Skill + Do
While it may feel like you have hundreds of things to take care of each week in your role, understand that strategically chasing revenue beats fiddling around in your inbox any day.
Strategic account planning is a dynamic process that should get your attention weekly, not just at the end of every quarter.
If you buy the premise that your best thinking comes out of you when you can sit and think and repeat that process with frequency, then you’ve just seen the light about the keys to figuring out complex issues.
Every day, you’re pushed and pulled in numerous directions, but that work is not as fun as when you can thoughtfully think about each key account from a bird’s eye.
Like anything and everything in the sales game, you must be disciplined and committed to strategic account planning just as you are to prospecting, growing your skills, and all the other issues you must attend to regularly.
And while those other things seem to add up to 89 hours a week, understand that strategically chasing revenue beats fiddling around in your inbox any day.
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Tomorrow - May 24 - 25
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Make a new friend and get inspired
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Today - May 23
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Friday is PRACTICE day!
Read MoreStick a fork in the old way of practicing skills: sitting on a chair on a stage role-playing in front of your peers. There’s a better way that involves you and your BFF at work.
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May 22
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What "Closed-Lost" can do for you
Read MoreA healthy balance of fear of failure and desire to succeed are important for all who strive to be in the TOP 10%. Don’t be afraid to lose; just fight harder next time.
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May 21
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99 SELLING days 'til Q4
Read MoreYou can not be too prepared for Q4 selling…closing business always takes longer than you think it should. For revenue to land during the last quarter, start plotting your strategy and steps now.
"I don’t have any magical ability. I look at a problem, play with it, work out a strategy." Terence Tao
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