Achieve “sales clarity” with this one question
Sales can feel overwhelming.
Sometimes I stare at my computer thinking about all the things I can be doing.
I think about all the messages… all the “follow up” and prospecting emails and Slack messages. I think about fixing slide decks and changing pricing. I think about meetings with customers, improving meetings with customers, and all the notes I didn’t take during meetings with customers. I think about training and strategy and reporting. I think about LinkedIn.
Then I think,
Am I doing this right?
Am I doing enough?
Am I focused enough?
Fair questions to ask when you’re working on something you care about.
But there’s one question I use to really cut through uncertainty:
Who is this for?
Asking this question helps with big items like target market.
It also helps with small stuff like emails or pitch decks.
When struggling for focus, it creates priority and tradeoffs.
Because this question gets to the bones of what you’re trying to do in sales.
You’re trying to connect with people.
So when you ask it, don’t settle on broad answers like, “HR Leaders” or “The team”.
Name someone specific. Go to a LinkedIn profile or pull up your notes.
Look at him. Study her. Understand them.
Before you rush into your doings, all the “how” and the “what”, dig into the “who”.
There are many ways to do things.
But when you bring your actions down to a single person, you drastically simplify your efforts.
Thank you for reading.
And remember, when you embrace practice, develop awareness, and align your efforts, you can rise above the deal.
You can live #quotaless
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