Vol. 1 Iss. 18
This week's theme is the present.
🔥 Hot Take
Now is Not the Time to Plan for the Future
This time of year, most organizations are busy preparing for the year ahead. But lost in all of this planning are the things we should have done by now to compete in 2023.
Have we found ways to separate ourselves from the competition? Do we really understand why prospects should focus on our solution now, as opposed to the 17 other items on their to-do list? Have we done the work to improve our margins?
Instead of thinking about tomorrow, what should we be doing, today?
🔗 Link
The Rise of the CRO is Now, Not Tomorrow
McKinsey looks at the popularity of the role of Chief Revenue Officer. And, more importantly, what they should be doing to improve the organizations they work for.
💡 Big Idea
Listening is Really Hard
Many sellers are too eager to pitch. Rather than listen to what their prospect is saying, they’re simply waiting to talk.
Much of this is based on a desire to educate the prospect. This is the wrong mentality to take into those situations. There is an education that needs to happen, just not the one they think.
To sell effectively, don’t think of yourself as the teacher. Think of yourself as the student. Only when you truly understand the prospect’s priority can you align with it and become one yourself.
🎧 Listen
Why Don’t We Present, Anymore?
Jesse and Mike discuss whether the decline in sales presentations is good or bad, (it’s bad) and what sellers need to do to reclaim the time they’re giving away.