Knowledge is not power in sales—the devil is in the details

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If you are a seller who can’t land C-level meetings yourself, then you’re not where you need to be to survive, let alone prosper. It doesn’t matter if you’ve read 1,000 books and can recite famous quotes and Challenger theories (CEB) from memory. It doesn’t matter if you can do Miller Heiman ninja black belt histrionic hand motions with a sheaf of gold and blue sheets bristling from your pocket.

“It’s a paradox of basics,” says Jeb Blount, author of Fanatical Prospecting, which is my recommended companion for COMBO Prospecting.

You could be the best listener, be the best asker of questions, and benin telegram data have the tightest sales process and methodology known to man. Without a prospect in front of you, it’s all wasted effort and nothing is going to happen. Reach out and touch someone, preferably with a phone, followed by an email, and then by a LinkedIn InMail or maybe a connection request.

Execution is everything. Bias toward actions, not ideas, will take you the farthest the fastest. Laboring over the perfect email or InMail may seem brilliant, but think of the paradox of relevancy. Michael Jordan spent 10,000 hours shooting three-pointers to become the winningest player ever in the game, and Gretzky’s greatness was built the same way. Likewise, Donald Bradman, the greatest cricketer of all time, practiced hitting a golf ball against a corrugated rainwater tank for hours, using a single stump to hone his hand-eye coordination and reflexes.

Abraham Lincoln said: “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” We must “sharpen our sales story” per Mike Weinberg, but once you’ve got it and understand which customers are analogous to your existing customers, go chop down a forest with massive, masterful action.

You don’t have to overthink it once you have a message that’s resonating the right way in a target vertical. A seller who hits 20 prospects with the most perfectly tailored targeted email in one week will never catch a seller who has a sharp template and calls, voice mails, and emails 50 targets every day.