1: Getting better at getting better is what RiseWithDrew is all about.
Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.
This week, we’ve been exploring ideas from Jeffrey Fox‘s terrific book on sales, How to Become a Rainmaker.
2: For the last 16 months, I’ve been leading our outside sales department at PCI in addition to my CEO role.
We are fortunate to have a highly experienced, high-performing team of Rainmakers at PCI, so it’s been fun to get to work directly with them on a regular basis.
There’s much I enjoy about sales, especially the thrill of winning a deal. Spending more time directly with clients and prospects has also been highly instructive.
Because we are focused on evolving and innovating our products and services (who isn’t?), getting direct input and feedback has been helpful and productive.
3: The key question is: What can we do to be of greater value to our clients?
Or, how can we be valuable?
“I’ve learned that if you want to be a successful entrepreneur,” writes Dan Sullivan of the Strategic Coach, “your business must be about using your talent to help someone else move toward their goals so their life improves.”
As a result of creating that value, we are rewarded.
It’s a self-reinforcing loop. When we create value, we are rewarded. When we create more value, we earn a bigger reward.
Dan reminds us: “The more our clients benefit from the value we provide, the more we benefit as well!”
More next week!
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Reflection: How much value am I creating for my clients? How can we create more value? How can we be more valuable?
Action: Discuss with my team. Take action.