Why do most start-ups fail? Some of the biggest reasons are connected to sales. Specifically, the data show that startups fail because they lack the experience, skills, and initiative to proactively engage customers.
In sales, we solve problems. And to be successful in sales, you need the client to believe the problems we’re solving are significant. They need to have an impact on an organization’s operations, its financials, or its ability to reach its goals. Tackling those problems requires change, and change can be scary.
Holiday parties, gift shopping, closing out year-end projects. It’s a hectic time of year,
and your calendar is jam-packed. Before 2018 rolls around though, there’s one more
essential event to add to your calendar: planning your 2018 sales efforts.
December is the time to sit down and give some serious thought to what’s worked well in
the past 12 months, and how to refine your sales strategy to hit your financial goals in
the New Year. Companies big and small must engage in this critical analysis. It’s a task
that can be broken down into three, concrete steps: customer development, refining
your pitch, and having clarity on your numbers.
As part of my growing meditation practice, this summer I decided to take the leap and attend my first silent retreat. It was a rare opportunity to sit in silence for an extended period of time and to reflect with no distractions. In this blog post, I explore the values I learned and how they may relate to sales professionals.