SalesFitRx BLOG

Archives posts

TOP SALES COACHING TIPS FROM THE EXPERTS ::: FSG LINKS

Whistle_-_Coach_353_shadowFRIDAY SALES GROWTH LINKS

This week’s resources are focused on Sales Coaching.

Whether you identify as a sales coach or manager, or if you’re a sales rep, there’s some excellent advice here from some true professionals in our industry.

If you’re already coaching others, you can begin putting much of this into action today. If you one day plan to coach others, this useful material will ensure you’re heading down the right path starting today

Return to this blog daily, and especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

TOP SALES COACHING TIPS FROM THE EXPERTS :::

Bill_Caskey_125x125BillCaskey.com
Coaching The Presidential Candidates
Sales trainer, podcaster and author Bill Caskey (@billcaskey) could certainly help many of the presidential candidates with this coaching, but it’s also (read: especially) meant for us to use in our own buyer interactions. The advice works well for us too.

KEY QUOTE: Try this: “I was sitting alone the other night with a piece of blank paper drawing out the real problems facing our country. And here’s what I drew.” Give people a look into your mindset and how you solve problems.”

This is expertly written. Don’t miss clicking on this one. #BeMorePresidential

[Reading Time of This Post: 5:00 minutes]

line_divider_1


Bill_Eckstrom_125x125Sales Coaching Blog

Sales Managers: You Own It
EcSell Institute President Bill Eckstrom (@EcSellInstitute) puts a lot of hard truth into this post and it’s exactly what needs to be said to today’s sales managers. If you’re willing to change [a little or a lot] to produce a stronger set of sales team results, this post is for you

KEY QUOTE …all sales teams are perfectly coached for the results they produce.”

Don’t miss the “sales performance equation.” There’s definitely something to it.  #GrowingPains

[Reading Time: 2:30 minutes]

line_divider_1


Steven_A_Rosen_125x125The Sales Management Blog

Top 10 Sales Coaching Quotes
Author, speaker and executive sales coach Steven A. Rosen (@stevenarosen) gathered this excellent list of top quotes about coaching. Be inspired!

KEY QUOTE: “An exceptional sales coach is able to extract the best from his or her sales reps. Often, this involves discovering new skills and talents in your sales reps that they were previously unaware of and developing them to be exceptional.”

Which are your favorites? #QuotesToBoostQuotas

[Reading Time: 4:00 minutes]

line_divider_1


Rachel_Clapp_Miller_120x120Force Management Blog

Ten Questions That Will Make You a Better Sales Coach
Content generator Rachel Clapp Miller (@contentrachel) wrote another helpful post for @ForceMGMT. She offers 5 Opportunity Questions and 5 Sales Call Questions for sales coaches to be asking on a regular basis.

KEY QUOTE: Opportunity reviews and sales calls are two areas where you can make a great impact as a sales coach.”

What other questions would you add? Tell me in the comments for this post. #AlwaysBeCoaching

[Reading Time: 1:30 minutes]

>>  Read past Friday Sales Growth Links posts <<

Read more »

0

SALES PROCESS INEFFICIENCIES LIMIT SELLING TIME: FIX IT!

Battling_Cage_302_shadowI know a young man, 10 years my junior, who played baseball every year from t-ball through college. He was confident he had a great swing by the middle of his high school years.

That was when a former major league all-star put that boy in his place.

It was at the Jim Rice Baseball School in Tampa, FL and Ron LeFlore was that pro player. Jason was the high school player who took exactly three swings in front of LeFlore before the pro stepped in and stopped the session of batting practice.

LeFlore gave the kid three simple steps, creating a far more efficient swing, and the kid went on to completely miss more than 20 pitches in a row.

Jason was frustrated, and he expressed it. Ron asked him a single question: “Between you and me, which one of us is a major league all-star?”

The kid sighed and the pro assured him that by the end of the week he would be hitting the ball better than he ever had only ifhe chose to trust LeFlore. Jason chose to trust him.

Friday morning came and LeFlore stood behind the batting cage as the kid stepped up to the plate. The first pitch came out of the pitching machine and LeFlore called out, “Left field!” The kid hit it to left field. Then, “Right field!” And a line drive shot over the head of the second baseman.

This went on for two dozen pitches in all, and every one of them landed wherever the pro commanded them to go.

