đĄ Big Idea
What do you represent to your prospect?
Everyoneâs busy. There are a million things they can spend money on. Why should they drop what theyâre doing and pay attention to you?
Itâs about what you represent to them, and their organization. If you are the answer to a real problem that theyâre dealing with, youâll always get their attention. Youâll keep competitors away, too.
When you represent their hopes and ambitions, you never get ignored.
đ„ Hot Take
The ârepresentativeâ attitude kills margins
When prospects call, youâre arriving late in the game. This is where you compete in a race to the bottom by trying to outmaneuver the competition. This is where margin goes to die.
Sales ârepsâ are sometimes too happy to play this game. They answer phones, they take orders.
If weâre going to reclaim our margins, we must be better hunters, meeting prospects before they realize they have a problem.
đ Link
Gartner looks at women in sales roles
And based on what they found, we can do better. Women represent half the workforce, but occupy just 40% of sales positions. That drops to just 31% in senior positions.
The rest of the data from this massive (72,000 people!) survey is worth looking at, too. It offers some real insight into what sales leaders can do.