24d • General discussion
Hidden Gems
This week I had an incredible meeting with a team of struggling account managers that resulted in a massive increase in their sales pipeline.
My intention for was the meeting was to help the team hit their personal goals for 2027 by creating 60 new leads in 1 hour; 2X more than a team normally generates in a full year - an ambitious goal.
So, I told them a story of when I was an account manager and had a customer out in the country.
During the week he operated a successful construction business and on the weekends he worked on his farm and traveled by horse and buggy. I judged him as somebody who was too old school and unwilling to try new technology - I never even asked the question.
Fast forward two months, I was in the customer’s workshop and he told me he had just invested in something expensive. He brings out a brand new high-end measuring system from a competitor.
I missed the deal because I never asked the question - worse I didn’t even know there was a deal to be had. The account managers got the message loud and clear. Don’t judge, opportunity is everywhere.
During the next hour we generated 44 leads for new customers and tons of excitement for the new year.
The takeaway for me through this experience is that setting the intention to be a guide was far more impactful than attempting to be the manager.
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Hidden Gems
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