useful in identifying new contacts and potential clients. They can be seen as paid investments for leads, known as suppliers. These mavens are a paid way to obtain information and sales leads, which can tip your sales progress. However, there are also mavens in your business contacts, and those throughout your life. Similar to connectors, mavens are individuals and groups who are everywhere. While they don't necessarily present themselves as paid opportunities, such as suppliers do, they are often there willing to give you advice and help you in your sales objectives in any way they can.

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