Blogs

The New Sales Leader’s Blueprint for Success

Congratulations on your promotion to Sales Leader!  You, no doubt, were a great salesperson who produced great results and earned this new assignment, but are you ready?  Leading is very different from being an individual contributor.  In order to succeed as the new Sales Leader you need a plan or a Blueprint for Success. Over my 30 years of sales leadership I have thoroughly enjoyed leading large teams of sales people to deliver great results with companies like AT&T, MCI and Dun & Bradstreet.  Learning how to be a good sales leader does not come to a person instantly but with good mentoring and learning from failure. I believe I can help you with your Blueprint. Your Blueprint for Success must ...read more

The Absolutely Essential Qualities of Leadership…

Yesterday, I outlined how leadership has changed, and I suggested that more than ever, leaders need to develop “soft-skills”. I also promised to share those skills that I believe are absolutely vital: This list is not by any means exhaustive, but it is an excellent start (If you missed yesterday’s post, do simply scroll down) Integrity This has to be right at the top, because if the team has cause to doubt the integrity of its leader, then it will fail when the team is exposed to stress or a risk. If a person is capable of minor lapses in their ...read more

Because of Me

My wife and I are natives of Kansas. There is a debate across the nation on the merits of barbeque from Kansas City, through Memphis, to North Carolina and back to Texas. I personally like them all, but Kansas City style is my favorite. I grew up with it. When we moved to Texas almost 8 years ago, I had to find some great Texas barbeque. I decided on Rudy’s as my favorite. Not because it’s the best food- it’s good, but not my favorite by taste, but because of the great service. For those of you who have not been to a Rudy’s, they are located in upscale gas and C-stores in ...read more

Just Get Your Foot In the Door: Start Simple.

It seems like all our prospects are crazy-busy these days. They’re too busy to answer the phone, too busy to return your message, too busy to make a decision and too busy to even think. My friend & colleague, Jill Konrath, just came out with a new book to address this key issue. It’s called: “SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers.” I highly recommend it. It’s already soared to the #1 Amazon sales book! Here is an excerpt from the book… Make Decisions Easier for Your Prospect...read more

Yikes! So What? Who Cares? Give It Up! Get Back To Work!

If I read one more article, website comment, blog post or magazine cover offering to enlighten me on The Ten Best (fill in the blank) of 2010 or The Ten Worst (fill in the blank) of 201o or The Top Ten Reasons Why You Should Have (fill in the blank) in 2010, I’m going to jump out of my skin (and that will not be a pleasant sight)! STOP with This 10 and That 10! Enough already! Review it? Okay, if you’ve nothing else to do. Dwell on it? Not okay, unless you’re a stalk of celery waiting for a dip. ...read more

If I just had _____, then I could win! ____ = customer trust!

Customer trust is built by being perceived as likeable, credible and dependable. In sales, if you can build that perception then you can win! read more

Deconstructing “The Joy of A Salesman” Video

What is "The Joy of a Salesman"? A couple of months ago I received a link to this video from two separate friends in the sales game. It was posted on YouTube by “mrsalesguy01” back on August 9th but it didn’t come to my attention until October. As of today it has accumulated a very respectable 1,508,203 views. Note: I attempted to contact Mr. Sales Guy to do a telephone interview before posting this article but he has not responded to my email, possibly in an attempt to remain anonymous. As a result, all I can share with you are my opinions and observations regarding his motivation to create this video and exactly what he is trying to communicate. NSFW If you have not yet seen this video, let me warn you: It is NSFW (Not Safe For Work). There is a great deal gratuitous obscenity along with a number of very rude sexual references and threats of violence. If you are easily offended, don’t watch this video and don’t read the transcript below. But, being as you are in sales, I think it’s unlikely you will see, hear or read anything you haven’t before. read more

