Day 46 of 2 sales jobs - Updates and Tips and Tricks for Mindset & ICP research

Not much to report but small wins.

• AE finally managed to get down our outreach setup/ownership of contacts and lead gen process
• found 69 new leads to reach out to, imported them into CRM, set them up with sequences that are pretty much just custom
• Did some more training w/ MCHAN on ICP/Prospecting, learned about Psychographics and ICP research

The better you know your ICP inside and out, the better you can help them, which means you sell more.

Make them feel like you are READING THEIR MIND.

Dan Kennedy’s 10 Smart Market Diagnosing Profile Questions

What keeps them awake at night?

What are they afraid of?

What are they angry about? Who are they angry at?

What are their top 3 daily frustrations?

What trends are occurring and will occur in their businesses and lives?

What do they secretly, ardently desire most?

Is there a built-in bias to the way they make decisions?

Do they have their own language?

Who is selling something similar to their product/service and how?

Who else has tried selling them something similar and how has that effort failed?)

Find this by looking at:

• Last 20 customers commonalities
• Current case studies and testimonials
• Interview the last 15-20 customers
• Listen to recorded discovery calls you or other salespeople have run in the past (Take note of top keywords, like stress, overwhelmed, and use that language in your copy)
• Use 3rd party review sites. - G2 - benefits of using competitors, their language! (Filter by role types, company size, etc.)
• Look at competitor sites and look for common language above the fold. - look at any case studies they have

• Started a daily win journal
• started a time and focus history journal where I calculate how I spend my time, and then after a week will find if I am spending time in the right places by attaching activities to $/hr

Some good tips on Mindset I learned from monday:

• How we do anything is how we do everything
• Habits can either serve you or hurt you
• If you don't choose your habits, they’ll be chosen for you
• Habit stacking the right habits will lead to RICH life
• Build habits that your future best version of you would do

Along with a couple key lessons I needed to be pounded over the head with.

1. The more you can be okay with delayed gratification the better you will do. IE. the efforts you put in today may not show until 3 months down the road, be consistent and if you don't have immediate success don't give up. and 3 months down the road when you are successful don't get cocky but remember that it was the previous culmination of those past efforts that lead to this success.
2. If you want to be a 250k earner, act like one. Do what that person would do, take on those responsibilities, organize yourself like that, invest in yourself like that, speak like that, and manifest your future by doing everything you can to be that rn.
3. Rep Lifecycle - EXCITED - Rejection - Success - this loop of coming into a new role and you are so excited you put in all the work, then you have alot of rejection and obstacles and most get discouraged and do less here, but if you keep pushing forward you get to see the fruit of all your hard work when things start looking up. Your confidence comes back, you are relieved, and you are encouraged that you are doing things the right way.

IE. what goes up, must come down.

ANYWAYS

that's all,

Still on PTO for the other job but I'm pretty sure they're gonna fire me soon lol

Much Love,

The kid