On my commute to the office this morning I received a call from another “master” seller – this is why I love pre-election season! While there is an air of wait-and-see inertia for some of corporate America, the best sellers are using this time to their advantage. Are you? I’ve had national sales teams in my office this week working on “fox” hunting and intelligence gathering in their major accounts. There is a sense of urgency that is contagious among the best sellers.
Do you know how the outcome of the election impacts your customers and your customer’s customers? If you find yourself in a holding pattern for even 30 minutes, use it to prepare for post-election productivity. Regardless of the election outcome, influence and authority in your accounts will change with the election. Once the certainty, either way, takes hold – the sellers who
know how the election impacts their customers and their customer’s customers will lead Q4 and FY2013.
Check out p. 75 of the New Power Base Selling for six customer research activities you can do in 30 minutes right now and what to look for: executives, biographies, social media profiles, public presentations, news releases and the chairman’s letter. Don’t let anything get in your way!
-Ryan Kubacki, President