In many ways, a new year means a fresh start. New goals. New strategies. And of course, new resolutions, both business-related and not.
Here are 3 New Year’s resolutions you should have as a B2B salesperson that will set you up for success in 2016.
1) Attend A Conference
Staying up-to-date with the latest industry trends and strategies via blogs, white papers, and newsletters is really valuable, but they don’t replace actually attending an event in person. If you don’t have at least one conference scheduled this year, you need to start researching. You’ll thank me afterward.
For most conferences, the content is top-notch and industry-leading. Experts will share tons of invaluable secrets they wouldn’t necessarily write in a blog post, and you have the opportunity to network with them and other attendees. Few things are more energizing than attending a conference and coming away with a dozen ideas you want to implement the next week.
2) Start A Blog
Not just start a blog but learn how to blog and why it can be a powerful lead generation magnet. Content marketing is going to be even more important in 2016 than it was in 2015. Those choosing not to provide valuable content are losing prospects to those who are. It’s just the way the industry is tilting these days. You need to give away a few secrets for free in order to lock in a customer long-term.
3) Be A Better Listener
We all want to be better listeners, but with the powerful flow of digital information tugging at our attention spans, it has gotten hard to be fully in the moment. Be intentional about becoming a better listener, especially with your prospects. Like anything, active listening takes practice.
The goal is to be able to actively focus on a prospect’s words, process the ideas, and then provide a thoughtful response. This is opposed to either having a canned response or trying to think of a response while the prospect is still speaking. Easier said than done.
Hopefully, you’ll consider adding these three resolutions to the top of your list in 2016. I truly think focusing on them this year will make you a better salesperson
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