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Building non-emotional systems and practices for (B2B) sales success

Success in business, sales, and in life has more to do with consistency than luck or skill. Though, I find that Capital goes a long way too. "90% of success is just showing up". As the old Woody Allen quote goes.

The thing about "Sales" is that most folks believe in their hearts of hearts that they will be great at it but oftentimes find themselves dreading their sales job only a few weeks, sometimes even days into the gig.

For real, it is estimated that the average sales turnover is 35%. This is much higher than the average for all other industries, which is 13%.

High-pressure selling

In modern pop culture, encounters with "the salesperson" are dreaded by all. In our minds, we often conjure up images of the stereotypical fast-talking, pushy dude.

The truth is, these are just that: Stereotypes, and we know who reliable those are. Sales professionals around the world are (collectively) an integral, indispensable part of the global economy.

These are men and women who interact with consumers and businesses all day, every day, to facilitate, manage and ensure various vital, sometimes life-altering, transactions across all industries.

Atypical connections

I like being in sales. For some strange reason, as much as I hate interacting with people in social settings, I love engaging with these same humans when there is bread to be broken.

This is essentially what I have done with my, albeit, insignificant life for the last ten years or so.

It is also worth mentioning the (potentially) highly lucrative nature of most sales operations. Especially if you are in business for yourself.

Leaving one's emotions at the door

So why the high turnover when it comes to sales? Well, I think there are many reasons for this. As there often are when evaluating the reasons why people do the things we do.

In my experience, however, most sales folks go into the gig thinking that their personal brand - as in their standing with those around them, and the value they place on themselves - will make them successful.

Oh, this will be easy. I know a lot of people

These are words (or some version of them) you hear all the time in sales when folks first get started.

A seat at the table

Removing one's personal feelings/ego from the sales process often goes a long.

Companies, big and small, are constantly looking to do two things: Make more money and reduce spending.

Along the way, organizations would love to be more efficient, protect their assets, find quality employees, access capital, and so on.

These non-core functions of businesses and the need to find high-quality solutions to these needs present great opportunities for those who are in the business of presenting curated services and products.

Keeping these desires in mind will help you develop products, services, sales pitches, and ideas that bring true value to all those you seek to do business with.

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