"You can't do it unless you can imagine it." -- George Lucas, director
Hard work will only get you so far. You can work and work, but if you don't have a goal or an inspiration, what are you working towards? Take the time to decide what you want, and then go for it! You just may surprise yourself.
Monday, July 12, 2010
Friday, July 9, 2010
Networking? Don't Be Late
Sales trainer Mark Hunter has an excellent blog where he shares sales advice in short, concise posts. Perfect for the busy seller! Today he shares a networking tip.
Next time you have an opportunity to network in person, arrive early, not late. This seems obvious, but some people think it is better to take a casual approach and show up after the event or gathering is already well underway.
When you arrive early, you can have conversations with people before they are too engaged with others or already participating in the the activities of the event. Arriving after an event starts often means you will awkwardly break in on conversations that have already been established.
There are other benefits to arriving early as well, especially for the shy person or someone who does not like to network. Yes, this runs counter to the norm, but by arriving early, you're able to join in with other people who arrive early. The typical cliques that can develop at these gatherings will not have emerged yet, and you'll be able to meet others in a much more relaxed and comfortable manner.
When you are in sales, even though the actual "selling" may take a break every now and then, your sales motivation does not. Be the type of salesperson who is positive and grasps every opportunity to learn and to talk to new people. Always be networking. Never arrive late.
Get more great tips and quotes from Mark Hunter, The Sales Hunter, at http://thesaleshunter.com/blog
Next time you have an opportunity to network in person, arrive early, not late. This seems obvious, but some people think it is better to take a casual approach and show up after the event or gathering is already well underway.
When you arrive early, you can have conversations with people before they are too engaged with others or already participating in the the activities of the event. Arriving after an event starts often means you will awkwardly break in on conversations that have already been established.
There are other benefits to arriving early as well, especially for the shy person or someone who does not like to network. Yes, this runs counter to the norm, but by arriving early, you're able to join in with other people who arrive early. The typical cliques that can develop at these gatherings will not have emerged yet, and you'll be able to meet others in a much more relaxed and comfortable manner.
When you are in sales, even though the actual "selling" may take a break every now and then, your sales motivation does not. Be the type of salesperson who is positive and grasps every opportunity to learn and to talk to new people. Always be networking. Never arrive late.
Get more great tips and quotes from Mark Hunter, The Sales Hunter, at http://thesaleshunter.com/blog
Thursday, July 8, 2010
Making the Grade in the Second Half
As someone who loved school, I think this article from sales trainer Skip Miller puts a fun spin on making the second half of the year your best yet. It also includes some great advice, so read on to make sure you get all A's on your next report card.
You made it!
You have the first half of the year done, and things are not too bad. Some of you are a bit ahead of plan, some a bit behind, but you have the rest of the year to make it. The ramp is steep, but time is on your side...so to speak.
Just like in college, this is the mid-term, and if you remember your days back in school, here are some basic rules regarding mid-terms.
1. Prepare for the final
You do not want to be in November looking up at a huge hill. It's the 3rd quarter that will make or break you, so get that pipeline full. Pipeline management is the number one reason people made or missed the 2nd quarter. Get the maybe's out and prospect broad and deep to fill it...now.
2. Drop the courses you are not doing well at
This would apply to C prospects and C sales people. If you keep the C prospects, your pipeline accuracy is shot. Up to 40% of your current pipeline are maybe's. Get them out. Managers, keep the C players, and you may as well kiss off 2011. Ask great qualification questions to the management of your prospects. Start interviewing; you may be surprised what talent is out there.
3. Get your B's to A's
This again goes to prospects and sales people. Have Solution Box conversations with the management of your top prospects. No Cause, no I-Date, no deal. Ask your A players what they need for the balance of the year to overachieve, and really listen. You may be surprised what they need to make a big year end splash for their quota, and yours, is within your reach.
4. Add resources
Time to allocate all the resources you have into getting good prospects into the funnel. Your team has 6 months to close these deals, but come September, good luck trying to fill the funnel, when everyone else, including your buyers, are making decisions. All hands on deck...fill the funnel and go see your top 2010 prospects.
5. Ask questions
Best way to qualify is to disqualify.
"Why would you go ahead this year and fund this solution?"
"What return are you getting on this investment?"
"How is this helping you lower your business risk?"
"Where does this solution save you time?"
If your prospect can not answer business value questions...are they really going to spend money?? They like you?? Hmmmm....time to break out ValueStar.
There seem to be more mines in the minefield in the second half of the year than the first, if that's possible. How you navigate with the right tools, the right prospects and the right resource will heavily influence the final score. Your final score. Your year is over by the end of September. Get moving, and have a great summer.
