Cheat sheet: "Eat that Frog" for salespeople

My latest LinkedIn post: 10 Lessons from "Eat That Frog" for Salespeople

"Eat That Frog" by Brian Tracy is a guide to overcoming procrastination and improving productivity.

These 10 principles can help you close more deals and increase your sales efficiency.

Which one is your favorite?

→ Comment here

7 tips for managing your time and sanity

Keith Weightman shares his top strategies for managing your time and sanity as a sales professional:

1. High-value first

• Focus on revenue-producing tasks first thing in the morning.

• Save admin work for later.

2. Never win alone. Never lose alone

• Seek help from your team.

3. Quality over quantity

• Prioritize the quality of your list, outreach, and conversations.

• Volume matters, but quality is key.

4. Do not disturb

• Use Do Not Disturb mode to stay focused.

• Avoid checking your mobile device frequently.

5. Block and batch

• Schedule blocks of time for admin work.

• Batch tasks during these blocks and use tools like Boomerang for Gmail.

6. Use a habit tracker

• Track daily activities to improve discipline and consistency.

• Identify and eliminate time-wasting habits.

7. Lose on purpose

• Disqualify leads that are unlikely to convert.

• Focus on high-potential prospects.

How to focus on high-value activities

Brandon Fluharty emphasizes the importance of focusing on high-value activities using his DEADOOPO framework. Here’s a breakdown of his approach with actionable tips:

1. Clarify tasks 

Start by listing all the tasks you need to do. Identify which tasks give you energy and which ones drain you. This will help you understand where to focus your efforts.

2. Assign tasks effectively 

Once you have your list, start assigning tasks:

• Eliminate any unnecessary tasks. If something doesn't add value, get rid of it.

• Automate repeatable tasks using tools like Zapier. This saves time and ensures consistency.

• Delegate tasks that can be handled by someone else. Assign tasks to team members who can take them off your plate.

• Outsource tasks that require specialized skills or that you don't want to do. Hire experts to handle these tasks.

3. Act on important tasks 

For the tasks that remain, take action:

• Use the 2-minute rule for quick tasks. If it takes less than 2 minutes, do it immediately.

• Prioritize high-value tasks during your peak energy times. Schedule your most important work when you’re at your best.

• Use the Pomodoro Technique for longer tasks. This involves working in focused intervals with short breaks in between to maintain productivity.

→ Set specific times for prospect meetings and stick to them without exceptions.

For example:

• Mon/Wed/Thurs: 10-11 AM, 1-2 PM, 2-3 PM

• Tues/Fri: 10-11 AM, 1-2 PM, 2-3 PM

Commit to this schedule for one week. This will help you stay disciplined and focused on high-value activities.

Value your time

Sellers often don't value their time enough. Nico Elms has an easy fix: manage your calendar more effectively.

The solution: Batch and block your time for different tasks.

For example:

• Prep work: 9-10 AM

• Prospecting: 11 AM-12 PM, 3-4 PM

• Lunch/Break: 12-1 PM

• Admin work: 4-5 PM

Set specific times for prospect meetings like discovery calls, demos, and contract reviews. For one week, only be available for these meetings during set times, such as:

• Mon/Wed/Thurs: 10-11 AM, 1-2 PM, 2-3 PM

• Tues/Fri: 10-11 AM, 1-2 PM, 2-3 PM

Stick to your schedule. Use your prep time effectively and focus solely on prospecting during your designated blocks. By being less available, you manage your time better and stay efficient.

Be intentional with your calendar and limit schedule changes to maximize your productivity.