Leilani Garrett

I completely agree. Task 1 is to take a beat. Reflect. Consider all angles of the discussion. Ask yourself questions you hadn’t thought of. Analyze points where you sensed a shift in demeanor, tone or (better in person) some physical change. Then honestly think about the possible why(s). Where you from here is based on what you gleaned from your assessment.

Always keep in mind that the people make the project. If they are weary, stressed, or disinterested; the project will suffer. Look for new ways to energize the team. Tools are one thing, and the right tools are important. But nothing is more important that the energy that the team members bring. Be inventive. Be creative. Create an environment that creates lightness while generating true impact.

Diversity on a team is a significant touchstone for success. Differing experiences and ideas are like mined gold. Celebrating the various approaches and skills will help folks be more open to sharing and could bring new life to a difficult problem or project.

The very first thing I do is show an interest in the people. It helps demonstrate that I care about who they are. The more I can get folks involved in a conversation, the better. It serves to create an environment of ease and authenticity. When people appreciate something about one another, there's less resistance to genuine collaboration. I ask questions about how folks like to work. Are you a thinker who likes to take info, go off and consider it, then return for discussion? Or are you someone who is eager to jump in and start sharing and dissecting ideas. Bottom line, focus first on the people. Then the project.

Sustainable lead generation requires a few key elements. First, of course, is to carefully define your targets: not only by organization and individual, but also by persona. But don't be to overly rigid with your choices, as sometimes titles are misleading. On the other hand, do not go too broad either as you will be wasting precious time and energy pursing illegitimate targets. I'm also a huge advocate of a prospecting tool. Sometimes more than one is needed. As an example, Sales Nav is unbeatable when it comes to defining and learning about who to pursue. Couple that with a solution that auto sends outreach and adjust your cadence to include various kinds or touchpoints. And constantly seek new folks to engage with.

I find this to be a fairly simple answer. 1) Assess the lead first. Is it the right level of individual? Is there something that shows they have or should have an interest in my offering? Is there a unique attribute that I can key off of when reaching out? 2)Does it make sense to include the company they work for as a solid lead? 3) How do they stack up against other leads? Are they a lower tier based on various attributes? Is yes, then move them down the list and focus on the ones that have more promise. Sometimes, the variables don't quite point to a viable lead, but...if you have a feeling otherwise, run with that. It's super important to trust your gut.