Over the holiday break, Mike Weinberg, author of New Sales. Simplified., Sales Management. Simplified., and Sales Truth, shared 20 tips for salespeople to crush 2020. (You should read his tips whether you’re in sales or not.)
Mike was his usual: blunt, humorous and completely on-point. His third tip that there are only three verbs in sales (create, advance and close) is more valuable than most sales training programs I’ve ever attended. (I’d expand this tip to demand generation and marketing as well.)
I was so inspired by Mike’s post that I found myself thinking about what 20 tips I would share, and this blog post is the result of Mike’s inspiration. (Thanks, Mike!)
1. Spend 20 - 50% of your time on early-stage market development (yes, prospecting)
When I present to sales teams, I often start off by talking about what I like to call “the sales and marketing treadmill.” The sales teams immediately nod their heads, understanding that dreadful feeling where you need to run faster and faster, just to stay in place.
One of the things I’ve always noticed about the best salespeople (and I mean those who are consistently at the top) is that they never look rushed. They regularly operate in a state of flow, seemingly never worrying about this week, this month or even this quarter.
I used to wonder how they could always be so calm and relaxed; after all, I was busting my ass. What I realized was that they spent far more time than the typical rep on the early parts of the buyer’s journey. The “pre-funnel” is always stronger than their active funnel.
The single best thing you can do, as a salesperson or sales organization, is to spend at least 20% of your time on early stage, market development/prospecting. You’ll find that as you move towards 50%, the effort (and urgency) required to close sales decreases, and you’ll soon become one of those top salespeople I referred to.