“The more you put in your own court, the better off you will end up being because not only will you feel more accomplished and that you’re able to find a route to success through your own strategy, but also you’ll be able to have extra time to go back and help others on your team.” – John Yoder in today’s Tip 1137
What’s your thought about this?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from John Yoder. John is a ten-year sales vet who lives and breathes all things customer success and isn’t afraid to promise an 8-minute response time. When not looking out for others’ best interests, he resides in the Greater Cleveland area with his wife, daughter, dog, and love of everything Ohio State. Here he is:
John Yoder: Hello Daily Sales Tip Community. This is John Yoder coming to you today with a topic that I don’t think is stressed enough and that is of resourcefulness. Oftentimes when you’re going through development and sales, whether you’re an SDR, an AE, VP, a CRO, a CEO, oftentimes folks are reaching out to you and saying; You should do this, you should read this, you should, whatever the concept may be. And I find that the more that you wait for other people, the more successful you are because it takes the element out of your control. And that’s kind of where we get around the topic of resourcefulness.
I have been in past sales roles where things need to get done, but in order to get them accomplished, there’s someone else involved and what happens a lot of times is reps will wait on someone else and it may take a day, it may take a week, it may take a month, but inevitably the result is that it took too long and the task could have been accomplished elsewhere by kind of digging in, looking at what your resources are and making them available to you.
An example I have from this is around a recent rollout for one of our customers here. We had an engineer that was a specialist in a certain technology and when we found out that individual was booked months in advance, we had two choices. One was to sit back and tell the customer too bad and the other was to find an alternative path, essentially made a number of different phone calls, called in some favors, basically exhausted my resource deck until eventually, we find a workaround and now that customer is a very happy seven figure customer.
The point being is there’s always other options and ways to do things, but what you got to do at either the beginning or the end of the day is take a step back and say, “Okay, what do I have made available to me? What can I do with it and how can we achieve the result at hand?” And I think the more you put in your own court, the better off you will end up being because not only will you feel more accomplished and that you’re able to find a route to success through your own strategy, but also you’ll be able to have extra time to go back and help others on your team. Or if you’re in a VP or CRO level role, you’ll be able to go back and share that wisdom with folks that may work for you.
It sounds super simple because it is, but it’s something that I think people need to do more of and it’s not something that you have to run through a challenger sale for Herman Miller or any of those other different training modules, but rather just take a step back and say, “All right, what have I got? What can I do with it and how could we get there?”
I hope you guys enjoyed this tip and look forward to bringing more to the table soon. Thanks.
Scott Ingram: John would love to connect with you on LinkedIn, as long as you don’t immediately pitch him after you do. We’ve got that link for you a DailySales.Tips/1137 and once you’ve clicked over there, be sure to click right back here for another great sales tip. Thanks for listening!