It’s the end of the week. Depending on how yours went, you either have 20 pounds of sand and a 10 pound bag and you’re wondering how your going to get it done, or maybe you are at the end of a long week and wondering if you have the steam to keep going and finish strong.
Either way, here’s an idea: Make it a 10-point day.
Give yourself a weighted value for key activities accomplished. Specifics may vary here, just make it a stretch. For example: 5 points for a contract, 3 points for an executive meeting, 2 points for an executive phone conversation, 1 point for any buyer touch-point like a nice email/voicemail combo. Now, try to reach or beat a total of 10 points today.
Hope you need a calculator!
Like success in any professional career, there are many ingredients to success in selling. Accurate opportunity targeting – as my friends at Selling To Zebras will tell you, is a critical one. Chase the right prey and your hunt will be more successful.
Another key element is using a solid framework (pick a methodology that fits your situation) for high-gain conversations with prospects to elicit their needs and to link your solutions in meaningful ways.
Also important are elements like pre-call planning, lead-nurturing, compelling proposal creation, Ferocious Follow-up – the list is too long to discuss in one post.
One inescapable success factor is activity. A wise sales mentor once told me that activity yields opportunity which yields results. Sometimes hearing that sales is a “numbers game” is a turn off. It makes the sales process seem cheesy or pushy in some way. But the fact that you need to produce quantity as well as target quality is not a contradiction. It takes both. You can have the best targets in the world, but unless you are acting on them daily, all you have is a glorified list. Go ahead – put up some numbers today!
Interesting thoughts from Seth Godin on how busy does NOT equal important in life: http://bit.ly/a1BuOY . Applied to sales and marketing, this even more poignant. Doing lots of (the wrong) activities will not build your funnel. What are you “busy” with today?
Excellent thoughts on personal brand from Ron Ashkenas writing for HBR. This is something I’ve thought a lot about lately, especially when launching this blog. Still a work in process. When’s the last time you put some thought to this? http://bit.ly/8Ia5xP