In Focusing

Focusing, Donald Kelly, The Sales Evangelist PodcastI recently read this book called Essentialism by Greg McKeown and the idea is about disciplined “pursuit of less”. This is built around the context that when you do less, you gain more.

Sure, you can try to sell all products but these products have their own buyer persona. As a new SDR, imagine how complex this can be. Instead, how about just focus on that product that matters the most to your organization?

  1. Focus on only one product.

Take your flagship product and teach them on that. Make your team become experts of that one particular product. This is something that gives you the most leads, something that generates the most money.

  1. Diversify the members in your team.

Have one particular individual focus on only one or two buyer personas so they can have meaningful conversations. Most sales reps flip from one buyer persona to another and try to sell to each one of them. Eventually, the more conversations they have, the more burned out they’d get and they eventually become experts of none.

  1. Focus on what brings you the most results.

Find that most essential product you have to sell and eliminate the ones you really don’t need to push and just put them on the backburner. Identify the product which gives you the most revenue and focus on that.

  1. Structure your day.

Especially if you have multiple products to focus on, structure your week in such a way that, for instance, you focus on product A on day one and then focus on product B on day two and so on. Or perhaps structure your day in a way that you focus on one product at a time. Multitasking does not work. Hence, you can only maximize your result if you focus on just one thing at a time.

Episode Resources:

Essentialism by Greg McKeown

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