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It’s that time of year again.
As 2020 ends, it’s time to reevaluate who we are, why we exist and where the hell we go from here.
Or, we could calm the f$&k down and remember that bettering ourselves shouldn’t be limited to the last fifteen days of every year.
Simple, right?
2020’s been a humdinger and a doozy; there’s no denying the carnage.
But, it’s also been a great teacher.
It’s shown us how we’ve taken people and things for granted.
It held the mirror to our faces and awakened us to the fact we’ve been selling on cruise control.
2020 has forced us to pivot and take action even when that action’s imperfect.
Before the proverbial shit hit the fan in early 2020, many of us were still trying to implement 2019’s resolutions.
We promised to make more calls, be better listeners, originate with purpose, increase connections, work on our beach bods and close hella business in 2020.
And while lollygagging in resolution limbo, we got cold-cocked by the big bad Rona.
Rope a Dope, Lasso a Mask-Hole
It’s who we are.
We’re constantly chasing shortcuts.
Like TJ Maxx, we want the maxx for the minimum.
And instead of digging our heels in to git-r-done.
We get rope a doped by SOS (Shiny Object Syndrome).
These shiny sales enablement tools promise to save us time and increase productivity.
They supposedly give us unparalleled insight into our customers’ deepest desires.
All for a few simple, complicated payments of $xxx.00 per month.
Sure, you need proper tools to do the job.
But, you don’t need nearly as much as you’re led to believe.
Overpriced sales enablement stacks won’t help you close more deals.
They’ll have you thinking you’re gaining visibility into buyers’ behavior.
But, you’re actually better off the old-fashioned way.
Asking the right questions, to the right people, at the right time.
You don’t need more resources.
You just need to be more resourceful.
Newsflash!
You are the main event.
The rest is just window dressing.
S.I.M.P.L.E – Sales Is Making People’s Lives Easier
This simple acronym is our forever M.O.
We are facilitators….
Problem solvers and solutions providers.
Objection handlers and counselors.
Here to serve our people by optimizing operations.
And ensuring their bottom line and ROI trend in the right direction.
Remember the problem that you solve.
Make it your mantra.
Because theory without practice is like trying to teach a fish to ride a bicycle.
Time wasted.
Simple Solutions Require the Most Advanced Thinking – Richie Norton
As we phase out of 2020, get ready to own it in 2021.
Circle back to basics and use the human touch, just not in a creeper way.
Choose connection over automation.
Besides, buyers see right through salespeople’s feeble attempts of trying to make automation look personal.
How will you simplify customers’ journeys so they can focus on their core-competencies?
And as far as resolutions go.
The best thing you can do is start right now – like today!
Why wait till last midnight like everyone else?
Be the exception that proves the rule.
Make Everything As Simple as Possible but Not Simpler – Einstein
What do you really need as a salesperson selling high-ticket B2B solutions?
Phone, email, CRM/ Scheduler, lead source / contacts database.
Let marketing and assistants handle advertising, automation and campaigns.
So you can focus on origination and revenue.
Stop trying to hack Effort.
Or looking for the cheat codes to the sales process.
It’s called a process for a reason.
Connection [2021] Over Automation [2020]
2021 is about stripping it down.
Educating, high-level consultation and connecting with your audience in real time.
Thoroughly researching target companies and picking up the damn phone.
If your prospects are still working from home, their office lines are forwarded.
If you can’t be routed through the corporate switchboard, use one of the many platforms to source direct phone numbers and email.
In the age of social media newsfeeds, dm’s, AI, infinite scroll and zoom, you might believe the hype and think cold-calling is finally dead.
It’s not.
A S.i.m.p.l.e Plan 2021
I’d challenge naysayers in enterprise-level B2B Sales to make 30 to 40 calls a day 4 out of 5 weekdays for two months:
* You’ll get more appointments, quicker and cheaper than any other medium
* You’ll actually speak to your ideal customer and their associates, AKA = allies
Refine your elevator pitch:
* When communicating with your audience, be empathetic and patient. It will not go unnoticed
Stop trying to one-call-close whales:
* Prospects need to know that you have the capacity to understand what they’re going through
* The hard sell will only alienate your buyers
Speak to prospects’ current state by always having their Latest News page open when calling:
* Google their Company name, news or Coronavirus, 2020 or 2021, right before each call
Copy and paste the results in the Notes section of that account in your CRM, so when they pick up:
* You’re fully-informed and aware of their current state
And if it goes to voicemail:
* You’ll have their latest news at the ready and inside your CRM for the next time you call
Preparation is key, especially with all the tap dancing companies have had to do cause of Rona:
* Not knowing the basics of your prospect’s situation is inexcusable
* It’s a rookie move that can be fixed with 2 minutes of research
K.I.S.S – Keep It S.i.m.p.l.e Salespeople
You’ve stood up to 2020.
Be proud of your perseverance.
Relish in the fact that you were challenged, went toe to toe with the unprecedented and met the moment.
Your 2021 begins now.
Map out a Q1, 2021 strategy and sales plan over the holiday.
Untwine, Untangle and Unwind.
Be grateful that despite this year’s rigmaroles, you still got it goin on.
Honor and grace those who were not as fortunate in 2020.
And remember to just keep it Simple.
Sales Is Making People’s Lives Easier.
Happy New Year!!