Sublime

The goal is for you to take in the big picture and get a handle on the health, status, and balance of your pipeline.

No weapon is more critical or more frequently deployed than our sales story. Nothing will increase your personal sales effectiveness more than sharpening your story. I challenge you to review Chapter 8 and make the effort to run through the sales story exercise to draft your own power statement. Having a compelling, differentiating, client-focused

Perhaps trade shows and industry associations are considered old-school methods for identifying target accounts, but I want to be where the prospects are.

Get in front of your target prospects. Make friends, penetrate the account, figure out how your potential customer does business. Help the prospect see pains, problems, and issues that you can address. Put yourself in “Position A” so that when these prospects are ready to look for solutions, you’re the natural first choice.

These three speaking business fundamentals—stageside leads, compounding gigs, and the referral tree—are the keys to your success.

Be the hub:

The most prolific new business developers live by their target lists. Whether handwritten and color-coded on an office whiteboard or neatly printed on an exported spreadsheet, top performers can point to their finite, focused, written list at any moment.

Because the pursuit of dream clients is a high-risk affair with low probability of success, it’s essential that we continue to fervently work the normal targets on our list.

Salespeople who succeed in acquiring new business lock in on a finite number of strategic targets.