There are no three ways about it; the pandemic, increased competition, and the widespread use of Zoom have all accelerated the end of:

· Larger than life

· Airmiles

· Lazy salesmen

You can read more about this in my blog published November 8th 2020.

I am proud to be in the sales industry, yet it is looked down on by many other professions. The truth is, that without top-line sales growth and revenue generating talent, companies would not have decent market capitalisation, funds to invest and loan against, and therefore, would simply not exist...

...In Britain, it can sometimes look like we live in a rather selfish, “I’m alright Jack” society; this describes those who act only in their own interests, even if helping others would mean minimal or little effort on their behalf. However, the pandemic has shown us we need connections more than ever and we achieve more together than apart.

Trusted relationships are built over time on demonstrating value and showing respect. A “Triangle of Trust” is extremely efficient and is the oil that enables business relationships to evolve at warp speed.

I was recently referred by one of my longest-standing clients to the most powerful person I have ever been introduced to. I truly appreciated this connection and believe it was the result of the relationship between the referrer and myself. This was built on many successful and trusted moments achieved together, and the referrer’s positive history with this key-decision maker.

In the world of SaaS sales, we have vital moments every day, where we need to be in a peak emotional state. Yet I see many people gripped by excuses and fear, blaming clients for not taking advice offered, or understanding the value being added. Being this self-absorbed cannot be optimal in the current market.

It made me think about how sometimes we need to reflect and evolve to change career direction. Start by stepping out of your comfort zone and asking for things that scare you a little. This is an unutilised skill, but like any other effort, can bring large rewards. I see many people wondering about the best direction for their careers.

The story below was a defining moment for me:

I had identified that Jeff Grout...could help.

“Hello Jeff, my name is Adrian Evans. We have not met yet. I know you are a busy man, so I will be brief. I run my own search & selection business. Over the years you have done an excellent job of building the Robert Half business and moving into the public speaking and coaching arena...would really appreciate it if you would spend half an hour of your time to answer a few questions.”

The result was that Jeff responded and this led to one of the most insightful business conversations I have ever had – it demystified the path to success...

Jeff was the first person I sent a copy of my book to, and I also signed up for one of his leadership courses.

So, the question is: Whom could you ask to move your career forward?

I believe that moving from an “I’m alright Jack” mindset to one of “human connection” starts with ourselves and how we adapt and evolve. I urge you to embrace this challenge.

Try to connect more effectively:

• Think of others first and then yourself. We must answer the question WIITFT - what is in it for them?

• Become more curious and interested in the unknown and not just focused on the proven rational world...

This example shows that by ignoring the ‘I’m Alright Jack’ cultural wave and attitude, you make many situations far more win/win. A small unprompted gesture can go a long way.

Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.

Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.

If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at [email protected]