The kid went on to lead his league the next year with a .543 batting average, as well as in several other categories. This came about because someone knew how to fix the inefficiencies in Jason’s swing.

I TOLD YOU THAT TO TELL YOU THIS…
Inefficiencies in your sales process are costing you more signed sales contracts than you may believe. The Ron LeFlore you need to fix your situation will be the voice that’s helping you spend more time in direct selling activities. Period.

CEO and Co-founder of Seismic, Doug Winter (@SeismicSoftware) wrote an article for @Entrepreneur magazine two weeks ago titled: Eliminate Inefficiencies in Your Sales Process So Your People Can Focus on the Sell.”

THE BIG IDEA
The big idea of Winter’s article is this:

“Knowing that content is the fuel to the sales engine, it would make sense to give the sales force access to the sales materials that help them sell from the place where they spend the most time: within their email, CRM or both.”

WHAT I LIKED
Winter makes his case without wasted effort. An article about correcting inefficiencies would not be as credible if it was longer than it needed to be.

In the article, Winter draws from a variety of sources to paint a picture of the truth; there’s a lot of wasted time and effort where a good thing has become a bad thing because it’s taken the place of the best thing.

That best thing is Selling Time.

Winter discusses this issue through the lens of content marketing and how it’s the fuel to the sales engine.

It’s a quick read, and the article can be an important part of the ammunition you need to bring about change in your sales organization (whether you’re a sales rep, manager, director or executive).

And yes, SalesFitRx is all about helping sales professionals, and sales teams, locate more selling time. If you haven’t yet looked into how the web and mobile app does this, I recommend finding out today. There’s also a 30 day risk-free trial available (no credit card required).

As for Jason, he was asked by the owner of the baseball school to stay an extra week, at the owner’s cost, and he did. Much like a week of pure selling time, this bonus week for the kid was pure profit.

LeFlore was able to further develop him into the player who went on to consistently frustrate opposing teams’ managers until the end of his playing days.

It was all because the kid was willing to make a change in order to achieve greater success. Will you?

[Reading Time of Winter’s Article: 2:30 minutes]


QUESTION ::: What types of work activities take up too much of your time each week?

Let’s talk about it…

Read more »

0

SALES ENABLEMENT FIXES YOUR SALES FUNNEL LEAKS

Mansion_335_shadowI recently spent an afternoon and evening with a dear friend of mine.

What people might notice first about him, if you met him at his home, is that he’s retired and lives with his wife in a house five or six times larger than most homes you or I have ever visited.

He’s done well for himself and is perhaps the most generous and gracious man I’ve ever had the pleasure of knowing.

We were talking about when he had his big break in business and what he remembers most about it. This is how he explained it to me:

Once we finally took the advice of the company who would go on to become our largest customer, we made the suggested changes and the money really started to come into our business.

But what drove me crazy was that more money coming in meant there was more money leaking out of the cracks and the crevices in our business. It was like putting our hands under a faucet and trying direct the stream in the correct direction.

As we did that, water continued to leak out over our hands until we could develop a process for more effectively capturing and directing the increasing, and long-term, flow of revenue.

It wasn’t until we quit trying to construct solutions on the fly for short-term fixes, and we stepped back and prepared for revenue increases five or ten years in the future, that we become an efficient machine with consistent month-over-month growth.

That is why you and I are sitting here on the patio of this house today instead of one across town with 10,000 less square footage. We found the tools and reconstructed our processes to stop the leaks.

For us in sales, the faucet we need to mind first is the sales funnel. Some of you possess funnels with slow leaks. Others of you are using funnels resembling something more like a colander.

Thankfully, I found someone who can help us with this sales funnel problem. He will show us how to use sales enablement as a tool to fix our pesky sales funnel leaks.

Robert Wahbe (@RobertWahbe) is the co-founder/CEO of @Highspot and a former VP at Microsoft. Wahbe wrote a blog post for @OpenviewLabs last week titled: Plug the Leaks in Your Sales Funnel: A How-To Guide to Sales Enablement.”

THE BIG IDEA
The big idea of Wahbe’s post is this:

…best-in-class companies are twice as likely to be using a sales enablement solution that addresses major obstacles to driving sales:
> The time needed by a new seller to become effective (on average, 7 months)
> Seller turnover (typically 30%)
>Time wasted searching for and creating selling materials (3-4 hours per week, per rep)

WHAT I LIKED
This post isn’t any longer than it needs to be. It makes a strong case that best-in-class sales organizations are very likely to be effectively using sales enablement tools and that it’s a clear contributor to their ongoing success.