7 Sales Strategies To Transform CRM Management

If all of the traffic lights in the world were green at the same time, imagine the mess it would create.  Ultimately, there must be some sort of order, a balance of stop, go, fast and slow.  When trying to get somewhere, the last thing you want is a red light, but it is this very thing that brings order from chaos and ultimately brings you safely to your destination. Top-notch salespeople are often a difficult bunch of people to manage; elite sales professionals can pose especially difficult challenges for their respective sales managers.  Top performers often are the ones that are moving the fastest, require little in the way of motivation and tend to ...read more

Sales is a Numbers Game but No One Wants to Be a Number

Marketing is about getting the masses of prospects to take a look at you; sales is about you, taking a massive look at your prospect. the sales elite understand that the extra mile is part of the path they take everyday. read more

Four Sales Techniques to Build Credibility with a Prospect

The B2B sales process can take time, but that's ok because you are building business relationships that will span and endure for your entire career if done right. To start off on the right foot here are some ideas for engaging you most important business contacts during a sales presentation. read more

How are you “different”?

I live in Austin Texas where the official mantra is “Keep Austin Weird”.  I have lived in 6 other cities around the US and of them all, I love Austin the most because it is “different”. When I was in middle school and high school, being “different” was considered a negative- but it isn’t in selling.  It’s a positive!  If you aren’t different, you are considered a commodity.  If you are a commodity the only form of differentiation is price.  Unless you are the low cost producer, you lose.  So being “different” is good. In 1967 JP Guilford wrote the book “The Nature of Human Intelligence”.  In his book he makes the point that people make decisions by: Understanding their needs Looking at different ...read more

How To Get Referrals From Existing Customers

Step 1: Make a courtesy call to existing customers to check in and see if they are satisfied with the purchase. Step 2: Ask your customer if they are satisfied enough with your product, or service to the point that they would recommend it to others. Step 3: If your customer is willing to recommend you, then place your customer in your business by asking them who, or what company they would call first to discuss the purchase of your product. Step 4: When your customer thinks of a name of someone, or a company, gently ask your prospect why they chose the person, or the company they mentioned. (Get some background to help structure the follow up call you are going to ...read more

Calculating the True Cost of Marketing

[caption id="attachment_57" align="alignleft" width="250" caption="It Really Isn't THAT Complicated!"][/caption] Over a century ago, retailing pioneer John Wanamaker famously said "Half my advertising is wasted, I just don't know which half." The same challenge confronts most companies today. But what if you could know exactly which of your lead sources was producing what results and calculate your marketing and sales costs to the penny on every closed deal? That dream is a reality today, even in bricks-and-mortar companies like home improvement contractors. Every business owner knows they must invest in marketing but few know how or where to put their money. Even some companies with ...read more

Explaining The Sales Cycle

[caption id="attachment_50" align="alignleft" width="216" caption="Does It Take A Genius?"][/caption] Many companies are less than forthright when discussing the length and makeup of their sales cycle with current and prospective salespeople. They fear that if their salespeople clearly understand just how long it will take before the first commission check hits their bank account – and how many hurdles will have to be jumped along the way –  the team will beat a hasty exit while the getting is good. This approach is a mistake. Explain the Sales Cycle. As I described in my article on Recruiting Top Producing Salespeople, and will explain in detail in my upcoming article on Corporate Transparency, my belief is that in all aspects of running a sales team, honesty is the best policy. Better to repel people who can’t deal with a long sales cycle right at the start than have them hanging around, becoming increasingly disillusioned and poisoning the rest of the group with their frustration. And better to arm those who can accept the slow cycle with all the information they need to engage with and accelerate the process. Salespeople can – and are incentivized to – speed up the sales cycle. Give them a clear picture of the whole process and help them to help you speed it up. In this article I’ll cover: The Definition of The Sales Cycle Setting and Managing Realistic Expectations The Impact of the Sales Cycle on Your Comp Plan Balancing the Pipeline and the Sales Cycle How to Shorten The Sales Cycle read more

Is Sales The World’s Most Valuable Profession?

