“Be honest with yourself, that’s the cure for hopeium.” – Chris McNeill in today’s Tip 1260
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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 Chris McNeill. Chris is a Sales Director at Infinite Convergence Solutions, where he helps enterprises secure their critical communication channels with end-to-end encrypted solutions, regardless of device. Here he is:
Chris McNeill: Hey Sales Success Community, Chris McNeill again. Today I want to talk about something a lot of folks struggle with in sales, especially early in their careers. It’s a wicked substance that wreaks havoc not just on individual reps, but on entire teams and sometimes entire sales organizations. It might just be reps that are hooked on it. Sometimes our leaders are too. Either way, once someone is hooked, bad things start to happen.
What is this terrible substance? Well, my first Sales Manager called it Hopeium, and that name has stuck with me. Partially because it’s so catchy, but mainly because it’s so true. Hopeium can weasel its way in when we need just one more deal to talk about in our pipeline review, or when we forget that most prospects aren’t there to just see our overview slides.
Seriously though, take an objective look at your opportunities. Are you really engaged in a business conversation that will result in a decision about engaging your company’s solution? Do you have tangible next steps with dates and outcomes? Do you have all of bant or just part of it?
Be honest with yourself, that’s the cure for hopeium. If you need help, reach out to me on LinkedIn. I’ll quiz you on your opportunities like the worst Sales Manager you’ve ever had.
Scott Ingram: For links a link to connect with Chris on LinkedIn, just click over to DailySales.Tips/1260. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!