With around 37 real selling days left in the Q, 90% of our sales and marketing expertise and our rapidly eroding time needs to be spent on pumping, pushing and pulling deals down into the funnel.
The actual closing process at the end of the funnel should be the easy part; it's the prep and the actual selling of the value that we provide that takes the time over the next 37 days.
BTW, just in terms of other sales factoids that rattle around in my brain sometimes, did you know that there are more than 30 different B2B closing tactics we could be using? Here's an old video I did back in my sales training days that still has value in its simplicity. My experience is that the very best salespeople are experts in 3 types of closing techniques, and they hone those to perfection all the time!
To make it more direct (I didn't say "easy"). our work as salespeople needs to be always focused not on us and our products, but on the actual business and personal value we deliver. To help guide you along that path, I have pasted below excellent advice from last week's blog post from my sales-expert friend, and Fractional CRO, Mike Schumann, to provide you with specific ideas that should get you activated in the science and the math of Sales. Mike's philosophy and hands-on expertise exactly matches our own at Derby Management, where for over a decade we've built customized detailed sales and marketing methods that follow our underlying mantra of "Process-Tools-Technology-Math & People". When executed completely, the results are productivity improvements of around 25% in less than a year.
