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- 🦾 Squats & Sales:
Imagine you're in a bustling gym, surrounded by the clanging of weights and the hum of treadmills. You spot two powerlifters engaged in a heated debate about squat depth.
One swears by "ass to grass," getting as low as you can to the ground, while the other insists parallel to the ground is sufficient. Sound familiar? (if not, I promise, it is a very real argument in the gym.)
Now replace "squat depth" with "cold calling vs. email prospecting," and you've got yourself a typical sales floor argument.
The Strength in Specificity
I've never met a top performer—in sales or in the gym—who doesn't understand the "why" behind their actions. Just like squat depth, the effectiveness of your prospecting channels depends on your goals and where you are in your journey.
The Great Squat Debate 🏋️♂️
“How low should you go?”
It's the eternal question in weightlifting circles. The answer? It depends on why you're squatting in the first place.
The Prospecting Parallel 📞✉️
"Does cold calling work? Is email effective? What channel should I use?"
Again, it depends on your goals and your current situation.
The Power of Purpose
Whether you're in the gym or on the sales floor, why you are doing it, how you are doing it and what outcomes, if any, is it producing. Here's a breakdown:
Activity | Gym | Sales |
|---|---|---|
Purpose (Why) | Building strength, hypertrophy, endurance | Lead generation, relationship building, closing deals |
Technique (How) | Squat depth, rep range, weight | Outreach method, message content, frequency |
Measurement (Outcome) | Weight lifted, muscle growth, performance improvement | Response rate, meetings scheduled, deals closed |
Becoming a Master of One
Just as you wouldn't try to perfect every lift in the gym at once, focus on mastering one prospecting channel at a time. Let's take email as an example:
Become great at building a high-quality, focused list with correct contact data
Understand the anatomy of a great email and how to write copy
Test, measure, and refine your approach
Remember: Assumptions are the enemy of progress. Always test your approach.
💪 Your Sales Fit Challenge 🏋️♂️
Choose one prospecting or account growth channel (e.g., email, cold calling, LinkedIn, internal referral)
1. Pick your channel.
2. Define your 'why' for using this channel
3. Define ‘how’ you will use it. Be specific!
4. Set specific, measurable goals. ‘Outcomes’
5. Track your results daily for one week
6. Analyze and adjust your approach based on the data
Key Takeaway
Whether you're squatting or selling, the key to success lies in understanding your purpose, mastering your technique, and consistently measuring your results. Don't get caught up in the "depth" debate—focus on what works for your specific goals and situation.
Remember, in sales as in fitness, there's no one-size-fits-all approach. But by becoming an expert in one thing at a time, you'll build a foundation of strength that will serve you in any arena.
Now, get out there and squat... I mean, prospect like a pro!
Get Sales Fit!!
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