We are all working at a frenetic pace and when we aren’t reaching sales goals, we panic and work from a place of fear, rather than from a place of power. Instead of focusing on the “target” we tend to toss darts all over the board hoping we land anything, anywhere. The result is a lot of tossing and not a lot of points. In reality we are staying in the same place (or losing ground) and not shifting our business forward. In either case, we are expending a lot of energy for little results. This is especially true in going after bigger deals because of the complexities of the sale and the nuances of the buying decision.
Many managers (whether in small, mid-sized or large businesses) who survived the very difficult last few years are working hard to come back strong. You may currently be: restructuring, hiring new talent, revitalizing your marketing plan, becoming more creative with staff resources and how best to maximize them, all while making the best of technology from the Internet to mobile to social media and various data analytics tools.
My advice if you would like to transcend the competitive landscape is to think about Intentional Growth™ and create a plan to establish, highlight, and promote how you are unique as you grow into the future. The critical word here is “grow” and the focus of this post is how your USP (Unique Selling Proposition) will support and fuel that growth.
Sales in and of itself can often feel confusing. “What can I do to get my foot in the door at this company that I know (based on my research) is a perfect fit for my business offerings when I don’t have any connections there? Why won’t she return my calls to discuss the proposal she requested? Why didn’t they buy when they gave me all the right signals? How could they have possibly selected our biggest competitor when clearly we are the best fit to meet their stated objectives/needs?” I’m sure most of these sound familiar. So rather than sit at your desk ho-hum and ruminate on these questions, recognize these challenges during the sales process as opportunities to INNOVATE.
Courage is such a strong word to use in the business environment but it can be fitting. I recently decided it was time for me to start my own company after working for two wonderful people for 9 years. I know I am not running into burning buildings or facing enemy fire but I do know it took a lot for me to make this leap.
If I am being honest I think deep down I knew I should have left about 3 years ago. But I could always come up with a reason to stay, a reason to let my fear of the unknown, of failing, overcome my desire to take the leap. In the end, while not heroic, it did take courage for me to do what I knew was right.
Let’s talk about being hungry. You want this. You want to be successful. Grow your company. Close that deal. Are you motivated? Yes. Inspired? If you’re like most entrepreneurs, some days are better than others. Many entrepreneurs work so hard for so long, soon the “spirit” part of their entrepreneurial spirit is gone. In order to keep it real, sometimes you need a break. A breather. Renew the sense of purpose with which you started this endeavor. Even taking the smallest moment to get re-energized will help you bring more to the table in your conversations, partnerships and strategy.
There are natural advantages women bring to the B2B sales process including their ability to read a room and understand what’s going on inside a buyer’s head. Women are especially good at reading emotions and assessing a buyer’s fear.