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Remember the old saying, “no man is an island?” If you’ve worked in remote sales, you know that’s not true. Selling is by nature a lonely endeavor.
By all means, lean into and take all of the support your organization is capable of giving, but also be self-sufficient. That means mapping and mastering your own sales process, attaining a black belt in digital kung fu so you can find and maintain your own online tools, track your own sales funnel and — unless you’re the lucky beneficiary of a robust lead-gen operation — find your own targets
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You need a dedicated space where you go to work. It can be an isolated nook in an apartment. Maybe you have a giant walk-in closet that can be repurposed If you’re lucky enough to have a spare bedroom, set it up with comfortable work tools: An ergonomic chair, an efficient desk, some shelves for filing and holding notebooks.
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If you’re accustomed to having others provide the structure and process for your sales, take control. When you have concentrated, uninterrupted time — probably on a weekend — shut off all of your devices. Go outside on the patio. Grab a notebook and pen and think through how you sell, from start to finish: Prospecting, qualifying, contact, follow-up, pitching, closing, post-close handoff.
Allow time in your schedule to “clean up” your tools every day. The most effective time is at the end of the day. That will also prep your mind to be thinking about tomorrow’s tasks.
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You need things to do your job: Sell sheets, presentations, price lists, videos. If your company doesn’t have a central repository for these things — a GoogleDrive folder, a shared DropBox — make one of your own. That will save countless hours searching random folders for that updated product specification sheet.
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