ArticlesInterview with Mobius Sales Professional Lane Severson
 |
|||||
|
"The Must-React System has transformed my entire approach to selling!"
Lane Severson Lane Severson's selling career began in the context of The Must-React System. He was recruited to learn and execute the principles of Must-React so as to build a robust sales pipeline for Mobius Management Systems. Q: How has The Must-React System impacted your selling environment? A: It has revolutionized my selling methodology. I have learned, at an early stage of my career, to leverage the principles of Must-React and gain access to senior level executives, regularly and consistently. Q: What is unique about The Must-React System? How does it differ from what you were doing before? A: One of the principles of Must-React is to "enter the no product zone." Simply put, this principle taught me to deliver research-briefing presentations instead of sales calls. Specifically, Must-React empowered me to invite senior level executives to attend one-on-one web conferences that deliver cutting-edge research. The briefings are highly relevant to our "C-Suite" audience, so they attended with remarkable success rates. The Must-React System taught me to deliver on the promise of presenting relevant research, as well as to deeply qualify for possible opportunities, and begin sales cycles in earnest. This on-going activity is powerful for creating a strong pipeline of net-new prospects that leads to revenue. Q: What precise improvements have you experienced? A: By utilizing The Must-React System, I delivered 20 research-briefings per month. My activity yielded 5 qualified opportunities each month, and I personally delivered $3 million in net-new business for Mobius. It was a great year for my earnings as the result of Must-React training. Q: Specifically, what components of The Must-React System have impacted you and your team the most? A: Must-React is an end-to-end methodology for prospecting. The principles are powerful for gaining access to senior level executives at large organizations. By rigorously adhering to what I was taught, I built a sales pipeline full of net-new opportunities that converted to profitable revenue, and greater compensation for me. My team and I were amazed! Q: What was the training like? How was it presented? A: The entire program is more of a management consulting engagement. The training portion deploys three (3) key components: Large group training, small group training, and one-on-one training. There is a lot of structured role playing. Each sales professional must demonstrate competence prior to getting certified. Q: Do you recommend The Must-React System? A: Yes, and without hesitation. Its effectiveness had a tremendous impact on my revenue contribution to the company, as well as my W-2 earnings.
|
 Lane Severson Sales Representative |
||||
