The Sales Management. Simplified. Podcast with Mike Weinberg Identify & Eliminate Time Draculas. Become More Selfishly-Productive. Drive More Results.
Feb 3, 2025
The discussion kicks off with the importance of focusing on goal-oriented activities, with a strong push for time-blocking to enhance productivity. Listeners learn about 'Time Draculas'—those non-revenue tasks that drain energy and distract salespeople from closing deals. The conversation emphasizes the three key actions: Create, Advance, and Close. A practical success story highlights how one salesperson reclaimed valuable time and boosted sales by tackling a major Time Dracula. Strategies for effective time management among sales leaders are also discussed.
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Tension vs. Goal-Achieving Activities
- Many salespeople choose tension-relieving activities over goal-achieving ones.
- This leads to busy work without actual results.
The Three Key Sales Verbs
- Focus on the three key sales verbs: create, advance, and close.
- Prioritize these activities to drive meaningful results.
Focus on Winning New Sales
- The primary reason for underperformance in sales is the lack of focus on core sales activities.
- Salespeople often get distracted by less important tasks.
