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Happy Holidays: Two treats for your Thanksgiving consumption! This is interesting: I uploaded my most-read e-newsletter from this year into ChatGPT and prompted it to “…summarize this in 5 bullets and make it sound like me.” Consider: 1. Confronting the Impossible: When facing seemingly impossible challenges, the best approach is to drive more sales, especially retaining top customers while expanding to new, unconventional prospects. 2. Prioritize Your Best Clients: Retain the top 20% of clients who generate most of your revenue and avoid over-focusing on upselling existing clients with “fries on the side” offers. 3. Systematic Prospecting: Implement strategies like “3 by 9”—approaching three new clients by 9 AM daily—to create a consistent prospecting routine. 4. Pursue Moonshots: Regular solutions won’t stop revenue declines. We need bold, ambitious goals (“moonshots”) that inspire and energize us. 5. Big Ideas Welcome: Encourage sharing of innovative revenue-boosting ideas that might have a lasting impact. I’d quibble over a point or two and actually CORRECT a change, but this is pretty damned good! Maybe it’s time to hang up my rate card? AI is your friend. Don’t be afraid to experiment since I bet you’ll find multiple ways one of the many resources available (ChatGPT, Perplexity, Claude, Grammarly, Watson, and the list goes on.) can make your life easier and increase your efficiency. Just this past week, I did a very informal Sales 101 session (no snarky retorts!) for a group of non–salespeople. Sales “basics” as I see ‘em. I won’t bore you with everything we covered, but the one slide and bullet that seemed to resonate the most:
Followed by: Solve problems; Don’t just sell your service/product (priceless vs. price). What do you think? With that, here’s wishing everyone a glorious Thanksgiving! May it be filled with family, friends, fine food, and perhaps a special glass of grape juice to celebrate what I hope is good health and a prosperous season.
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