When your pipeline is empty at the end of the month despite phone calls, emails, and appointments, you may find yourself wondering how you missed quota. You can, however, prepare for next month to make sure it doesn’t happen again.
On today’s episode of TSE Hustler’s League, we talk about the fundamentals that will help you achieve your goals and three things that can help you have a healthy pipeline.
For many sales professionals, planning is non-existent. You show up at work on Monday and do the same things you’ve always done: make some calls, answer some emails, connect on social media.
You expect that those activities will produce connections, but perhaps you’ve lost sight of the fact that your buyers aren’t sitting in their offices waiting for you to call.
You must plan.
Too many sales professionals rely on “voodoo selling,” which is based on guessing and hope other than planning and strategies. They leave the office at 4 p.m. on Friday afternoon to party with co-workers instead of working until 5 and pursuing last-minute connections before the weekend.
Create sacred time. Devote one hour a day on social media efforts. Strategically focus on prospecting and dedicate time to it every day. Do not, however, be so rigid that you refuse to schedule a demo during that time. If that’s the one time the prospect is available, you’d be crazy to miss it.
Schedule some calls in the morning, some in the afternoon, and others in the evening.
Focus on your strategic list of prospects — your Dream 100 — and pursue those customers during your outreach time.
Reserve time at the end of each day to research companies for the next day.
Sales professionals who want to be successful have to take control of their lives and their careers.
Look for opportunities all the time, and don’t stop working simply because the workday ended.
You should strive to be seen as the industry professional to everyone you interact with; to be the professional who brings value to your industry.
You don’t have to be on your phone 24/7 but be willing to pursue after-hours communication.
Don’t coast, and don’t avoid challenges. Create a blog post after your kids go to bed. Outwork what you did yesterday.
Many of us have clients we’ve worked with for years, but we’ve lost our sense that they can help us grow our businesses.
Research your current clients to see who they are connected to on LinkedIn.
Don’t sleep on your referrals.
“Three Things” resources
The Sales Evangelist Hustler’s League is an online coaching program designed to help sellers of all levels and all industries improve. It’s an opportunity to share ideas and interact with other sellers from around the world.
Also check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.
I’ve spent a lot of time talking about the book Stop Selling & Start Leading because I believe so strongly in the message it has to share. It’s a blueprint for sellers based upon years of research about the things buyers hate.
We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.
Finally, check out the newest podcast in the Sales Podcast Network, Video Jungle Podcast. The podcast will help you learn how to use video to sell your product and how to differentiate yourself from the competition using video.
Audio provided by Free SFX.