A recognized authority on the psychology of sales performance, Skip Miller has helped countless companies, already at the height of success in their respective fields, achieve an even greater level of sales productivity and success. Learn more at www.m3learning.com
You made it!
You have the first half of the year done, and things are not too bad. Some of you are a bit ahead of plan, some a bit behind, but you have the rest of the year to make it. The ramp is steep, but time is on your side...so to speak.
Just like in college, this is the mid-term, and if you remember your days back in school, here are some basic rules regarding mid-terms.
1. Prepare for the final
You do not want to be in November looking up at a huge hill. It's the 3rd quarter that will make or break you, so get that pipeline full. Pipeline management is the number one reason people made or missed the 2nd quarter. Get the maybe's out and prospect broad and deep to fill it...now.
2. Drop the courses you are not doing well at
This would apply to C prospects and C sales people. If you keep the C prospects, your pipeline accuracy is shot. Up to 40% of your current pipeline are maybe's. Get them out. Managers, keep the C players, and you may as well kiss off 2011. Ask great qualification questions to the management of your prospects. Start interviewing; you may be surprised what talent is out there.
3. Get your B's to A's
This again goes to prospects and sales people. Have Solution Box conversations with the management of your top prospects. No Cause, no I-Date, no deal. Ask your A players what they need for the balance of the year to overachieve, and really listen. You may be surprised what they need to make a big year end splash for their quota, and yours, is within your reach.
4. Add resources
Time to allocate all the resources you have into getting good prospects into the funnel. Your team has 6 months to close these deals, but come September, good luck trying to fill the funnel, when everyone else, including your buyers, are making decisions. All hands on deck...fill the funnel and go see your top 2010 prospects.
5. Ask questions
Best way to qualify is to disqualify.
"Why would you go ahead this year and fund this solution?"
"What return are you getting on this investment?"
"How is this helping you lower your business risk?"
"Where does this solution save you time?"
If your prospect can not answer business value questions...are they really going to spend money?? They like you?? Hmmmm....time to break out ValueStar.
There seem to be more mines in the minefield in the second half of the year than the first, if that's possible. How you navigate with the right tools, the right prospects and the right resource will heavily influence the final score. Your final score. Your year is over by the end of September. Get moving, and have a great summer.
A recognized authority on the psychology of sales performance, Skip Miller has helped countless companies, already at the height of success in their respective fields, achieve an even greater level of sales productivity and success. Learn more at www.m3learning.com
Wednesday, July 7, 2010
Cool Sales Tools to Make Prospecting Easier - Part 2
Yesterday we featured some excellent tips from sales trainer Kendra Lee that will help make prospecting much easier for you. Thankfully, she's back today with even more tips that are incredibly helpful!
1. Watch your prospects. No, we aren't talking stalking. Watch what your top prospects are doing using alert services like Google Alerts for free. Set up a daily alert and see all the tweets and comments they've made and where they're mentioned. You'll know what to talk about when you call and more importantly, when they need you to call.
2. Make your emails stand out. Use Gobbledygook.grader.com to pick out trite or hype-filled words and phrases you don't even know you're using. It's a great tool to increase the impact of your brochures and online copy, too.
3. Know if they're listening. One of the biggest challenges with email prospecting is knowing if anyone has read what you sent. Use ReadNotify.com to trace email opens and forwards, numbers of times read, and URL clicks. Use Bit.ly to shorten long links for social network comments and emails. You can track how many times the links are opened, forwarded and by whom.
4. Increase your own productivity. If you're a Microsoft Outlook user Xobni.com is a plugin that makes searching your inbox and finding information about your contacts fast and easy. You can even search social networks for information about your contacts.Getting people to reply is the most difficult aspect of prospecting. These tools give you new levels of information and insight to grab their attention and increase your odds of success.
Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.773.1285.
1. Watch your prospects. No, we aren't talking stalking. Watch what your top prospects are doing using alert services like Google Alerts for free. Set up a daily alert and see all the tweets and comments they've made and where they're mentioned. You'll know what to talk about when you call and more importantly, when they need you to call.
2. Make your emails stand out. Use Gobbledygook.grader.com to pick out trite or hype-filled words and phrases you don't even know you're using. It's a great tool to increase the impact of your brochures and online copy, too.
3. Know if they're listening. One of the biggest challenges with email prospecting is knowing if anyone has read what you sent. Use ReadNotify.com to trace email opens and forwards, numbers of times read, and URL clicks. Use Bit.ly to shorten long links for social network comments and emails. You can track how many times the links are opened, forwarded and by whom.
