081: Brandon Bruce | Preparation and Endurance Enable Success - a podcast by Jim Brown

from 2018-03-20T10:00

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Takeaways

Do the Boring Work: The best salespeople I’ve ever met run the same process every single time. I know how boring that sounds to most of you, but the truth is you don’t have to get fancy in sales to win. In fact, it’s quite the opposite. Focus on the little things — those foundational elements that you know actually move the needle.
Control the Signal vs the Noise: With the volume of email being sent by sales reps today, combined with the number of calls being logged, you have to stand out from the crowd. Think about your own life — how many emails do you delete without opening? How many calls do you screen with caller ID and wait for the voicemail transcription to see if it’s worth your time? If you sound like every other sales rep out there, why would any buyer think differently of you?
Vanity Metrics are Worthless: I’ll admit when personal email open tracking first came out I was thrilled. Until I started having prospects open the message 37 times and never hit reply. You know you’re in sales to close deals, so if you’re going to track numbers, don’t track things that are meaningless. When you send an email track whether or not it got a reply. Track whether the reply led to a scheduled meeting or an opportunity. Until you get to that level, you’re really just playing a guessing game.