“Helping to build your brand by creating content potentially, and taking initiative to really invest in yourself if things are slow because obviously, that’s going to yield returns when things are backups.” – Nate Branscome in today’s Tip 455
What do you do right now?
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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 Nate Branscome. Nate is a Strategic Account Executive at Chili Piper and was the star of episode 60 of the Sales Success Stories podcast. Here’s Nate talking about what he’s doing right now:
Nate Branscome: What’s going on guys? So my tip is super simple. It’s to only focus on factors that you can control. Right now there’s a lot of things going on and a lot of things that are out of our control, more so than usual. So I think this is especially important.
Lots of things are impacting our personal professional lives that we can really do nothing about. Deals get pushed, meetings get canceled, companies might go out of business or do layoffs. And usually a lot of these things we do have control over. So if someone knows she has a meeting, maybe we didn’t provide enough value upfront. And if the deal pushes or you lose a deal, maybe you could’ve done a better job, you know, managing the stakeholders.
But today there’s a lot more external factors affecting this the normal. So you can’t do anything about a company cutting its budget that was previously secured for your product. We can’t do anything about a meeting getting nausea because your contact now has a completely new list of priorities he didn’t have a week ago. So these things are completely out of our control and obviously, you know it’s important to be aware of what’s going on, but if you know you don’t have any influence on it, then it’s important to keep your focus on things you do have influence over.
So some things you can’t control are things like prospecting and making sure you have a full pipeline and you’re bringing in new opportunities consistently to help cover any gaps in business. Checking in with existing customers and prospects, just asking them how their business is being affected by this and where things stand. Putting more effort into your ICP rather than, you know, a more broader market strategy. Getting a more targeted or personalized approach to your efforts. Helping to build your brand by creating content potentially, and taking initiative to really invest in yourself if things are slow because obviously, that’s going to yield returns when things are backups.
So these are all things that you control today that will directly contribute to your success rather than getting wrapped up in all the things you simply have no power over.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!