9/28/2023-On This Day

Fight the gravitational forces that keep you in a transactional and tactical mind frame. Keep prospecting fertile ground, but also you’ll realize it’s easier to grow a running client.

On this day in 2008, SpaceX successfully launched Falcon 1, becoming the first privately owned company to send a liquid-fueled rocket into orbit.

Why is this important to you, killer sales pro?

Space is big. And like space, your account list has unchartered places to explore.

You got into sales because of an ambitious desire to go further, right? So…get inspired by SpaceX and others who explore the galaxy and ask yourself, "Have I gone as far as I can on my accounts?"

Think bigger.

Today, pick a few top accounts running with you and do a "what else?" analysis.

What else does that customer need from you? What other budgets inside the company could you pitch (and close)?

It’s easier to sell more to those who are already giving you money versus breaking new ground. Market share analysis yields the fun part of selling: conquesting! Grabbing money from others and bringing it home where it belongs…in your pocket.

Today, think bigger amongst your top accounts!

Sure, it’s hard to think big when it seems all you do each day is put out fires and handle tactical issues.

But you didn’t get into sales to be a tactician or an administrator, right? So let those who explore outer space inspire you to explore some space of your own: your accounts that have money you’re not getting!

If you were to shadow one of the TOP 10% sellers on your team, you’d see they spend time strategically thinking about how to get more from the accounts that are already spending. They know it’s easier to expand business from those who are already buying from you.

Push through the two main challenges sellers face when thinking big:
1. Time: Force yourself to set aside time from the tactical work to think and strategize about the upside that’s there for you on your running accounts.
2. Assemble a team: To increase running business exponentially, you need a team to help you with everything from research to ideation of solutions to product development that invent new and bespoke bells and whistles for that client.

Fight the gravitational forces that keep you in a transactional frame-of-mind: it’s okay to keep prospecting fertile ground, but at some point, you must grow what’s already there for you.

Watch a few minutes of the actual launch of Falcon 1 by SpaceX and feel the tingle running up your back and into your neck.

That same sensation will be yours in the not-too-distant future when you receive the order from your largest account that doubles their previous commitment.

Yes, that’s doable…very doable.

But only if you push yourself to think bigger. You’ll need to get more strategic, but that’s the fun part of the sales job, eh?

Start by engaging your champion on your top account and throw around some ideas based on "What if we did X…?" (Pardon the pun.)