This gives you, a sales professional in a sales organization which that is not currently leveraging sales enablement tools to their full potential, the ammunition to make a case for this important investment.

And if you are currently using sales enablement tools and are seeing a strong ROI, you have in Wahbe’s post the information needed to continue the investment if some in your organization may oppose this spending.

Budgets for 2016 are closing soon, so ensure you’ll be using the best sales enablement tools for your business.

[Reading Time of Wahbe’s Post: 2:00]

Note: SalesFitRx is a web and mobile sales enablement app that helps you, the sales professional, discover more selling time in your week. It doesn’t encourage more hours each week, instead it helps you get more sales from your existing hours. Learn more on our Home page: SalesFitRx.com


QUESTION ::: Which tools have given you the best ROI for your investment?

Let’s talk about it…

Read more »

0

15 SALES PRESENTATION EXPERT TIPS ::: FSG LINKS

Meetings_345_shadowFRIDAY SALES GROWTH LINKS

Styles, formats and even the technology used to give sales presentations has changed over the year, but one elemental truth has remained the same. Presentations are made to people. .There will always be the human factor

I definitely recommend reading through and bookmarking, the four resources linked below before you make your next sales presentation.

Return to this blog daily, and especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

15 SALES PRESENTATION EXPERT TIPS :::

Larry_Alton_130x130
Entrepreneur Magazine

6 Essentials for Making Your Elevator Pitch Unforgettable
Larry Alton (@LarryAlton3) is a contributing writer for @Entrepreneur and a freelance tech and computer writer. The shortest sales presentation you’ll ever give is your elevator pitch. Here are some excellent tips on how to make yours memorable.

KEY QUOTE: …cramming he details of a complex business plan into an opening the size of a few sentences can be excruciatingly difficult, even more so when you’re trying to stand out and make a great first impression.

“Fortunately, with the right strategies, you can make sure your elevator pitch is unforgettable.”

Your next opportunity to give your elevator pitch can happen at any moment. Don’t passively wait for it. Instead, actively lookfor it. #ElevatorNotRequired

[Reading Time of This Post: 3:00 minutes]

line_divider_1

Michelle_Boyette_120x120Top Sales Dog Blog
Try ‘Pecha Kucha’ to Teach Tighter Sales Presentations
Michael Boyette (@TopSalesDog) is the editorial director for @rlinstitute. He introduces you to the concept of “Pecha Kucha.” It’s a proven way to keep a limited number of presentation or demo slides within a specific time frame to increase your effectiveness.

KEY QUOTE …Pecha Kucha (pronounced P’chochka) may be just the condiment you need to help reps spice up long, meandering sales presentations.”

Much like TED Talks being limited to 18 minutes, Pecha Kucha presentations are also effective along the lines of less being more. Check out the link to Daniel Pink’s presentation to see an example.  #HandleItCorrectly

[Reading Time: 1:30 minutes]

line_divider_1

Julie_Hansen_120x120Acting For Sales Blog
3 Questions Your Sales Presentation Must Answer
Sales presentations and demonstrations expert and sales trainer Julie Hansen (@acting4sales) offers three important questions. You may need to answer one, two or all three of these questions for your buyers when you walk them through a presentation or a demo.

Hansen shows you how to determine which questions(s) you’ll need to answer.

KEY QUOTE: Don’t be afraid to ask the necessary questions to find out which question you must address in your presentation. Knowing well before you start planning will help you avoid disappointment and unpleasant surprises, and increase your success rate.”

Also: Don’t miss Hansen’s tips on the 5 things you must do in your discovery call#DontAssumeAnything

[Reading Time: 2:30 minutes]

line_divider_1

Bruce_Gabrielle_120x120LinkedIn SlideShare Blog
5 Tips for Presenting to Executives
Author, speaker and expert PowerPoint presentation trainer Bruce Gabrielle (@bruce_gabrielle) explains 5 excellent tips with which I strongly agree.

KEY QUOTE: …don’t be afraid OF executives. Be afraid FOR them and think about how your proposal could help to allay their biggest fears.”

