Liz Heiman Categories

In my recent webinar, Sales Strategy or Train Wreck, I dug into what happens when sales teams of all sizes forge ahead without a clear plan. (It happens, and it happens a lot.) When Alice and I were talking about the webinar and the great feedback I got from it, she suggested I write a blog post on the topic. Good idea! We have all been in meetings when someone says, “We can sit around planning forever, or we can just get going and do something.” And, rightly so.

It’s easy to know when your value prop is working because it’s resonating with the people you are talking to, and they are responding. They are saying things like “I need that” or “Can you do that for me?” (music to my ears.) When you receive a response like that it means you have identified your customer’s problem or an opportunity that is exciting to them, they understand it and they want it. But, sometimes you don’t hear that, and that’s when you know something is wrong with your value prop.

Do you sometimes feel like your sales team is counting on luck, instead of strategy and process to close deals? Of course, I am going to advocate for strategy and process but sometimes, yes, you get lucky and will get deals closed without it. You can grow a company on luck and many of you got where you are today without strategy and consistency, but I wonder how much more sales growth you could have had and if you can get to the next level.