{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"The Interplay Between Goal Alignment and Productivity, Ep #181","description":"Goal alignment in business can be a powerful tool. It\u2019s not only a tool\u2014but a necessity. Are the different departments working in unison? Are you part of a sales team at war with the marketing team? If you\u2019re ready to become more productive and ready to find ways to align with the goals of the company, listen to this episode now! Christopher Ryan joins Paul to share his experience with goal alignment and how it was the key to his success. He is the CEO, founder, and Revenue Growth Catalyst and Execution Expert at Fusion Marketing partners. He is an expert in B2B marketing and helping businesses grow their revenue.  Outline of This Episode [1:00] Christopher Ryan shares what productivity means to him [1:55] Why aren\u2019t salespeople effective? [4:55] What are the attributes of a productive salesperson? [7:20] Tools, strategies, and tactics [10:05] Top 3 productivity do\u2019s and top 3 don\u2019ts [14:30] Christopher\u2019s favorite productivity story Knowledge and a desire to serve will set you apart A productive salesperson also needs to master their niche. They should have deep product and domain knowledge. They know how to bring information and resources to the table that a competitor can\u2019t match.  A sales representative doesn\u2019t need to be aggressive. In fact, Christopher points out that the best sales professionals have a desire to serve. They are people who really want to help, not just make a sale. They\u2019ve mastered the art of friendly persistence and the ability to sell without offending the prospect. Above all else, they recognize that their prospects are human beings. Human beings who aren\u2019t looking for a transaction, but a relationship, a rapport. Successful salespeople have pleasing personalities\u2014they want their prospects to feel happy and confident with the relationship. Christopher\u2019s favorite tools + tactics Christopher shares his top 4 solutions for helping a sales professional stay productive. What are they? Use a CRM system: It helps keep you organized. It is a tool to help capture everything you\u2019re trying to keep in your head.  Use a calendar tool: Christopher recommends Calendly or any tool that makes it easy for prospects to book time with you. Content Management System (CMS): What resources do you need at certain points in the sales cycle to facilitate the process of selling? Organize it here.  Find a content curation system: gather information so you understand what\u2019s being talked about and what will help your prospects. Christopher\u2019s top 3 productivity do\u2019s and don\u2019ts Christopher brought so much value in this episode and shared some of his best productivity hacks. These are the top 3 things he believes you must do: Understand and promote a unique brand promise. If you are different, unique, and offer something of value your product is set apart.  Work closely with your marketing division. You must agree on a process and recognize you\u2019re on the same team.  Plug revenue leakages. What leads weren\u2019t followed up on? Was something handled outside of the system? Make the process easier.  What things shouldn\u2019t you do? Don\u2019t waste valuable time with unqualified prospects. Make sure you\u2019re talking to the right people. Don\u2019t do your own lead qualification. Allow your sales development team to handle this part of the process. Never stay in an unpleasant or hostile business. Don\u2019t be afraid to leave. Happy and healthy employees produce the best results.  Why goal alignment is so important Christopher was the VP of marketing at a software company. The business didn\u2019t have good processes in place. Sales reps were unhappy\u2014and unproductive. With full permission, he met with his sales counterpart. They worked together to establish joint goals, defined what a qualified lead was, and implemented a nurturing process.  The aligned their vision and goals. It changed everything. The cost to acquire a lead dropped from $150 to $65. They went from less than 50% lead follow-up to over 90%. Lead leakage was lowered to less than 10%. That is the power of discipline and goal alignment.  Christopher confidently stated, \u201cIf you put your minds together and look forward in the same direction, and have joint goals, you can do anything\u201d.  Resources & People Mentioned Calendly James Obermayer Lori Richardson Connect with Christopher Ryan LinkedIn Twitter Connect With Paul Watts  LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https:\/\/www.podcastfasttrack.com ","author_name":"Sales Reinvented","author_url":"http:\/\/salesreinvented.com","html":"