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Daily habits of high performers12/30/2023 They more effectively tie use cases of current customers to the buyer. Top performers use storytelling to capture the buyer’s attention. Habit #4: Top performers are amazing story tellers.Īverage sellers stick to scripts, talking points, and ordinary features and benefits. That turns the conversation from a standard “features and benefits” focus (that average salespeople use) into a discussion of the potential financial impact of their product or service on the customer. They know what to research and can link the conversation of their product to the customer’s financial goals. They read financial reports and know how money flows through income statements, balance sheets, and cash flow statements. They are up to date on their customer’s competition. They know how the macro economy is impacting their clients. ![]() Habit #3: Top performers have better overall business acumen than their peers. The lesson here is don’t waste your time on unlikely deals or prospects that don’t fit in your ICP. If they aren’t talking to prospects with the right fit, then they are on the phone having conversations with their network to find customers that DO have the right fit. They maximize their time talking to prospects that have a need for their product. Top performers do not waste their time pursuing low-end deals or talking to prospects that aren’t moving forward. We all have the same number of hours in a day. By moving on from low-chance sale possibilities, top performers use their time more wisely to focus on the right deals. They also quickly let go of opportunities that don’t fit the ideal customer profile (ICP). Habit #2: Top performers stick with their ideal customer profile (ICP) and quickly move on from deals that have a low chance of closing. They also regularly carve out time each day to check in with people in their network, and from those conversations, opportunities present themselves that the average salesperson misses. Yes, they are talking to current buyers and moving deals along. I see the top 1% constantly on the phone throughout the day, every day. But through those conversations, opportunities occasionally arise. Usually, the conversations are just catching up. They spend time every day calling a handful of people across their network. They call everyone-former co-workers, bosses, peers, former customers, current customers, former prospects, friends, college classmates, channel partners, and even competitors. They constantly stay in touch with their entire network. They collect contact information from everyone they meet. Top performers have built a vast professional network. They kick back and rely on marketing or a Sales Development Rep (SDR) to generate leads for them. Perhaps they were promoted because of their excellent prospecting skills earlier in their careers, and they have a false idea that their new role doesn’t require prospecting. It’s unfortunate, but many account executives feel they are “above” prospecting. I’ve observed these professionals for many years and believe these to be the habits of the top 1% of B2B sales performers. The top 1% have a distinct set of traits that they use more consistently. Most salespeople have the requisite core competencies, consisting of listening skills, lots of energy, results orientation, assertiveness, and coachability. I’ve been fortunate to sit next to amazing B2B sales professionals who control a boardroom and close seven-figure deals on the spot. Every team has top performers and average performers. As is true in any profession, not all salespeople are equal in their performance. ![]() And we want to hear about what habits you consistently engage in to maximize your growth as a High-Performer too, so let us know.In my 20+ years of sales experience, I’ve observed all types of B2B salespeople in a wide variety of industries. ![]() ![]() We can hardly wait to unpack this incredibly important concept with you all this week. They protect the space they need on a daily to ensure they can consistently engage in what is known as ‘High-Performance Habits.’ They use tools and strategies that maximize the compound effect of their high-impact results. They build routines and best practices based on knowing who they are and what they need to grow. They take time to study what works best and what doesn’t and why? High-Performers know that the sustainability of their growth and impact game comes down to daily consistent habits that ensure they have what they need and do what they must to maximize their potential. There is a famous John Maxwell quote that sums it up best that says “motivation will get you going but it’s the consistency that will keep you growing.” Ever wonder what High-Performers do to maximize their rate of growth and set the stage for going out into the world each and every day to play their biggest impact game?
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