Daily Quote |
Skill
You'll get lost walking in the dark
YAY, it's account review season!
If you're preparing for your upcoming Q2 review with your manager, ensure you're tight on each account's Objections and Obstacles.
Understanding the blockers is everything in sales. You can't solve them unless you know them.
Keeping the Two Os top of mind as you work your accounts means you'll qualify business and find real buyers more efficiently than sellers who march unknowingly.
Do
Focus your planning on what matters most
If understanding your top account’s objections is numero uno for account planning…accurate revenue projection is numero dos.
Sure, all the foundational account signals matter – account objectives, KPIs, and KDM hierarchy, competitive threats, etc. But none of that fully answers the most important question…
When are they going to buy? And, why?
Talk about that in your account review meetings with your manager and you'll have meaty, strategic conversations.
Oomph
Objections don't win against good attitudes
Obstacles are opportunities disguised as a nightmare. And in your worst nightmare, you mostly want to run away.
Thank goodness Steven Claunch didn't run away… he's a one-handed, short-legged basketball star (yup) who effortlessly slaps down obstacles and moves forward assertively.
You'll love his story in this TED-Ed four-minute clip…it's a MUST WATCH for you today.
Obstacles are opportunities disguised as a nightmare. And in your worst nightmare, you mostly want to run away.
Thank goodness Steven Claunch didn't run away… he's a one-handed, short-legged basketball star (yup) who effortlessly slaps down obstacles and moves forward assertively.
You'll love his story in this TED-Ed four-minute clip…it's a MUST WATCH for you today.
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