I was talking with a financial planner this past weekend. He told me that 5.5 trillion (with a capital T) dollars that was once in the stock market is now in cash, sitting on the sidelines. What does that mean to a sales person? It means that sometime, those 5.5 trillion dollars that are now sitting on the bench will get back into the game. If past trends are an indicator, it could rebound (or spike) quickly once or several times on its way back up.
The question for a salesperson then is, “What should my sales portfolio look like today knowing this fact?” The answer: Invest heavily in LEADS! When the rebound happens, if your pipeline isn’t full, you could stand to miss out on a tremendous amount of business because you won’t be able to respond quickly enough to the demand.
It is easy to get discouraged and lose energy thinking that any effort today is wasted since customers aren’t spending today like they were. This type of thinking won’t get you anywhere. Work diligently to develop leads and have a large lead pipeline so that when the market begins to turn and deals begin to flow, you will be able to convert those leads to opportunities and those opportunities to sales.
Buckle down, stay focused, work diligently and INVEST IN LEADS!
