Mar 7, 2018
In this episode of Brandstorm, we welcome Greg Giersch, vice president of client experience at The Center for Sales Strategy (CSS). As a company’s sales force is integral to their success, Greg and his organization help businesses increase sales revenue by improving the performance of their sales teams, and encouraging them to fully understand their own brand.
Currently residing in Portland, OR, Greg is originally from Milwaukee and worked as a broadcast engineer for the Journal Broadcast Group (WTMJ-TV, WTMJ-AM and WKTI). After completing a business degree in college with a marketing major, he made the leap into sales. He was a client of CSS before becoming an employee and discovering his personal brand. He embraced his engineering roots as a problem solver and uses these skills to his advantage as a salesperson.
The Center for Sales Strategy
Founded in 1983 and based in Tampa, FL, The Center for Sales Strategy has home offices throughout the country and approximately 40 employees, a good majority of which are consultants that travel to clients. The organization was founded on customer-focused selling. CSS' business model is: talent, training and tactics equal performance. By bringing in the right talent, CSS can help companies train their sales staff with correct tactics to use out in the field. Success means finding the right clients for the product you're selling, thus making the entire transaction a win-win.
What Makes a Salesperson Unique
Greg says that 20 years ago, sales thrived on phone calls and face-to-face meetings to discuss a client's wants and needs. With the internet, it is now key for sales people to come to the table knowing about their client's business first through research. Likewise, clients can also research you as the salesperson, making it important to have a personal brand. If a salesperson has trouble defining what makes them unique, ask for feedback from people who know you in the workplace. The right branding can help salespeople connect and bring value to a potential client.
Why Salespeople Fail
Greg states that good salespeople are often good listeners and good researchers. If a salesperson can find and cater to the client's needs, they can generate repeat sales. Don't be product-focused. Be a problem solver.