6/25/2024-Did your competitor have a good Q2?

Do you think ALL of the companies that received money from your clients in Q2 nailed it?

Of course not.

In Q2, many of them botched something or another with your target accounts. In fact, right this second, one of your target accounts is ticked off at one of their vendors…one of YOUR competitors.

It’d be a shame if you didn’t try to leverage that opening.

Whether you do formal QBRs with your key clients or not, use the end of Q2 to survey them and uncover the truth about who is performing strongly and who has mud all over their faces.

"Hey, who’s nailing it for you these days?"

Or…how about this one:

"So…which vendor killed it for you in Q2?"

It may not be easy to get answers to those questions, but you’ll get zip unless you try. Start by framing your question in a positive light because "Who messed up for you this quarter?" won’t get them talking.

Sellers who permanently reside in the TOP 10% constantly play for any and every crack they can get.

It is natural to feel a bit lazy this time of the year…summer has that effect on most people.

But success in sales requires mental stamina as much as physical energy. Don’t worry, you’re gonna get your break…your summer vacay is coming soon.

But as you find yourself locked in on the important Q4 selling season, don’t waste an opportunity to use Q2 as a lever to learn how your running customers are buying from others.

Buyers will tell you lots of stuff…but only if you ask! One of the priveledges of working hard to break business is that you get the chance to learn more insights and scoop once you’ve converted your prospects to clients.

Learn as much as you can about the weak links that are getting revenue from your customers – and then carefully use the insights to bolster your strategic position.

If you’re bold enough, you might even get to the point where you come out and say, "So why don’t you just move that money over to me?"

There are many paths you can make to ink a deal.

Sometimes, you move ’em down the funnel perfectly and nail a textbook sale. Other times, you close a deal because another vendor screwed up and you’re next in line.

Don’t wait to be next in line…move yourself to next in line.

In this Ted Talk, "Don’t Believe Everything You Think," Lauren Weinstein encourages you to keep your mind open to all sorts of business moves and approaches.

The money your clients are spending with your competitors is not locked up in a lifetime contract. Go after it.