This post won’t take long to read, and you can go deeper into this topic with the embedded SlideShare presentation at the end of the post (59 slides). #YouCanDoThis

[Reading Time: 2:30 minutes]

>>  Read past Friday Sales Growth Links posts <<

 

Read more »

0

THE ULTIMATE GUIDE TO CURRENT B2B CUSTOMER SEGMENTATION

1st_Place_346_shadowHave you ever known a person you initially disliked but grew to really appreciate over time?

Billy Staniforth. That’s who it was for me.

He was the one who, from fourth grade through eighth grade, always did everything better than I did. Specifically, he was my [temporary] nemesis at the fourth grade science fair back in 19…well, a while ago.

I had given my science fair project a lot of thought and was sure I’d win first place for my grade. That confidence only lasted up to the point when Billy wheeled in his project into the room that morning.

At that moment, I knew I’d be lucky if they didn’t award him the first, second and third place ribbons. His solar system project was so comprehensive that I didn’t even want to set up my chemical reaction project compared to that.

Seriously, I swear that project contained some items even NASA hadn’t yet acquired. Who was this guy?

Instead of hating him, I soon learned a lot from him about what it takes to do things with excellence. We talked a lot about how he planned and executed his project, thinking deeper about each aspect of the presentation than I would’ve done.

Billy gave me my first taste of understanding the importance of doing things with true excellence, to the best of our abilities.

Sometimes we just need someone else to show us what excellence looks like compared to what we thought was an effort equaling the best of our abilities. What I learned from Billy actually helped me succeed in my career.

Tien Anh Nguyen (@tienanh) is the Director of Market Insights for @OpenViewVenture. He posted an incredibly rich guide earlier this month on the @OpenviewLabs blog. I’d call it a business world version of someone who went all out to create an fully comprehensive resource akin to a first-place-winning science fair presentation.

It’s impressive, and I want to make sure you know about it.

It’s titled: Finding Your Best Customer: A Guide to Best Current B2B Customer Segmentation.”

You’ll be thankful Nguyen went so deep into this topic once you get into it.

THE BIG IDEA
The big idea of Nguyen’s post is this:

Proper current B2B customer segmentation means no longer needing to take on every customer that is willing to pay for your product or service, which will allow you to instead hone in on a specific subset of customers that present the most profitable opportunities and efficient use of resources.

WHAT I LIKED
What’s not to like? Take a look at the table of contents for this resource:

  • What Is Customer Segmentation and Why Is It Important?
  • Why Establishing Segmentation Hypotheses and Variables are Important
  • Exploring Typical Customer Segmentation Schemes for B2B Software Companies
  • The Business Benefits of Current Customer Segmentation
  • Creating Change Your Company Can Believe In
  • The Best Current Customer Segmentation Process: 5 Steps
> Step 1: Setting Up Your Customer Segmentation Project
> Step 2: Analyzing Customer Data
> Step 3: Data Collection
> Step 4: Analysis and Prioritization
> Step 5: Presenting and Incorporating Feedback

The How, What, When, Where, Why and How of this topic are explained with effectiveness and [relatively speaking] efficiency.

The 5 steps included in this resource are really the bread and butter of the post, but the earlier sections are important for giving you the understanding and the ammo you’ll need to bring about change in your organization.

There’s also a final section that offers some important information, so don’t miss it.

This isn’t a resource you’ll likely read through in one sitting, so bookmark it and go through it with another colleague who also feels strongly about improving this aspect of sales strategy within your company. Bouncing it back and forth between you will help increase your knowledge and understanding of what Nguyen describes in this post.

[Reading Time For Nguyen’s Post: 20:00+]

 

QUESTION ::: Thinking back about what you’ve tried in the past re: customer segmentation, what are you most interested in with what this resource offers?

Let’s talk about it…

Read more »

0

SALES EXECUTIVES USE TWITTER & THIS IS WHY IT MATTERS TO YOU…

Classroom_350_shadowThe teachers didn’t do this back when I was in high school, but when my children were in those years, they were sometimes allowed to make their own index card cheat sheet. And, they were allowed to use it during a test.

I remember the first time my oldest child told me that. It was the second week of the new school year.

What was my response?

I immediately called the school and talked to that teacher. And yes, she confirmed they were allowed to do it for that test. So, I gave her the benefit of the doubt…well, better said, I suspended judgment.

The result was what I expected: an A+ for my daughter. Of course…she had the answers. What I didn’t expect was what my girl told me: “Dad, I barely used the index card while I took the test, and it was the same for most of the other kids.”

