Kevin Box 🛡️

The Big Flattening is accelerating. Here’s how not to get squeezed: Most people think success in strategic sales is… • Your quota • Your comp plan • Your territory and pipeline It’s actually your independence. Can you make strong business decisions that drive transformational impact and rally others behind your cause? Last week, I was reminded of this during a coaching session with a Purposeful Performer member. 6 months into a new enterprise role, he was handed the standard corporate pitch deck. "Use this," they said. He looked at it. Trusted his gut. Tossed it. Then rebuilt the entire narrative from a CFO's perspective. Result? He won the company-wide pitch competition, found his voice, and now he’s applying it in real life to drive meaningful change across his accounts. 𝐓𝐡𝐞 𝐋𝐞𝐬𝐬𝐨𝐧: 𝐏𝐞𝐫𝐦𝐢𝐬𝐬𝐢𝐨𝐧𝐥𝐞𝐬𝐬, 𝐍𝐨𝐭 𝐑𝐞𝐜𝐤𝐥𝐞𝐬𝐬 We've crossed an economic fault line. Yesterday's advantage: knowing more Today's advantage: designing better The old demo-to-close conveyor belt? Dead. The "safe" middle performer? Going extinct. You either operate at an executive level or get pushed to the margins. No more middle ground. 𝐓𝐡𝐞 𝐅𝐨𝐮𝐫 𝐀𝐫𝐜𝐡𝐞𝐭𝐲𝐩𝐞𝐬 (𝐖𝐡𝐞𝐫𝐞 𝐀𝐫𝐞 𝐘𝐨𝐮?) After coaching hundreds of sellers, I've mapped performance into four quadrants: • 𝐂𝐡𝐚𝐨𝐭𝐢𝐜 𝐂𝐨𝐧𝐟𝐨𝐫𝐦𝐞𝐫: Following rules that lead nowhere • 𝐏𝐮𝐫𝐩𝐨𝐬𝐞𝐟𝐮𝐥 𝐂𝐨𝐧𝐟𝐨𝐫𝐦𝐞𝐫: Healthy but playing small • 𝐂𝐡𝐚𝐨𝐭𝐢𝐜 𝐏𝐞𝐫𝐟𝐨𝐫𝐦𝐞𝐫: Big impact, burning themselves (and others) out • 𝐏𝐮𝐫𝐩𝐨𝐬𝐞𝐟𝐮𝐥 𝐏𝐞𝐫𝐟𝐨𝐫𝐦𝐞𝐫: Independent thinking + sustainable excellence The bottom half? It's collapsing. Fast. 𝐓𝐡𝐞 𝐏𝐥𝐚𝐲𝐛𝐨𝐨𝐤 𝐓𝐡𝐚𝐭 𝐖𝐨𝐫𝐤𝐬 𝐍𝐨𝐰: 1. Start at the top of the house 2. Speak balance sheet, not features 3. Turn your calendar into a game console 4. Become a POV expert 5. Teach, don't pitch The sellers thriving right now aren't the loudest or busiest. They're the ones who stopped asking permission to create value their way. 𝐑𝐞𝐚𝐝𝐲 𝐭𝐨 𝐦𝐚𝐤𝐞 𝐭𝐡𝐞 𝐬𝐡𝐢𝐟𝐭? I just published a 90-Day Field Guide inside The Purposeful Performer. It shows you exactly how to: → Map your performance archetype → Design your permissionless playbook → Build executive-level narratives → Turn chaos into calm excellence The first half is free. The real transformation starts when you step inside as a member. Get started here: https://lnkd.in/ekKfgJMT Because in the Intelligence Age, the only permission you need is your own. 🐝 P.S. That member who tossed the corporate deck? He's now running strategic accounts with 8-figure opportunities as his 𝑠𝑡𝑎𝑟𝑡𝑖𝑛𝑔 point. Not because he broke rules. Because he finally started making his own.

