Q3 can be tough! It’s my least favorite quarter. For those turning the page this morning heading into Q4, this is what I would be doing if I were in your shoes!

I’ve always said, “I don’t care about being right, I only care about doing what works”. To me this has been a reminder not to get stuck in “my way of doing things”… instead I need to actively be on the hunt for “what works right now”.

So what would I do if I needed to be a top rep or leader on your team this quarter?

I would study the top reps at your own company, and I would be copy what they’re doing.

How they prospect. How they message. The questions they ask. How they prepare. The research they do. All of it. Full Daniel Day-Lewis. Just do what’s already working for them!

This isn’t a moment in time strategy, this is how I would operate as a default setting.

As our world changes, we have to stay in tune with it, and tweak strategy alongside it. Whether that’s the economy, technology, or your industry, it’s always changing. Top performers are always looking around the room to see whats working this week, this month, this quarter, etc. They are paying close attention to what is working, and what isn’t. They are very intentional about keeping their strategy fresh and relevant. It’s rare to find a top performer going through the motions. They are often excited by the strategy they are pursuing.

Sometimes it’s doubling down on a proven playbook, but approaching it in new and elevated ways. Other times its a sharp pivot toward something new that’s a bit different.

At times these adjustments are obvious and jumping off the page. BUT most of the time they aren’t obvious. You have to actively search for them. You need to be intentional when forming your plan.

How you plan matters. As a seller, experimentation wasn’t a game I liked to play often. I liked to let others do the experimentation and I’d copy what was working. This would let me participate in the upside of their findings without participating in the downside of failed experiments.

So if you’re reading this and you or your team is in need of a strategy refresh this morning... Get back to basics! Or a better way oh phrasing it… get back to what’s working! Look around your team, talk with the top performers from last quarter, and go reverse engineer it!

This seems obvious when you are new, but for some reason when reps and leaders have been in the saddle for a little bit… they can forget that it was the humble version of themselves that got them good… it wasn’t the know it all. Everyone hits a slump, and this is usually the way to break out of it. Become a student again, find what’s working, implement it! Repeat.

Having the discipline to string together severals months and quarters with this mindset can change everything.

Good luck!

Winrate company update!

In theme with this weeks newsletter, we are getting back to what works! A pivot toward positive results and following what’s working, and step away from a strategy that wasn’t.

I named the company Winrate because there is nothing more impactful than improving your win rates. Pipe creation, ASP, velocity, etc. they all have a trivial impact compared to overall win rates.

On average, sellers who hit quota have a 30% win rate, while the average in B2B is 15%. I’ve been both reps at different times in my career.

I began hitting quota when I became obsessed with following and replicating top performers on my team. What is observable can be made repeatable. Once you learn what top reps are doing differently, you can replicate similar results. This is where we are taking Winrate. Back to basics. Back to what works.

Every sale and every company is a little different, but here are two consistent observations:

1. Top performers research and game plan for a calls at a different level. They come prepared with a strong point of view on a prospects business and industry.

2. Top performers routinely ask deeper questions that cut to the heart of the prospects company, specifically as it relates to their solution. They are prepared informed, opinionated, and impressive. Top reps use their research to make a strong impression that is a lasting differentiator throughout the sales process. Top performers know that they need to put the work in front if they are going to have a chance at winning at all. When a first call is executed this way, the entire sales process is built on a rock solid foundation that is focused on the customer and driving value for their business. These are the deals that close!

Winrate will be launching soon to help sellers consistently do their best work in these two areas.

We are starting small but we think it will add consistent value to many sellers.

The app will sync with your calendar, and send you deep call prep on attendees, their company, with context around how the call was set up, with custom research defined by you. (news, 10k’s, podcasts, LinkedIn, etc.) No more scrambling to pop open 6 tabs before each call. You can literally customize what you would otherwise do manually across 4 different tools. Just set it up, let it run, and show up feeling confident, opinionated, and prepared for meetings. There’s a bit more to it, but that’s enough for now!

If you reply to this email, I will receive it, and I will get back to you! if you’d like to test out Winrate to help you automate meeting prep, message me!

🔊 Spotify Playlist of the Week 

Whipped up a new playlist for you. This should help you get your energy right as you turn the page on Q3 and get ready for Q4!