Think Different: How Independent Thinking Drives Sales Success
Just because it's the way things have always been done doesn't mean it's the way things should always be.
Sales is a unique profession. On the one hand, it's a team sport—we can't do this alone. On the other, we are solely responsible for our outcomes. And if we're going to be responsible for those outcomes, we need to take full ownership.
In a world of caterpillars, be the butterfly.
In my book, Top Sales Producer, I talk about how it's important to be a team player but also an independent thinker. Growing up, one of my biggest inspirations was Steve Jobs. Like his motto, "Think Different," top sales producers must break away from the herd to create their own success.
There’s no one-size-fits-all in sales. Success isn't about being the loudest in the room; it's about mastering best practices, customizing your style, and staying true to what works for you and your clients.
Be an Independent Thinker
When developing your sales strategy, use your best judgment. Your clients, their spending levels, and your quota achievement are the true measures of your performance. You’re responsible for how you achieve your goals, so make decisions that align with those goals.
It Ultimately Comes Down to You
Salespeople are called “Account Executives” for a reason: you’re the executive of your accounts. You make money if clients spend; you lose money if they don’t. Owning the client relationship means taking matters into your own hands when necessary, even if it involves doing tasks outside your job description.
Sales isn't a typical nine-to-five where someone tells you what to do. It's about proactive decision-making. Prioritize tasks that generate revenue.
Stand Out Through Personal Touch
Here’s an example: After months of trying to connect with a decision-maker, I saw on LinkedIn that her birthday was coming up so I sent her flowers with a handwritten note, letting her know when I'd be in town. She was so appreciative that she set up a meeting with her entire company, which led to a mutually beneficial strategic partnership.
The learning? By thinking outside the box and doing what others aren't, you can significantly increase your success. A little extra effort can lead to major wins.
Persistence Beats Resistance
Much of B2B sales success is determined at the margins. Prospects are constantly bombarded by vendors who all sound the same. It's those willing to go the extra mile, send that extra email, or show that extra interest who stand out. Work harder than everyone else, and you will win business. Strive for greatness, push yourself to do the work others aren't willing to do, and you’ll reap the rewards.
Conclusion
Your success hinges on how consistently and persistently you execute your strategies. In a world full of noise, it's better to stand out than to fit in. Keep refining your approach and focus on what matters most: building relationships and closing deals.
And always remember, if you’re not helping, you’re not selling!
Interested in Learning More?
My upcoming book, Top Sales Producer: How To Crush Your B2B Sales Quota, reveals the step-by-step strategies I've used to build a book of business from scratch to more than $250 million. It includes proven, actionable strategies you can implement immediately to expedite your sales cycles while closing faster, more profitable deals to crush your sales quota.
Sign up for the waitlist today, and you'll receive my meeting script that secures next steps in five minutes. Plus, early buyers of my book this fall will get a free supplementary workbook to put these learnings into action.
If you’re ready to take your sales career to the next level, check out my YouTube channel, Top Sales Producer Podcast and Blog for weekly B2B sales insights.
Please feel free to connect with me on LinkedIn and reach out to discuss ways I can help support your B2B sales journey!
