Surviving Outside Sales

Send us Fan Mail Process takes time. Remember the phrase, Rome wasn't built in a day, neither was your sales territory. Scaling a business takes consistent action set in a specific order with certain underlying beliefs, a.k.a. a process. Some of the results of that process take time and you will reap the benefits of those actions in the future, but you have to start today and be patient. You...

Send us Fan Mail Taking over a failing territory or business is hard and time consuming. Here are 3 steps you can take to grow very quickly: 1. PPF Method 2. Look for inefficiencies 3. Make the business your own In this episode, I share a few examples of situations that popped up in my career and how you can apply those learnings to your business. To learn more or if you want help with your Sales...

Send us Fan Mail In this sales environment, those who can connect better with buyers will win the day. If you are using the same sales tactics and features & benefits, you will struggle because today's buyers have been sold to and burned and are much more conservative than in the past. They want someone that understands what they are going thru and can deliver the results they have been l...

Send us Fan Mail It isn't 2021 anymore. So, the things that you used to do that were fresh, are being done by every one of the competing reps in your territory. Text message used to be a leg up 4 years ago. Now, prospects get 5-10 text messages with pitches every day. Point being, you have to evolve your process and make sure you don't sound, look, or communicate like everyone else in yo...

Send us Fan Mail success is your duty. Right now, you possess the product or service that can change the lives of those who will purchase forever. Sales is not a one-way street where you sell, make all the money and the client is left holding the bag. If you sell that type of product, you need to find a new one. Each sale should benefit the future state of your client, and that should guide you du...

Send us Fan Mail During the discovery phase, you must qualify the prospect. They are either a 3-month, 6-month or 12-month deal. Focus on the 3-month now, build the relationship for the 6 and 12 months but finding out if they are available to buy now. Qualify them by asking great discovery questions to focus your time wisely. If you want help with your Sales Plan, reach out for a FREE strategy ses...

Send us Fan Mail Brandon was a little nervous. Leaving the safety net of his career to take on a new challenge was a daunting task. Especially going from finance to sales. But, almost 2 years later, it was the best decision he made because he is crushing it. Brandon and I met in May 21 and discussed his goals, how he wanted to brand himself and what success would look like. Then like a fish to wat...

Send us Fan Mail Your north star should be what motivates and drives you on a daily basis. This is your impact. You should think about what you can do to better the situation of others and let that guide your career decisions. If you want help with your Sales Plan, reach out for a FREE strategy session. If you want to have a conversation about: - Scheduling a strategy call for your next move - Hel...

Send us Fan Mail Your next role will come from your network. Your next big account will be a referral from your network. If you are still on the fence about building networks, stop. Build it today. If you want help with your Sales Plan, reach out for a FREE strategy session. If you want to have a conversation about: - Scheduling a strategy call for your next move - Help building your business or t...

Send us Fan Mail Everyone does it. You can too. Start over. If you feel like your business is getting a little "loose", get back to the basics and focus on the process. It happens to all sales pros, even if they don't talk about it. Check in with yourself and see if what you have been doing is what you planned, and if not, get back on track. If you want help with your Sales Plan, re...

Send us Fan Mail Focus on these 3 topics to sell. Display how your prospect needs you to get these 3 things, then selling will become the easiest step for them to decide. 1. Faster results and why it matters 2. Bigger, better results with you than on their own or with someone else 3. Avoid the wasted time & money by trying to do it themselves Do this properly and they will convert. If you want...

Send us Fan Mail In order to grow, you must be willing to learn & develop new skills. To do that you need reps and practice. Sometimes that requires you to get experience, at a low level with no pay. That's ok. If it moves your business forward, develops your skills and builds a network, DO IT! Forget about getting money for everything. If you need to find new business, you have to be wil...

Send us Fan Mail 200 epsiodes!!! If you take anything away from the podcast, please let it be the 3 takeaways from the first 200 episodes. 1. You need to continue to learn/grow & develop your skills 2. Need to have a great process 3. Take massive action You do these things; you will be successful. If you want help with your Sales Plan, reach out for a FREE strategy session. If you want to have...

