differentiating

We were away for most of April, watching our son play his senior year of college baseball. When we left Massachusetts, the calendar said early April, the grass and gardens were still dormant and the weather felt like mid-January with some games played in 25-degree wind chills!

When we returned home three weeks later, we looked outside and saw life! Flowers were in bloom, the Bradford Pears and Crab Apple trees had blossoms, and the green grass had already been mowed a couple of times. Although we weren’t there, nature did its thing without us.

Pivot to sales.

It doesn’t matter whether salespeople are in account management or account executive roles. The sales equivalent of nature at work occurs at both target accounts and existing accounts. When salespeople aren’t physically present or on the phone with decision makers at the account, it is likely that one of their competitors is physically present or on the phone competing for the business or trying to take their business away. Just because a salesperson doesn’t see or hear about it, doesn’t mean it isn’t happening.

What can you do?