Visibility Beats Talent

Visibility means you have to be known with your prospects. You have to be known with your customers. You have to be known inside your own company. And you have to be known in your community.

All of that means getting out of your comfort zone. Getting on social media. Going to events. Volunteering to speak or sit on a panel. Spending time helping the people inside your own company too, not just the customer.

One Rep Who Took This Literally

I coached a rep who turned this into a habit. Every account got five touches: a personal email, a marketing email, a cold call, a LinkedIn message, and a handwritten notecard. Same five, every time.

What he found surprised him. Some prospects never answered an email but called back off the notecard. Others ignored the phone and replied on LinkedIn the same day. No single method won. Being present across all five did.

Better Treatment, Better Service

When you're visible, you get better treatment: better leads, more benefit of the doubt, more support inside your own company. And when you get better treatment, you're able to serve the customer better in return.

Visibility beats talent.

Roy Waterhouse is the founder of Lean Sales Group, where he coaches salespeople on building trust and growing accounts.