Summer B2B Sales Challenge Revisited

keep focus to close deals stay inspiredNow that warmer days, visits to and with relatives, plus more social events start happening, it's clear that Summer in North America is upon us. Last year I wrote about it because annually, it seems, I have long conversations with coaching clients as well as sales leaders on how to stay inspired through the nicer months of the year.

I saw some people passing last year's post around so thought I'd review my SPICE formula for success this time of year. Here is the original post for more background.

We have a seasonal acronym, SPICE, to help those who are committed to growing their sales over the summer – just like the organic, no-salt spice we grill with throughout this warm and wonderful season. See if this might work for you:

Sales focus – every day, have a sales / revenue focus. Think about how your pipeline is building out, and where it is light. Pick up a new sales book, like ones we have reviewed here on the blog. [New suggestions: Conversations that Sell, by Nancy Bleeke, Influence, by Robert Cialdini, and the continually recommended SNAP Selling, by Jill Konrath. ]

Plan weekly – On Monday, declare your revenue and sales activity goals. Review at the end of EVERY week. How did you do? What can you tweak to improve your success next week? Carry things forward, and drop activities that are not leading you to more revenues.

Invite conversations with clients and partners – If it is slower now for you, set up meetings by phone or in person, talking with existing clients, past customers, and strategic / referral partners. Have an agenda, and be focused on what THEY need before you even talk about what you are working on. You’ll be blown away by the results if you do this consistently. Send a hand-written note afterward to thank them for their time. Wow – big impact.

Create 3 awesome goals to accomplish by the end of Labor Day weekend. One could be an activity goal, such as identifying and contacting 25 potential referral partners, or to hit a revenue number based on a “stretch goal” using the data in your sales pipeline. Put those goals on the wall, and think every day as to how you can reach them. Ask for help, support, and introductions.

Explore new strategies – Ever looked at the Twitter stream to see what people are talking about in your sector or have you looked up actual customers / prospects to see what they are talking about? There are still a lot of B2B companies who turn away from social tools. Some of our clients don’t have a great LinkedIn strategy, yet it could bring them numerous new deals in a few months’ time. Some of you are so into technology that you don’t pick up the phone enough. Can ONE new weekly effort result in new prospects, and ultimately one new deal by the end of the summer?

Additionally, find several blogs or sales sites that resonate for you. We welcome anyone serious about growing B2B sales here at Score More Sales, and we know of many colleagues where you can get amazing inspiration to keep your head in the game this season. More on that to follow. For now take a look at Top Sales World's Sales Academy and the virtual classes on selling you can sign up for. They are no cost yet great value. Any one of the presenters can give you real ideas that work.

Post your favorite strategies for success when it's easy to get distracted - we may award you an Amazon card for your submission. How do you keep focus to be productive? Your spin on this may be the one thing that someone else can use to also be successful.

Lori Richardson - Score More SalesLori Richardson is recognized as one of the "Top 25 Sales Influencers for 2013" and one of "20 Women to Watch in Sales Lead Management for 2013". Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling. Increase Opportunities. Expand Your Pipeline. Close More Deals.

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