If you don’t believe in what you’re selling, stop selling it. If you don’t trust that the product you’re marketing works, stop marketing it. The core of Account-Based Marketing and Selling is providing value to the very best target accounts who can benefit from your offering. While the majority of us work for profit driven businesses, we have to believe in our mission. One of the best inspirational videos that always fires me up is Simon Sineks “Start with Why” TED talk. It boils down to the fact that people don’t but what you do, but why you do it. If you don’t believe your company’s “why” you should reevaluate why you’re there. You can’t even start doing ABM without believing the why.
Do something you believe in
Find a product, company, or leader that inspires you. This isn’t a 25-page Mission Statement titled “The Things We Think And Do Not Say”, but it is a valuable piece of advice to consider. My happiest professional moments coincide with my belief and conviction for my mission. My unhappiest professional moments come when I am marketing or selling something I don’t believe in. These swings also tend to bleed from professional to personal morale as well.
Conviction creates passion and confidence
Passion and Confidence are contagious and if you believe in what you’re doing from sales and marketing to product development or engineering, your job is going to feel a whole lot easier and coming to work won’t feel so much like work.
In closing, The first step to helping target accounts realize the value of your products and services is believing in the cause. If you don’t have that, you don’t have much and your success will likely be very limited.
Also – Cameron Crowe actually penned the full 25-page manifesto from Jerry Maguire. It’s incredible.