I hope your 2021 is off to a fast start as we enter week four! I’m having a blast leading what feels like back-to-back-to-back-to-back virtual kickoff meetings for client sales teams.
Two things for you this Monday Morning:
First, my friend, sales expert Jeb Blount (who is a prolific bestselling author and “the hardest working man in sales”) joined me for Episode 5 of the Sales Management. Simplified. Podcast and you don’t want to miss this conversation.
Jeb offered his take on “The State of Sales” and shared thoughts on both the positives and perils of leading sales teams through a pandemic. He made the case that this generation of sellers, because they’ve been through the crucible of selling during this crisis, will be better-prepared and stronger than any generation of salespeople in our lifetime!
We also addressed how the chasm between top and average performers has widened and why the very best sellers have not only adapted their approach but are thriving. Jeb shared his decision (while in the shower) to write his latest blockbuster book, Virtual Selling, and also a personal story about the emotional toll loneliness from being locked down is taking on (particularly younger) salespeople and managers.
Second, I want to address your toughest questions and biggest frustrations about PROSPECTING!
While thrilled by the reaction to these first few podcast episodes that all touched on prospecting, I’m feeling obligated to dedicate an entire episode exclusively to this critical topic. There is so much confusion, mystery, and misinformation about what works today and what doesn’t. I will address the nonsense and poor advice (particularly about the TELEPHONE) that is hurting sales performance, and I’ll share the approaches and phone best practices that help salespeople secure more meetings with target prospects!
Comment below with your biggest question or frustration when it comes to prospecting that you’d like me to address in my next episode.
Here’s to great selling and a strong finish to January this week,
P.S. If you missed “How a Top Producer Prospects, Owns Sales Process, Beats Procurement & Drives Profit” then listen during your next walk, workout, or drive. I guarantee that you’ll nod, smile, and likely shout amen!