Success in sales does not fall from the sky nor does it grow on trees; you need to work hard and work right. But first, you need to know why you want to succeed. In this episode of the No BS Sales School podcast, our host Walker McKay invites us to refine our vision and goals for the future by going beyond the numbers and using that to propel us forward into doing the hard work and perfecting the necessary skills.
HIGHLIGHTS
QUOTES
Walker on having a vision and goals to inspire you: "You've got to have something that equally inspires you. What is it that 12 months from now, or the end of '23 would inspire you to go do the hard stuff? And it's not just the number, it's what that allows you to do as you focus on that. So think about your vision for yourself and then the goals that you have to have to reach that vision."
Walker's advice for finding the ideal customer: "You don't want everybody as a customer. You want to find those prospects that are right in your sweet spot. They're profitable. There are lots of them out there. You can handle them well within your current skill set, and within the way your company is set up. They're big enough that there's enough juice in there. Enough money in those prospects that you can have a really nice business and not have to work 90 hours a week."
Walker on why you should be asking for more referrals: "It's the easiest way to get business. How often are you asking your clients for introductions to the people you need to know? You can do it face-to-face, you can do it on LinkedIn. Social media. All these places where you can find out where other people are connected to. Do not miss this. This is the gold of sales."
Where to find Walker:
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