Sales is a Marathon, Not a Sprint - The 411, September 15th
Plus Bootcamps, Zoom Tactics and the Effect of Video
Hey sellas,
There’s so much conflicting sales advice.
Follow the formula. But don’t be formulaic.
Focus on the outcome. But don’t get attached to it.
Cold calling is dead. But be sure to make two dozen a day.
Personalize. Personalize. Personalize. But don’t spend too much time personalizing.
How do you get the most out of all the advice out there?
Take it with a grain of salt. Realize most people are speaking from their experience and that yours might differ. Mileage may vary.
Recognize that specific tactics go in and out of fashion. Someone will always be telling you to zig when others are zagging.
Have no guru. Don’t blindly follow anyone.
Question everything. Does the advice fit with what you know to be true? Does it put the customer first? Is it genuine and empathetic?
Test things you think might work and see for yourself. Incorporate what works. Leave what doesn’t.
And perhaps most of all, make things your own. You’re the sales chef. You can take ingredients, inspiration and techniques from others. But in the end, you have to follow your own recipe.
Featured Tools
This week’s edition is brought to you by Vidyard and Sizle.
Vidyard allows you to record and send sales videos to connect with prospects, convert opportunities and close deals—for free.
Sizle allows you to see what happens to your proposals after you hit ‘send’.
Four Links
1. Selling with Video is MASSIVE These Days
If you’ve been slow to adopt video in your sales process, this Gong data from 2020 might change your mind.
It’s not just that video helps a bit. The effect is astronomically ginormous.
“Deals are 127% more likely to close when video is used during any point in the sales process.”
When sales pros use video win rates are 94% higher.
When buyers turn their webcam on win rates are 96% higher.
Video is huge for building trust, reading body language, seeing facial expressions and improving your listening.
Turn. Your. Webcam. On.
2. For Better Mental Health, Treat Sales Like a Marathon, Not a Sprint
Jeff Risely is a great follow on LinkedIn.
In this post, he explains how to build rest and recovery into your schedule to prevent burnout. Much like a marathon runner alternates longer and shorter distances to limit their risk of injury.
“Far too often we get into a bad habit of responding to high stress with minimal recovery time. Not only does this impact our sales performance on the current day, but it will also make us less productive on the days following.”
“You need time for self-care, recovery and sleep. Put yourself first and start treating sales like a marathon not a sprint.”
3. Stop Caring About Being Liked
Speaking of conflicting advice, I loved this post from Richard Smith (another good LinkedIn follow).
He cites data that says needing to be liked can make salespeople 151% less likely to close business.
And goes on to explain that, “When you need to be liked by your prospects, you stop asking tough questions. You struggle to bounce back from deals not converting, because you dwell on the supposed great relationship you had with your prospect. You don't qualify as hard as you should, as you prefer 'nice conversations'. 'Nice conversations' typically don't lead to sales.”
I personally prefer to work with people I like, so the more traditional advice of “all else being equal, people buy from people they like” always resonated with me.
But perhaps there’s some truth here? Worth considering if you find your niceness getting in the way of being direct.
4. 10 Ways to Solve Your Problem
Bit of a wildcard here, but I really enjoyed this post that outlines ten different ways to solve problems, including:
Flip it on its head. “How can I make more money?” becomes “What will other people pay me for?
Write down five solutions. Rank them hardest to easiest. Try the easiest.
Thank the problem
Ask, “How can I solve this hilariously?”
Worth a quick read if you’re feeling stuck on a particular problem at the moment.
One Tactic to Try
On LinkedIn, Sam Nelson suggests sending prospects a simple email with a zoom link 3 minutes before the meeting starts to increase show rates.
Quick reminder. Removes all friction. Proves you’re on it and waiting for them.
Give it a try.
Featured Bootcamp
Uvaro’s 12-week sales training program teaches recruits everything they need to know to thrive in B2B sales roles at growing tech companies across North America.
One Quote to Live By
“I have yet to come across an industry that you won't find a large group of people looking for, selling, creating, pushing, consuming, and evangelizing for these things that are somehow supposed to launch you to the top of the pile with minimal effort/time.
While the people who understand that learning, building, growing and "becoming" are all processes that require time, consistency, and execution in order to successfully control for optimal outcomes; gradually, steadily, predictably work their way into success.” - Sheila Fung, Tech Sales Instructor at Uvaro
Now you know,
Steele
PS. Here are seven freshly picked postings from the past seven days: