Greg Nutter - P3 Selling

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Sales targets are challenging and ever increasing, so you have to get betterthe strategies outlined in this book will help you succeed. Greg brings his extensive experience to create a thoughtful and fresh perspective on sales execution and strategy. A very worthwhile read.

Robert Courteau, Board Member and Executive Advisor, former President North America and Global Chief Operating Officer, SAP

Greg worked with our sales team to implement many of the P3 Selling concepts. Its structured approach fosters results. I would recommend it to any sales leader looking to take their team to the next level.

Heather Johnson, Chief Executive Officer, Ingenium

A concise and logical approach to excel in todays competitive and complex B2B selling environment. P3 Selling details the key elements necessary to optimize sales productivity and predictability for sales professionals and their leaders that would otherwise take years of training and experience to learn.

Dave Bowman, Founder, DRB Sales Mastery, former Vice President, Telus Communications

Greg worked with our global sales team on being more strategic. P3 Selling offers more solid advice on how to positively differentiate both yourself and your company from the competition so that you win more deals.

Jerry Olechiw, Vice President Global Sales and Marketing, Doble Engineering

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Copyright 2022 Soloquent Inc.

All rights reserved.

First Edition

ISBN: 978-1-5445-2999-8

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You Never Want to be THAT Guy!

Early in my sales career, I came across a situation I never wanted to be in. It scared the crap out of me. I was working for a division of Xerox that sold computer hardware and software to corporate data centers. While Xerox primarily hired their office equipment sellers right out of college, they preferred to hire more-tenured reps for this division so they would command more customer credibility. One hire was a very well-dressed, articulate, mid-thirties to early-forties gentlemen who looked every bit the part of a successful seller. We all thought he was going to do well, as he exuded enthusiasm and a lot of self-confidence. But as he began to call on his assigned accounts, he became very frustrated and angry. His problem? He couldnt get his customers to engage with him on any sales opportunities. As time went on, he became more and more critical of every customer he spoke to, blaming them for not wanting to work with him. And his feelings of anger began to shift to fear. He probably had success earlier in his career, maybe at a fast-growing company with a hot, new product or perhaps just a streak of good luck, but now, he seemed to forget how to make things happen. So here he was, a man without a clue on how to turn things around, and all he could see in front of him was failure. After only a few months on the job, he was fired. I wondered how long he would be on the streets after such a short stint and how long he would last at his next sales job. Whatever happened, my gut told me that it probably wasnt good.

Looking at him scared me to death so much that I decided I never wanted to be that guy. So I spent a lot of time learning as much as I could about selling. I read all the popular books, took all the courses, and even became a sales trainer so I could see how well these best-practice techniques worked in action. But after studying all the different selling methodologies and programs, it struck me that there didnt seem to be a single source that captured all the key success factors in one cohesive package. Lots of good ideas on processes, tips, and techniques, but they were largely unconnected and never the full picture. More than just some assembly required.

Fortunately, over time, I was able to piece these essential elements together myself and avoided my colleagues frightening situation. However, throughout my career as a sales leader and consultant, I continued to come across many sellers who had also lost their way, didnt know where to turn, and were living day to day with the stress and fear of not making their numbers and losing their jobs. It was for these people that I decided to write this booka single resource with all the critical success elements connected and in one placein order to help keep them from becoming that guy!

Everyone who pursues a career in sales wants both the prestige and financial rewards of success. But figuring out how to achieve success often isnt an easy journey. Sure, there are many books, blog posts, and websites out there, along with co-workers and friends who offer free advice. But many of these tips and techniques seem gimmicky, manipulative, or even outright shady. Worst of all, a lot of them dont work. There are also professional sales-training companies that offer time-consuming and often expensive training workshops. But in my experience, most people who attend them struggle to use the concepts afterward and dont get any lasting benefit. So while were drowning in complex jargon, proprietary models, and insider tips on how to succeed, for many, this body of knowledge simply isnt working.

As a result, many professional sellers experience inconsistent results, the constant fear of missing their sales targets, and a nagging lack of confidence in responding to high-risk/high-payoff selling situations. If this sounds a little like you, let me congratulate you on picking up the right book.

P3 Selling is an easy-to-follow, prescriptive framework that describes what you need to do and why you need to do it to achieve consistent B2B sales success. By learning and applying these concepts regularly, you will experience:

Greater self-confidence in your knowledge and ability to navigate todays complex B2B selling environment;

More success in winning deals, receiving referrals, making money, and getting promoted to senior sales or sales-management positions; and

A more profound sense of personal satisfaction resulting from having more control over achieving your goals versus hoping for a lucky break.

In reading this book, youll develop a deep understanding of the three most critical B2B selling elements. Elements that you must consistently focus on to be successful. While most of the book is about selling strategy, Ill also share a few non-manipulative, but highly useful, techniques to benefit your sales interactions. What youll find missing is the complexity and unnecessary jargon typically found in other sales-training programs.

Also, at the end of each chapter, Ill suggest some activities you can use to apply these concepts to your own unique selling situation.

In my thirty-plus years as a salesperson, sales trainer, sales leader, consultant, and coach, Ive worked with over a thousand sales professionals who have struggled to find a consistent, predictable, and comprehensive formula to enable their success. In working with them, I often came across the same set of gaps in understanding about how top sellers succeed. Yet, by focusing them on just three foundational concepts, many saw an immediate improvement in their performance. This book reveals these critical concepts in a simple, straightforward manner to facilitate that elusive formula for success.