It’s often easy to get caught up in the rush of completing your day-to-day. You turn around and the week is gone. But it’s important to step back from time to time to determine how you can be more strategic.
Lori Richardson, Founder and President of Score More Sales, has a challenge for you: Make five sales calls this week that are strategic. “Being strategic helps you grow business because you are planning ahead,” Richardson writes in a post for the Customer Collective. The important thing is “you’re not in reactive mode.”
The five calls can be to people you may not know, but in that case do your research and be prepared. The goal is to lay the foundation for a network that will help and support you with not only the sales opportunity you’re currently working on, but future ones, as well. “Five names on a list you determine at the beginning of the week,” Richardson suggests. “And by week’s end you at least have calls in to these folks – ready to follow up next week if need be.” To take Richardson up on her challenge, and to learn more about strategic sales, read her full post here.
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At the end of the day, sales strategy comes from the top — management needs to make sure the best system and best people are in place. For more advice on how to build the best sales team possible, especially at a startup, OpenView has you covered. Listen to this podcast for the keys to building a killer startup sales team, and then head over to the OpenView Blog for tips on how to recognize and recruit a sales all star.