I was recently asked, “What’s the most valuable lesson you’d like to share with aspiring Sales pros.”
My response: Patience.
We live in a world of instant gratification.
You’re an SDR seeing your peers around you being promoted.
You’re an AE and that end of quarter deal just threw another obstacle in your cycle.
You’re out of a job and the last couple of months have been tough, to say the least.
You feel confident your interview went well, but you’re told they went with another candidate.
You’re putting in all the effort but it’s not showing up on the dash.
You’re having a tough quarter, while your teammates are knocking it out of the park.
You’re having a difficult time at work - for whatever reason - and you wish things could be better.
Know that things take time.
That doesn’t mean you keep your head down.
That doesn’t mean you don’t put in 100% effort.
That doesn’t mean you’re not resilient.
But in the end, the key is patience.
And I know it’s not easy. It certainly was not for me and I won’t pretend that it was.
I faced all these things in my career as an individual contributor.
It was tough. Real tough.
But as the years went on, the number one thing that helped me through the tough times was patience.
Be patient. Things will pass. It will get better.
Sometimes, it just takes time.
Too many demos lose a prospect's attention by starting with the home screen, settings, and notifications.
Instead of getting defensive when prospects bring up the competition, take a step back. Applaud their research, acknowledge something positive about the competitor, and then ask why they’re considering them. This approach builds trust and lets you uncover the real reasons behind their interest, giving you the chance to highlight your strengths without speaking ill of others. Embrace the competition, don’t attack them.