Winning Ways - 4 takeaways from our panel

Last week was an inspiring one. We had Criteo’s Sales Kick Off and this year the theme was Gold Quest. ?We packed out three days working on what it means and what it takes to be an elite sales professional. We were fortunate to do all this in the birthplace of the Olympics.?

As part of the agenda, I had the privilege to host four outstanding sales leaders in a panel to share their Winning Ways.? We covered a great deal of ground and I wanted to share just a few of my favourite points that were great reminders:

Prioritise your week – you cant win without the right foundation!? Job 1 is locking your week.? Most of the panel used some form of the Eisenhower matrix to do this and they do it on Sunday nights so they can hit the ground running, every Monday.

Send client emails to yourself – clients are busy, really busy!? Make sure your email is response ready by sending it to yourself and reading through on your phone.? If you wouldn’t answer it, don’t expect a prospect or client to do so!

80 % Listening : 20% Talking – deeply understanding your client is your most critical role as a sales professional. Once you’re in the meeting make sure you listen, much more than you talk about your solutions or products.

Use an 'Always On' follow up – after the meeting get your follow up sent within 24 hours and move the relationship to ‘always on’ where there is an intentional invitation to the next communication point.? Relationships and deals are won on momentum. ?

Hope these are helpful.? I would love to hear other thoughts on your top tips for success in software and advertising sales!

Thank you to all my insightful panelists Kate Wulfing Michael Balabanov Sukesh Singh Grégoire Bruni , the guiding content team Nicole Linger Tara G. Mondello Sarah Hamlaoui and of course Brian Gleason (!) for giving me the spot.

PS – the picture is from our warm up breakfast!