The document discusses strategies for building sales momentum, including focusing on truly understanding customers' needs through solution selling, engaging with the right audience by leveraging the buyer's pyramid, prioritizing quality over quantity, continuously refining sales skills through self-education, measuring key metrics to improve performance, and maintaining an entrepreneurial mindset.

1. What it Takes to Build
Sales Momentum:
Resilience, Survivalism, and
Continually Refining Your Craft

2. #StrategicMomentum

3. Overcoming Challenges Facing
Sales Professionals

4. #StrategicMomentum

5. Today’s Sales Challenges
October 2018 What it Takes to Build Sales Momentum with Tom Schuh | Flywheel Associates 5
• Lack of formal training and a failure to truly understand what it takes
to “solution sell.”
• A focus on trying to be understood instead of seeking to
understand.
• Lack of clarity with respect to determining who your audience is,
getting in front of the right people, and ultimately, how to best
engage them.
• Distracted by the white noise of potential prospecting opportunities
and approaches because of the pressure to perform.

6. Misconception: Volume Cures All
• People fool themselves into
thinking that lots of activity =
results
• Results come through having
meaningful conversations with
relevant consumers to find
opportunities to help them.
6October 2018 What it Takes to Build Sales Momentum with Tom Schuh | Flywheel Associates

7. Putting the Solution Back Into
Solution Selling

8. Solution Selling Process
October 2018 What it Takes to Build Sales Momentum with Tom Schuh | Flywheel Associates 8
• Solution selling isn’t about you being understood but rather you truly
focusing on the needs and wants of your customer.
• Implementing true solution selling involves the following:
a. Gather info to determine the product or service that’s most appropriate for them.
b. Ask fact-based questions: “What resources do you already have?”
c. Move to goals-based questions: “What are you trying to accomplish” and “Where are
you trying to go?”
d. Discuss obstacles preventing them from achieving those goals, and present obstacles
that might not have been considered.
e. Offer help on how to fix those obstacles. Some you will be able to directly help and
others you might not.

9. #StrategicMomentum

10. Leveraging the Buyer’s Pyramid
• To get to your ideal audience, it’s important to understand where
they sit in the buyer’s pyramid and to have a clear picture of who
that person is:
– Use the buyer’s pyramid (from The Ultimate Sales Machine)
– Assess if the customer has the resources and the embedded needs that
align to what you want to offer.
– Diagnose how you could offer the most value. Offer to teach them
something of value or answer questions that they have.
10October 2018 What it Takes to Build Sales Momentum with Tom Schuh | Flywheel Associates

11. Leveraging the Buyer’s Pyramid
• Strategic listening,
questioning, and
dialogue determine
where people fit in
these categories and
for you to create
genuine value.
10October 2018 What it Takes to Build Sales Momentum with Tom Schuh | Flywheel Associates

12. “Rate Game” vs. “Volume Game”
October 2018 What it Takes to Build Sales Momentum with Tom Schuh | Flywheel Associates 11
• Sales is a rate game, not a volume game.
• Rate increases by making sure you’re in front of the right people.
• Physically put yourself in front of those people.
• Typical lead techniques are diminishing (email, direct mail, phone
and even social), so you can’t continue to do the same things and
expect the same results.

13. Setting Yourself Up for Sales
Success

14. #StrategicMomentum

15. Focus on Self-Education
• Sales professionals’ potential success is contingent on the time they
spend perfecting their craft.
• Invest in perfecting your sales skills. Don’t run around with a dull
blade; sharpen the sword.
• Successful salespeople are constantly learning and refining.
– Read sales books.
– Attended sales conferences.
– Sign up for training sessions and seminars.
• You have to stay on top of emerging techniques, trends, and
technologies.
14October 2018 What it Takes to Build Sales Momentum with Tom Schuh | Flywheel Associates

16. Measurement is Critical
October 2018 What it Takes to Build Sales Momentum with Tom Schuh | Flywheel Associates 15
• Many aren’t fully measuring their performance.
• You will fall behind competitors if you do not:
– Track steps in your sales process
– Build-in ratios
– Understand conversion ratios
– Leverage champions in your team
• Understand your numbers and know those ratios between the
different steps in your sales process in order to diagnose and
identify where the true problem is – essentially the hole in the hose.

17. Think Like an Entrepreneur
• Whether you’re on a team of 500 or
running your own business, you
have to think like an entrepreneur.
• Self-reliance is fundamental to get
the job done
• Invest in self-education, focus on
one target at a time, and work on
overcoming your fears; your
survival depends on it.
16October 2018 What it Takes to Build Sales Momentum with Tom Schuh | Flywheel Associates

18. Tune in to STRATEGIC MOMENTUM PODCAST to hear from more guests like Tom!
About Tom Schuh
Tom Schuh is the founder of Optimum
Effect Group. Previously, he spent over a
decade in the military before landing a job in
sales with American Express. Despite
lacking a college degree or any sales
training, he worked his way up the
corporate ladder before transitioning into
being an entrepreneur.
Resources:
● Connect with Tom on LinkedIn
● Optimum Effect Group Website

19. To learn how we can create momentum for your
business, contact us at info@flywheelassociates.com
STRATEGICMOMENTUM.CO/EPISODES/33

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