Hi Friends, Here is your end-of-the-week insight into what I see going on in the business world,...
Hi Friends,
Here is your end-of-the-week insight into what I see going on in the business world, what I’m thinking about, and what I’m learning about. Forward anything that you feel inspired to share. If this was forwarded to you and you found value, subscribe here for a weekly edition!
What I’m Hearing From Sales Leaders/Professionals
This past week was filled with coaching calls focused on reviewing Q1 numbers. Specifically, how to improve win rates in Q2. To be fair, the sales professionals I spoke to had great quarters and strong win rates.
However, there is always room for improvement.
So, ahead of our meetings, I had them pull calls from deals that they lost that they thought they were going to win. I wanted them to search for misalignment and misinterpretation. Really, we were seeking common threads in any number of factors:
- Type of ICP
- Type of buyer
- Number of people involved from the prospect’s side
- Personality of buyer
- Feature the buyer was most excited about
- Feature the buyer was least excited about
- Time of day when most calls were held
- Day of the week
- Etc.
Across the board, we found a common thread—the conversations were too easy, and the sales professional got lulled to sleep and did not challenge the excitement. Yes, you read that right; they DID NOT CHALLENGE the excitement.
I always believe that the two toughest sales are:
A super excited buyer.
Selling to a friend.
In both scenarios, great sellers break their great habits! They get happy ears and they don’t dig in to truly understand the impact of both action and INACTION.
If you are struggling to figure out how a deal got away, feel free to reach out to us! We would be happy to do a call review with you!
Spring break is right around the corner, and Steve Richard nailed it!
For every 40 hours of work, I believe you should spend 20 (additional) hours mastering your craft. This is how I spent some of my 20 hours this week.
We teach that time is our most precious commodity. Not a new concept. Here is Dickens: “‘It is only half an hour’—‘It is only an afternoon’—‘It is only an evening,’ people say to me over and over again; but they don’t know that it is impossible to command one’s self sometimes to any stipulated and set disposal of five minutes—or that the mere consciousness of an engagement will sometime worry a whole day…Whoever is devoted to an art must be content to deliver himself wholly up to it, and to find his recompense in it. I am grieved if you suspect me of not wanting to see you, but I can’t help it; I must go in my way whether or no.”
Potpourri for 800
Potpourri (shoutout to Jeopardy!) is a category that covers a variety of topics.
A lot of travelers like to settle in with an adult beverage when they get on a plane. I, on the other hand, like settling in with a nice crisp ginger ale. Now I know why! Ginger Ale, scientifically, tastes better on a plane!!!
Quote for My Son
Every day, I leave my son a note with a quote. This was my favorite from this past week:
“The only thing that is doing the thing is doing the thing.”
- From an essay on Strangest Loop
You can get weekly helpful information for sales professionals by following my company’s Maestro Mastery blog here.
Let me know what you think about this week’s edition of Fuentes Fridays. Which section was your favorite? How can I make this better? Shoot me a message on LinkedIn @willfuentes.
Until next week!
Thanks,
