Strategies for saleshacking + developing compelling business leads

1. Socializing. Get out there as much as you can, but strategically, and at paid events / talks / panels / firesides / conferences. The people who will become your best customers are unlikely those at free events, unless it’s a company launch party or product launch. Even then, you’ll want to be selective. Your time [and sleep] is valuable, too.

2. Use LinkedIn as much as possible. If you have a 2nd or 3rd degree connection, it’s worth reaching out if your pitch is both strong and valuable to have on their radar. Life is short and the worst people can say is no.

3. Reach out to ideal clients, but with a strategy of wanting to get to know them, to build a relationship and not necessarily make a sale (yet). You’re in a relationships role and a relationships society, so work that angle and be patient. It will pay off, and often lead to some of your most fulfilling work!

4. Do you have a sales mentor? What is your relationship with and accessibility to the c-suite/founders of the company you work for, or former brands you’ve worked with? Can you connect with them for leadership guidelines and prowess? Identify one to two people you’d like to work with as a mentor, and take them to lunch regularly. Set up a standing meeting (or better yet, make it a walking meeting). Build a strong mentorship base for yourself.

5. Identify why your closest competitors are winning. Take that knowledge back to the ideating room and hack it. Understand — truly — what makes your company (product, service) different, and build a campaign from that. Let what distinguishes your company — and your sales technique — be what you lead with in all [sales] conversations.

6. Always ask questions. Stay curious. Find solutions for your clients. If you don’t know an answer, say you’ll find one, and do (in a timely fashion). Ask them what you can do for them. How can you make their life easier?

7. Surround yourself with people you’ve identified as good with people, and accomplished with closing deals. Pay attention to their body language, how they respond to questions, the questions they ask you, and others. How do they engage with people? How do people respond to them? What’s not being exchanged through words alone?

8. And finally, don’t forget to be who YOU are. It can be easy to lose sight of that amidst the hustle.