Floriss Group

Happy Easter

In this latest episode of Moving The Rock's 'Back to Basics' series, discover how to help your sales team develop habits to fully deliver on the promise of a predictable sales methodology.

Check out the podcast here: https://www.podbean.com/eas/pb-prmf6-fd7030

2.1 SKILLSET - The Promise / Defining ‘Winning Habits’ | Moving The Rock Helping your team fully deliver on the promise of a predictable sales methodology requires a leader to know how to help each team member sustain a common set of winning habits.

In our founder's latest article, James discusses how to illuminate the hidden expenses of hiring underperforming salespeople and improve your bottom line with our "Cost of Shadows Calculator."

Check it out and let us know what you think!

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Back to Basics! In this episode of Moving the Rock, we explore the importance of walking your own path to change as a salesperson or leader. If your job is to lead buyers to change, understanding your own path is crucial. Listen in to learn more about how your own experiences can help you understand your buyer's journey.

Listen to the full episode here:

1.5 MINDSET - Walking the Talk / Understanding Your Own Path to Change | Moving The Rock We can only lead buyers along a path we are willing to walk ourselves. If your job is to lead buyers to change, then you must have experience walking your own path to change. Understanding your own path will help you understand your buyer’s path.

Are you a leader or a salesperson? Then you know the importance of leading change.

On this week's Moving The Rock "Back to Basics" series, we dive into the decision to buy, which follows the decision to change.

Remember, people buy when they are ready, willing, and able to change, and we sell when we are ready, willing, and able to lead buyers to change.

Our job is not to sell our idea or solution, but to sell change.

Listen in, share your thoughts, and let us know what you think!

1.4 MINDSET - Leading Change / Stop Selling Solutions | Moving The Rock The decision to buy follows the decision to change. People buy when they are ready, willing and able to change. We sell when we are ready, willing and able to lead buyers to change. As a leader or as a salesperson, your job is not to sell your idea or solution. Your job is to sell change.

This week on Moving The Rock "Back to Basics" series....we talk about the buyer.

Your ‘fastest path to cash’ is to sell the way your customers buy, but that does not mean handing over the mantle of hashtag to your hashtag . It means leading the client to a shared understanding of their problem and your solution.

Take a listen, share and let us know what you think!

1.3 MINDSET - The Buyer / Your Fastest Path to Cash | Moving The Rock Your ‘fastest path to cash’ is to sell the way your customers buy, but that does not mean handing over the mantle of leadership to your buyer. It means leading the client to a shared understanding of their problem and your solution.

This week on Moving The Rock "Back to Basics" series....we talk about servant leaders.

Servant leaders are natural growth multipliers. Servant leadership has the ability to form the foundation of a sustainable and natural hashtag , capable of transforming sales and customer-facing teams.

Take a listen, share and let us know what you think!

1.2 MINDSET - The Leader / Servant Leaders as Growth Multipliers | Moving The Rock Servant leaders are natural Growth Multipliers. Servant leadership has the ability to form the foundation of a sustainable and natural growth strategy, capable of transforming sales and customer-facing teams.

Honoring all who served. Thank you!

Check out our Moving the Rock “Back to Basics” series where we revisit the most compelling topics for building a reliable sales growth engine.

Sales is a game of probability, not a game of perfection. Many elements of the game are out of our control, BUT we can identify predictable patterns of success that help us to win more than we lose, and win bigger and lose smaller over time.

1.1 MINDSET - The Game / Probability vs. Perfection | Moving The Rock Sales is a game of probability, not a game of perfection. Many elements of the game are out of our control, but we can identify predictable patterns of success that help us to win more than we lose, and win bigger and lose smaller over time.

The truth is, as leaders experience success they become less flexible, less curious, and lose their ability to anticipate and respond to change.

Instead of seeking data to understand what is happening and how to respond, they prefer to rely upon gut instinct honed over years of practice.

Unfortunately, this can cause leaders to look at new events through old eyes.

What’s needed is an operating model that allows sales and customer-facing teams to leverage what they know (their experience) and what they don't (new data and insights) to ensure they can sustain the success their leaders, investors, and board members expect.

Listen as Chris and I delve into this topic!

Why do great companies miss quarterly revenue targets? | Moving The Rock The truth is, as leaders experience success they become less flexible, less curious, and lose their ability to anticipate and respond to change. Instead of seeking data to understand what is happening and how to respond, they prefer to rely upon gut instinct honed over years of practice. Unfortunate...

The CEO Revenue Roundtable is a prestigious event specifically designed for ambitious CEOs and revenue leaders who are determined to find a more consistent path to growth.

I’ll be talking about how sales teams can avoid the traps that will prevent scalable revenue growth in 2024.

Whether you're a seasoned leader or new to your role, this event is designed to help you remove the blind spots that are preventing your company from achieving the growth it deserves.

