What do you do if your mid-career sales efforts aren't attracting new clients?

Muchos comerciales se casan con su éxito. Dedican esfuerzo inicial a la adquisición de clientes pero luego de conseguirlos, entran en una especie de zona de confort cobrando comisiones de sus clientes existentes. Eso hace que instintivamente abandonen su tarea de adquisición. La clave aqui es anticiparse a esa situación y establecer un sistema de objetivos donde siempre haya una parte de la recompensa asociada a la adquisición de clientes.

Don't get lost in the trap of designing goals or overthinking targets. "We don't raise to the level of our goals, we fall to the level of our systems" (quote from Atomic Habits) What this means is, focus on your daily activity, on your input and output will follow.

If your mid-career sales efforts aren't bringing in new clients, it's time to reassess your approach. Start by reviewing your target market—are you reaching the right people with your message? Look at your sales pitch and see if it resonates with potential clients. Maybe it's worth exploring new networking avenues or refining your product/service offerings to better meet market needs. Don't be afraid to seek feedback from colleagues or mentors and be open to making adjustments. Persistence and adaptability are key in sales!

Reassessing goals is vital when sales efforts fall short. Review the realism and alignment of targets with current market trends. Mid-career professionals may set goals based on past successes, overlooking industry shifts. Ensure goals are SMART: specific, measurable, achievable, relevant, and time-bound. Adjust objectives to align with present market conditions, fostering focus and adaptability for improved sales performance. Regular goal reviews maintain relevance and drive success amidst industry changes.

Otro tema que puede afectar a aquellos que entran en zona de confort es que pierdan estrategias asociadas a la adquisición. Típicamente los vendedores más experientes suelen sobevalorar los vínculos por encima de las métricas y los datos. Es razonable en función del estadío donde se encuentran, pero no es lógico si el requerimiento es adquirir clientes. Alli la clave es aprender a gestionar las ventas con datos, con información cuantitativa que permita anticipar tendencias, tasas óptimas de conversión y en definitiva, mejorar los resultados comerciales

Staying relevant in sales requires updating skills to match evolving landscapes. Explore training in digital marketing, social selling, or CRM systems to learn contemporary strategies. Embrace workshops or programs offering insights into latest sales methodologies and technologies. Adapting skills ensures effective client connections and aligns with modern sales practices. Continuous learning not only enhances professional growth but also boosts confidence and competitiveness in dynamic markets.

Si la gestión se centra en clientes actuales, quizá la red de contactos para adquirir clientes esté desactualizada. Reactivarla es clave y para ello Linkedin es una excelente herramienta, tanto para la gestión de la marca personal como para incrementar el nerwork de negocios B2B

Increasing your professional network is key to unlocking new business avenues. Engage in industry conferences, join professional groups, or attend networking events to connect with potential clients and referrals. Effective networking transcends mere contacts; it nurtures authentic relationships pivotal for driving sales. Visibility among peers and clients amplifies trust and boosts referrals. Invest time in networking endeavors, fostering collaborations and leveraging diverse connections for sustained business growth.

Refreshing your sales pitch can reignite interest among potential clients. Evaluate its effectiveness in conveying your product or service's value proposition clearly. Tailor your message to directly address the unique needs and challenges of your target audience. A successful pitch is concise, compelling, and highlights how your solution resolves problems or enhances their situation. Incorporate client feedback and market insights to refine your pitch continuously, ensuring relevance and resonance with prospects for improved sales outcomes.

Harnessing feedback from clients and prospects is pivotal for refining your sales strategy. Solicit honest feedback from potential clients to gain insights into areas for improvement. Understanding their perspective enables you to adjust your approach effectively. Act on received feedback promptly, incorporating suggestions to enhance your sales process and address client concerns proactively. Embracing a feedback-driven culture not only fosters client trust but also fuels continuous improvement, optimizing sales performance and driving long-term success.

Creo que el speech de ventas está realmente sobrevalorado. Diversos estudios demuestran que pesa menos del 10% en la decisión de compra final. Pero bueno, ese 10% puede ser la delgada línea que separe el éxito del fracaso. Recomiendo entonces podder ajustar ese speech teniendo en cuenta diversos indicarores. En A/B testing tan asociado al mundo del email marketing, también aplica a las ventas. Hagamos peque?os ajustes, ejecutemos, midamos, y quedémonos con el speech que más convierte

Maybe something with pitch? Maybe the market has too much of the value you offer. Consider modifying it ? If you are not CRO or CSO it's actually not your problem but if you want you can create a new value from old features you have.

El mundo comercial es muy dinámico. Estar atentos a la se?ales del mercado es clave. Aquí además de ajustar otras partes del proceso, ajustemos también la oferta. Agregando features, incorporando valor agregado, experimentando con fórmulas innovadoras para presentar el mismo producto