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42: Everyone is NOT on vacation · Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth

• 1:35
  Speaker 1: Everything that all your prospects are on vacation.
• 1:39
  Speaker 1: Don't kid yourself as explained in this episode.
• 1:48
  Speaker 2: [inaudible]
• 1:48
  Speaker 3: welcome to the bite sized sales podcast where we believe that sales is the most important team and a B2B company that the sales team deserves great sales skills training, but usually doesn't get it, and that taking bite-size steps each day to get better at your craft is the best way to improve results.
• 2:08
  Speaker 3: I am your host, Andrew Monahan, and I'm using my experiences in B2B sales to bring you simple, actionable ideas every day to help you get better
• 2:23
  Speaker 2: [inaudible].
• 2:23
  Speaker 1: So this is episode 42 of the podcast.
• 2:25
  Speaker 1: Welcome.
• 2:26
  Speaker 1: It's, we're in the final stretch here for 2019 for most of us as there'll be month, quarter, and year end.
• 2:32
  Speaker 1: So we're getting into the crux of the year for, for many of us.
• 2:37
  Speaker 1: So this holiday period coming up, the temptation sometimes is to think that prospects switch off and disengage roundabout this time, right?
• 2:46
  Speaker 1: You get that feeling that there's other things going in their lives and therefore they won't want to engage with a salesperson.
• 2:54
  Speaker 1: And what it means for, for us, as many of us actually slow down our own activities and we don't do as much of reaching out, we don't do as much of falling through things like that as we as we might usually do.
• 3:06
  Speaker 1: So here are three reasons why you should not slow down and you should not take your, your foot off the pedal.
• 3:13
  Speaker 1: So firstly, people still go to work, right?
• 3:17
  Speaker 1: And I challenge you, if you think that people are not going to work, um, around this time of year, just go to the nearest freeway and have a look and you'll see it's a, it's congested.
• 3:27
  Speaker 1: You'll see a traffic is going slow.
• 3:29
  Speaker 1: You'll see the same cars that you saw a few weeks ago.
• 3:32
  Speaker 1: There's a lot of people who still go to work right about this time of year.
• 3:37
  Speaker 1: So don't let anyone convince you that somehow all your prospects are, are, are contacts you're working with, are not going to work.
• 3:45
  Speaker 1: The traffic problems will tell you otherwise.
• 3:48
  Speaker 1: Secondly, remember, this is the, this is not the 1960s that we're in right now, right?
• 3:53
  Speaker 1: People can communicate with things other than their desktop office phone or their desktop computer, right?
• 4:02
  Speaker 1: It sends a little bit fishy, facetious to say that, but you know, again, just recognize that people are highly connected these days and they might use it as an excuse.
• 4:12
  Speaker 1: They're not in the office, but they're still in touch.
• 4:14
  Speaker 1: They're still working.
• 4:15
  Speaker 1: And you know, you know, as a salesperson, as a sales leader, that the chances you get to actually switch off this time of year are pretty minimal.
• 4:23
  Speaker 1: And for most of the people that we work with, it's the same thing.
• 4:25
  Speaker 1: It's not like they just shut everything down and disappear.
• 4:28
  Speaker 1: So most people are in context somehow.
• 4:31
  Speaker 1: And then thirdly, a lot of other sales people will be trying, will not be trying to reach them.
• 4:36
  Speaker 1: There'll be slowing down themselves, right?
• 4:39
  Speaker 1: A lot of people have this head trash that uh, this is the worst time of year to be prospecting or this is not the time to be falling through with people because they've got other things going on or they're switched off.
• 4:48
  Speaker 1: To me that means our competition is low at this time of year when we're vying for time, our competition is pretty, pretty low.
• 4:57
  Speaker 1: So that means that gives us a great opportunity to be heard, to reach above the cries, stand above the crowd and be heard.
• 5:04
  Speaker 1: So don't hold back.
• 5:05
  Speaker 1: Just go for it in the weeks that are coming up.
• 5:08
  Speaker 1: If you are in a end of a sales cycle with someone, don't forget to ask when they are going to be working from home and one what to do if you do need to reach them at certain times or if you need to reach the amount of ours.
• 5:22
  Speaker 1: Right?
• 5:23
  Speaker 1: We've all been in that situation where negotiations go on and suddenly eight o'clock on a Friday night, you need to reach someone.
• 5:29
  Speaker 1: Um, the best thing you do is to figure out beforehand where these people are and how to reach them and ask them, you know, when we, when I do need to call you or reach you, um, out of hours and it's important, how can I do that?
• 5:42
  Speaker 1: What's the best way to do that?
• 5:43
  Speaker 1: And they'll tell you how to engage with them around that.
• 5:47
  Speaker 1: So remember, you know, other people are switching off your competition are switching off.
• 5:50
  Speaker 1: So don't do that yourself.
• 5:52
  Speaker 1: Don't let any head trash the others have bring to you to say, this is the time to slow down.
• 5:58
  Speaker 1: This is the time to put your foot down and go faster and[inaudible] build some momentum going up into the new year.
• 6:10
  Speaker 2: [inaudible]
• 6:10
  Speaker 3: if you liked this episode, please share it wide and far spread the word.
• 6:15
  Speaker 3: I get energy from seeing people download and use this content.
• 6:19
  Speaker 3: So please just take 20 seconds to share with anyone you think would like it to
• 6:31
  Speaker 2: [inaudible]
• 6:31
  Speaker 3: the episode is sponsored by unstoppable dot du.
• 6:35
  Speaker 3: Most sales teams are not trained effectively the skills and mindset they deserve.
• 6:40
  Speaker 3: And these are the most important people in the company.
• 6:43
  Speaker 3: It's no wonder that only about 50% of reps make quarter every year.
• 6:47
  Speaker 3: Unstoppable is a service that helps sellers and leaders get great at the skills and mindset they need without taking time out of the field.
• 6:57
  Speaker 3: It exists because if the sales team has the right skills and mindset, they thrive, they are confident,
• 7:04
  Speaker 1: and you perform much better.
• 7:06
  Speaker 1: Find out more and even get a free sales book@bitesizesales.com
• 7:16
  Speaker 3: no.
• 7:17
  Speaker 3: To wrap up, as Craig Whittington, director of enterprise sales at logarithm may or may not have one said training with our implementation is just entertainment and prepare entertainment when Monaghan does it.
• 7:30
  Speaker 3: So make sure you take on what you learn and keep getting better every day.
• 7:35
  Speaker 3: This world does not need more sales BS, so don't create anymore.
• 7:39
  Speaker 3: Be great at the fundamentals.
• 7:41
  Speaker 3: Be honest, be real.
• 7:42
  Speaker 3: Be yourself.
• 7:43
  Speaker 3: Just do not be us.
• 7:46
  Speaker 3: And finally, I'm setting off as the great Joe Sexton would by saying, gone to sell
• 7:54
  Speaker 4: [inaudible].