“What we’re really focused on right now is profiling and making sure that we understand ideal customer profile and we understand target audiences and we’ve got really good messaging on how we help companies emerge from the stronger.” – David Weiss in today’s Tip 449
What you are focused on?
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David Weiss on LinkedIn
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Last week I reached out to the Sales Success Community and asked for more real tips. Tips that are relevant right now. Not about the things that we should be doing, but the things that people are doing. Things that are working. Today David Weiss from ADP is going to bring some balance with a dose of reality because it might be that most things aren’t working right now. Here’s David:
David Weiss: Good afternoon Sales Success Community, David Weiss coming at you with another tip of the day. So this tip, I’ve got a lot of people reaching out to me lately wondering what I’m focused on or what you know we’re doing during these times to sell things and prospect and all of this. And look there’s a lot of opinions out there and I value all of them and probably all of them are right depending on your scenario. I’m just going to share my scenario right now.
So my scenario right now is we work a lot in the world of recruiting and human capital and that’s in flux right now. A lot of people I would typically sell to are, unfortunately, they’re having to do a restructuring of their workforce or at the very least, there’s a ton of uncertainty in their business. So they’re not necessarily leaning into a sales process, right now. So we are doing seating, we are going out and mentioning to the marketplace how we can help others scale and rebound from these things quickly. And those are getting met with mixed messages or mixed responses. But what we’re really focused on right now is training. And what we’re really focused on right now is profiling and making sure that we understand ideal customer profile and we understand target audiences and we’ve got really good messaging on how we help companies emerge from the stronger and us ourselves become more educated on our solution in our industry and emerge from this as better salespeople and with a greater ability to help the communities that we serve. And that’s what we’re really focused on right now.
Cause look at the enterprise space there aren’t as many people buying super large scale unless it makes a lot of sense. You know, because they’re in some sort of mission-critical business. So a lot of them are kind of waiting to see and picking and choosing their timing and slowing things down. So what we can control right now because we can’t control what they’re doing, is we can control ourselves and we can control the books we read in the trainings, we take in the profiling we do and things along those lines.
So when we do come out of this and we will, we are stronger and better people for it. So that’s what we’re focused on right now. I also like to think that gives us more flexibility to have a different work-life balances and schedules than we’ve ever needed because a lot of us are full-time teachers as well as parents and employees right now. So we need to be kind of smart on how we balance our time. So that’s what we’re focused on. Excited to hear what you guys are focused on and what you see working out there. Thanks for listening
Scott Ingram: For more about David and for details on how to submit your own tip, where you can talk about what is or isn’t working for you right now, just click over to DailySales.Tips/449
Then, as always, be sure to come back tomorrow for another great sales tip. There some really helpful stuff coming. Thanks for listening!