Run the perfect sales day
Outcomes
Watch sales expert George Leith walk through what a well-run sales day looks like.
Decide who you serve, and tell their story
A brand is a set of decisions, not a logo. Four of them do most of the work: who you serve, what those clients can expect, whose story your copy tells, and whether your operation keeps the promise. Expand each one:
Structure your selling day
A producing day is a set of habits, not a schedule. These seven separate the reps whose day generates conversations from the reps whose day generates admin. Expand each one:
Split your book into A, B, and C
Not every account deserves the same hour. Flip each tier to see what it gets from you:
C accounts include fallen angels, former A accounts where something changed. Either find the specific thing that grows one back into a B, or manage it out. Aim to spend roughly 80% of your time on A accounts and the B accounts becoming A accounts.
Proof from the field
Two of Vendasta's top-performing partner agencies were asked what separates them. Neither credited a tactic. One runs a standing monthly performance review so the client never wonders whether it is working: "if you're not proving value, they're going to start shaking when they write that check." The other was blunter: "no lotion, potion, no magic. Just not afraid to work. First one in the building, last one to leave."
Two parts. First, write the "before and after" of your own website's opening line — who is the hero in each version? Second, do a line-by-line, out loud, no spreadsheet, on your own top five accounts. Wherever you go blank on either one is this week's work.
Knowledge Check
Five questions on positioning, and on where your hours actually go.