The correct organization, management, and exploitation, of your territory (also called patch) is one of the key sales skills. It ranks right up there along with your soft skills, your relationship building, and your discovery or qualification. Territory management is as much an art as it is a science, and is best learned through practice. In order to guide this, you'll need a strategic context and framework to work from. Here, I hope to provide you with both, albeit in a high-level form, in the technique of clustering.
Prospecting (and cold calling) can be disheartening, difficult, and dreary. Maybe 1 in 10 calls are worthwhile, emails go unanswered, and the clients you win tend to be small-scale. The work you put in is tremendous, and the output is mediocre at best (leading many to avoid cold calling and prospecting). Like with many things, there’s a better way to do it. Let me show you how to prospect more cleverly and grow your number with less effort. You can spend the time working on growing your current accounts, and everybody’ll be happy.
The mind is everything. What you think you become.
Salespeople are a curious bunch, and I’m allowed to say that – (with pride, no less) I am one. You’ll find many different kinds of people with a myriad of personalities. What the top salespeople have in common, however, is a particular mode of thought which ensures them a high degree of success most of the time. In this article, I hope to show you how to think like a top salesperson and take your number through the roof.