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Sales leaders, it’s time to level up your coaching game! 🚀   One of the key challenges many of you face is transferring the very habits, knowledge, and skills that made you top producers to your new roles.   One critical aspect is asking effective coaching questions. 💯   Why isn’t this skill transferring? ⚡ It’s often easier and quicker to tell people what to do, especially with multiple priorities pulling at you. ⚡ Many haven’t crafted and practiced their coaching questions like they did in their sales roles.   💡Create more insightful conversations and stronger teams with this simple model for your next coaching conversation.👇   #BeTheMentorWhoMattered #salesleadership #salessuccess

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𝐖𝐚𝐧𝐭 𝐭𝐨 𝐭𝐫𝐚𝐧𝐬𝐟𝐨𝐫𝐦 𝐜𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧𝐬 𝐢𝐧𝐭𝐨 𝐢𝐦𝐩𝐚𝐜𝐭? 𝐈𝐭 𝐬𝐭𝐚𝐫𝐭𝐬 𝐰𝐢𝐭𝐡 #𝐒𝐏𝐈𝐍. Continuing from Part 1, where we explored the #PPC model... 𝐏𝐮𝐬𝐡 - 𝐏𝐮𝐥𝐥 - 𝐂𝐨𝐧𝐯𝐞𝐫𝐭, let’s dive into 𝐒𝐏𝐈𝐍 𝐒𝐞𝐥𝐥𝐢𝐧𝐠 by Neil Rackham - a consultative approach that turns sales from transactional to transformational. Here’s the framework I follow: 🔹 𝐒𝐢𝐭𝐮𝐚𝐭𝐢𝐨𝐧 – Understand the customer’s current reality 🔹 𝐏𝐫𝐨𝐛𝐥𝐞𝐦 – Uncover challenges they face 🔹 𝐈𝐦𝐩𝐥𝐢𝐜𝐚𝐭𝐢𝐨𝐧 – Highlight what happens if problems persist 🔹 𝐍𝐞𝐞𝐝 𝐏𝐚𝐲𝐨𝐟𝐟 – Show the value of the solution and the impact it creates When you blend 𝐏𝐮𝐬𝐡 - 𝐏𝐮𝐥𝐥 - 𝐂𝐨𝐧𝐯𝐞𝐫𝐭 with 𝐒𝐏𝐈𝐍, you’re not just selling; you’re solving, building trust and opening doors to long-term relationships. I believe Sales isn’t about closing deals - it’s about opening doors. Doors to #trust, #growth and meaningful #impact. 📌 If you missed Part 1... invite you to check it out in the comments section below #SPINSelling #SalesWithImpact #ConsultativeSales #HumanLeadership #LeadershipGrowth #PushPullConvert #SalesMindset Praveen Sinha Prakash Rai Kundan (Unbinarykundan) .. Maheshwari Jani Daisy Varun CA SAURABH GUPTA Shalini khanna, CPSS®, ABP™ Hitangshu Majumdar Brij Kishore Sharma Gaurav Tyagi Sidharth Singh Shubhangi Juneja Kranti Mohapatra Aseem Babbar Rupinder Kaur Ashish Sarin Kamal Bhardwaj Mala Bali Rohit Shenoy Nasreen Khan Chander Sharma - Clarity Coach Bharti Maru Hardy Alexander, PCC-ICF

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“Our pipeline is empty and we don’t know what to do.” I hear this all the time — almost exclusively from execs and sales leaders who have forgotten the basics. There are FOUR super simple reasons why pipeline is dry: 1️⃣ Sucky/Non-existent messaging 2️⃣ No meaningful way for prospects to self-educate 3️⃣ No proof their solution works 4️⃣ The CTAs are “talk to sales” or “learn more” or “book a demo” You don’t need a new channel, your campaigns aren’t stale, and AI isn’t stealing your business. You just aren't any more compelling than the alternatives and you’re being ignored and forgotten. Have a strong message, help buyers learn on their own, prove your solution works, and stop getting people to talk to sales. There’s a million other things they’d rather be doing.

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