A NOTE FROM THE FOUNDER, KRISTY DAVIES-SUMPTER
Here’s a question I frequently ask when I’m speaking or training:
If every prospect you’re currently talking to said “no” tomorrow, what would you have coming in behind them?
Be honest.
Would there be another group of opportunities waiting in the wings?
Or a whole lot of nothing?
This is where the feast-and-famine sales cycle often starts.
We get busy converting the opportunities in front of us. Then we get busy delivering the work we’ve won. And somewhere along the way, we stop creating what comes next.
September is a brilliant month for sales. People are back from holidays, businesses are refocused and there is still plenty of time to make an impact before the end of the year.
So don’t just concentrate on closing what you already have.
Keep filling the pipeline.
That’s what I want you to focus on this month.
Stop Waiting to "Feel Like It"
One of the biggest things that stops people taking consistent sales action?
They wait until they feel like doing it.
- Until they feel confident enough to make the call.
- Until they know exactly what to say.
- Until they have a clear afternoon to do some prospecting.
- Until the pressure of needing more sales finally forces them into action.
Sales cannot depend on how you feel that day. It MUST be done.
Your task this week:
Choose two 30-minute slots in your diary that are purely for creating new opportunities. Not following up existing proposals, not tweaking your CRM and not planning what you’re going to do.
A NEW opportunity
Make a couple of calls.
Send a few messages or voicenotes in LinkedIn.
Ask for key introductions that would help you.
Then protect those slots every single week.
Stop negotiating with yourself about whether you’re going to do it. Get on with the task, see the results, and you’ll want to do more of it.
Look at The Other End of Your Pipeline
This week, don’t start by looking at the deals closest to closing.
Look at the other end.
Step 1: Count how many genuinely new opportunities have entered your pipeline in the last 30 days.
Step 2: Look at where they came from. Networking? Referrals? LinkedIn? Outreach? Events? Existing clients?
Step 3: Pick the source that has created your best opportunities and decide on one action you can take this week to create more from it.
- If referrals are working, ask for three more.
- If networking is working, book your next event.
- If LinkedIn conversations are working, start five more.
- If outreach is working, protect time to do it.
The Sales Success Planning Bootcamp is BACK!
19th, 21st and 23rd October
1pm to 2pm each day
FREE to attend
If you carry on doing exactly what you’re doing now, will it create the sales you need three months from now?
If the answer to that question makes you feel slightly uncomfortable, this Bootcamp is for you.
Over three practical one-hour sessions, I’ll help you create a 90-day sales plan focused on generating the opportunities you need, rather than simply hoping they appear.
We’ll look at where you want your sales to come from, what activity needs to happen to create them and how to turn that into a plan you can actually follow.
You’ll leave knowing:
- What you need to achieve over the next 90 days
- Where your best sales opportunities are likely to come from
- What sales activity you need to prioritise
- What you need to do consistently to keep your pipeline moving
Three hours. One clear 90-day plan. And no leaving your future sales to chance.
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