WHY DID IT WORK?
The teacher later told me that since they were so motivated to write as much information as they could on both sides of the index card [in really tiny writing] the students reviewed more and retained a lot more information.

She also explained that to the students so they saw the results of a new way to effectively study for tests, and added: “Just be sure to leave those index cards in your backpacks the rest of the year whenever we start a test. You won’t need them anyway.”

SO WHAT?
So sometimes I come across a resource that’s so deep and practical in its helpfulness that I pull out an index card and start writing—in really small writing—so I can learn it once without continually forgetting and going back to the resource to learn it again and again.

We’re wired to remember things better when we write them down by hand. Most of us don’t know that [or believe that] so we fail to gain the benefit from putting that knowledge to use (i.e. wisdom).

I found one of those rich kinds of resources this month and I want to share it with you. It’s on the overlapping topics of:

  • Growing your online influence
  • The effective [and efficient] use of Twitter for sales pros
  • Social selling

This resource short-circuits the learning process. It creates a shortcut to achieving your goal of becoming more effective in growing your social media influence for the purpose of more successfully creating quality leads with sales executives.

Carter Hostelley (@carterhostelley) is the CEO and founder of @Leadtail. He wrote this original post: “How Sales Execs Use Twitter,” for @funnelholic; it’s an extended version of the shorter post Hostelley wrote for Leadtail’s blog.

THE BIG IDEA
The big idea of Hostelley’s post is this:

Start by sharing and engaging those publications, brands and people that influence your
target audience. This will put you on the path to becoming influential, too!

WHAT I LIKED
I liked this post because the wisdom shared in these 575 words helps sales professionals, such as yourself, quickly get noticeably more effective in building your online influence via Twitter. It’s like that cheat sheet. Once you get it, you get it.

No more wasted effort on Twitter; you can now be laser-focused.

Hostelley leads off with these words:

“While there may be debate about whether LinkedIn or Twitter is more popular with salespeople, there’s no question that sales executives are becoming more active on Twitter. Why?

Why indeed:

“They understand the power of the micro-blogging platform as a way to monitor, reach, and engage target buyers while also building their personal brand.”

That brings up these two questions, which are answered in the rest of the post:

  1. How are these sales leaders engaging on Twitter?
  2. In what ways can you use this information to become more effective on social media for your social selling activities?

The post is then broken down into these sections, and each one is worth writing about on your own cheat sheet:

  • How Sales Executives Engage on Twitter
  • What Sales Execs Talk About
  • Top Publications Sales Leaders Read and Share
  • People Most Retweeted by Sales Leaders…and the application section:

     

  • How Sales Professionals Can Use This Data

Some of the top content sources will change over the next few years. But you can be sure any new sources added to the list will present and supply content with elements similar to what today’s sources offer.

Look for those similarities so you too better understand the why of what interests sales executives today and well into the future.

Definitely share this post with a colleague today.

[Reading Time of Hostelley’s Post: 2:30 minutes]
QUESTION ::: How does Hostelley’s post’s information align or differ with what you’ve believed about the habits of sales executive on Twitter?

Let’s talk about it…

Read more »

0

4 ESSENTIAL HOW-TO RESOURCES FOR B2B SALES REPS ::: FSG LINKS

How_To_2_-_360_shadowFRIDAY SALES GROWTH LINKS

I’m a big fan of practical, useful blog posts, articles, videos and other types of resources.

Learning how to do something new you can use for your buyer’s benefit, for your company’s benefit, or for your own benefit is essential for staying ahead in our work.

With this in mind, I curated four valuable resources for you this week. You need to read, bookmark and share these with your colleagues.

Let me know about other helpful articles, blog posts, quizzes or videos you really like related to this subject. It’s an important area in which to grow, both as a person and as a sales professional.

Return to this blog daily, especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

4 ESSENTIAL HOW-TO RESOURCES FOR B2B SALES REPS :::

Mike_Brooks_120x120EyesOnSales.com
15 Ways to Handle the Competition Objection
Mr. Inside SalesMike Brooks (@top20percent), wrote this blog post for @EyesOnSales last week. I highly recommend it because of its practicality. It’s an extremely useful to read and bookmark.

KEY QUOTE While you may have to handle the objection of competition during the close – and I’ll give you some scripting to do just that later in this article – the best time to handle it is in the beginning, while qualifying.”

