Celebrate All The Wins!

By Perry Rearick, Chief Editor, Follow Your Buyer

Even though it’s April, March Madness has much of the country in its grip. There’s an intensity to the single-elimination college basketball tournament for both men and women that has no match in the sports world.

Of course there is only one winner in a basketball game, but each game is packed with scoring and what seems like a continuous celebration of incremental wins. Teams celebrate baskets, 3-pointers, slam dunks, foul shots, blocked shots, steals, turn-overs, disrupted plays and more. The over 100 points scored per game offers a lot of opportunities to celebrate. It keeps the energy level high and provides the fuel needed to play hard the entire game. 

Do you do the same?

A complex B2B sale can often take over a year of marketing and sales work to close. And how often do we only celebrate the sale?

Consider for a moment all the incremental wins involved in a complex B2B sale.

• Fresh marketing material that engages a new set of prospects.
• Contact with a prospect from a new company.
• Uncovering a problem that a prospect or customer has that you can help solve.
• Helping a prospect or customer overcome an issue they have.
• Getting a call from a customer because they think you can help them.
• Receiving a customer objection that you know you can overcome.
• Receiving a call from a prospect who was ghosting you.
• Negotiating a contract in a way that has the prospect asking for more.
• Of course, the sale. 
• And there are numerous more wins along the way.

This week, make some noise in the office by celebrating all the wins, large and small.