Becoming an Industry Expert

Let's get real—you’ve got less time than ever to make an impression, and there’s data to back it up. So, what’s the plan? I’m going to walk you through a straightforward, four-step process to help you become a master of your domain, establish yourself as the go-to advisor, and crush it in the sales cycles.

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Click the video below to learn how to win more deals.

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Step 1: Know Your Margin for Error - First off, you’ve got to understand just how little time you actually have to stand out. Harvard Business Review tells us that only 17% of a buyer’s time is spent meeting with potential vendors. That’s less than two hours if they’re spending ten hours on a decision. And they’re not just talking to you—they’re likely meeting with two or three other vendors. So, you might only have 30 minutes to make your mark. No pressure, right?

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Step 2: Embrace the 100-Hour Rule - Here’s some good news: a study I came across recently talks about the 100-hour rule. It’s simple—if you invest 100 hours in learning or doing anything, you’ll be better than 95% of people at it. That’s just 10-20 minutes a day. Think about how that can set you apart from the competition.

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Step 3: Identify Top Trends in Your Space - Don’t reinvent the wheel here. Start by identifying the top trends in your industry. Google is your best friend—look up what’s hot in your customer’s space, whether it’s tech, manufacturing, or anything else. Dive into reputable sources, make note of the top trends, and use that knowledge to stand out.

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Step 4: Study Greatness & Test Your Knowledge - Learning from those who’ve been there and done that is key. Buy them coffee, take them out to lunch, and pick their brains. Then, take it a step further—meet with your customers, listen to their pain points, and stay sharp. Lastly, test your knowledge with your peers and leadership to make sure you’re ready to shine.

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A Quick Example: Lazy vs. Great Reps Lazy reps ask, “What are your top priorities in 2024?” It’s generic, it’s lazy, and it puts all the work on your client.

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Great reps ask, “Every time I meet with a CTO in your industry, they’re talking about AI, supply chain disruptions, and the Internet of Things. Are these top of mind for you, or is there something else you’re focused on?”

Same goal, but one approach shows you know the industry and the challenges they’re facing. That’s how you stand out.

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Your Homework: Take a hard look at how you’re doing things now, apply this four-step process, and watch how it changes the game. Close more deals, cash more checks, and gain control over your career.

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Now go out there and crush it!

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See you next Sunday!

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👊 JJJ