So how is this year going?

I'm guessing you are organised and know who your total addressable market (TAM) and your focus accounts are?

I've written before about how to sell into your focus accounts in this article here.

What should we do in our focus accounts to sell more of our stuff? 

Have you had to pull deals forward?

I know of companies that are giving away $millions of margin needlessly as they are still relying on old fashioned sales techniques which means they have to offer discounts to get business closed.

Want to stop giving away margin at the end of the quarter, try this article.

How do we accelerate our deals and close clients in this quarter rather than next quarter? 

But what about getting ahead of ourselves in getting our megadeals planned out for next year and maybe we can start the execution, this side of Christmas? 

How are you going to build mega deals for 2023?

I think we need to lay to rest all of those interruption demand generation methods, that have been around since the 1980s (cold calling), 1990s (email marketing) and 1930s (advertising).  We've all seen the research and relying on 30 or 40 year old sales methods to get mega deals in 2023 seems a little incompetent. 

It's like going clay pigeon shooting with a catapult. 

Your business, it's salespeople and employees today must be digital today

Let's just walk through a reminder of what that means

1. A buyer-centric profile

2. A digital territory

3. Authentic, inspiring, educational content

Want to know more about social selling, check out my new book

"social selling techniques to influence buyers and changemakers - 2nd edition".

In this brand new edition, I have updated all the text, I have also got 15 practitioners, so people who are doing this already to explain how they are get (practical) business benefit. From the CEO that has been running a digital business for over 18 months to sales leaders who use social selling every day.  

Articles on how these business have and are implementing digital, from Mercer, Telstra Purple, Ring Central, Cyberhawk, Namos, Ericsson, Crux Consulting, DLA Ignite and more.

It's available on Amazon worldwide.  Link to Amazon.com here and Amazon.co.uk here.