Surviving Outside Sales Crushing Sales Quotas: Strategies, Psychology and Leveraging Technology with Kent Harshbarger | SOS Ep. 308
7 snips
Jul 10, 2023 
Kent Harshbarger, a laser sales expert known for his track record in crushing quotas, shares invaluable insights. He discusses breaking down sales quotas into achievable targets and the importance of maintaining focus amidst distractions. Kent emphasizes relationship-building and adaptability in today’s evolving sales landscape, highlighting how social media can enhance visibility. The conversation also touches on collaboration over competition and the impact of technology, including video content, in strengthening sales efforts.
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Start Next Quarter Early
- Always start prospecting for the next quarter well before it begins, especially during summer.
- Treat summer as a critical time to build pipeline despite usual vacation slowdowns.
Ask Questions, Guide Needs
- Do thorough discovery by asking questions about a prospect's past purchases and needs.
- Guide prospects to focus on what they need rather than pushing all products indiscriminately.
Beyond Features and Benefits
- Selling by features and benefits alone is outdated and ineffective.
- Successful sales depend on connecting emotionally and uncovering business value with clients.
