“Daily Dose: One Step at a Time"

I just signed up for my next ultra marathon – it's in February down in New Zealand.

This past weekend, I built out the next three months – what does the training look like? What's January going to look like?  What's December gonna look like? What is the rest of November going to look like?

From there I break it down week-by-week – When are my long runs in the hills and how will I fit in my training with the holidays.

People ask me all the time – "How do you train? How do you get ready for these races?" 

And there's something that I realized over the weekend as I was getting ready for my one workout on Sunday morning. 

As much as I put together monthly training programs or three-month training programs and how I want each week to look, the one thing that matters is the next workout.

For your company, the lesson is the same.

When you're building your company and you're growing your sales, too often we fixate on where do we need to be by the end of the year? Where do we need to be by the end of next quarter? 

Yes, you've got to set the vision. You need to know where you want to go. 

But when it comes down to it, it starts with doing those 20 calls today. It starts with preparing the right way for the next meeting. It starts with having the right plan of action for that conference you're flying to tomorrow. 

Everything begins with that one thing that's in front of you – next sales call, the next customer, the next product release. 

Just do the next thing, do the one thing that's in front of you, that's gonna get you closer to where you want to do – one step at a time.

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“Daily Dose: The past is the past” 

If you've watched my videos lately you know that two months ago, I ran a 200-mile ultramarathon around Lake Tahoe.  For the last eight weeks, I've been celebrating and enjoying my personal glory of finishing this race. 

There comes a time where you've got to transition from what you've done to what you're going to do.  Even my friends around me are asking – "Man, that was really cool. What's next?" 

This past week, I've accepted a simple, important lesson –

The past is the past, and it's time to move on to the future. 

Too often, we can find ourselves lulled into a sense of completion, a sense of finality. We feel great about that product launch or that new customer or the leads we got from the conference booth.

When you've done something important and hard, you absolutely have to take time to celebrate. You must take the time to rejoice in your accomplishments.

After that celebration is over, huddle up with your team and ask, "Okay, what's next?" and get back to work.

For me, I registered for two new races, two 100-milers, one in February and one in June.  I might have a third in August. Regardless, I'm not past the past, and looking ahead to what's next.

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In this episode of the Startup Selling Podcast, I interviewed Refract Co-Founder, Richard Smith.

Richard has over ten years of sales experience working for and building high activity and scalable outbound software sales teams. He has been a regular contributor to leading sales content sites such as Hubspot and SalesHacker and was nominated as a Top 50 SaaS Sales Leader in the UK. 

Richard is passionate about fixing the broken mindset to sales coaching and helping salespeople become the very best they can be.

Some of the topics that Richard and I discussed in this episode are:

• The importance of having a meaningful conversation that therefore creates a positive experience for your customer.
• Focus the discovery call on where the sales are won or lost.
• Create a checklist from your experience with leading indicators for good sales conversation.
• The need for approval that salespeople have and how it can work against them.
• Tips to create an environment where you can ask tough questions and lower the resistance in the sale.
• How to use the simplistic questions in your discovery call.
• Why the phrase ‘I think’ can negatively influence you in your sales.
• Frameworks to analyze your sales conversation to improve and make your own sales conversation better.

Links & Resources

Richard on LinkedIn: www.linkedin.com/in/richard-smith-refract

Refract website: www.refract.ai

The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million:

www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

In this episode of the Startup Selling Podcast, I interviewed Refract Co-Founder, Richard Smith.

Richard has over ten years of sales experience working for and building high activity and scalable outbound software sales teams. He has been a regular contributor to leading sales content sites such as Hubspot and SalesHacker and was nominated as a Top 50 SaaS Sales Leader in the UK. 

Richard is passionate about fixing the broken mindset towards sales coaching and helping salespeople become the very best they can be.

Some of the topics that Richard and I discussed in this episode are:

• The importance of product demo as a catalyst in your sales process.
• Why is it important to qualify your leads.
• Understanding when it is fitting to have a smaller pipeline. 
• The importance of being vigilant when qualifying your leads.
• Keeping yourself accountable when it comes to selling your product.

Links & Resources

Richard on LinkedIn: www.linkedin.com/in/richard-smith-refract

Refract website:  www.refract.ai

The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million:

www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.