Selling “Alone”
Reality shows aren’t really my thing except for one: Alone.
If you haven’t seen it, here’s the gist: Ten survivalists are dropped off in remote, unforgiving locations like Patagonia or Northern Saskatchewan. Each contestant is completely isolated, armed with only a few basic items—think hatchet, ax, tarp, fishing line, bow and 9 arrows, a cooking pot and sleeping bag. They have to build a shelter and hunt or forage for every scrap of food as fall turns to harsh winter. They’re given cameras to document their journey and a satellite phone to call for rescue or to “tap out” when they’ve reached their limit which is generally no more than about 70 days. The last person standing wins $500,000.
My personal favorite moment? Watching a big, tough-talking, retired military Veteran tap out before the drop-off boat was even out of sight. Why? He realized there were actual bears ( and wolves ) where he was and they could eat him.
Great story, Mike, but what does this have to do with sales? A lot more than you might think.
When I started in sales, we had none of the modern conveniences. Our tools? A desk phone, a car, business cards, manila folders, index cards, a map, and a zip code. That was it. There were no cell phones, no CRMs, no Google Suite, no LinkedIn to scour for leads. No ZoomInfo, 6thSense, Gong. You made your number. 100% was the minimum expectation to survive and not what you aspired to.
We had KPIs for activity. That meant making dials, meeting business partners, and foot canvassing every day and every week. Don’t know what foot canvassing is? It’s walking door to door, business cards in hand, hoping to get a decision-maker to agree to meet. Rain, snow, or shine. (New England summers and winters, anyone?)
Survival back then also meant knowing which pay phones were near restrooms—so you could keep moving and not lose selling time.
Here’s what I want you to consider. What if we took away all your modern tools—no internet, no Google Suite, no LinkedIn, no ZoomInfo, no Gong—could you make it? Could you survive? Or would you tap out?
The world of sales has changed. We’re competing globally, facing down AI, tightening CAC (Customer Acquisition Cost) expectations, and navigating countless other challenges. To survive, you’ve got to do more than rely on your tools—you need to sharpen your core skills.
If you want not only stay in the game, but to survive and thrive, here’s what you need to do:
- Become a Student of Sales: Read, watch, and listen to everything you can about the craft. Sales is constantly evolving, and so should you.
- Know Your Solution Inside Out: Understand your product or service like it’s your survival kit. You can’t sell effectively if you don’t know what you’re offering.
- Learn the Industry: Dive into the industries you’re selling to- your ICP and IOP ( Ideal Opportunity Profile). Why should a senior executive want to spend any time with you? The more you know, the better you can position yourself as their trusted advisor.
- Solve Problems, Don’t Sell Products: C-level executives don’t want a pitch; they want solutions. Speak their language and address their pain points. Add and sell value.
Here’s the hard truth: If you can’t—or won’t—adapt, it may not be your decision to “tap out”.
