“Your territory is your business. Run it like you own it.” – DJ Sebastian in today’s Tip 1403
Do you run your territory like it’s your own business?
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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 DJ Sebastian. As a top-producing sales executive for some of the best technology companies, DJ learned that to become great at selling, you must be a great communicator. Now, as a sales coach and author, DJ’s mission is to help the next generation of B2B sales professionals become elite sellers. Here he is:
DJ Sebastian: Your territory is your business. Run it like you own it. Elite sellers view their sales territory like it’s their own business. Even though they work for or represent another company, they manage their sales territory like an entrepreneur, and they are the business owner of that territory.
Here are five ways the elite seller uses entrepreneurial approaches to build and maintain a healthy business.
1. They focus on building their business through proactive prospecting to generate and build their pipeline. They don’t wait for cold leads to be handed down to them. Realizing that oftentimes these could be a waste of time, they qualify all opportunities ruthlessly, so they don’t spend time working sales cycles on suspect leads or opportunities that will likely end up in no decision.
2. They build strong relationships with customers and nurture advocates who will help them sell. They actively seek referrals from satisfied customers, business partners and network with others in the industry.
3. They realize that they must control their own destiny and not rely on sales managers to hand them, ready-to-buy customers, because those rarely exist.
4. They build their own personal brand inside their business through continuing education as they refine their selling skills, sales strategies and communication skills.
5. They defend their territory and protect their turf. When asked to give up accounts, they make a strong case for keeping their assignments by articulating why their relationships within the customer account are a benefit to the company.
They also maintain a list of possible accounts that would make sense to turn over to other salespeople and maintain notes on potential pursuit strategies and account details that will help the salespeople who take over responsibility of those accounts.
Scott Ingram: For links to connect with DJ, just click over to DailySales.Tips/1403. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!