Details:
Thursday, October 12 · 8:30am - 4pm EDT
Muirfield Village Golf Club – Food and refreshments provided.
5750 Memorial Drive Dublin, OH 43017 United States

Seating is limited. RESERVE YOUR TICKETS NOW: https://bit.ly/3PnCc9c

Join me along with the following presenters:
Andy Shaffer
CEO at Shaffer Advisory Group
Paul Fuller
CRO at Membrain.com
Ed Porter
Founder at Blue Chip CRO
Paula S. White
Founder at Paula S. White LLC

We will end the day with a Muirfield tradition like no other - Memorial Tournament Milkshakes! Hope to see you there.

Thanks Eric!

Check out James's latest LinkedIn article and let us know what you think!

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Check out our founder's latest LinkedIn article!

Four operating levers that guarantee a top-performing sales team. What 30 years of building teams has taught me about guaranteeing my client’s success. What separates the top 20% of sales teams from the bottom 80%? Halfway through my career, I asked myself this question, came up with an answer, and have been unconditionally guaranteeing my clients’ expe...

Join me at the 10th Annual Women’s Leadership Conference at the Quest Conference Center Polaris on June 16, 2023, from 8:00 a.m. to 5:00 p.m.

Presented by the Better Business Bureau and the Women’s Small Business Accelerator, this year’s Women’s Leadership Conference is all about ENERGIZING YOUR GROWTH.

With over 300 professionals in attendance and more than 15 energetic speakers, the 2023 Brady Ware Women’s Leadership Conference and Luncheon is sure to be a day filled with networking and actionable advice to achieve your professional milestones.

Learn more about the conference and purchase your ticket here ->
https://www.columbuswomensleadership.com/schedule-2023


Don’t forget your discount code: WLC20


Together,

James

SCHEDULE 2023 — 2023 Columbus Women's Leadership Conference Schedule of events for the 2023 Columbus Women’s Leadership Conference.

Founders - are you still the best salesperson in your company?

We're looking for a company with at least 5 salespeople to build a completely self-sustaining revenue engine that doesn't require the founder to function.

In less than 4 months we'll assess and align your existing sales team, install our proven processes, and increase performance by 2-3x (without hiring additional salespeople).

This is how we helped a North American manufacturer open up new premium markets and accelerate growth from $25M to more than $65M in revenue. How we helped a fourth-generation family business build a self-sustaining revenue engine that could withstand a change of leadership while continuing to grow. And how we helped a venture-backed SaaS company grow revenue by 150% in 6 months so they could confidently achieve their next round of funding.

We have fine-tuned this process over 30 years, by working with 6500+ founders and sales leaders. And we are so confident in our process that we will guarantee your satisfaction, results, and ROI.

If you’re a founder who wants a self-sustaining revenue engine, tailored to your business so you can achieve the next level of scale in your business then comment “scale” below and I'll reach out with more info.

When you micromanage a team, you tell your people that you don’t trust them.

On the other hand, by closely managing a team, you communicate your desire to do whatever it takes to ensure their success.

One approach creates a healthy growth culture. The other creates a culture of fear.

What can you do to develop the team of your dreams?

Check out my latest blog and let me know what you think. I have also included a free gift from our friends at SightShift.com that could change your life.

Peace!

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Thanks Benny!

When you micro manage your team, you are telling your people that you don’t trust them. When you closely manage your team you are telling your people that you are willing to do whatever it takes to ensure you both succeed.

There may be little difference between the two styles in terms of the focus you bring. But there will be a big difference in terms of how you are perceived.

In most sales and revenue organizations, accountability is wielded as a carrot or a stick, i.e., it creates a consequence that trains team members to anticipate or fear undesirable outcomes.

Accountability that motivates, however, focuses team members on the inputs of their decisions and actions. The understanding is that as long as you are working toward doing your best, the outcome will take care of itself.

One approach fosters complacency among its ranks and slows or stops innovation and change. While the other approach fosters curiosity and a leadership mindset that is constantly anticipating, learning, and adjusting.

There are two paths to change but only one path to growth. Which path are you leading your team along? Where can you improve?

Learn more about your leadership identity by taking 10 minutes to complete our IFQ measurement tool. Reach out, connect with me, or comment below to receive your free link.

It’s common practice for scale-up and growth companies to try increasing revenue by hiring more salespeople. And yet, out of two-million salespeople studied, only 8% consistently follow a reliable sales process.

Adding more team members without a reliable sales process in place is like pouring high-octane fuel into a misfiring engine. No matter how potent the fuel, the engine will underperform.

Fortunately, there’s a solution.

Start your FREE Sales Flow Benchmark Analysis today! https://bit.ly/3ohPZ2J

Thanks Andy!

It’s common practice for scale-up and growth companies to try increasing revenue by hiring more salespeople. And yet, out of two-million salespeople studied, only 8% consistently follow a reliable sales process.

Adding more team members without a reliable sales process in place is like pouring high-octane fuel into a misfiring engine. No matter how potent the fuel, the engine will underperform.

Fortunately, there’s a solution.
Click here to start your FREE Sales Flow Benchmark today: https://bit.ly/3ohPZ2J