Sales is most definitely not for the faint of heart. It is an up, down, turn upside down and make your gut rise into your throat, rollercoaster of emotion. Just when you feel that you have it all figured out, the customer changes their direction, a competitor drops their price beyond where you can approve, or you face uncontrollable delays in your product ship date. The only constant in sales, as in life, is change.
Mondays are always a time of reflection for me. A time to get out of the daily grind and look at the week ahead, to sharpen the sword and prepare for the battle that lies ahead.
With that in mind, I am going to release a weekly collection of articles, tips, and insights from some of the brightest minds in sales leadership and practice. I hope you will take a moment to read through the links and extract out the bits of wisdom to help you serve the customer with more value, tenacity, and focus.
- The “Age of the Customer” Is Here. What Are You Doing About It? – by Giselle Abramovich – This was my favorite read this week as it shares some great examples of how to break down company silos and focus on aligning the entire organization around a customer centric strategy. There was also a great example of what smart customers are able to do that should be eye opening for all of us.
- Stop Wasting Your Time & Money On Sales Training – by Adrian Davis – This one pulls no punches on the new realities faced by today’s salesperson and the disconnect that trainers and management can have. I once had a sales manager say “use more Sandler in your approach”. Sales training is great but customer demand is requiring an agile salesforce capable of adaptation on the fly.
- 5 Tips For Making A Good First Impression On A B2B Phone Call – by Bob Davies – There are some great tips in this article on how to best prepare for that call, what are the right open-ended questions to ask and how to take it to the next level. All in all a quick read on how to put your best foot forward over the phone.
- 3 TED Talks Every Sales Professional Should Watch – by Christine Ockerbloom – Who doesn’t love a good motivational TED talk? How about 3? All of them were great but I particularly enjoyed Dan Pink’s stories as I just finished his book To Sell Is Human. Great viewing for the lunch hour and will inspire you to connect with your customers in a different way.
Have a great week and happy selling.