We’ve been in the archives for a bit on the blog as summer lazes on, work drags by, vacations abound (I hope for you!), and life journeys on. We’re continuing on our case study journey in today’s post and wrapping up the series this fall.
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This week we’re hopping back in time to share something we’ve posted before that goes especially well with our current topic of Case Studies. Take a look at this post from the archives!
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Alright my fellow sales nerdz. We’re continuing on our case study journey in today’s post and I’m excited to share one from my professional archives. I worked on this deal several years ago and have seen elements from this process come up again and again over the years. There’s definitely some repeatable elements worth reviewing.
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In late 2021, I had my first major win while at my new position at Google. I was thrilled. Amazed. Relieved. Emotions emotions. But I knew I couldn’t celebrate just yet. I needed to…review the work!
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Tell me if this sounds familiar. You’ve got a new client, maybe you just got some new territory. You’re making good progress, building a solid relationship, scheduling follow-up meetings and learning about your client’s needs and priorities. In short, you’re doing everything right.
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This week we’re hopping back in time to share something we’ve posted before that goes especially well with our current topic of Account Planning. Check (see what I did there?) out this post from the archives!
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Tell me if this sounds familiar. You’ve got a new client, maybe you just got some new territory. You’re making good progress, building a solid relationship, scheduling follow-up meetings and learning about your client’s needs and priorities. In short, you’re doing everything right.
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Recently on the blog we’ve been exploring the wide world of account planning. This is the grunt work of the sales world. It’s not the flashy business lunches, the cocktail hour, or the high pressure meetings that kick your adrenaline into gear.
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Imagine you’re at your desk one innocent Wednesday afternoon, minding your own business. Your boss comes in (or calls you) and says, “Sandra’s leaving next week, we need you to take over half her accounts starting today. I know you’ll be great. Good luck!”
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These days I’m constantly looking for ways to keep myself from becoming a workaholic. Stuck in this seemingly never-ending pandemic, inside a lot more than usual, traveling less, it’s easy to cling to work like it’s the last ship out of port. But I’m searching for some work/life balance y’all, especially in a global pandemic.
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Holy moly have we got a big announcement for you this week! You may have noticed some things have changed around here on the website. Don’t worry, you’re not hallucinating.
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We have had quite the ride this fall exploring the many angles of avatars. I admit that avatars are much more useful than I had initially realized. In fact, I didn’t even fully understand how often I was using this concept in my own work. And now, I’m more excited than ever to keep integrating this tool into my sales processes to close more deals and help more people get what they need to succeed.
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Eventually, once you’ve done the research, drug yourself through the background work, properly imagined your avatar as the ideal customer, you’ll end up with a meeting on the books. You’re nervous. Sweating. Anxious for this half-hour call to go well because you know you might not get another chance. This is the moment when your avatar becomes a real person you’re having an actual conversation with.
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A couple of months ago I met with my coach for our usual session. As is typical for us, I had a few questions about aspects of a deal I was pushing through and he had a few things he wanted to follow up on from our last chat.
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Goal: Close more deals. Scruples: Not many.
I’m with you. I’ve been there. I’m still there y’all. Hungry for more. I’m always looking for ways to close more deals, help more clients, and make that commission check fatter. It’s my job and my passion.
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Now, when I say research don’t freak out y’all. I’m not talking about PhD-level thesis research here. Spending hours and hours researching before meeting face-to-face (or screen-to-screen) with a client is probably not going to help you too much in the long run.
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We’ve all heard of an avatar. No, not the blue aliens made famous by James Cameron’s movie. You know, the sales avatar. The “magic” marketing tool that helps you get inside your customers’ heads and relate to them so you can sell more products and make bookoos of cash.
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