How’s your sales process?  Do you have any sales trash?

Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales.

Time to throw that stuff out and start 2013 on the right foot.

It’s a great time to throw out any pieces of your sales process or how you spend your day that just don’t make sense.   If you don’t think you have any “trash,” then you’re probably not looking hard enough.

All of us have things that we do daily, weekly or monthly that simply don’t make sense.  It might be a prospect who has zero probability of buying, yet you are still pouring time into this person.  It could be pre-written emails you’ve been using that just don’t make sense.

Look long enough and you’ll find what you’ve clung to, but need to let go of.

Challenge yourself to start the new year not carrying the trash with you.  Now is the time to try some new techniques and processes.  Unless you’re willing to change what you do for 2013, then the results you’re going to get are going to be no different than what you got this year. 

Personally, I think 2013 can look better than 2012.

Here are two quick things you can review:

First, review your “Top 10” list. This is your list of your 10 biggest customers.  Your goal for the first quarter is to develop a relationship with at least one more person in each of these accounts.

Second, review your “Top 10” prospect list. This is your list of the 10 prospects you want to turn into customers.  Your goal with these is to develop a plan that has you doubling the level of attention you give each one.  Idea here is your attention is to be 100% geared toward their goals and benefits.

Notice something about the two things I said you can review?  They’re both sales-focused with a first quarter objective.  I’ve found by increasing the level of sales focus in the first quarter of the year, you can be in a much better position to reap the rewards of success all year long.

If you’re looking for more ideas, sign up for my new weekly video! It starts next Monday, January 7, 2013.  It’s free.

Each week you’ll get a link to a new 2-minute video designed to provide you with proven ideas and motivation to make 2013 your best year yet.  Here’s the link: Yes! I Want the Monday Video!

Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.


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