This is episode 290.

Read the complete transcript on the Sales Game Changers Podcast website.

HOWARD’S TIP TO EMERGING SALES LEADERS: “Work the funnel from the top down. If you don’t get your prospecting over in the morning or set time of the day, you’ll get all the way till the end of the day having worked on proposals all day, it’s 6 o’clock and your prospecting time got crowded out and then you go a quarter later and your pipeline is empty. You really want to work the funnel from the top down to do your best to avoid those feast and famine quarters, it’s way too easy to do the in-front-of-you work of writing proposals and qualifying leads but you’ve really got to force yourself. After you close the deals that are closable that day, go right to the top of the funnel and work from the top down so that you’re not having a famine quarter next quarter.

JASON’S TIP TO EMERGING SALES LEADERS: “I always encourage my sales team and sellers to focus on the customer first and prioritize those engagements directly with the customer. Look for new ways to engage, don’t let a day go by where you’re not at least texting, calling, maybe setting up a Facetime chat, whatever it is. There is an opportunity to really stay engaged more frequently now than ever before but it’s not going to come in the form of a one hour sit-down followed by an hour long lunch or maybe a golf game. I’m sure some of those things are happening on an ad hoc basis but in general you need to think in shorter spurts and just engaging in meaningful yet quick and effective ways.”