Grab a cup of coffee and settle in for a little reading. 2021 was the year we started normalizing new ways of working and living instead of panicking and resisting the reality of the pandemic. Enough time has passed, living with the unpredictable ways of life to create something resembling a familiar routine, and we’ve reluctantly or happily accepted that things have changed and they ain’t going back.

You’ll find the topics in these posts aren’t about just surviving, as so much of 2020 was, but they’re about getting your game on and setting yourself up for success. You and your peers were inspired by getting your sh!t together and deciding who you want to work with, how you want to be seen as a salesperson, what goals to set for yourself, and how to track them.

Click, read, scan. Get a few ideas to take into 2022 and make this your year. Arm yourself with a mindset to make #MORE impact with your clients.

Three Better Ways to Define Your Ideal Client

“Ideal clients.” A term that gets thrown around a lot but is not very often defined in a way that’s particularly helpful in identifying the right organizations and making them your clients.

There are many criteria for an ideal client far more critical than the number of employees on a health plan. Numbers don't guarantee you want to work together.

Screw Being a Trusted Advisor, Be a Go-to Advisor

“Ideal clients.” A term that gets thrown around a lot but is not very often defined in a way that’s particularly helpful in identifying the right organizations and making them your clients.

Don't strive to be the Trusted Advisor. Strive to be the Go-to Advisor.

Four Questions That Scare Salespeople

It’s not so much that the questions scare salespeople; it's the lack of answers they find terrifying.

Selling is difficult. But don't make the job harder on yourself than it has to be! Take a look at these four scary questions and how to take your fear head-on.

Regain Your Sales Swagger

Have you lost that confidence and sales swagger? It happens. I wouldn’t be surprised if all the 4th quarter mayhem has your self-confidence at a bit of a low point. That's understandable. However, know you're not alone and that it is possible to get a bit of your swagger back and carry your confidence into prospect and client meetings.

Profile of a Winning Salesperson

What makes a winning salesperson? Environment? Opportunities? Personality traits? Approach?

I've posted a handful of polls on LinkedIn to understand where the industry believes competitive sales advantages lie. I approached it from the organizational circumstances an individual has backing them, the personality traits of the individual, and the expectations put on them by the agency. The results of the surveys paint an interesting picture of who has the natural advantage.

The good news is (spoiler alert) every producer can create advantages for themselves.

Sales Lies That Are Holding You Back

Too many salespeople are on a Quixotic pursuit of mysterious truths to drive their sales success. They want to find that compelling pipeline-filling cold call script, to learn the magic question prospects can't deny, to acquire the perfect solution coveted by all.

Want to know the secret to sales success? The answers are right there in front of you--you just need to get over the obstacles and lies in your path.

Who's Cheating Whom?

As a salesperson, what is your number one responsibility? This isn't a trick question; it's right there in the name. Of course, it's to sell.

The "sale" is the rewarding part of the job. It's the source of the adrenaline rush. Sadly, most producers in our industry aren't feeling that rush as often as they should.

Selling is difficult and scary. It's not for everyone--but it's the job you signed up for. Stop making excuses, and start taking the time to make changes.

Goal Setting Mindset, Ideas, and Processes

How did this last year go for you? Did you accomplish what you planned? Why? Why not?

Of course, you had to have actual goals and a supporting plan in place to even be in a position to answer these questions. Or did you simply take a “pin the tail on the donkey” approach?

Planning can be intimidating and mysterious, but it doesn't need to be. Keep it simple and select the best planning method--the one you will actually use.

Q4i Book Report: Fanatical Prospecting by Jeb Blount

We talk about books a lot, referencing them as part of our philosophies, our curriculum, and through our coaching. As we’re the sharing types, we thought it would be fun to let you in on some of the books that make an impact on our internal work at Q4i and the work we do with our clients.

Think of Fanatical Prospecting as a handbook for quality prospecting: mindsets, behaviors, and habits.

Committing to a Sales and Marketing CRM: The Struggle is Real

Using a sales and marketing CRM in an agency is a strange love-hate relationship that is as much psychology as practical application.

Leadership wants the data, the tracking, and the accountability. But too often, they want it without having to do the work to make it happen. And they often don’t understand how much time and energy it’s going to take to create a successful structure for their team.

Producers often don’t want the CRM, and more often, don’t want the tracking and accountability that goes with it. And they certainly don’t want the “hard work” associated with it.

But we're here to tell you why using a CRM is worth it.

Grateful for you!

We appreciate the time you spend with us, the feedback you offer, and the inspiration you provide. We wish you a happy, healthy, and prosperous 2022! 🎊 🥂

Photo by SHOTPRIME STUDIO.