Telling nobody about what you sell? | THH #005
Aug 25, 2023
One of the biggest mistakes that we make in sales is not telling enough people about what we sell.
When I consult with sales team, one of the first things that becomes apparent is they don't do this enough or well.
The Same Mistake Again and Again
Its the same for Account Executives, founders and business owners that I coach. We tend to look for new customers when times are bad, and don't bother when times are good.
How many deals did you close this week? I closed one deal that got my week off to a great start.
How many leads did you generate this week? I created 4 new opportunities this week. Today I am taking a half day, it would have been easy for me to skip prospecting.
Instead... I sent 10x personalised messages to prospects in step 2 of my funnel.
Then I sent 10 templated messages to another 10 prospects at different points in my funnel.
I had the option not to prospect, but instead I got a Lead!
I was tight for time, with an hour.
What happened?
I got a lead with a business leader in a series A tech company that I have been looking to work with for awhile.
The reality is most people skip prospecting, I've been there before and used the excuse of being too busy. It doesn't matter who you are, the longer you play that game it catches up with you.
What action can you take?
Look at the next 5 days of work and schedule between 30 minutes to 2 hours to prospect. The important thing is you show up and do it every day. We can worry about volume, and skills once it becomes a constant habit.
There is no point trying to improve your prospecting if you don't actually prospect. Many people get stuck in this trap, they worry about what to do, what to say and never take action.
And as we all know, prospecting requires consistent action.
Thats all for this week!
Regards,
Paul M. Caffrey,
Whenever you're ready, there are 4 ways I can help you:
- I expand on referrals in greater depth in my book: The Work Before the Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition GET MY BOOK HERE.
- Are you an AE looking to prospect better and sell more? Let's discuss 1:1 Coaching here.
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