2021 Starts Now

Victorian sales teams:

if you’re waiting for the end of lockdown until you can get back out there in person to see your prospects and customers, stop waiting!  The time was 2 months ago.  Act now.

 

I say this because it’s like we’ve been wading through treacle down here: lockdown after lockdown in the hope it’s the final lockdown…Getting traction has been hard for some people who still just can’t accept that B2B selling can be done as effectively on the phone and using video conferencing as a valid substitute for in person contact.

If you want anything in your pipeline come 2021, you will need to get over it now.

Act.  Spend at least 5 hours every day reaching out to each of the following contacts in your ecosystems with the purposes of:

building a commercial relationship

understanding their goals, their customers and their challenges

understanding how they like to partner, what matters and what might be on the horizon for you within all of that

 

If you’re averse to using the phone to contact these people, you’ll struggle.  In the first instance use the phone to connect, establish a reason to meet and then use video (zoom, webex, skype, teams….whatever) in the same way as you would use a face to face meeting.

 

When it comes to building your ecosystem, here is where I recommend you making a start

ONE Targets

companies you’d like to work with but have no current visibility over or direct contact with key personnel who work there. Who do we want to know?

 

TWO Prospects

Organisations and people you know, have some relationship with, and know there is an opportunity to do some work there/size of that opportunity (these are the specifiers and builders who tell us about projects)

 

THREE Referrers

People who are happily and proactively introduce you to key decision makers in organisations that fit their target market. The endorsement speeds up the sales process and carries a greater level of weight.  Ask them: Who don’t I know that I should?

 

FOUR Clients

current and past. Ask yourself: how many of my top 10 clients thought about or advocated for me in the last year without prompting?  Do I know enough about who I know?

 

FIVE Allies

those in your network who don’t compete for spend with client sales budgets but together you may be able to get some of what you wouldn’t alone, if not more. Sometimes these can open the door for you.

 

The last 3 all make selling easier.
Work your network and make your network work.  Give before you take. As one of my dear friends/mentors says: “What can you learn from the world and then share with the world?”

And I say all of this because I want you to have a great start to 2021.  But that depends on how you take action right now. 

Now.

 

View our other posts

Support one another

It’s been tough enough over the last 20 months: we don’t need to make others bad and wrong in order to move forward.  It’s low level, distracting and unhelpful.   Instead, let’s see how we can unify behind one another to lift each other’s energy, emotion and...

The state of sales leadership

We’re witnessing and living through a time we’ve not experienced before.    A phase of constant uncertainty about the future – even with “re-opening pathways out of lockdown”.  In Victoria, we were told our 4 month lockdown in 2020 was to end all lockdowns...only...

Are you someone who just breathes in?

When I first heard someone say this, I loved it because it says it all!    Are you someone who simply sucks the air in, or are you someone who contributes? I’ve written a lot lately about the obvious difficulties we’re experiencing, selling remotely in a market...

I’m not a salesperson – why this isn’t helping

It’s getting tired actually.    I mean, how deluded are we when we’re responsible for driving any of the following and not join the dots to selling: Memberships Clients Revenue Sales Donations Corporate partners Retention Services Subscriptions Participants...

Is it time to readjust your sales force?

With changes to markets, and so much disruption going on, it is inevitable that companies are looking to the levers they can utilise to maximise revenue, and reduce costs so they can respond well now and place themselves in a stronger position going forward.  ...

The antidote to uncertainty

It’s everywhere…and for good reason.  Uncertainty.  What will the future be like?  How will it impact our business/our team/our customers/me?  What do I need to do to be ready for it?  What do I need to do today? When we don’t have certainty we create it for...

Sales Teams Need Strong Leaders

In workplaces, schools, businesses, politics, communities we look to leaders for strength, truth, hope and a clear path forward.    This couldn’t be more important for businesses everywhere than it is right now.  The right leadership will rally teams together in...

Getting Back Up

How many times can a person be struck down before they just can’t bring themselves to get back up?  We each have a breaking point.    There are superhumans who have a well of inner resourcefulness they draw upon that keeps them internally strong when all about...

Truth

  We know when we hear it.  We sure know when we don’t.  Conveying it without brutality however, is a skill worth cultivating. It’s not acceptable to simply vomit truth bombs on others without any regard for that person’s feelings, experiences or context, and...

Courage

Have you ever woken up at 2am in a sweat?  Filled with anxiety and pacing the floor?  Have you walked around in your pjs in the wee small hours, looking into the fridge, not really knowing why, but hoping the answer will jump out yet at the same time, knowing it...