[caption id="attachment_44" align="alignleft" width="300" caption="Are You a Sales MVP?"][/caption] How is it that successful salespeople can earn more than doctors or lawyers, or sometimes even more than the owner of the company they work for? Economists agree: it’s because they practice the world’s most valuable profession. How valuable is it? Here's a short quote from my 2004 book, The Greatest Job You Never Thought Of: How Anyone Can Find Career Satisfaction and Financial Independence in Sales: I know a mortgage loan officer who makes over $1 million per year A friend of mine in the printing industry pulls down almost 8% of the $10 million book of business he has built over the past twenty years as a salesperson. (In case you’re wondering that’s almost $800,000 per year and yes, I have seen his pay stubs.) Top automobile salespeople earn more than $150,000 annually. Insurance sales can generate six-figure residual income streams in 2-3 years. Successful radio ad salespeople often make more than $250,000. I could go on and on with examples from pharmaceutical sales, software, farm equipment, you name it. Why is that the case? Why are top-producing salespeople so highly prized in the marketplace? Because of the value they generate. read more

Freeing Salespeople from the Burden of Marketing

Too often, I see companies placing the burden of Marketing on the shoulders of their salespeople, obscuring their true function and diminishing their effectiveness. In The World’s Greatest Sales Team, I imagine a firm which gives salespeople every opportunity to succeed by relieving that burden, allowing their salespeople to do what they do best; sell. What is the difference between Marketing and Sales? How does separating the two result in an empowered sales team? And what can you do to ensure that your Marketing efforts are effective and your Marketing budget is well-spent in supporting your sales team? In this article we’ll examine: The Role of Marketing in Your Firm The Difference Between Marketing and Sales Why Separating Marketing and Sales is so Important How Marketing Supports Sales with Branding, Support, Tools and Leads The Role of Marketing There are three basic departments in any company: Production, Marketing and Administration. Marketing’s function is to get people to buy your company’s product or service. At a farmers’ market, vendors place their wares on tables for passersby to examine, consider and purchase. You know an apple when you see one and through the senses of sight, touch, smell and taste you can determine whether or not you want to buy the one in your hand. In the global marketplace things get a little more complicated. There are hundreds of products in every category competing for your dollar. The range of features, functions and benefits are mind-numbing. Any man who has had to purchase the exact, correct brand of feminine hygiene product for his significant other can testify to this, but there are many other examples in categories ranging from breakfast cereal to antifreeze. read more

Supercharge Your Sales with Laser-Sharp Target Marketing

[caption id="attachment_29" align="alignleft" width="180" caption="It's All About Focus Baby!"][/caption] Looking for that “one thing” you can do that will supercharge your sales and make your salespeople incredibly happy and productive? Try this: Focus all your marketing energy and resources on one or more specific target markets. Believe me, it’s critical to your sales success. But how do you do that? How do you decide what markets to target and how to target them? Won’t you be leaving money on the table by ignoring other revenue sources? And what the hell does all this have to do with building The World’s Greatest Sales Team? Read on… Too many companies take a shotgun approach to both their marketing and production, willing to be all things to all people and perform any task for any customer. This is a direct path to entrepreneurial hell. Neither your marketing nor production departments can support that strategy profitably or for long. You’re going to hell. You’re going directly to hell. You will not pass Go and you will not collect $100. While most companies are guilty of this, the worst offenders I’ve ever seen were in the printing business in the 1980s and 90s. Most commercial and quick printers were happy to take any job they could get, even if it didn’t match the production equipment on their floor. “Anything that keeps the machines running” was seen as a godsend. Business cards on a 40” six-color Komori? Bring it on! read more

Recruiting Top Producing Salespeople

[caption id="attachment_20" align="alignleft" width="200" caption="How to Hire Winners"][/caption] Good help is hard to find. Never is that phrase more true - or important - than when it comes to finding, developing and keeping good salespeople. Sales team member development will be covered in my articles on training. Retaining good salespeople is generally a question of properly setting and managing expectations which will be primarily covered in my articles on company ethics and compensation plan structuring. In this article I’m going to describe the steps required to find productive salespeople in the first place. In many ways it’s like a sales funnel, you start with a large pool of targeted prospects and winnow them down until you find your needle in a haystack. =========================== =========================== This system involves nine steps: 1. Target Marketing 2. Advertising Your Opportunity 3. Vetting The Initial Responses / Creating Your Short List 4. Identifying Your Final Four 5. Telephone Interviewing 6. Checking References 7. In-Person Interviewing 8. Making Your Final Selection 9. Administering An Initial Test of Salesmanship read more

