The Problem:Ideally you should be able to describe the problem you are solving in one or two sentences

Your Solutions:A clear problem statement will help you focus your solution on solving just one problem

You should be able to describe your solution at a high level in just a few sentences.

Competition:Describing your key differentiations/ USPs ensure that you are building a unique solution that customer will choose over other alternatives.

Milestones:Talk about your upcoming goals and when you plan to achieve them. If you have already accomplished notable milestones, you should mention those.

Rank your sales Tasks

Every sales activity has value attached to it. But some tasks, while necessary, don’t have a high return on investment when compared to others.

List out all the tasks you have to do in your sales role and stack rank them according to the return you get. And then press the start button & keep calculating your score 3 times in day, during first coffee break, after lunch and after the evening coffee break to keep yourself in-check with better sales tasks.

Avoid Multitasking

Multitasking is a myth. Studies have clearly shown that people cannot actually do two things at once; they’re really just quickly switching between tasks. And that switching dilutes focus and slows people down because their brains have to adjust to each task.

From a sales perspective, different tasks engage different mental muscles. For instance, giving demos requires a much different mind-set and focus than pre-call prep or pipeline management. Sales reps can gain efficiency by grouping similar activities.

Take prospecting for instance. Let’s say your organization advocates using voicemail and email as critical components to prospecting and you’ve got two hours planned to make prospecting calls. One approach is to dial the phone, get the prospect’s voicemail, leave a message, write a follow-up email, send the email, document the activity in the CRM, set a new activity to try and reach the prospect again, and then move on to the next prospect on your call list and keep repeating this cycle for two hours.

This approach can chew up a ton of time because of all the activity switching. There are a lot of ways to streamline it. One way is to group activities:

• Figure out how many prospects you can reasonably call in the two hours if all you did was dial the phone and leave voicemail messages. Research that many prospects before your planned and scheduled prospecting time.
• When it’s time for your two hours of prospecting, pull up the list of researched prospects you want to call.
• Call each prospect and leave personalized voicemails based on your pre-call research.
• Log just the call activity in the CRM and quickly move onto the next prospect on the list. Repeat.
• Later in the day during scheduled administrative time, revisit the set of prospects you called to send out the follow-up emails and set the times you want to reach out again in the CRM.

This simple move to grouping activities will yield a much higher volume of calls, which improves the odds of actually talking to someone on the phone about what you’re selling. And that's what it's all about, right?

Eat the Biggest Frog First and as fast as you can

I’m a big fan of Brain Tracy’s Eat that Frog book on overcoming procrastination, as this one practice saves a lot of time and also improve the self-esteem.

Every rep has at least one task in particular that they simply can’t stand. Prospecting, logging activity, writing follow up emails, etc. I’ve got mine. I’m sure you’ve got yours.

The funny thing is we can all find plenty of ways to appear productive and avoid those important tasks we dread the most. But by overinvesting in one area to avoid doing work in another, time gets away from you. And behaviour like that always catches up to you in the end.

The bottom line: Just do the thing you're uncomfortable with and get it over with. In fact, do it first if you can. 

1. Be a better leader.   As the CEO or President, I will not let ego drive my business decisions. Instead, I will substitute business logic, research and input from others.
2. Base my business decisions on research.   As the CEO or President, I will not make up my team’s annual sales quota or target assignments in the backroom. Instead, I will calculate their goals based on a mathematical sales capture model that also looks at market opportunity size by territory.
3. Invest in my business.   As the CEO or President of my company, I will invest in outside sales training, marketing, and strategy advisement for my company, because I really don’t know everything and without increased revenue capture . . . we don’t need our other departments.
4. Accept accountability.   As a salesperson, I will not blame marketing, the services group, operations/engineering, or my boss when I do not hit my assigned sales quota. Instead, I will be a mature salesperson and accept   it’s my responsibility to be successful within the corporate environment I operate in.
5. Invest in myself.   As a salesperson, I will stop being cheap, accept that sales is my chosen career, understand that I am a professional, and actually invest my own money in career training to become more successful (at least 1% of my gross income a year).
6. Learn something new.   As a salesperson, I will finally admit that I don’t know everything and will actually try to learn some new sales methods, strategies and techniques to increase my success.
7. Make more money.   As a salesperson, even though I hate to cold call, I will cold call at least 40 new prospects a week, every week – because cold calling is still one of the best ways to hunt for new business and make more money.
8. Be more productive.   As a marketing department manager, I will focus on generating qualified inbound leads for my sales team first, work on branding second, and create brochures third. I will use the Marketing Equation of Interrupt, Engage, Educate and Offer, as part of my marketing tool kit.
9. Reduce stress.   As a sales management executive, I will not manage my team by emotions. Instead, I will manage my sales team by business metrics that are realistic and can be documented.
10. Help others.   As a manager of operations, engineering or corporate services delivery, I will stop blaming the sales department for client engagement problems and start working with them in tandem to deliver what I said we can do.