4. Increase your own productivity. If you're a Microsoft Outlook user Xobni.com is a plugin that makes searching your inbox and finding information about your contacts fast and easy. You can even search social networks for information about your contacts.Getting people to reply is the most difficult aspect of prospecting. These tools give you new levels of information and insight to grab their attention and increase your odds of success.
Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.773.1285.
Tuesday, July 6, 2010
Cool Sales Tools to Make Prospecting Easier
There's a lot that goes into prospecting. Before you even pick up the phone or begin to write that email, you often have to do quite a bit of research to even find your contact person. No wonder people get bogged down by prospecting!
Today and tomorrow sales trainer Kendra Lee will shares some excellent tools she's found that make prospecting quite a bit easier. And really, who doesn't want that?
"You can use these tools to do everything from identifying who your best-odds prospects are to deducing why they'd want to speak with you, writing a powerful email, and ultimately attracting them to you," says Lee. "Here are some of my favorites."
1. Identify the who. Once you know the profile of the types of contacts and companies you want to approach, use Zoominfo.com, NetProspex.com, Insideview.com, Stratascope.com or Hoovers.com to search and get the names of the best contacts to talk to. Often you can find contact names by title and department taking some of the guesswork out of who to approach.
2. Delve in. Go a step further and do some research for the contacts you've uncovered on those same sites. What have they written? Where have they been quoted? You can quickly get a feel for what's top of mind with them and where their passions lie.
Research their companies to identify business issues that will grab their attention. Are their inventory turn times significantly higher than their competitors? Is their aged accounts receivable out of alignment for their industry?
Use this information to craft your grabber value proposition for phone calls and emails. Use it to write blogs or articles on similar topics. The articles and blog posts will attract their attention and peak their interest in you. Comment about your ideas on social networks making you more visible.
3. Secure contact info. Start with these same sites to find the most current contact information for your target prospects. Jigsaw.com and NetProspex.com are maintained by people like you and me, so they've often got very current information including valuable email addresses. While you're there, add a few contacts of your own and earn points for free contact information downloads.
4. Find elusive email addresses. If you still can't find an email address here's a trick to try. From your search engine type "@their website domain" and it'll pull up anywhere on the web where email addresses for that domain appear. Now you'll have the email protocol for that company and can more effectively guess your contact's email address. You can also use LinkedIn, Twitter, Facebook and other social networks to send direct messages within their networks. These systems break past your prospects' email delete barriers when your direct emails do not.
Check back in tomorrow for more great, time-saving tips from Kendra Lee!
Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.773.1285.
Today and tomorrow sales trainer Kendra Lee will shares some excellent tools she's found that make prospecting quite a bit easier. And really, who doesn't want that?
"You can use these tools to do everything from identifying who your best-odds prospects are to deducing why they'd want to speak with you, writing a powerful email, and ultimately attracting them to you," says Lee. "Here are some of my favorites."
1. Identify the who. Once you know the profile of the types of contacts and companies you want to approach, use Zoominfo.com, NetProspex.com, Insideview.com, Stratascope.com or Hoovers.com to search and get the names of the best contacts to talk to. Often you can find contact names by title and department taking some of the guesswork out of who to approach.
2. Delve in. Go a step further and do some research for the contacts you've uncovered on those same sites. What have they written? Where have they been quoted? You can quickly get a feel for what's top of mind with them and where their passions lie.
Research their companies to identify business issues that will grab their attention. Are their inventory turn times significantly higher than their competitors? Is their aged accounts receivable out of alignment for their industry?
Use this information to craft your grabber value proposition for phone calls and emails. Use it to write blogs or articles on similar topics. The articles and blog posts will attract their attention and peak their interest in you. Comment about your ideas on social networks making you more visible.
3. Secure contact info. Start with these same sites to find the most current contact information for your target prospects. Jigsaw.com and NetProspex.com are maintained by people like you and me, so they've often got very current information including valuable email addresses. While you're there, add a few contacts of your own and earn points for free contact information downloads.
4. Find elusive email addresses. If you still can't find an email address here's a trick to try. From your search engine type "@their website domain" and it'll pull up anywhere on the web where email addresses for that domain appear. Now you'll have the email protocol for that company and can more effectively guess your contact's email address. You can also use LinkedIn, Twitter, Facebook and other social networks to send direct messages within their networks. These systems break past your prospects' email delete barriers when your direct emails do not.
Check back in tomorrow for more great, time-saving tips from Kendra Lee!
Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.773.1285.
Friday, July 2, 2010
Slow Down!
