On this episode of the Sales Gravy Podcast, Jeb Blount and Jennifer Smith, CEO of Scribe, give you tips and tactics for working smarter, dealing with repetitive tasks that slow you down, and getting more done in less time with better outcomes.
You must protect your prime selling time at all costs. Time is your most precious resource. You cannot make more, add more, or find more. Do not allow it to be diluted by non-sales activities.
Time is the great equalizer. Every person on earth has exactly 24 hours each day. No more. The choices you make about how you invest your time, directly correlates to the sales outcomes you deliver.
Only 6 to 8 hours each day are available for sales activities, that is, prospecting, advancing pipeline opportunities, and closing. Your daily mission is to squeeze as much selling out of these Golden Hours as possible. Sales professionals who protect their prime selling time–the Golden Hours–will get ahead, stay ahead, and win while others lose.
Your most pressing challenge is keeping non-sales activities from interfering with your Golden Hours. This includes interruptions from customers who use you their Chief Problem Solver. When you make it easier for customers to help themselves, you’ll get more time back in your sales day for selling. Jennifer Smith is on a mission to help you protect your Golden Hours.