A year ago, prospecting consistently was the most important thing that you could do. And today, it is still the most important thing that you can do because the pipe is life. The number one reason why people fail in sales is that they fail to prospect. It’s just that simple.
We’ve been through a lot this year. But as we start looking to the future, as salespeople we’ve got to think, “How do we future-proof ourselves?”
There’s A Whole New Playing Field In Sales
The one thing that is absolutely true about the last year is that we compressed about 10 years’ worth of innovation into a period of about 12 months. Salespeople everywhere woke up to a new playing field.
This playing field was being driven primarily by buyers because buyers had changed. The new playing field was, “I’m not going in person, I’m going to be on a video. I’ve got to learn how to leverage an omnichannel approach for connecting with my customers and moving deals through my pipeline.”
What top sales professionals discovered over the last year is something called blending.
Blending is choosing the communication channel at any given jamaica telegram data point in the sales process that gives you the highest probability of achieving your sales outcome at the lowest cost of time, energy, and money. This is the formula for the future: choosing the communication channel that gives you the highest probability of getting the outcome that you desire, at any given place in the sales process, with any given customer, at the lowest cost of time, energy, and money.
Essentially, it’s efficiency + effectiveness = productivity. It’s that simple. So as you start thinking about future-proofing yourself, the number one thing you have to do is start mastering every single communication channel, whether it’s direct messaging, the phone, video, email, snail mail, you name it.
It’s the ability to use every possible way to connect with someone. Even with social media or smoke signals if you have to. Mastering all of those channels so that you gain a competitive edge. You can meet your buyers where they are and blend these different communication channels so that you can have more conversations with people.