Congrats you have a brand-new “greenfield” sales territory!
Unlimited opportunity, untouched accounts, no other reps vying for your business. Not to mention our products are the most awesome thing ever invented. Boy, you are going to coin it in!
Not!
Let me translate. [Read more…]
It might seem odd that the bloke that coined the term “Sales 2.0” is telling you to go easy on the tools you use for selling but that’s the case. Sales 2.0 became synonymous with using technology to sell better. And you can use technology to sell better but you can also use it to sell poorly.
The common problem is that the common tools we’ve developed to make us more productive at work often end up making us less productive.
The four most used tools in social selling can also be some of the biggest time wasters. [Read more…]
Build a fortress around your prospecting time.
If you want to be a top sales person, this may be the single most important piece of advice I can give you.
In my last post I was talking about goals. You need goals to know where you want to go. You need goals for this week to know where you want to be at the end of this month. You need monthly goals to know where you want to be at the end of the year. And yearly goals to have a life you are happy with.
Blocking out time on your calendar is where the rubber hits the road. [Read more…]
What’s the point?
The point is a good thing to know before you set out on an epic journey. And let’s face it most sales jobs are epic journeys. They’re not easy and they go on for a long time. There’s a ton of sweat and some tears involved in most of them. Epic!
I’m going to be writing approximately ten posts next on how to prepare for such an epic journey. [Read more…]
I’m going to be writing about survival. Sales survival.
How to do you keep your job if you’re in a new sales position or how do you keep afloat if you’ve been given one of those “greenfield” opportunities (aka you have no relationships in the market)?
If you’re selling in the tech sector you may well have heard of (or even be selling) “Agile development”. Agile is a smart way of saying “don’t overrate how smart you are”. [Read more…]
Maybe it’s just me, but I suspect not.
Have you experienced this in your sales career? You get to “take charge” of a new “greenfield” territory for your company? Or maybe you just started a new sales job.
Your bosses sense bountiful opportunity. There’s a whole new part of the country (or new industry) that no other rep is covering. Those suspects sure must be waiting to hear about your glorious products and services. [Read more…]