“It is not the strongest or the most intelligent who will survive but those who can best manage change.” – Charles Darwin
We’re growing fast. And the faster we grow, the more important it becomes that we maintain core principles that allow us to learn and adapt as our business literally changed around us.
That’s why we recently had LiveIntent folks from NYC, Austin, Detroit and London come together for a sales training session at the Capital Factory in Austin, Texas.
It seemed a fitting location: a tech startup hub created by LiveIntent investor Josh Baer, smack in the middle of the number 1 US city to launch your business. It is a location that truly embodies learning, adaptation and change. It is so inspirational, that the President has spoken there multiple times.
It was a great opportunity to teach all of us – whether we’ve been selling for 10 days or 10 years – those core principles and practices that will carry us through any changes on the horizon.
Here’s some of what we’ve learned:
Practice, practice, practice
You need to make learning a daily habit. A good portion of our day was spent practicing pitches to prospective clients using real world case scenarios. This practice of practicing, of learning and application, drives much higher impact. Mastering our craft requires practice, repetition and constant challenge from peers to be better. After all, when we are successful, we are doing so much more than just selling media.
Athletes practice 90% of the time and only spend 10% in games. How much time do you practice for a client pitch or meeting?
Learning from Example is Contagious
Leaders are critical and invaluable champions for learning. Our executives and managers were present as champions to coach and mentor through the session. The nature of cross-functional teams and roles provided rich perspective and learning for us all. Sellers are only one important cog in the success of LiveIntent.
How do we at the top bright spot successes and failures, and ensure that mistakes are a source of new learning? Are we afraid to look at ourselves in the mirror to understand why we underachieved?
Be Prepared
“All things are ready, if our minds be so.” – William Shakespeare.
A great deal of the success of a sales meeting lies in how well you plan ahead of time. This includes the pre-call/meeting research, the plan of attack for the meeting itself and the mental preparation.
One of the key takeaways from the day was establishing a clear, methodical sales process, which works for the individual, utilizing different strategies.
What’s your go-to strategy? Remember, an objection is simply a question from a client who does not understand how we can drive success. Understanding the client’s business and then using our skill set to help drive their business will lead to more long term partnerships.
The commitment to a learning culture embodies these principles of practice, leadership support and preparation. Key ingredients in the recipe for creating a sales culture that will be able to grow and adapt now matter what challenges or changes it faces!
