The Blackline Between Sales & Marketing Podcast

Join Thousands of Committed Growth Executives & Subscribe To The Blog Here

Episode 47: Want Faster Sales Traction: Narrow The Focus & Expand The Yield

Posted by Doug Davidoff on Nov 8, 2019 1:00:00 PM

How do I grow and get more people to know about us? How do I grow successfully? Mike and Doug dive into how narrowing your focus and expanding your yield will lead to better results and greater impact on your business.

Video:

Audio:

Show Notes

Black Line Podcast_Web_2-1The moment you pursue something, the less likely you are to get it. Part of the problem is that we're so focused on fast growth that we don't know what that truly means anymore. We've mistaken fast with speed which puts us in the wrong game. The other thing we've forgotten and have struggled with is taking the first step of our business - acknowledging who aren't the right people to target. Who is it that you're going to focus 0% on? With those that you do decide to focus on, you're going to work ten times harder to try and understand them then they will to ever try and understand you. And we have to remember that these people we do decide to focus on aren't blockers or decision makers because those aren't roles/jobs. (If you're wanting to learn more about what this means, listen to the rest of this topic on The Sales Genius Podcast were Doug dives into the issues of terminology.) 

The other part of the frustration here is that we send too many emails. Everyone wants to automate everything today, and by doing so we're hiding the fact that our yield sucks! If you're struggling to get attention from a good audience, narrow your focus. Focus on fewer people and you'll have far more impact. Who are you going to say no to? Saying yes to the right person is easy, the hard part is figuring out who you're not going to focus on. Ultimately less is more, and we have to start figuring out what the sweet spot is to our ideal client profile. 

Topics: Performance, B2B Sales Strategy, Sales Cycle, Email