Patrick Thorp is a seasoned business development and leadership professional boasting over 10 years of B2B sales experience.

In today’s episode of The Salesman Podcast, Patrick explains how you can blow up your sales results by hitting the reset button and planning out the next 90 days.

Resources:

SalesForStartups.co.uk

Patrick on LinkedIn

Transcript

Will Barron:

Coming up on today’s episode of The Salesman Podcast.

 

Patrick Thorp:

I would say, firstly, in your first week, first two weeks of being an AE, it’s understanding what are we selling? Who are we selling to? What is the problem that we are fixing? Why can we fix it better or more efficiently than our competitors? Why do people buy from us?

 

Will Barron:

Hello, sales nation. My name is Will Barron and I’m the host of The Salesman Podcast. The world’s most downloaded B2B sales show. On today’s episode, we have Patrick Thorp. He’s a legend. I really enjoy chatting with him. He is the head of delivery over at Sales For Startups, which you can find over at salesforstartups.co.uk. And on this episode, we’re getting into how you can have the biggest amount of impact both internally, externally, on your bank balance as well over the next 90 days, whether you’re starting a brand new sales job or if you’re hitting the big reset button and you want the next 90 days of your current sales job to be phenomenal. Everything that we talk about in this episode is available in the show notes over at salesman.org. And with that said, let’s jump right into it.

 

What Does “Making an Impact” Actually Mean in the Real World? · [01:29] 

 

Will Barron:

Okay. So we’re going to talk about the impact that salespeople can have particularly within perhaps the first 90 days of joining a new company. And we can probably progress as further and wide the audience of this of if we want to hit a big restart button, what can we do in the next 90 days to have an impact on the marketplace, on our coworkers, on everyone else that’s involved, but let’s get things started today, Patrick. What does making an impact actually mean in the real world, in your opinion?

 

“If you are a new salesperson in a new job or you just landed your new dream role as an account exec or something like that. You are going to be faced with so many different challenges in terms of what do I do in my first week, my first two weeks, my first month and things like that. And often a good way of thinking about this is within the first 90 days, what can I actually do? And to be honest, the thing that is going to get you recognised are the deals that are already in your CRM. Can you help pull those across the line?” – Patrick Thorp · [01:37] 

 

Patrick Thorp:

Yeah. In my view, if you are a new salesperson in a new job or you just landed your new dream role as an account exec or something like that. You are going to be faced with so many different challenges in terms of what do I do in my first week, my first two weeks, my first month and things like that. And often a good way of thinking about this is within the first 90 days, what can I actually do? And to be honest, the thing that is going to get you recognised are the deals that are already in your CRM. Can you help pull those across the line? Or what net new conversations can you introduce into the pipeline? Or can you help facilitate maybe some more senior people who are a little bit more wary or understand your product that they can help pull over the line as well?

 

Patrick Thorp: