My Top Three Pieces of Advice for B2B Sales
Over the years, I’ve been blessed with a wealth of experience in sales and leadership, and today I’d like to share my top three pieces of advice for succeeding in B2B sales.
These insights have been shaped by my journey as a published author, a successful sales leader, and a top performer. Whether you’re new to sales or looking to refine your approach, I hope you’ll find these tips valuable.
1. Be Unique in Building Your Strategy and Executing Your Plan
Standing out in the crowded world of B2B sales is essential. To do this, you must address customer concerns head-on and adapt your approach based on feedback. Being prepared and flexible is crucial.
Go against the grain. While everybody else was clinging to comfortable ways of mediocrity or failing, I was embracing a Moneyball approach to sales. I was studying the game and leveraging probability, odds and social selling when those around me thought I was nuts. Even when managers doubted my tactics, I propelled myself to the top by being a problem eliminator: seeking problems my leadership stated and my customers stated, and obsessively solving them – even if it required unorthodox or risky strategies. We win or we learn.
When I wrote my books, I wanted to create something different that hadn’t been done before. Similarly, in sales, you need to differentiate yourself. For instance, if you know that your customers are going to drill you on price, be prepared for that. If your emails or voicemails are being ignored, change your approach. It’s about being proactive and addressing issues before they become roadblocks.
In my experience, many salespeople use the same introductory pitch that often gets ignored. If you see that something isn’t working, don’t be afraid to switch it up. Address your customer’s concerns directly and tailor your message to meet their needs. This approach not only sets you apart but also shows your customers that you are attentive and responsive to their needs.
2. Endure and Don’t React: Control What You Can Control
Consistency and dependability are vital in sales. Adapt to changes and control what you can, even when faced with challenges beyond your control. This is a lesson I’ve learned through years of experience and various roles.
Things will change all the time, and you won’t always agree with those changes. However, a lot of your value lies not just in your results but in your consistency and dependability. I’ve seen many people achieve immediate sales success and then expect a promotion right away. But it doesn’t work like that. You need to stay the course and prove your worth over time.
I’ve witnessed multiple mergers, buyouts, massive layoffs, and even experienced layoffs myself. In such situations, controlling what you can and enduring the rest is essential. Accept that you can’t control everything, and focus on being a steady, reliable presence for your team and customers. This consistency builds trust and positions you as a dependable resource, no matter the circumstances.
3. Take Each Day at a Time: Recalibrate, and Stay Focused on People and Process
Every day is a new opportunity. Focus on the present and prioritize tasks effectively. Dwelling on past setbacks can hinder future success, so it’s essential to maintain a forward-thinking mindset.
We all have bad days, but it’s important not to let them affect your performance going forward. Yesterday’s failures are gone, and today’s opportunities are what matter. If you dwell on past mistakes or let a bad day affect you, it will prevent you from succeeding today.
I prioritize my tasks based on their impact on people and revenue. This approach ensures that critical issues are addressed promptly, and it helps me maintain a focus on what truly matters. It’s also crucial to set aside time for self-care. For me, reading helps maintain mental clarity and focus, allowing me to recharge and come back fresh.
Additionally, always look for new opportunities. Spend time each day networking, exploring new business avenues, and planting seeds for future success. This forward-thinking approach ensures that you’re not only addressing the present but also preparing for the future.
Losses are going to happen. Deals and relationships are going to go sideways. Stay at the pulse of what matters to those you serve, even when it means sitting in the pain with them. If you can stay the course, you will win more than your average peers.
Conclusion
My journey in sales and leadership has taught me valuable lessons that I believe can help anyone succeed in B2B sales. Being unique, enduring through challenges, and taking each day as it comes are key strategies that have served me well. Emphasizing people and processes, staying adaptable, and maintaining a forward-thinking mindset can set you apart and lead to long-term success.
Thank you for taking the time to read about my experiences. I hope you find these insights helpful in your own professional journey. Remember, every day is a new opportunity to learn, grow, and succeed.
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The Life and Times of Carson V. Heady 