“Learning is not a journey with a start and an end, it is continuous.” – Erynn Bell in today’s Tip 565
How do you keep learning on a daily basis?
Join the conversation below and learn more about Erynn!
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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 Erynn Bell. Erynn is the Director of Enterprise Sales at Degreed. With 10 years in both B2B & B2C sales, she’s lived all over the country and the world – proving herself to be a go-getter and risk-taker. A committed life-long learner, she’s always looking for ways to learn from others, but today we get to learn from her. Here she is:
Erynn Bell: Some of the best salespeople I know are the ones that are voracious in their everyday learning. Follow thought leaders and organizations within the industries that you work with. Read, listen, and watch what they are talking about daily. For me, I go straight to the McKinsey and the delights of the world. I’m constantly trolling through their websites, searching not only for my prospects being mentioned but also what they are writing about in general, about business, the markets and what is going on in the world. Remember, learning is not a journey with a start and an end, it is continuous. If you get your quote-unquote reading at path’s in, you will actually train your brain to start to think in this way. You will also build up your confidence as well. You will begin to have conversations that matter and are informed. You will build up your authentic expertise and reputation as a thought leader with your prospects. Then start incorporating these nuggets of wisdom, whether they be articles, blog posts, podcasts, whatever it may be into your outbound prospecting. Don’t have an ask straight away. Connect it back to your research on the pain points of that prospect is experiencing and start making some deposits, especially if your ideal buyer is at the executive level. This will help to confirm with them that it is worth it to spend some time with you. An example of this might be, “noticed in your company’s 10K report that you mentioned X, Y, and Z were strategic global business objectives going into 2021. As McKinsey said in this article, doing A, B and C are of the utmost importance in order to achieve X, Y, and Z.” Or “Here is a staggering stat from a recent Deloitte study. Dot, dot, dot…” But remember, make sure their sources you are pulling from are credible and carry a fair bit of weight in your industry or the industry of your buyer. By elevating your own reading and world view, you level yourself up as a salesperson. You do not need to know everything, but being voracious in your own learning and awareness of the world will help you to level up as a salesperson exponentially.
Scott Ingram: To connect with Erynn on LinkedIn, just click over to DailySales.Tips/565. Once you’ve done that and told Erynn hello, be sure to come back tomorrow for another great sales tip. Thanks for listening!