Looking forward to listen to Roberto Munoz this Thursday morning at 8, when MABC presents another high level program presentation.

Roberto Muñoz
https://robertomunoz.focalpointcoaching.com/

Sales and Business Coach

Roberto Muñoz is a sales and business coach specializing on business growth through market strategy and organizational structure. For 25+ years he led sales teams in telecom companies like Televisa, Motorola, and CommScope, generating $160M in annual revenue. In his senior leadership roles, he defined and executed long-term growth strategies which captured key accounts, reorganized sales teams, and secured sustained revenue growth. In his coaching practice, Roberto has helped tens of CEOs to define a clear vision of the desired future of their business and a roadmap that works for them.

FocalPoint Business Leadership Coaching

Unlocking Potential. Unleashing Greatness.

Our Why

To enable help those around us to build and multiply their talents so they can improve their lives and the ones of those around them.

Mission

To empower business owners with strategy and wisdom so that they can achieve growth and positively impact their community.

Our values

Improvement - Find a better way

Growth - Don't settle for the easy

Collaboration - We need each other

Ethics - Do what's right, the right way

Legacy - Make this world better

Are your sales calls plagued with terms that only engineers can understand?

Can non-tech decision makers connect with the value you add?

Every sales training talks about the "value proposition" and most salespeople have a well-rehearsed pitch that describes their product at length.  Then they repeat this message to all decision makers, without distinction of their role, technical understanding, or even the stage of the sales process.  It is hard to tell if the non-techies understood what you can do for them. 

Selling complex technology requires a unique skill not taught in Engineering School: “translation.” Your customers need your technology to reach a business goal. Learn to translate your features into the success metric of the desired goal. Gaining clarity on that outcome and the role each player has on the decision table will allow the creation of a strategy focused on the success of the project, not just having the right feature set.