One Extra Resolution: To work at what I like doing – not just what I have to do.

Do you know your ideal client… even when you see them? Your ideal client is much different from your typical client. How?

Sales Professional be at a front-line, mid management and sometimes at senior management look for the answers of the questions, they need know to close the deal or answers to the questions with them they can help their teams to close deals promptly.

I will be filling the 7 mind boxes given in the above image one by one to answer the most look after sales questions, starting with "What is Sales Motivation for Front-line and Mid Management Sales team?" the answer is applicable to both Inside and Field Sales team and applicable to both individual contributors and team managers.

Sales Motivation= Calling Strategies + Answers to all Sales Objections + Sales Strategies = Removal of Fear of Calling and Removal of Call Reluctance = Sales Motivation.

• Step-1: Prepare calling strategies across the levels (gatekeeper, tech teams, economic teams, stakeholders, CXOs)
• Step-2: Anticipate and prepare the answers of common objections across the levels before making the call as it may be your lucky day to connect with CXOs or decision maker, so you must sound prepared.
• Step-3: Prepare a framework by adding a call to action, to move the call to next level with fresh sales strategies (Next level may be a con call with customer's team or a meeting with stakeholders or a demo or a presentation etc.)

These 3 steps will help you to remove the fear of calling and kill your call reluctance syndrome and keep you motivated for more calls and appointments. With this motivation the calling decay rate will reduce substantially and increase your funnel size in good proportionate.

Keep following for more updates.

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About Kapil: Kapil is founder of SalesMOJO.in and mojonomic.com and passionate about inside sales training.

Connect with him on LinkedIn:   https://www.linkedin.com/in/thukralkapil

You can also view the article in LinkedIn Pulse (Click here)

Nine Common Strategic Scripting Errors That Guarantee Frustration and Lost Opportunity. Or…

How to Stop Beating Your Head Against the Wall and Start Meeting More Qualified Prospects.

9. Failure to have a strategic response to common objections.

When you hear “send some info.” “We are all set” or “call me back,” do you meekly say “OK?” Or, do you have a strategic response ready that separates the qualified prospects from the tire-kickers and can get you a meeting now rather than later?

8. You don’t communicate value.

If you continually get interrupted, shut-off or turned down, you are not communicating value. You are the issue, not the people you call.

7. You think scripts are the keyto prospecting success.

Wrong. Great scripts only help you if you are having conversations with the right people and enough of them. It is your system of organized calling and touches (you do have a system?) that consistently delivers you those conversations.

6. Failure to eliminate extra unnecessary words.

Get to the point. Seconds matter on the phone.

5. Failure to communicate credibility.

What experience or results have you achieved that makes you worth listening to?

4. Failure to communicate specific benefits.

You’re great. Provide great service. Nobody is listening. Jolt them alive by relating specific significant benefits you deliver.

3. You give your decision-maker control over the conversation.

Lay the proper foundation for the business result you seek to achieve before you start to speak.

2. Failure to communicate as a peer.

Don’t present yourself as the unworthy begging salesperson. You have value to present. You are just as important as they are. Act like it. Be confident.

1. Failure to write it down.

Prepare for common phone scenarios by writing down the best words to use to accomplish your business objective. Do you “make it up” or “wing-it” every time? You are leaving a lot of money on the table.

BONUS MISTAKE. You try to sell your product or service rather than the meeting.

Big difference between the two. Sell your service, no meeting. Sell the meeting; you have a shot at selling your service. Understand the difference in approach.