Building a better sales pipeline is a lot like that famous lyric from Kenny Rogers’ The Gambler: “Know when to walk away, know when to run.”
Through my years as a sales leader, I’ve learned that, despite our natural instinct as sellers to fight to win every sale, sometimes it’s best to walk away when the prospect goes cold.
In the February issue of Top Sales Magazine, I reflect on a recent situation where a prospect went cold, explore five reasons why it can happen even to the best of us, and share some strategies you can employ to tackle the challenges when they arise.
What are the secrets to longevity? After considering the traits of one very exceptional nonagenarian, I can boil it down to two things: self-care and lifelong learning.
Today’s post digs into the second of those two… what lifelong learning can do for us personally and professionally. It’s the best investment you can make.
Being in strategic selling, often I see sales conversations and the buying process get wrapped up in solution details way too early. I’ve done it too — my mind running a million miles an hour, jumping into creating solutions before I know enough about the true problem or why it’s a priority today.
When we jump into solutioning too early (the “how”), we risk losing prospect or client buy-in. We miss the opportunity to understand the “why” behind the interest. Why it matters to this person and the business. We might miss the opportunity to more creatively solve the challenge.
So what distinguishes a standout seller? I share that on the blog and in a short video.
If you’ve been part of my community for a while, you might be familiar with my One Word Tradition. Each January, I land on the word that I want to live my year by, professional and personal. This year, it’s “Standout.” You can read more in this post, and watch my short video.
As you start your 2019, I hope this gives you some ideas on creating One Word or a personal theme for yourself. When you reflect back, you might be surprised at how one word does make a difference for your path.
The last few days of the year provide the perfect time to reflect on what we’ve learned, and to lay the groundwork for an even more successful and productive new year.
Of course, 2018 was the year I launched my book, The Modern Seller.
Let’s take a look back at the five core dimensions of modern sellers: modern sellers are agile, entrepreneurial, holistic, social, and ambassadors.
These five dimensions are the skillsets that modern sellers need to develop to sell more and increase their impact in the new sales economy. Throughout the fall I published a series of short videos to help introduce the dimensions to you. Now, I’ve compiled them into one, easy to reference resource page that you can find on my blog.
Thanks again to all my clients, colleagues, partners and friends for being a part of my journey in 2018. I look forward to serving you in 2019.
It’s almost go time. I’m excited to announce that my book, The Modern Seller, is now available on Amazon. If you’re in a sales or business development role, if you’re a sales leader, or if you’re in sales enablement or training – this book was written for you.
Anyone who purchases the book by 11:59 PM on Oct. 30 will receive a special gift. We’ll send you The Modern Seller Workbook, which includes exclusive content beyond what’s in the book – to help you or your team sell more and become even more valuable to your clients.
Visit my blog for information on the offer and a new video– Meet the Modern Seller.
Thanks for being a part of my journey!