So much of our energy and mental bandwidth is wasted in comparing ourselves with others. 🤷♂️
Wouldn’t it be more effective if we invest that energy in comparing against ourselves, a.k.a. “retrospection”? 🤔
Compare less. Retrospect more. 🧘♂️
Practice trumps theory.
Execution trumps planning.
Action trumps thinking.
Doing trumps learning.
Writing trumps reading.
Playing trumps watching.
Creating trumps consuming.
Why working from home or remotely is here to stay – backed up by Stanford research.
51% people said, WFH was a better experience, 26% said it was about the same, and 13% said it was worse.
Has your company made a switch to embrace WFH yet?
Or are they still considering to open offices once the COVID is under control?
The purpose of reading and hearing someone’s advice is not the advice itself. 🗣
Most of the time, you already know that advice. 🤷♂️
It’s the reminding aspect of it is the most important. 🎗
Most people usually only remember less than 25% of the things they read or hear. 🧠
So it’s not enough we read or hear any advice once or even a few times for that matter.
We need to hear it again and again until it becomes our belief and habit. 😇
That’s why – don’t discard any advice thinking that it’s an old one, and you already knew it.
Instead, be open to read or hear it again as a gentle reminder. 👀👂
The one resolution everyone should have for 2021:
“Become a creator”.
Create anything from scratch:
It could be anything.
Don’t be just a consumer.
Be a creator.
Wish you a very Happy, Healthy, Prosperous, and Creative 2021!! 🎉 🎆
They say, work “smart” not “hard”.
The reality is – smart work is the fruit of a lot of hard work.
Hard work is how you become knowledgeable about lots of areas and an expert in a few areas to make better decisions for smart work.
The conventional practice is to convince prospects that your product is superior to your competitor’s.
But it’s not required. There is an alternative option.
It might be sufficient to convince prospects what’s good about your product with a clear, honest, and informative way.
I even have a slide in our Sales deck that tells prospects about the gaps in our product that they will miss in the near term when they switch over from our competitors to us.
If the prospect feels certain that your product is good, and appreciates your honesty, it’s very likely that they will still buy your product.
There is only one right reason to do a startup:
You fall in love with your customer’s problem.
Everything else is a distraction.
You have probably heard of Predictable Pipeline and Predictable Revenue.
But have you heard of Predictable Salesperson?
It’s the one who builds the Predictable Pipeline to deliver the Predictable Revenue.
Predictable Salesperson believes in – “You are what you repeatedly do. Excellence, then, is not an act, but a habit.”
She believes – how you choose to live your days is how you choose to live your life.
She’s putting in the time and effort every day to reach the success she truly wants.
She’s skipping binge-watching the new series because she’s working towards something bigger.
These are the decisions that define who a Predictable Salesperson is and how successful they become as a sales professional.
It’s about daily habits, not about the end goals.
How do you become a Predictable Salesperson?
Create a repeatable process for yourself that you can do every single day without fail.
Focus on actions you control rather than putting all the pressure on results that might not come.
The common adage in Sales is “maybe” is the worst response you could get from the prospect.
It’s better to get “no” than “maybe”.
“Maybe” is a land of hope. Reps shouldn’t waste time there and instead seek “no” and chase new opportunities.
But is it still true with the modern B2B and SaaS buying behavior?
With the power of buying is shifting to buyers, are Sales reps being forced to be very transactional?
Your prospects might have other burning fires going right now. Sometimes the need is there, but the timing is not right.
They’re getting the job done just fine right now. But the need could go stronger as their world evolves.
Just because it’s a “maybe” right now, it’s not a “no” in the future.
“You can’t turn a no to a yes without a maybe in between.” – Francis Underwood
What should Sales reps do when they get “maybe”s?
• List down the most common objections that cause your prospects to answer with a “maybe”.
• Educate sales reps to approach these objections with new sense of purpose and respect the buyer’s world.
• Craft an outreach email campaign to stay on “top of mind” and provide continuous education value.
And eventually when their need becomes stronger, their “maybe” will turn into a “yes”.
