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If you want to produce sales results, there are only two things that you should be doing with your time. You should be prospecting, and you should be sitting in front of your clients or prospects. This is what you must do to generate results. This is not, however, all the things that you are required to do to, much of which is necessary, but not sufficient to move the needle.
You need to do the minimum viable research on your prospective clients, so that you have the ability to prospect. Even though you have to do this work, it does not produce the outcomes you need. That makes this time expensive, as the more work you do here, the less time you have for the work that does produce results. Research contributes nothing to results if it isn’t put to use through prospecting.
You need nurture to your dream clients. Even though this long term play is necessary, and even though you are not going to win these clients in this quarter (and perhaps not in the next quarter either), you won’t have opportunities with these prospects if you don’t build relationships of value. That said, this work does not produce the outcomes you need now. This work is expensive, but it produces an outsized ROI over time. But nurturing only works if it is followed up with prospecting.
You need to plan your sales calls. You need to make certain that the precious little time you get to spend with your prospective clients is put to good use for both of you. You need to trade something of value for your prospect’s time. That planning is necessary, but it doesn’t produce any result unless and until you are sitting in front of your prospect. You get in front of your client when you book a meeting. How do you book meetings?
You have to develop solutions and proposals. Both of which only matter when you are presenting to your client. You have to attend internal meetings, even though the meetings themselves do very little to create value for your client, nor do they produce sales results. You also need to sharpen the saw, developing yourself personally and professionally.
Everything is important. But everything can’t be most important. The 20% of the tasks that produce 80% of the results should command the majority of your time. Getting this math backward, and spending 80% of your time on the 80% of the tasks that don’t actually produce results, all but ensures you will not have the success you are capable of.
Sales 2017
Post by Anthony Iannarino on July 15, 2017

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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