Pass this link on to a colleague and they’ll thank you for it. #HandleItCorrectly

[Reading Time of This Post: 4:30 minutes]

line_divider_1

Rachel_Clapp_Miller_120x120Forbes Magazine
Articulating Differentiation: 5 Ways to Trap the Competition
Content generator Rachel Clapp Miller (@contentrachel) wrote this post for @ForceMGMT. In it, she discusses the three categories of differentiators, along with a list of what we need to remember about differentiators in an overall sense.

KEY QUOTE: “If you can’t describe to your customer your differentiators, you’ll lose the deal, or be forced to lower your price.”

This is an excellent advice on this important topic. #DifferentiateYourself

[Reading Time: 2:00 minutes]

line_divider_1


Connor_Burt_120x120American Management Association

What Kind of Discount Can We Get? A Guide to Handling Sales Discount Questions
Don’t pull the trigger on offering a discount too soon. Connor Burt (@conburt) is head of relationships at @lessonlyapp. He wrote this interesting post for the @OpenViewLabs blog.

KEY QUOTE: “In order to effectively wade through sales discount discussions and negotiate like a pro, know that, to have a mutually beneficial outcome is to understand why a discount is needed. It lays a framework for how to field questions, objections, and the path forward.”

Always ensure you’re using the offering of a discount strategically…not just to generate [most of] another sale. #DiscountDoublecheck

[Reading Time: 3:00 minutes]

line_divider_1

Sean_Gordon_120x120Harvard Business Review
Why (and How) Sales Teams Should Prepare For 2016 NOW
CEO of @IntelliverseSean Gordon (@SeanGordon22), wrote this guest blog post for @SalesHackerConftwo weeks ago. In it, Gordon borrows an idea from investing and appropriately carries it over into our sales world to help us ensure we start off 2016 strong in Q1.

KEY QUOTE: “If taking the Rule of 78 into consideration, it’s almost impossible to start activity in January 2016 and make your numbers throughout the year. This is because the average sales pipeline for most organizations is anywhere from three to four months, depending on your target audience. With that in mind, sales teams need to build a strong pipeline today to carry them through not only the first month, but also the first quarter of 2016.”

Don’t miss the “Putting The Wheels In Motion” section in this valuable post. #RuleOf78

[Reading Time: 3:00 minutes]

>>  Read past Friday Sales Growth Links posts <<

 

Read more »

0

COULD YOU HAVE MADE THIS B2B SALES MISTAKE? [#SALESFAIL]

Facepalm_292x292I once asked one of my sales reps, “What if I told you your sales could go up if you contacted a few less people per day and used that extra time to do this one thing better?”

His response was, “You want me to contact less buyers?!”

He told me a lot about himself as a salesperson, and perhaps as a person, by not asking me about the “one thing” he needed to do better.

It was always a numbers game to him and, despite my best efforts, he couldn’t get beyond the core basis of his limited sales world view.

What was the one thing, you ask?

It was getting better at thoroughly knowing his audience.

The idea of knowing your audience is not a new thing. But, after more than three decades in the sales industry, I’d conservatively estimate that upwards of 80-85% of current sales professionals have room to grow in this area.

Yes. I said that…80-85%, conservatively.

It may mean spending an extra 30 seconds or an extra 30 minutes. What matters is how well you spend your time when you research, and that’s where there’s ample room for growth in our field. With the tools and strategies changing and becoming more numerous and powerful over time, this will remain a challenge for each of us.

Speaker, author and business communication expert Jill Schiefelbein (@dynamicjill) wrote an article for @entrepreneurmagazine last month and it’s certainly worth reading. It’s titled: Don’t Overlook the Sales Power of Knowing Your Audience.”

THE BIG IDEA
The big idea of Schiefelbein’s post is this:

“Know your audience, do your due diligence research, and communicate what you know so you can create a platform for building a long-term relationship. It seems obvious, but it’s often overlooked.”

WHAT I LIKED
The reason I liked this article, and why I’m recommending it to you, is because it’s based around a single example that ends with a cringe-worthy moment for the seller. You can feel it. I did.

I’d like you to read Schiefelbein’s post, then stop and feel what that seller must’ve felt when he realized it would’ve only taken an extra 30 seconds to avoid damaging that relationship from the start.

Every contact with a buyer should prove, in some [even in a little] way, that you’ve done your research. There should be no question about it, and that proof needs to lead off your message.

