Takeaways
- Plan Your Target Accounts: Too many sales reps take the shotgun approach when it comes to prospecting. To me, it feels like that’s the reason we get so many shitty emails and generic LinkedIn connection requests. Take the time to plan out who you’re going to target over the next 90 days. Whether that’s 100 accounts or just 30, you’ll be able to actually customize your outreach to each person individually, or better, work to find a common connection to make an introduction.
- Role Play with Your Companies Executives: Think about who in your company has served in the role of your target buyer. Whether that is by title or just responsibility, they have likely faced the same issues you’re trying to sell into. Practicing your cold call or pitch with them could provide great insight that you wouldn’t be able to get from a prospect.
- Gain Mutual Feedback on Losses: You all know how passionate I am about coaching — I mean, it is how I make a living after all. But, I can’t tell you how important it is to be able to first coach yourself. If you’re not willing to take the time to breakdown a call or a meeting and tell me the top three things you think you did wrong or what could be improved, well, the reality is, you’re not going to listen to anything anyone else has to say about it either.
Full Notes
Book Recommendations
- Sales EQ by Jeb Blount
- Way of the Wolf by Jordan Belfort
Sponsor
- Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do.
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