Send us Fan Mail The Kansas City Chiefs made adjustments, the Philadelphia Eagles did not. Simple as that. At halftime last night, the Chiefs made adjustments and came up with a new strategy when they saw what the Eagles were doing on defense. Environment changed; KC changed. They won because of it. Your business environment is changing all of the time. Are you adjusting to the changes like KC? Or...

Send us Fan Mail Your process will determine your level of success in sales. Having a perfect process will create an identity for you and build a reputation that others will gravitate towards. The process needs to be made from your dna, not copied from someone else. Organic conversations and process is the way to separate yourself from your competition. If you want help with your process, reach ou...

Send us Fan Mail There is one thing Peter Skidmore knows about Medical Sales...getting the most meetings will win the day. That is why Peter created a company around booking meetings for medical device reps, and is very good at it. Peter discusses the importance of booking high qulaity meetings that have a high rate to close for business and how he has always used meetings as his formula for succe...

Send us Fan Mail What do you do during the day? Are you focused on revenue generating activity or activity for actvity sake? If you want to achieve your goals, your daily actions should be intentional and guided by the outcome you wish to achieve. We have all been there where the day blows up and you NEED to make calls to not get yelled at. When that happens, simply go to your contingency plan. Yo...

Send us Fan Mail Weekends shouldn't be for "escaping" your job. Ideally, the weekends should be for spending time with friends and family, and not something that you crave because you hate your job. If you aren't happy what you are currently doing, it's time to look for something new. Staying in your comfort zone and being satisfied with the money you are making is robbing...

Send us Fan Mail To be great in sales, you have to be passionate about your product/service and the outcomes they will provide for your clients. If not, it will become tedious and you will not enjoy what you do. You can fake it for a year, maybe two, but after a while you will be wanting out and jumping ship. Make sure when you are looking at opportunities, you find those within your passion space...

Send us Fan Mail Time to get your ducks in a row. Please don't be left wondering if your area prepared for the worst. Know you are, build a Sales Escape Plan today. Take control of your career and be ready to live the life you want, not the life a company may or may not hand to you. If you want help with your Sales Escape Plan, reach out for a FREE strategy session. If you want to have a conv...

Send us Fan Mail Eric Rogell is an expert at a lot of things. But what he does best is personal development. We don't spend enough time on US, and it is crucial that we find people like Eric who know how to make us the best versions of ourselves. In sales, we focus too much on the next quarter, the next goal the next deal that we lose a little bit of US in the process. To connect with Eric: L...

Send us Fan Mail Your goal shouldn't be to chase numbers. Your goal shouldn't be chasing dollars. Your goal should be to be the best version of yourself. If you do that, the dollars and awards will come in one way, shape or form. If you want help with your career plan, reach out for a FREE strategy session. If you want to have a conversation about: - Scheduling a strategy call for your n...

Send us Fan Mail No sales position is perfect. You will not get all of the tools you need, provided by the company to hit your goals. Your company has too much on its plate to provide everything you need toward your career development. You will have to build this skill. You must learn to overcome shortcomings, develop more with less and seek out help where it is needed. If you want help with your...

Send us Fan Mail Top sales pros have a lot of the same qualities. One sticks out from the others. The one thing that ALL top sales pros have is a...GROWTH mindset. They are not content to be where they are today. They are always wanting more, planning for growth, learning, researching and trying new things, never satisfied with where they are today. Your plan and strategy need to involve growth an...

Send us Fan Mail Sales is hard. Navigating a sales career is even harder. You aren't sure if the opportunity you have is the one you want or if it suits your passion and there is a lot of FOMO. One of the best ways to navigate your sales career is with some help. Find a mentor who has been thru the trials and tribulations, so you don't have to. Why put yourself on the wrong path, when yo...