I used to ask my reps, “What else can you learn about them before you make that call?” I now encourage you to ask that question of yourself before a call or email to a new buyer.

A couple less calls per day in exchange for the rest of your communications to be stronger and more effective is a quality trade-off in my book.

[Reading Time of Schiefelbein’s Post: 3:00 minutes]


QUESTION ::: What’s your favorite story of how a key piece of research about your audience made the difference in getting a sale?

Let’s talk about it…

Read more »

0

HOW TO SPOT & HIRE SELF-MOTIVATED SALES REPS

Cheerleader_X_353_shadowI didn’t try out to be a cheerleader in high school [besides, Cheerleader X would’ve looked awful in a skirt]. I also had no interest in becoming one during my sales career.

I didn’t believe it was necessary for a sales team to look to me, as their sales manager, for motivation if providing for themselves and their families, as well as creating the life of their choosing, wasn’t enough to keep them motivated.

“Give a man a fish and you feed him for a day. Don’t teach a man to fish, and you feed yourself. He’s a grown man. Fishing’s not that hard.”
~ Ron Swanson

I learned, through the past decades, more about how people are wired. One very important thing was the importance of knowing if someone was able to adequately motivate themself. Those sales reps were good, very good, but they were also difficult to find.

It was difficult because every potential hire not only told me they were self-motivated, but they believed it as well. It was the trial of starting a life in sales that would, over time, reveal the truth.

That’s not to say I refused to motivate others when I saw the opportunity. But, it was typically for those who were not constantly looking for it [read: desperately seeking it]. I had no interest in enabling my sales team in ways that drove them further from finding the motivation they needed to discover within themselves.

But, allow me to mention, I know there are other schools of thought on this and there’s certainly some validity to each of them. I’m speaking from my experience.

For now, let’s look at a resource I found for you which aligns with my view on this subject. It shouldn’t matter that it’s from a woman in sales but, in a way, it does.

Women still deal with a lot of bias against them in sales, both from colleagues and management, but also from many buyers. If a woman succeeds in our industry, it does take an extra amount of self-motivation, and I say that with nothing but respect.

The bias we have against women is wrong; it’s harmful to them, as well as being indirectly harmful to the men around them.

I believe we all can learn from the truly self-motivated ones around us, no matter their gender.

Ali Powell (@AliPowell21) runs The WomenPreneurs website, where Powell writes the Women In Sales Blog. She draws from her career experience as a woman in sales industry and a woman in the tech industry, including 5+ years at her current employer, HubSpot.

Powell recently penned a post titled: Motivational Sales Quotes Don’t Work, What Works is Hiring Naturally Motivated Sales Reps.” In it, she takes a very strong stand on the topic of motivating sales professionals. I wanted to tell you about it so I can hear from you, and hear your thoughts, over on Twitter (@SalesExecutiveX).

THE BIG IDEA
The big idea of Powell’s post is this:

“My personal stance on this is that it is not your company’s job to motivate you as a sales rep.”

YOU MAY OR MAY NOT AGREE
You may or may not agree with that statement, but we can all agree having strong self-motivation is a huge advantage in our business. Finding that kind of person to add to our teams is vital for the health of any business.

The meat of this post is in the tips Powell offers “for finding and recruiting sales reps who will be motivated to sell your product or service naturally, just by being who they are as a human being.”

These are the 5 tips, and questions to ask, she gives us, but be sure to read the post in full to get her details for each tip:

  1. Look for someone who understands your product vision or what your product solves for.
  2. Is that person a helper?
  3. Does this person know how to get pumped up on their own?
  4. Do they like to solve problems on their own? Does that get them excited and keep them going?
  5. Do they want to be the best in their job and in life? Do they care about more?

No, we shouldn’t need to motivate our people, but sometimes we need to do it for the purpose of understanding if they’ll turn a corner and will be a part of our long-term plan.

Again, I’m very interested in your honest thoughts about this topic. Thank you for sharing them with me…

[Reading Time For Powell’s Post: 3:00]


QUESTION ::: How much motivation, in any form, do you need [or want] to receive from your sales manager?

