When one is in business it can sometimes feel like you are on a desert island; alone, adrift and not quite certain what the escape plan should be. What used to seem like plenty of time nine months ago is now a case of, "Holy you-know-what! I only have less than three months left of the year!" and one or more of the following issues is raising their ugly head
Before I got into sales, I had a certain pre-conceived notion of what a successful salesperson looked like -- a loud, extroverted (and often annoying ) individual who is very pushy and in a rush to get their clients to sign off on documents they don't fully understand. But times have definitely changed, especially when it comes to sales in the startup space. Funny enough, when I reflect on my experiences on the sales side, I've noticed a number of similarities with dating.
My clients -- your target companies or organizations -- do not even know you and I exist until we reach out to them. It is our responsibility to make that first touch.There are passive (i.e.: social media) and active (in-person) ways to connect with people you don't currently know but want to. So here is my secret.
Imagine you're on a romantic date with your dream match. He or she looks incredible and has a stellar background; a high paying job at a respectable firm, solid values, impeccable style and similar interests to you. But there's one small caveat: You have no emotional connection. Zero chemistry. It's like you're talking to a dead fish! Well, you can forget about having a relationship.
Ever missed out on a deal so crazy-good that you couldn't stop thinking about it for days? If you're like the rest of us, then your answer is probably yes. Missing good deals is standard because good deals tend to happen all the time, while we are always somehow at the wrong place, at the wrong time. Luckily, there's a fixer for that and it's called taking control.
Rules are there to tell you what you can or cannot do in a game, and they are not negotiable. You either learn them or you fail. Best practices on the other hand are tools you can use, which are learned through watching the way a game is played by others. For instance, if you want to win in poker, you need to understand how to bluff and manipulate your opponents.