Zen Selling

[caption id="attachment_8" align="alignleft" width="198" caption="Always Be Closing, Grasshopper"][/caption] We've all known salespeople who seem to be the the marketing equivalent of "The Natural." They know everything; about their offering, their clients, their prospects and their competition. They're prepared for and calmly overcome every objection. They never get flustered or seem desperate, never take "no" for an answer. When they are faced with unavoidable rejection, they take it in stride, knowing that each "no" takes them one step closer to their next "yes." They consistently lead the team in production, win all the contests, make the most money and enjoy their eternal position at the top of the leader board. These people have achieved a state of mind I call Zen Selling, an almost unconscious level of sales skill. read more

The World’s Greatest Sales Team?

[caption id="attachment_5" align="alignleft" width="300" caption="Frank Is Frustrated"][/caption] This site was born out of frustration. Like most salespeople, over the years I’ve been frustrated with different aspects of every organization I’ve been associated with. Whether as an employee, independent contractor or consultant, it seems that invariably I find multiple, critical aspects of the sales process either ignored or poorly handled by the companies I work with. Some of these shortcomings are common at almost every organization. Things like inconsistent or non-existent follow-up and lack of communication between the sales, marketing, production and customer service departments seem to be the order of the day no matter where ...read more

ARE YOU SELLING OR JUGGLING SEAGULLS?

by Hal Alpiar To figure out whether or not time is managing YOU, draw a bullseye with two rings around it and label the center space: FAMILY & PERSONAL, then label the innermost ring space: WORK & BUSINESS, and then label the outer ring space: FRIENDS & OTHER ACTIVITIES. Then copy each heading onto a separate column or separate piece of paper. Then list the most appropriate items/people/places/things in each category. Allow one minute per list. Put the list down and walk away. Get some water or a cookie or just stare out the window. (This is like a little ginger between sushi pieces.) Then ...read more

The Selfish Bastard

Here is a reprint from a recent post in one of my LinkedIn Groups by Kavin Williams National Sales Director at MCF. "The reason why sales professionals, in your organization, continue to struggle with uncovering opportunities, and closing business, is because they are either unaware of The Selfish Bastard Rule or are unable to adhere to it. The same is true for the majority of chief sales executives, whose sales strategies are driven by nothing more than a wild guess; and sales managers, who offer nothing to their sales teams except a watchful eye over their shoulder. The Selfish Bastard Rule has two parts: (1) Buyers prefer to buy outcomes, not solutions, offerings, or commodities; and (2) Decision-Makers, when possible, will act ...read more

What would you do to insure certain success?

What would you do if you knew doing it would prevent failure? No matter what your role in your company, persuasion is the only thing that you will get paid for. Some say that "everyone sells". Selling = persuasion does it not? The new car you tell your friend about as fast, fast, fast. The golf club that goes far, far, far. The sales discipline that helps you get more appointments, get more appointments, get more appointments. What often gets lost in these "success stories" is the time and preparation that was necessary in the first place. Think about a time when you had to make an important presentation, prepare for an interview, go before the Board. You were most likely laser ...read more

Finding and following your passion…

I’ve been blessed.  I have the perfect job for me.  The funny thing is, it happened by accident.  Well, maybe not an accident, but it was not a choice I made initially.  Let me explain. My wife and I had just finished building a home and three months later, the President of the company I was working for came to me with an offer I couldn’t refuse.  He wouldn’t let me.  I had worked at the company for a year and turned around an underperforming division by changing pretty much everything.  I had changed the people, the processes, and most of the customers, by changing the basic business model.  We had accomplished our goal of getting to profitability and they really ...read more

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