“Apply what you learned last year and continue to develop yourself.” – Eddie Baez in today’s Tip 356
How do you amplify your sales efforts?
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Eddie Baez on Sales Success Stories Interview
Eddie Baez on LinkedIn
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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 Eddie Baez. Eddie is one of us. He’s the top-performing seller at IBIS World and was the star of episode 79 on the Sales Success Stories podcast. He’s got a series of an idea to help you get your year started right. Here he is:
Eddie Baez: Happy New Year and Welcome to 2020 this is Eddie Baez with a Daily Sales Tip. After reflecting on some of the themes that helped me early on in my career to set myself up for success at the beginning of a calendar year identified six items that I think stood out to me as the key drivers for my success and the first one is conducting a book audit. In order to hyperfocus on the accounts that will serve you best. I would recommend conducting an audit just to remove any excess or low-value accounts from your book. Ultimately that helps you eliminate all the unnecessary noise and really focus on just the highest value activities and accounts.
A lot of times, myself included, I spend a lot of time looking at accounts that have shown no elevated commitment and no advancement and basically are just kind of giving us enough to kind of stay hanging on there and you really have to figure out how to let go. Sometimes you can be spending all that time, energy, and effort on accounts that you thought might not be willing to do those elevated commitments and ultimately give you a lot more in return. So definitely, you know, kind of check the ego at the door and look for those accounts that really help you succeed.
Next, create a shortlist of dream accounts and low hanging fruit by identifying your ideal customer personas and the industries you feel most comfortable selling into, you’ll be able to optimize your prospecting and your confidence levels and building your pipeline. No matter how unattainable or insurmountable the account teams. If they are an ideal customer, and that’s the biggest, you want to make sure that you’re shooting for the stars and you’ll end up on the moon as Les Brown would say.
Next, you want to schedule targeted call blocks to amplify your impact. Many of my mentors have always preached the benefits of making sure you set aside that time, even if it’s just for an hour a day. Targeted call blocks are vertical and industry-specific and they help you identify themes within specific client markets that will help augment your impact and effort towards not only your value propositions, but you’re also allowed to incorporate more primary research and candid feedback into those value props that will ultimately resonate more with your prospects. So definitely think about what you could be doing to not only amplify that prospecting but find verticals that will ultimately serve you.
Next, identify conferences, events, and networking opportunities where your prospects will be in attendance. Meaning your prospects and clients where they are and planning on attending events that they’re going to be at. Will help you not only meet them in person but help you learn a little bit more about the goals that the industry has in mind for the next fiscal year or calendar year. Just wanting to make sure that you learn the priorities and the outcomes that the industry, peers and competitors will be focused on for the next year will ultimately distinguish you and really help you build that knowledge base that’ll make you more of a trusted advisor.
Next, you want to focus on themes that you broker relationships within the previous year. Take a look at all the relationships you established in the previous year and try to identify themes that will help augment your efforts this year. If a vertical sold more than in previous years, try thinking about why and what were some of the external factors in that industry that helped fuel that growth or that change and what are some of the markets that you’re not selling as well into and what are some of the conditions that are contributing to that. These are questions that you want to be maybe internalizing and trying to figure out.
And last but not least, you want to apply what you learned last year and continue to develop yourself. A mindset of constant learning and growth is absolutely essential and it never stops. And you definitely want to start reflecting on your personal and professional development from the previous year to see how you can help strengthen your current sales process by intentionally making a concerted effort to incorporate those lessons from the previous year and actually go ahead and invest in yourself by making time to find book clubs, certifications, or trade-specific activities that can help you continue that growth. So definitely try to set aside that time, continue to grow, and really invest in yourself. And these are just some of the tips that I think would ultimately help yield a little bit more success in the coming calendar year.
Scott Ingram: For links to connect with Eddie and to our full interview together, just click over to DailySales.Tips/356, then be sure to come back tomorrow for another great sales tip. Thanks for listening!