[CLASSICS] 046: Cody Lamens | Strive to be a Sales Professional, Not Just an Account Executive

Takeaways

1. Take Advantage of Opportunity: There is a short window of time to take advantage of every opportunity. If you wait until an opportunity presents itself, it’s already too late. Seek out chances to learn, be more efficient, and give 100 percent from the get-go so you’re never in a position to wonder what might have been. Doors open on a daily basis, but oftentimes they are short and they are small. It’s crucial to take advantage of them when they’re there.
2. Preparation and Repetition Always Win: You know what you need to do. You’ve spent time role playing real scenarios. You’ve paid attention in training and during your one-on-one’s. With that, don’t think that your sales manager knows something you don’t. You’re the one facing live fire every time you get on a call. Make sure you’re taking the time to prepare and let the repetition of muscle memory take control.
3. Don’t Wait Until The End: The earlier you ask hard questions, the better. For instance, if you wait until the negotiation stage to start discussing budget, you’ve already lost. You need to be able to tie your value to real business problems without it looking like you’re now just trying to close a deal. Figure out how to show your prospect they’re better off with you, than without you by going deep in the beginning.

Full Notes

• https://www.salestuners.com/cody-lamens/ 

Book Recommendation

• When Pride Still Mattered: A Life of Vince Lombardi by David Maraniss

Sponsor

• Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.