If you want to sell better, start creating your own, repeatable processes that will get you to your goal.
Just like losing weight, each one of us have to figure a way that works for us. Getting lost in umpteen weight loss plans, apps, gadgets, and recommendation is often the case with many of us. Picking one plan, one process and staying disciplined to set of activities will definitely get you off to a good start and deliver results.
Improving from that place of progress is much easier than frequently flipping over to multiple approaches, processes and activities.
Too many salespeople (including organizations) just get lost in a bunch of activities without a plan. They make calls. The write emails. They read books. They follow up on tasks, etc. But what is missing with most sales people is consistent, reliable, processes that increase the probability of making their numbers.
If you want to sell better, step back and analyze how you do what you do. Start learning to ask WHY?
- Why do you call when you call?
- Are they the right times?
- Why do you write the emails you write?
- Are they the correct emails?
- When do you prospect vs. follow up on existing pipeline opportunities?
- How do you manage open tasks?
- What tools have you/do you incorporate into your daily routine.
- Why do you use the tools you use today?
- Why are you using the current cadence that you use?
- What are the outcomes you expect from each process?
- What happens if it’s not delivering?
- How are you identifying new companies to call, or connect with?
- How do you know when to change things up, etc.?
The best sales people build repeatable sales processes that increase their probability of being successful.
Take inventory of your day and evaluate how you execute. Where is there room for improvement? How can you maximize your chance of success? What things can you do, repeatedly, that will get you more opportunities, accelerate the sales cycle, increase the average deal size and more.
The times I’m most successful is when I put a solid process in place. It’s when I become an expert in “how” something can be done. When we become experts in how to do something we increase the probability of getting it done and done well.
Start analyzing your work flows, your work processes and how you execute. Look to build effective, repeatable methods to do your job and then trust the process. Too often we underestimate the power of execution. It’s not enough to just do. We have to do it well also.
In our case, we have used a consistent prospecting process, set of KPIs and a solid CRM (Hubspot) to drive our sales pipeline.
We know how we will qualify and move our Subscribers to become leads and further to become sales qualified leads. We have honed our process over a period of 5 months and now we know how to go after our Ideal Customers and Prospects.
This has resulted in a consistent increase in our pipeline and movement towards our sales goal.
If you want to get better at selling, build your own processes and trust them.
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