Friday Faves – 8.25.16

082616No post last week.   Overload happens.  (Like doubling up this week!)  Some good ideas as we head to the Labor Day long weekend.  (So, you’ll have time to read for growth & development.)

3 Things To Not Say In Prospecting Calls – The bane and core tool of sales – the cold call.  Some good thoughts here.

Why You Are Not Producing the Results You Want Now – The first step in solving any problem is – recognizing there is a problem in the first place!

How to Consistently Accelerate Buying Decisions – This assumes you have the first 3 processes in place:

  1. TRACKING – CRM or other system to track opportunities, each with standards to be met for each sale stage.
  2. COMPLIANCE – You and your team are entering and maintaining these records accurately and contemporaneously.
  3. REVIEW – A regular (weekly) self- review of your open opportunities to update for accuracy, planning next steps, adding any missing information/research.

How to Distinguish Yourself and Become a Leader – Don’t dismiss this post by its title.  Effective leadership is universally respected, by peers, managers and clients.  It conveys mastery, confidence and reliability.  Who doesn’t want to work with/buy from someone like that?

 

 

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Friday Faves – 8.12.16

081216Summertime is like when the treadmill program increases the incline.  What do you do?  Press on, with MORE effort, or just try to get through it till you hit level ground again?

Keeping Customers Continuously Infatuated – Consider how there is a rise in satisfaction, engagement and follow through after you meet with a client.  Then, consider how that energy fades, requiring another engagement to re-ignite the interest.

How to Stay Motivated When Everyone Else Is on Vacation – As I have always maintained, there is progress to be made, just in different ways.  Consider this if you work the “Tweener” week, between Christmas and New Year’s Day.

It happens around the edges – A good reminder to step outside your comfort zone – randomly, not regularly.

Answering “I’m happy with who I’m buying from” – Some good ideas for dealing with an upfront/gatekeeper objection.

Making Space for What Is Most Important – Though not a fan of elephant hunting, spending your time where you get the best return is a cornerstone of effective resource management.

A COLD Call Voice Mail; Your Thoughts? – My thoughts?  In one word – OY!

Think Sales Reps Will Become Obsolete? Think Again – Only sales reps who ALLOW themselves to become obsolete will.  Failure to learn, adapt, be aware of industry changes will do so.

Seven Personality Traits of Top Salespeople – This (#4 in particular) relates to the previous post.  #5 surprised me, though.  Any surprises for you?  If you are a top performer, do you feel you exhibit these traits?

Friday Faves – 7.1.16

070116Momentum.  It cures lack of confidence, phone fatigue, pipeline deficit, under-prospecting and most any other sales disease.  Yet, so many sellers let up on the gas precisely when they’re on a roll.  That’s JUST the time to throttle up ALL your sales activity.  When you’re 105% to goal, put forth 125% effort.  Increase your personal metrics targets by 25%.  Why?  Momentum creates:

Confidence – Prospects hear it in your voice, see it in your body language and everyone gravitates to confident people.

Energy – Like the quest for the perpetual motion machine, momentum creates energy.  If you allow it to escape like air from a balloon, it takes twice as much energy to restart it.

More momentum.

So, enjoy your Independence Day Weekend, but take care not to lose the momentum you built in closing your Q2.

Here are some good ideas to consider at the beach, lake or on the couch.

Dead Trees, Sales Pipelines & Loss Aversion – Do you love success enough to let failure go?

Stop Swimming in Circles – You can make 10 calls in the time it takes to make one excuse.

The One Budget You Need To Succeed – Time.  The finite, irreplaceable resource.

Why sales reps are always “Just touching-base”! – Ugh, just ugh to touching base.

Better Is Better Than More – But more qualified prospects is best!

 

Friday Faves – 6/24/16

062416Ahh, summer!  Beach, mountains or wherever you like to vacation and relax, summer’s got it all.  It’s important to get away, refresh and recharge.  But it’s also important not to pay for it by coming back to a wilted pipeline.  Touching key opportunities before you leave, and scheduling next steps for after you return is a good way to keep things moving while you chill out.

Are Your Sales Relationships Painful? – There’s been a lot written lately about shifting from probing for pain to goals, objectives.  Here’s one to consider.

Protecting Your Relational Capital – I wince sometimes when a rep tells me they have a “great relationship” with a client.  Just because they may share some personal information with you, doesn’t mean that you’re buds.

What You Control, and What You Do Not – My reps find it frustrating when they have an issue that can only be addressed by others that don’t report to me – IT, Marketing, etc.  While I know “I don’t control that” is not the answer they’re looking for, it reflects an understanding of the points in this blog post.  Tilting at windmills didn’t turn out well for Don Quixote.

The Secret to Getting Calls Returned – Persistence.  What a concept.  Persistence = Frequency * Variety  You can’t sell someone who won’t talk with you.

BTW, the image is my beach, about 4 miles away.  (Although it’s never that vacant.)

Friday Faves – 4.29.15

042916Though I spent most of this week at a conference, I did have time to read some great posts.

Sales Excuse Litmus Test and Cure – Disciplined prospecting and time management are critical skills to master.  Some good ideas for both here.

The Benefits of Virtual Mentors – Formal mentoring, a colleague, partner or just someone you trust will be honest with you (brutally, if necessary), having someone to call Bullshit on you is highly valuable.

Your Shoulds Are Really Musts – Shoulda, woulda, coulda.  Nothing worse than looking back and saying “what if?”

The Difference Between Wanting Better Results and Being Willing to Produce – Anything worth having is worth working for.,

 

Friday Faves – 4.22.16

042216On Wednesday, I thought this week would never end.  Today, I wish I had another day to tack on to a killer week.  Has that ever happened to you?  Don’t get me wrong, I am TAKING my weekend, but doesn’t it feel good when it all falls into place?  It really doesn’t – you make it happen and here are some great posts to help you make it so.

Creating a Unique Value Proposition – A good primer on crafting yours.  Without one, you compete on price alone.

What Everyone Should Know About Running Virtual Meetings – I recently presented to a company-wide sales meeting on “How NOT to Conduct an Online Meeting.”  Some overlap between them.  I’ll try to turn it into a SlideShare and post on LinkedIn.

Where Your Focus Goes – As I’ve told my teams – “Know all that is knowable, control all you can.  Then, play jazz.”

They’re Not Interested – What Now? – You own this.  Creating a compelling upfront value proposition is your cost of entry.

Playing to Win or Playing Not to Lose – No risk, no reward.

3 Things To Leave Out Of Your Prospecting Call – For those of you who, like me, still believe in using the telephone for cold calls, reminder of some basics.

 

 

Friday Faves – 4.8.16

040816After two weeks vacation in Asia, I returned with some new perspectives on “the way” things are done.  More about that later.

Meanwhile, thanks to the incredible availability of WiFi in Thailand, I read some great posts.

The Answer Key To Winning Deals – If you can’t save me money/time/resources; make me smarter/faster/better, then why?

Stop Wasting Your Time on Work Calls – Time management is a constant improvement process, which attracted me to this.  Not sure I agree.

When Was the Last Time You Asked, “Why Are We Doing It This Way?” – Disrupters RULE!

Voice Mail As A Differentiator – You cannot study enough about voicemail.  There is NO secret sauce here.

How To Compress the Sales Cycle – We’re all interested in this.  Learned some great new techniques at a seminar, which I’ll begin sharing.