Infinite Selling

Heading up Revenue Solutions at the multi-award-winning Mentor Group, James brings over 25 years of commercial, sales, sales enablement, technology and enablement development experience and is focused on developing the next generation of digital enablement and applications to drive revenue performance for clients across the globe.As CEO at the multi-award-winning Mentor Group, Matt brings over 25 years of sales and sales enablement experience to clients and has a mission to help redefine the profession of selling.

• Introduction – Sales is Dead, Selling Is AlivePart 1 – The foundations of Infinite SellingChapter 1 – The Infinite Seller – A Guide, Not a DictatorThe Attributes of the Infinite SellerBeing Digitally LiterateBeing Buyer FocusedBeing AgileStrategic ThinkerBeing a Continuous LearnerBeing Revenue OrientedBeing Values-DrivenAttributes to ActionsChapter 2 – Mental Fitness – The Foundation of Sales PerformanceBuild Your CoreMental Fitness or Mental HealthImproved Focus and ConcentrationBetter Emotional ControlImproved CreativityBetter Customer Relationship ManagementIncreased ResilienceMake Mental Fitness the Centre of Your Selling SkillsTalk about ItChapter 3 – Revenue, Not SalesSales Is dead – Long Live RevenueOne for AllThe Truth about CROsThe Infinite MotionGrit or QuitImportance of InfluenceChapter 4 – How Big Is Your Pie?Scarcity or AbundanceBreaking BadFun or FollyFight, Flight, or FrightMore pie, vicar?Carrots, Sticks, and CabbagesPart 2 – The INFINITE MethodologyChapter 5 – A map, Not a ProcessMaps vs RoutesThis Is a No-Sherpa ZoneWho Are You?Fuel or Friction – Why Deals Can StallThe Shortest Route Is Not Always the BestBuilding Your MapChapter 6 – The Infinite MethodologyWhat Is a Methodology Anyway?Why Qualification Matters More Than Anything ElseINFINITE – It’s All in the NameChapter 7 - I – How do we generate INTEREST?Chapter 8 - N – How can we best establish the NEED (for the product and/or next step)?Chapter 9 - F – How can we reduce the FRICTION?Chapter 10 - I – How can we understand the buyer’s INTENT and they understand ours?Chapter 11 - N – How can we help them NAVIGATE to discover the best solution for them?Chapter 12 - I – How can we INSPIRE them to take action and the next step?Chapter 13 - T – How can we ensure our TIMING is right?Chapter 14 - E – How can we help them EXECUTE on their chosen step?Part 3 – Infinite results, endless flowChapter 15 – Measuring the ResultsFrom Chaos to CalmThe 3 V’sThe Power of Incremental ChangeMeasure Beyond the NumberChapter 16 – Revenue RealisationThe Only Conversation That MattersDeath to CoachingThe MENTOR ModelEase and Flow