As always, I am looking forward to the upcoming Sales 3.0 event in Chicago. Not just because I love being the MC and Chief Networking Officer, but because there is so much learning and great discussion. At a past Sales 3.0 Conference Stew Friedman, Director, Wharton Work/Life Integration Project, talked about what successful work life integration looks like. As an entrepreneur, I sell and deliver as well as run my company. So I am always wondering how to get some balance.
Most great salespeople work a lot of hours and are always available when a customer or prospect calls. I love what I do and will spend every waking hour doing it. I also know I need a break from my business, and I function better when I take time away on a weekly basis with occasional longer vacations.
Stew’s presentation titled; Leading the Life You Want: Skills for Integrating Work and Life was based on his book of the same name. I liked his three Principles; be real, be whole, and be innovative. Here’s what he said,
“Start by considering three principles; be real, be whole, and be innovative. To be real is to act with authenticity by clarifying what’s important to you. To be whole is to act with integrity by recognizing how the different parts of your life (work, home, community, self) affect one another. All this examination allows you to be innovative. You act with creativity by experimenting with how things get done in ways that are good for you and for the people around you.”
If you are in sales today, his three principles are essential. Your prospects want to deal with real people who act with integrity and come to them with creative ideas. With so much competition, you have to differentiate yourself. Being the salesperson with the creative ideas can be key.
Transactional sales are part of every business, but we want less transactional sales and more opportunities to develop relationships that lead to long time customers.
I don’t know about you, but I can’t wait for the upcoming Sales 3.0 Conference in Chicago on June 18-19!
See you there!
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Alice is nationally known for her expertise in elevating sales to increase valuation for companies with a B2B complex sale that have exceptional growth potential. She’s originally, from the widely known Miller Heiman Group. Spending her time strategizing with CEOs and their leadership teams to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization.