EQ Sales - Are we approaching our initial interactions with adaptability?

It's mid February, we're getting into the pace of the year and some of us are looking at our sales strategies with a keen eye of scrutiny.

The hybrid sales and leadership roles still haven't been fully defined in some organisations, where as some have a distinct work policy of 2 days in the office, and 3 days of homeworking.

Whilst many sales roles have been hybrid for many years, some are still catching up.

Whether you are leading a sales team, a commercial Director or account manager, field sales professional, you will all have all been challenged with remote calls, e mails and prospecting to hit your KPI's.

?Research suggests that we can no longer rely upon our former sales strategies, and we must consider how we encourage performance through advocating wellbeing, intrinsic factors and remain competitive. All sectors have been affected, so there’s a tiny bit of comfort in knowing that it’s not just you are feeling the pain.

If, once upon a time you had read the book ‘Drive’, by Award winning Author Dan Pink, then, perhaps it’s time to pull that from the dusty corporate bookshelf for a second read. Many sales strategies have been built around the key principles of purpose.?

Creating the productive & modern sales professional

If we picture 2023 and beyond, we are a little less comfortable at predicting the sales figures, in fact, we are now beginning to recognise that prospecting is more difficult than it was before?

Society is forging more hybrid roles, and we are seeking a modern salesperson that will become more socially intelligent with technology and human interaction.

E mail responses are declining

E- mail responses have dramatically declined by around 24%- 38% post lockdown and yet we are still using the same old approaches towards our prospecting.

When I receive sales emails, or linkedIn generic crappy, emails that you know have been sent to thousands of others, it pisses me off. It pisses most of us off. I speak to other sales leaders and coaches who are all experiencing a common theme; predictable emails.

We have become less socially connected and in desperate need of a revamp and this is linked to the way in which we make initial and on going interactions.

Thirty second matters

If we think about how we form an opinion of one and others characters, personalities, its very clear that our initial perceptions are really important.

With this in mind, I have recently worked with a large organisation to help them think about how they make intitial contact with their prospects.

The good news is the discovery session and training has increase their sales performance by 12% in their first quarter, here's how:

• Each sales professional makes research on the company and targets their pain points and benefits of their services.
• The team use a simple pitching tool called Focal with 3 (Tipi talks own method) that enables them to build a mini pitch lasting up to 30 seconds.
• They send one video with bullet points that are easy to read with a link to a calendar that allows them to make their own appointments.

Timing matters

Our body types and circadian rythym dictates how we respond to emails when we recieve them. For example: being the ultimate night owl, send me a video link with something interesting to hook me in on Instagram or linkedIn at 8 PM, you've got me, hook line and sinker. Send me the same thing at 10 AM, you've lost me.

There is a distinct correlation between semantics, approaches and timing in our world. We are still working in the same way, in a very different world.

So, if you're looking at making it through 2023 and onwards, then look up and try different approaches. Will it mean changing a few habits, absolutely, but you'll e the best of the survivors whilst we navigate this recession with more ease and fun!

Catch you next week to discuss the science behind motivation

Kay - Founder Tipi Talks