Let’s talk about it…

Read more »

0

WHY YOUR EMOTIONAL INTELLIGENCE (EQ) MATTERS IN SALES ::: FSG LINKS

Emotional_Intelligence_362_shadowFRIDAY SALES GROWTH LINKS

It’s been said that Emotional Intelligence (EQ) is “the ability to understand and manage your own emotions and those of the people around you.” Another expert calls it, “the other kind of smart.” There are plenty of other definitions out there if you care to take two seconds to Google them.

EQ matters. It always has, but as of late we’ve been talking about it more openly now that we’ve put a name to it. We also better understand it. That’s a good thing. In fact, that’s a great thing, for us, our colleagues and our buyers.

I gathered a number of resources I really like on this topic to show you why, as a sales professional, EQ matters.

Let me know about other helpful articles, blog posts, quizzes or videos you really like related to this subject. It’s an important area in which to grow, both as a person and as a sales professional.

Return to this blog daily, especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

WHY YOUR EMOTIONAL INTELLIGENCE (EQ) MATTERS IN SALES :::

Dov_Baron_128x128Entrepreneur Magazine
The 11 Questions Emotionally Intelligent Leaders Ask Themselves
Keynote speaker, author and expert on authentic leadership Dov Baron (@DovBaron) wrote an article for @Entrepreneur last week that’s not for leaders who are faint of heart. Baron recommends 11 very important questions you, leader, need to ask yourself.

No one else needs to know your answers, but you must be honest with yourself if you want to discover new areas for growth. This is an opportunity. Take advantage of it.

KEY QUOTE (from the full report): “…real EQ is a result of self-knowledge first. The challenge is that too few leaders take the time to be introspective and too few bother to ask themselves the sometimes uncomfortable and revealing questions that will allow them to actually know their own ‘truth.’

And, if you believe simply being self aware as a leader is enough, Baron has some thoughts on that for you as well. #ChallengeYourself

[Reading Time of This Post: 4:00 minutes]

line_divider_1

Ian_Altman128x128Forbes Magazine
What You Can Learn About People On A Golf Course
Author and keynote speaker on integrity-based sales, innovation, and growth Ian Altman(@GrowMyRevenue) wrote a great article for @Forbes a few months ago, and I want to make sure you don’t miss it.

You don’t need to like the game of golf to understand how this can be applied to other scenarios for your company’s benefit.

KEY QUOTE: “In your business, you’ll encounter adversity. Do you want a team member who will be a detriment to the rest of your team when something goes wrong? Or do you want people who are team players and bounce back?”

What happens when things go wrong for you? Who do you continue to be, or who do you become? #KeepYourselfTogether

[Reading Time: 4:00 minutes]

line_divider_1

Daniel_Goleman_128x128American Management Association
How Can You Build Your Emotional Intelligence?
Author of the best-selling book Emotional Intelligence Daniel Goleman (@DanielGolemanEI) penned this article for the American Management Association (@AMAPlaybook). It’s a How-To on how to get started or how to successfully continue growing your EQ.

KEY QUOTE: The good news about emotional intelligence is that it is not a fixed ability like IQ. Your IQ pretty much stays the same throughout life. Emotional intelligence is fluid. It takes form in the early years when the emotional and social circuits of the brain are forming into the mid-20s.”

There’s a definite ROI for anyone who makes the effort to develop more as a person, in this way, which will directly transfer to greater professional success as a stronger leader. #EQmatters

[Reading Time: 2:00 minutes]

line_divider_1

Christina_Congleton_EdM_128x128Susan_David_PhD_128x128Harvard Business Review
Emotional Agility
This is a deep [read: very, very deep] dive into how emotions play into our professional lives, written by psychologist, management consultant, author and researcher Susan David, PhD (@SusanDavid_PhD), along with Christina Congleton, Ed.M. (researcher and leadership and change consultant at Axon Leadership).

If this is a topic you’re willing to dig into for the purpose of improving yourself overall, and the people you lead, then this is absolutely a resource you need to read.

KEY QUOTE: Effective leaders don’t buy into or try to suppress their inner experiences. Instead they approach them in a mindful, values-driven, and productive way—developing what we call emotional agility. In our complex, fast-changing knowledge economy, this ability to manage one’s thoughts and feelings is essential to business success.”

If you’ve become a pro at suppressing your emotions for what you believe is for the good of your professional life, think again. Stepping out of this trap, myself, may have been the single most important reason why I’m where I am today. #IDareYou

[Viewing Time: 9:00 minutes]

>>  Read past Friday Sales Growth Links posts <<

Read more »

0