Do you believe in the myth that people "either can or can't close" or do you believe in the truth of "micro-commitments"?
Do you believe anyone ever wakes up and says, "Today, I want to talk to a salesperson and be sold to"?
Do you believe in building mutually beneficial relationships for the long haul?
Do you get excited helping people be successful, get promoted + do more with less?
Do you believe in the value your company creates?
Do you focus on consultative selling / challenger sale or are you all about features + benefits?
Do you think about everything from your buyer's perspective?
Do you believe your top 1-3 target personas view you as a painkiller or a vitamin?
Do you believe your company's product / service solves 1+ critical client problems?
Do you understand your prospect's buyer journey, jobs to be done framework + help them see around corners?
Do you have a nuanced understanding of your competitive landscape + your prospect's consideration set?
Do you embrace your Demand Generation teams as your equal partners in getting deals done?
Do you tell your story well across digital platforms / tools including Linkedin, Twitter, Podcasts, Substack / Email Newsletters etc?
Do you empower your relationship network to help you help them + their networks?
Do you focus more on your name on the back of your jersey or your team's logo on the front?
Don't sell. Evangelize.
January 5, 2021 (Tweet Link)