Wednesday, 3 April
Today's Topic

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 believe that your best thinking comes when you can quietly sit and think, then you see the light about the keys to figuring out complex issues: time and preparation are crucial.

Every day, you’re pushed and pulled in numerous directions, but that work is not as fun as when you can thoughtfully consider each key account from a bird’s-eye perspective.

Like 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 developing and executing plans for revenue growth beats fiddling around in your inbox any day.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

Read More

June 18

Q2 account reviews that make your mgr smile.

Read More

June 17

Whadya mean, you're not killing it right now?

Read More

"Planning is bringing the future into the present so that you can do something about it now." Alan Lakein

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