Idea: Sales is a Series of Rhythms; The same small things again and again (& again).
Think of a drummer laying down a steady beat. Each hit seems simple, repetitive. But layered with intention, those beats create momentum and drive the whole song forward.
That’s sales. Steady rhythms - intentional, repeated, and dynamic - that drive growth. When you establish them into your daily (sales) processes, you build a groove that multiplies results.
The opposite? Accidental, random, lethargic actions that lead to fatigue and false starts.
Rhythms bring calm amidst the noise; steadiness during the storm. They allow us to create flow and, just as importantly, go with the flow when unexpected challenges arise.
Bad rhythms cause us to be out of time - literally and figuratively. "I don't have time" is just a story we tell ourselves. Time and results are abundant when you organize and layer your rhythms. It's not just managing your hours, it's about focusing in on what matters most.
Here are five rhythms that impact our sales efforts:
- New Biz Rhythm - prospecting for new clients is like hunting for serendipities. With the time you do have to be selling, how do you focus it? Cold outreach to a targeted list, networking with centers of influence, attending trade shows? A steady rhythm of connecting with fresh prospects leads to serendipities and a healthy, not decaying, pipeline. Decide your Red X and then execute (X calls a day, X partner outreaches, X hand-written letters).
- Relationships Rhythm - in the age of AI, I would argue relationships are more important than ever. They take time and nurturing; for that we must put ourselves out there. Your clients, networking partners, and others involved in your go-to-market journey need steady interaction. Bring value and consistent visibility via a weekly visit, a monthly newsletter, or a quarterly review - whatever works for your business model.
- Sales Cycle Rhythm - the sales process you run has a rhythm - an energy. It's managing what I call 'positive tension' (picturing pulling a rubber-band between your hands). Too much tension, things snap and prospects recoil (could be asking too many questions or talking too much). Too much slack and deals get dull (lack of added value, rushing the journey, lack of trust). Clear expectations and intentional listening enable good flow with our potential clients. So do little things like pre-call planning and hand-written cards. How much care are you putting into each beat of your interactions?
- Personal Rhythm - amazing how many professionals I work with that don't make time for themselves. Personal rhythms - time with family, being outside, going to the gym - are critical for renewal. When we're fatigued, we lose our edge - our beat - and it manifests in our work. You need a system to maintain your energy, creativity, and focus because fatigue makes cowards of us all. And you can’t afford to be a coward in sales.
- Learning Rhythm - the older I've got, the more I realize how little I know. Ongoing learning and reflection is table stakes because beats and rhythms get old. Carving time to slow down and learn keeps your finger on your internal pulse, as well as the culture around you. One key practice is quiet time to find inspiration. Another is simply a post-call debrief to reflect on what went well and what can go better next time. Small things - huge impact and relevance.
- Intentional - each beat counts. Deciding on these small rhythms forces us to decide what is most important.
- Repetitive - commit to create. We have to keep them up to get into a flow to build momentum.
- Dynamic - go with the flow. When 'life happens', we can calibrate accordingly, yet still stay steady and prioritized.
Build your rhythms and create a groove that lasts.??????
Action: Take a rhythm inventory. Slow down and reflect on what's offbeat. "What is my cadence with the market, my sales process, myself?" Choose a fresh proactive rhythm to put into practice.
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Revenue-driven Sales Marketer
2 个月Yes, "Rhythms bring calm amidst the noise; steadiness during the storm. They allow us to create flow and, just as importantly, go with the flow when unexpected challenges arise." This is key to redirecting large orgs.