Ideas to consider:

Do you conduct a sales retro?

There’s no need to crack out your disco balls; I don’t mean that kind of retro.

One of our former team members, Jess, loved a good retrospective, and I will always be thankful to her for introducing this discipline.

Every time I finish a presentation or a campaign, I take a moment to reflect on what went well and what could be improved. I’m inspired by the Kaizen continuous improvement approach and making consistent 1% improvements over time.

Recently, I’ve been doing even deeper retros on our in-house campaigns, which has given me clarity on the next step.

Question of the week

Which opportunities are critical for EOFY/End of Quarter?

I often struggle with shiny toy syndrome and want to run in a million directions. While we use our CRM to manage our pipeline, I find a front-of-mind visual extremely powerful. As a daily focused reminder, I have our critical opportunities on the wall by my desk, and I ask myself how I can nurture or add more value to them.

FY25 Sales Kick Off

If your FY25 Sales Kick Off is coming up, I’d love to upskill your sales team and arm them with what the top 1% of high-performance sellers are doing, how high-performance sellers leverage AI, and how to prospect in the current market.

If you’d like to chat, book a call with me here.

Redefining Sales Podcast

Little truth bomb for you: we’ve recorded a few new podcast episodes, but unfortunately, I’ve had to push recording more episodes out by a couple of weeks. At the moment, my plate is full, which is a lot for me to admit, and when I record podcasts, I want to give it 100% energy, not just tick a box and publish. I find “no” a hard word (unless talking to my 5-year-old), so pushing back to create a little space to focus on our business priorities is where I am at (I’m working on it!).

In the meantime, check out Neil Patel’s Marketing School podcast. I like that many episodes are 15 – 20 minutes long, which is perfect when you don’t have 2 hours for many of the longer podcasts.

What I’m testing  

I know this sounds random, but after being inspired by Steven Bartlett’s level testing of using a “!” Or not or “.“ or not — two of my team members (shout out to Arin and Josie) decided to test our social media format: square versus landscape. Interestingly, we discovered that while the landscape format received the most impressions and views, the square format achieved higher click rates and engagement.

What I’m reading

I’ve been flicking and re-reading parts of Tim Ferris’s The Tools of Titans. A pointer resonated with me: “Praise specifically, criticise generally” (Warren Buffet). We’re often taught in sales to dig into a customer’s problem, and I often hear sellers do this in a way that risks coming across as telling someone their baby is ugly. How would customer relationships improve if we praise specifically and criticise generally?

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