Off the TOP of your head…(part 1 of 3) had you think about the very top of your list: accounts – contacts – opportunities.
Today I want you to look at the accounts – contacts – opportunities that have GOT to GO!
Be your own referee and start handing out red cards. In case you don’t know when to give a red card:
1. a player who has committed a serious offense such as violent conduct or an illegal and purposeful obstruction of a goal scoring opportunity for the opposing team.
2. a player who accumulates two yellow cards for more minor offenses.
That means you’re thinking about both as you choose your list of 5:
Accounts: what makes an account most annoying? I can’t tell you – it’s a personal call – a leading indicator is you roll your eyes when activities come up in the CRM, you find reasons NOT to call, or apply basic avoidance techniques when their name is brought up.
Contacts: it’s easier to identify those non-responsive people in your sales world. They never return calls, send you emails, or think of you. When you do reach them they say things like “oh I just bought that.”
Opportunities: Years ago I worked for Charlie Lewis – he is the one who taught me about “rolling turd opportunities.” Right now look at the deals in your pipeline that have been pushed out – from a close date perspective – more than twice. NOW, ask yourself is it a real opportunity? or do you feel like you’ve put so much effort in you’re hoping it closes.
Next have a conversation with your manager to make sure your logic and feelings either show a serious offense or accumulated minor offenses that justify handing out a red card.
Once you’re done you have permission to THROW THEM OUT them out of your personal game of sales, stop wasting your time!