Skill + Do
Formally appraising your accounts every so often is not enough. You need more time to criticially think about your business. So…work on your strategic account plans regularly.
Most sellers put a ton of energy into their quarterly account plans, and then the docs sit dormant in the cloud, getting lonely. (Those poor little planners…sitting alone in the cloud and unattended can not be fun.)
The purpose of all that strategic thinking you did for the quarter was to help you manage your daily selling activities throughout the quarter and year. While it’s tough to get visibility for the upcoming year where you currently sit in early Q4, you will still benefit from writing info down now. Clarity will come for each quarter incrementally.
Start by asking yourself, "What is my revenue estimate per each account, and how will I get it? That question will lead you toward a needs analysis appraisal, ultimately driving you towards people (KDMs) and obstacles.
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Monday - April 28
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Buyer comms just STOPPED
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Today - April 26 - 27
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Read More
Apparently, patience is a virtue
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April 25
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"I have no time."
Read MoreTo master time, you must first get disciplined about prioritizing the stuff that really has to get done, and filter out all the rest. Don’t waste time focusing on Priority B issues.
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April 24
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AI...AI...AI....schmay eye...
Read MoreAI is great, as long as you understand that sales is about passion, grit, and trust. Make AI work for you, and don’t ever let it work you.
“It takes as much energy to wish as it does to plan.” Eleanor Roosevelt
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