Jen Allen-Knuth的动态

I struggle so much with the "motivational" keynotes at conferences... 'cuz it kinda makes me think I've wasted my life and I should actually go climb Everest ??♀?????♀? I tend to advocate for following brands, people, strategy/tactics that are 1-3 steps ahead of you. You can ACTUALLY learn from those sources, take similar actions, and see similar results! We seem to understand this in the realm of physical feats... no one who's never climbed more than a flight of stairs would immediately assume they're capable of summiting Everest. But sure... let's ask the brand new SDR why they can't close deals like a 10+ year sales veteran with established systems, contacts, and product/industry knowledge ??

After a number of keynotes, the hype-up motivational speaker is nice, but the most valuable one I've sat in on was a speaking coach. Something very adjacent to our roles. It made me think more about my tone, speech patterns, and presentation style. These are impacts that still hit me to this day. The other ones have drifted away into the subconscious. I'd challenge organizations to bring in experts of skill to talk about their craft rather than the typical motivational person. Although if you do go the hustle culture route, I caught Daymond John's keynote recently and it was ??

I am VERY Lazy So I Had to learn to work VERY Smart... Very Smart.. It has made a lot of money over the years for a number of people... Including me... I once had an idea, in the shower.. (Hey - no visualising!!) Which took me to a multi million dollar account, that was the biggest the company I was helping had ever imagined.. by many multiples.. In record time.. That lazy moment.. Combined with a lot of learning and knowledge and thinking.. Pays and pays and pays.. You can be a Grinder or you can be a finder..

You’re hitting on a great point. If you don’t have the basics of sales, how to understand prospects, break through to capture attention, deliver a cold call that converts, etc and you hammer your team to work harder then you are just going to have an ineffective team doing more ineffective output. I agree the hard work is there. We need to focus on the elements that help improve that output so your hard working team delivers more effectively!

Not only do they not need a "motivational speaker" at their SKO, they're also wasting their time putting on a SKO to begin with. Clearly most people think it's a waste.

Great post Jen Allen-Knuth. FWIW, sellers benefitted from information asymmetry for a long time. Showing up with the newest catalogue was often enough. The proliferation of information via the internet levelled the playing field between buyers and sellers, which is a good thing. It does mean however, sellers must provide insight to buyer problems that buyers currently don’t have or under appreciate. Some sellers will excel in this environment, especially those who are curious and self motivated beyond a sales kick off.

Ironically blaming low sales on lazy sellers is lazy ??

If you sit around waiting to be motivated... you'll be waiting a long time. Systems are how you build leverage.

YAAS Jen #micdrop I’ll never forget being told “just make more dials, the numbers will work themselves out.” Thanks Chief.????♀? Strategic action supersedes MORE action all. damn. day.