Some reps sell by instinct
But that’s just following your emotions instead of your brain. You need to learn how companies change and how they buy, politically and administratively. Oftentimes, selling change is the real obstacle, not the money.
Make sure your customer fits your ideal customer profile
Put the right amount of tension into each order, not 100% effort until just one closes.
Don’t just focus on the top 5 deals, but the 50 that need some attention.
Get all stakeholders involved and get as many as you can saying yes.
Get it all on the calendar. The best time to get a second date is right after the first date!
BRIAN BURNS, HOST, BRUTAL TRUTH PODCAST