What skill do you struggle with the most?
AnchorPoint
What sales skill do you most need to improve?
What sales skill do you most need to improve?
Attached poll
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13
Prospecting. I don't necessarily "struggle" with my methods or motivation to do it, but it's still always the most challenging part of the sales process, for me at least since I don't have SDR's.
I have always eaten what I killed and it has always included the entire process. The higher quality we can put into the top of the funnel, the more quality we get at the end. Prospecting sets the stage for everything to follow. And I agree, it is the most challenging - well said.
Dude same - i've put so much work into my discovery process that it's my strong suit in closing deals at the end of the process, but I neglected prospecting and it's tough
Prospecting - I don't struggle with it, I think I'm above average with it really. I just hate doing it and so I tend to procrastinate...
Lol, don't we all? I enjoy helping other people learn to prospect, but when it comes to doing it myself I'm always looking for something else to procrastinate with.
I've been told at almost every job that I could work on my office politics. Still don't care.
Did Janice get angry with you because you didn't ask her how her boys Jaden and Zaden were doing for the 9th time this week?
Nah, I actually do pretty well with that stuff. I just don't put up well bullshit territory realignments, people not doing their job, etc. Mostly I just go "um, this is bullshit."
Same boat here. My 1:1's usually include some feedback about how I could be less 'direct.'
However, most people I work with seem to respect that they know what to expect from me. And I've had customers tell me specifically that they appreciate my no-bullshit approach.
However, most people I work with seem to respect that they know what to expect from me. And I've had customers tell me specifically that they appreciate my no-bullshit approach.
Exactly. If you're an incompetent wimp, that's really not my problem. And if you don't want frontline employees to be pissed, don't fuck them over.
Regardless of how successful you are at the moment, that level could be increased by having more people on your "team" aka the office. The office is one of your clients, so treat them accordingly.
Shortening how long I talk, when I get into the deck of a demo presentation for example, I can get a little long winded and then all of a sudden 15 minutes fly by and I'm not even in the platform yet.
Two ears and one mouth for a reason. Remember, the one asking the questions is truly controlling the conversation... and a demo, presentation, whatever... is a conversation.
Part of my issue is our product ICP is so broad I have almost information overload when trying to decide who to go after. Prospecting methods can vary depending on who I'm reaching out to.
Yep, I get it. Where there is focus, there is energy. Pick a niche and go for it. Total focus will bring results.
Office Politics here, my new joint is so fucking Bro-y.
My last gig was a team of 8, 6 of which were women, the mindset and culture shift is real.
My last gig was a team of 8, 6 of which were women, the mindset and culture shift is real.
Please share more.
Overcoming objections, especially why would we leave the better product to a cheaper product?
Then internal office politics
Then closing
Then internal office politics
Then closing
If you are hearing that objection regularly, it is time to find a new company. "Cheap" does not require, nor can it afford, premium sales talent. Nordstrom's vs Walmart.
And if your product is not in the best interest of the client, closing is always going to be hard - even when successful.
And if your product is not in the best interest of the client, closing is always going to be hard - even when successful.
Understanding which are the best tools for prospecting.
I strongly recommend the book New Sales Simplified by Mike Weinberg. There is not a better book in recent years for prospecting. Next in line would be Art Sobczak's books How to Sell More in Less Time with Less Rejection. Great books.
Thanks dude!
When I was a client, I never liked taking a call when I was in the middle of something. I think about that when I cold call. I need to get over that!
As long as you are bringing value, you have nothing to get over! The prospect should be thankful they answered!
Good point!
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