Welcome back to another great episode of the Dear BLK CEO Podcast.

Sales and revenue are the lifeblood of any business. Today, you’re going to learn how to set up your sales structure for long-term success! Christopher Miller, CSL, MBA, is a former Air Force Officer and corporate executive. Now, he is the Founder and President of Elevate Sales Advisor. Through his company, he helps build sales infrastructures that drive breakthrough sales results for businesses. By working with the sales team on site, he leads the team, provides proven sales strategies, and coaches the team through the whole process.  

Dive into this insider’s look into Christopher’s journey and expertise as we explore proven sales philosophies that drive results. 

Leading Sales: How to Deliver Ongoing Success:

[00:01 – 05:09] Opening Segment 

• I welcome Christopher Miller to the show
• • Bio 
• Christopher talks about his background
• • Starting as a program manager running a business line 
  • Getting enjoyment out of the sales process
  • Coming up with solutions to solve problems 

[05:10 – 23:16] From Selling to Solving, From Quotas to Coaching

• Christopher talks about his philosophy around sales
• • Change the focus from “selling” to “solving”
  • If you can’t solve the problem, you don’t have to keep pushing
• How to approach your clients correctly 
• • Walk into the room knowing very little
  • Be willing to listen and observe
• Core competencies on how Christopher got to the level of VP Business development
• • Developing people’s confidence in you through relationships 
  • Taking on opportunities as soon as there’s an opening 
  • Partnership and credibility is more valued than capabilities 
• How to hold yourself accountable when you get into a higher position
• • Never be the smartest person in the room
  • It all centers around your team 
  • Sales leaders mentor and coach, they don’t chase quotas
• What to focus on as sales leaders 
• • You need to get a process in place to gauge performance
  • If your team is earning lots of money that means your org is growing
• Book your free consultation at The Kas Company

[23:17 – 36:16] Leading Sales: How to Deliver Ongoing Success 

• Christopher talks about his move away from corporate and into sales leadership
• • Always a desire to have his own business
  • Making the decision when the barriers are removed
  • Seeing the need to help companies with their sales processes
• The kinds of organizations that need help building out sales infrastructure
• • All of them!
  • The ones who are not are the ones that can’t be worked with
  • Companies who are looking for an exit plan 
  • • Your business needs to be more than what it is today
  • It depends on the structures you have in place 
• Start building the long term strategy today to get the payoff later 
• • You have to start somewhere

[36:17 – 39:43] Closing Segment 

• Stay tuned for more content from Christopher 
• How to connect to Christopher
• • Links below 
• Final words 

Tweetable Quotes:

“If you change the concept of selling a product or service and go to where you actually solve problems… you create solutions for clients that are easy to resonate with.” - Christopher Miller

“When you’re in a room with a team of people, never think that you’re the smartest person in the room. If you ARE the smartest person in the room, then you need to find a new team.” - Christopher Miller

“You’re not going to remember 10 things. But, if you walk away with 2 or 3, then at least it’s a start.” - Christopher Miller

Resources Mentioned: 

• Xceleration Network

Want to connect with Christopher? You can connect on LinkedIn. Feel free to send an email to [email protected]. It’s time to grow. Take your company to the next level by checking out https://elevatesalesadvisors.com/. 

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Let’s connect! Find me on LinkedIn, Instagram, or check out my website http://karlsona.com/. And The Kas Company to find out more about my coaching program.

You don’t have to be anyone other than who you are to be a world-class CEO!