Happy holidays everyone! This year, Spire has written about a lot of important topics. Sure, we shared practical advice on how to give feedback, when to give up on a new hire, and how to maintain a beginner's mindset at every stage in your career.
But we've also covered some tougher topics. We tackled the prison of average. We challenged the conventional wisdom around basic sales concepts, like the "hunter vs. farmer" sales archetypes and how to handle an objection.
Anyway, here's the top 4 most popular articles of 2018. Which was your favorite? What should we write about next year?
As a sales professional, you are consistently reminded to mirror your buyer’s personality. GET IN THEIR OPERATING REALITY, you hear. Or, FOLLOW-UP, MAKE IT EASY FOR THEM TO TAKE ACTION. So why is it that when it comes to managing a salesforce, sales managers’ first line of feedback is “HIT THE PHONES, JACK!”?
Steve Jobs had a great approach to meetings: he established a DRI - a directly responsible individual - For each line-item on the meeting’s agenda. This person was tied to the delivery and/or follow-up necessary to bring each task to completion.
As a salesperson, you are always the DRI. Don’t leave your meeting without knowing what’s next.