BrickSeller

Does your solution integrate seamlessly into your client's environment?

Will your client have to change their workflow to use your solution? 

Will your solution take up more real estate on your client's desktop?

I have to tell you, unless you are solving a major problem, if you don't fit neatly into your prospect's workflow you will have a challenge. The change management may not be worth the marginal efficiency gains.

I think deals are lost many times based on inertia to change, not because you don't have a good solution that ostensibly offers ROI. Think about this as you present your solution. How easy is it to implement and adopt? The benefit has to greater than the change by a noticeable margin or no deal.

What do you think?

You can't spend enough time honing your messaging so it's tight and compelling.

You know when you have it right when your prospects start engaging more and want to hear more about your offering.  The correct messaging really is the magic key that leads to opportunities.

But, it takes time to get it right. It takes time to listen and pay close attention to what is resonating. It takes time to continue refining your questions and your talking points. It takes time to make sure your messaging is consistent throughout all channels.

But, the time will be well spent and will result in more engagement and more business. Slow down the volume and make your messaging count.

I am obviously simplifying things, but I honestly believe if you just remain active you will see results. It's easy to sit back and rely on technology or wait for things to happen, but your success will be limited. 

If you are focused on meaningful activities or simply continuing to mix it up, talk to lots of people, good things will happen. 

It's uncanny how one things leads to another when you least expect it. What may seem like a random conversation or maybe a less than perfect meeting, often times will lead to something that was unexpected.  That's the magic if you remain engaged.

Activity leads to Business.

There  are so many amazing technology platforms, but we are abusing them in lieu of the basics.

Why do we outsource so many basic functions to technology when we know that short term savings come at the expense of a great client experience?

Blocking & Tackling, as I like to call these basics, are timeless. They are hard to execute day in and day out, which means you have a competitive advantage if you do these little things well.

If you want to be successful as a salesperson or in any client facing role, know your business!

Immerse yourself in the business so you truly understand what matter, the issues and trends. You should know what your prospects do as well as they do or how can you possibly have a meaningful conversation? 

Regardless of all the slick sales tools that bring someone to your front door, you better know what to say when they show up. Otherwise, you are just another rote sales head sending generic emails that have little impact.

There is no better form of lead generation than great client service, hands down.

Yet, great customer service seems hard to find. How come?

I would rather spend a little more money on travel or taking care of my clients, rather than trying to squeeze out a little more margin. This investment will return lots.

Business is all about relationships so build them daily with a long view, because they will serve you well when you least expect it.  Business is a marathon – broken up with a lot of speed work – so conditioning is critical if you want to finish the race.

The SDR role should be strategic, yet it is too often delegated to the new kid on the block that wants to get to the next role. Therefore, the SDR function is minimized and not maximized for results. Done correctly, this role will bring more and more qualified opportunities.