Why Focusing on Tens, Not Ones Through Nines, Will Set Your Sales Efforts Apart with Mark Silverman

This is episode 371.

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

MARK'S TIP FOR EMERGING SALES LEADERS: "Write down every single one of your accounts, everything that's taking your attention, everything that's important. I say write them down, don't put them in a spreadsheet, don't look in your CRM. Write them all down, rate them 1 through 10. If you've got some 10s, that's awesome, put them off to the side. Now look at anything that's a 1 through 5, get it off your plate. Now look at the 7s, 8s and 9s. Your accounts are the same way when they talk about investment. They say don't fall in love with a stock. Buy and sell when it's the time to buy and sell. Same thing with your accounts, you have accounts that you love the people, you have accounts that you just know are going to crack. If you can't make it a 10, you put that off to the side and look at it later. Now look at your list of 10s and take some time with it and get creative, get innovative, figure out ways that you haven't been able to look at it before and go there. Now look at those 10s. When you're done with that 10 list, now you can go back to the other list and see what you can elevate."