I recently talked with an old friend, Sarah (Yes, she gave me permission to use her name), and a consultant about how her business was doing during these “crazy times.” She said, “We’re six months into the year, her consulting business was running on fumes.” She'd written dozens of blogposts, crafted beautiful email newsletters, and posted daily on social media.Her content looked professional, her brand was polished, and everyone told her she was "doing all the right things." So why was her bank account still crying for help?

The brutal truth came down to one thing: "She’s doing what she loves, not what works."

If this sounds familiar, you're not alone. As we hit the second half of the year, a lot of small business owners, consultants, and coaches find themselves in Sarah's shoes. Revenue is stagnant, pipelines are empty, and panic is setting in. The reason? We've been prioritizing the tasks that feel good over the tasks that generate results and revenue.

‍The Comfort Zone Trap

Here's what most of us gravitate toward because it feels productive and creative:

·     Writing blog posts and creating content

·     Designing perfect email sequences

·     Perfecting our website copy

·     Posting on social media

·     Attending networking events

·     Reading business books and taking courses

Meanwhile, we avoid the revenue-generating activities that feel uncomfortable but actually move the needle:

·     Making outbound sales calls

·     Following up persistently with prospects

·     Using LinkedIn Sales Navigator for targeted outreach

·     Updating and managing our CRM systems

·     Asking for referrals directly

·     Having pricing conversations

The difference between these two lists is the difference between looking busy and driving revenue. The BIG little question is, “How and where can you begin doing things differently?”

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Five Ways to Get Unstuck and Drive Revenue Now

1. Implement the 70/30 Rule: Dedicate 70% of your business development time to direct revenue activities (calls, outreach, follow-ups) and only 30% to content creation and marketing. This flip alone will transform your results within 30 days.

2. Create Your Revenue Monday" Ritual EveryMonday morning, before checking email or social media, complete three revenue-driving tasks: send five personalized LinkedIn messages, make three follow-up calls, and update your CRM with recent prospect interactions. This has to be non-negotiable!

3. Turn Your Network into Your Sales Force. Stop hoping for referrals and start systematically asking for them. Each week, reach out to three past clients or professional contacts with a specific request: "I'm looking to connect with [ideal client description]. Do you know anyone who might benefit from [your specific solution]?"

4. Use the Pipeline Audit Method Every Friday, audit your sales pipeline ruthlessly. Identify prospects who've gone cold, deals that have stalled, and opportunities you've avoided. Then commit to taking one concrete action on each before the weekend.

5. Batch Your Discomfort Group all your "uncomfortable" revenue activities into focused time blocks. Spend two hours every Tuesday making outbound calls, Wednesday mornings on LinkedIn outreach, and Thursday afternoons following up on proposals. When you batch the discomfort, it becomes manageable and highly effective.

The Reality Check You Need

Content marketing and brand building have their place, but won' t save your business in the next 90 days. Revenue comes from conversations, not content. It comes from follow-up, not followers. It comes from asking for the sale, not hoping someone will stumble upon your perfect blog post.

Ready to turn your business around? Choose one revenue-driving activity from the list above and commit to doing it for 30 days. Then track your results. You'll be amazed at how quickly momentum builds when you focus on what drives revenue instead of what feels productive.

The second half of the year is your opportunity to make up for lost time, but only if you're willing to get uncomfortable. Revenue growth isn't about perfecting your marketing funnel or writing the perfect email sequence. It's about having more conversations with more prospects, following up more consistently, and asking for business more directly.

The clock is ticking on this year. What are you going to do about it?

Ready to Boost Your Sales Performance Through EffectiveEnablement?

RoderickJefferson & Associates can help your sellers close more deals by optimizing your sales processes, programs, and platforms to improve your team’s selling skills, accelerate speed-to-revenue, and increase seller productivity!

Click here to schedule a complimentary meeting. Thanks for sharing your time. I look forward to your feedback!

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