As someone who talks very fast, I know how hard it is to slow down. To me it feels like slow motion, while to others it sounds normal. But, it's something we all have to work on - the clearer your message, the more likely you are to get the sale! Today sales trainer Kelley Robertson relays a story that makes this point perfectly clear.
The other day I received one of the worst voice mail messages ever.
The caller spoke so quickly I could barely understand her message let alone write down her telephone number. Her words ran together and it was difficult to decipher the company name even though I listened to the message twice.
It was obviously a sales call and she wanted me to return her call but that didn't happen because I didn't want to listen to her message six or seven times simply to get her phone number.
She couldn't end the call quickly enough. As soon as she spewed out her phone number, she hung up. I suspect this person has a high number of calls to make every day and it is entirely possible that she simply makes them as quickly as she can to get them over with.
Here are two key learning points from this call:
1. When you leave a VM message, make sure it is clear, articulate and easy to understand. Better yet, leave a compelling reason for your prospect to return your call.
2. Speak slowly so people can record your number. Better yet, leave your call-back number at the beginning AND at the end of the message.
Slow down, leave a great message and improve the odds of getting a return call.
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. He specializes in helping businesses increase their sales, develop better negotiating skills, coach and motivate their employees, create powerful work teams and deliver outstanding customer service. Learn more at www.robertsontraininggroup.com
The other day I received one of the worst voice mail messages ever.
The caller spoke so quickly I could barely understand her message let alone write down her telephone number. Her words ran together and it was difficult to decipher the company name even though I listened to the message twice.
It was obviously a sales call and she wanted me to return her call but that didn't happen because I didn't want to listen to her message six or seven times simply to get her phone number.
She couldn't end the call quickly enough. As soon as she spewed out her phone number, she hung up. I suspect this person has a high number of calls to make every day and it is entirely possible that she simply makes them as quickly as she can to get them over with.
Here are two key learning points from this call:
1. When you leave a VM message, make sure it is clear, articulate and easy to understand. Better yet, leave a compelling reason for your prospect to return your call.
2. Speak slowly so people can record your number. Better yet, leave your call-back number at the beginning AND at the end of the message.
Slow down, leave a great message and improve the odds of getting a return call.
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. He specializes in helping businesses increase their sales, develop better negotiating skills, coach and motivate their employees, create powerful work teams and deliver outstanding customer service. Learn more at www.robertsontraininggroup.com
Thursday, July 1, 2010
Finish the Second Half Strong
It is hard to believe that the second half of 2010 is here. Where has this year gone? No matter how you're doing right now, today, July 1st, marks a new start. Sales and motivational trainer Billy Cox shares his advice to make it your best year yet!
How are you doing with the goals you set for this year? If you are on track…that’s great. If you aren't, NOW IS THE TIME TO GET CLEARLY FOCUSED AND TAKE MASSIVE ACTION!
The truth is, you can make the next six months the best six months of you life.
To accomplish this you must constantly ask yourself these two important questions:
What do I want?
What must I do to attain it?
These two questions will help you Catch A Clear And Powerful Vision for your future.
So, the key for you will be to take whatever time is necessary to DECIDE exactly what you want. Then COMMIT to doing Whatever it Takes to ACHIEVE it.
You can't change the past (good or bad) but you absolutely can change the future by the choices you make TODAY.
If you are going to FINISH this year STRONG you must CHOOSE TO STAY POSITIVE, CHOOSE TO STAY FOCUSED and CHOOSE TO FINISH STRONG!
Remember... ”It's what you do every day that makes you who you’ll be some day”.
Learn more from Billy Cox at www.billycoxinternational.com. You can also reach him at info@billycoxinternational.com
How are you doing with the goals you set for this year? If you are on track…that’s great. If you aren't, NOW IS THE TIME TO GET CLEARLY FOCUSED AND TAKE MASSIVE ACTION!
The truth is, you can make the next six months the best six months of you life.
To accomplish this you must constantly ask yourself these two important questions:
What do I want?
What must I do to attain it?
These two questions will help you Catch A Clear And Powerful Vision for your future.
So, the key for you will be to take whatever time is necessary to DECIDE exactly what you want. Then COMMIT to doing Whatever it Takes to ACHIEVE it.
You can't change the past (good or bad) but you absolutely can change the future by the choices you make TODAY.
If you are going to FINISH this year STRONG you must CHOOSE TO STAY POSITIVE, CHOOSE TO STAY FOCUSED and CHOOSE TO FINISH STRONG!
Remember... ”It's what you do every day that makes you who you’ll be some day”.
Learn more from Billy Cox at www.billycoxinternational.com. You can also reach him at info@billycoxinternational.com
Subscribe to:
Posts (Atom)