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- #103 - how to win like the greatest skier of all time
#103 - how to win like the greatest skier of all time
How to win like the greatest skier of all time
Reading time: ~2 min
Proven strategies to grow your cybersecurity company
Enjoy this email….because who doesn’t want a bluebird every week???
Before we start…
No one won the prize pool of the RSA Button Game last week… so, good news, the pool doubles to $20! Find out how to play at the bottom of this email.
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FOCUS ON THE FOUNDATIONS TO WIN
Mikaela Shiffrin recently became the greatest female skier of all time. And very soon, she will likely be the greatest skier of all time when she passes the leading man who has 86 world cup wins (she currently has 85).
Do you know how much time she and her team discuss a target number of wins each year? Or a target time for each race? Or what will it take to get her 87th win?
Zero.
Instead, she focuses on a single thing; making great turns.
The training she does is all about making great turns. The tweaks to her technique and equipment are all about making great turns. Her mindset is constantly oriented around making great turns.
Because she knows if she makes great turns, the wins will take care of themselves.
And it clearly works! She wins a lot of races. This season so far, she has won 11 out of 23 races. (only two other women have won more than 11 races in a season, ever)
It's funny how in sales, we do the opposite.
Most of the chatter and the meetings internally are about deals and forecasts.
I would guess that our breakdown would be something like this:
25% of the time, we talk about progress against quota. (like season wins)
55% is about closing deals (winning a race)
20% is about the daily habits, skills, and foundations of sales (making great turns)
Would you disagree with my breakdown?
QUESTION: What would be the impact if you flipped this on its head with your team?
What if, most of the time, you talked about how to ask great questions? And doing incredibly effective outreach? Also, how to be world-class in answering tough questions. And differentiating so well that prospects understand and remember why you are different?
What if you emulated the greatest skier of all time and focused on the foundations?
BTW, many sales teams at startups are desperate for anything that will help them get better and sell more. But it’s hard for the sales leaders to devote the time to do this properly. That’s why I help companies create and optimize their sales playbooks and bring their collective knowledge to proven frameworks. When you have a repeatable playbook you hit quota and can scale.
TIME FOR A DAD JOKE
Q: Why do fathers take an extra pair of socks when they go golfing?
A: In case they get a hole in one!"
Richard Greene, SVP, Strategic Partnerships @ Island
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AND FINALLY… THE RSA BUTTON GAME
A game we are going to play every week until the RSA Conference at the end of April.
The rules are simple.
Reply to this email with your guess of the amount of times the button below will be clicked.
Whoever guesses the correct number of clicks will win the amount of money in the prize pool. Winners announced in the next end of week email.
If no one guesses the correct number, the prize pool doubles and the game continues.
Current prize pool: $20
Also: the prize pool increases as the newsletter subscribers grow. Use your referral link above to refer your friends.
Rooting for you,
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