3 Sales Enablement Takeaways from HBO's Succession
It raises an eyebrow or two, doesn't it? The intersection of HBO's gripping drama Succession and our world of sales enablement; scholarly versus scandalous, might seem as compatible as oil and water.
But one can't watch an episode of Succession without being captivated by the cutthroat business moves, interpersonal dynamics, and yes, even the occasional tender moment (there aren't many, but we treasure them all the same!). These nuances make the show a hotbed for sales insights, whether you're a grizzled sales veteran or just dipping your toes into the world of revenue.
Lesson 1: The Value of Strategic Planning
Remember when Kendall Roy was inches away from pulling off a successful vote of no confidence against his father, Logan?
It was the perfect storm; it should have worked. But there was a chink in his armor - a lack of strategic foresight. The fallout was messy and, Kendall’s pipeline was quickly decimated.
Having a robust sales strategy is essential. Just like Kendall’s attempt to usurp Logan, sales pitches can look perfect on the surface. However, without factoring in potential objections or tailoring the approach to different prospect personas, the strategy can crumble within seconds.
Lesson 2: Never Underestimate the Art of Storytelling
There’s a reason we rooted (maybe begrudgingly) for the Roys. The way they frame their narrative is compelling and evokes empathy, increasing their base of loyal supporters.
As 'tech media titan' Logan Roy masterfully demonstrates, harnessing the power of storytelling can evoke emotions, create a vision, and ultimately close a sale.
Crafting a convincing story is crucial to your reps on the frontline. Placing the prospect in the narrative, helping them visualize the solution your product provides, can move the decision-making process light years forward. Facts tell, but stories sell.
Lesson 3: Adapt or Get Left Behind
The Roys constantly adapt to maintain their hold on Waystar Royco.
This mirrors sales enablement perfectly; we're all about staying ahead of the curve by empowering our teams with tools, resources, and training to adapt fast to changing market landscapes.
Whether we look at the Roys’ scramble to acquire new media outlets in the face of growing digital competition, or the constant professional development required by sales reps, the theme of evolution is constant. It’s clear: adapt or get left behind.
Even if we’re not battling for control of a billion-dollar empire, we’re all striving to empower our sales teams with the right strategies, tools, and insights.
So, is it time to queue up another rewatch?
If you’re building enablement that focuses on these three lessons, let’s connect.
Always happy to talk shop.
