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ARTArticle***C-Level Sales Management -- Helping Salespeople Handle Gatekeepers and VoicemailsAs a manager, you know your salespeople will always have trouble getting to C-levels and other influential executives. So you've got to help them with ideas, your example and a push.
The first rule of gatekeepers is “Always assume your reps will be blocked,” and with this in mind have discussions with each before upcoming sales calls and pursuits. It should go something like this.
"Who’s your prospect?
"Who will you be meeting or calling on today? "
"What will you be prepared to say when this person resists introducing you to others?ARTArticle***C-Level Sales Training Tip 2 – The Prospect Seemed Interested, But the Sales Cycle StalledSales have a beginning and an end, and you can adjust how much time is spent in between by making the right moves. Sales begin wherever you can get in, but always end with the power executives saying yes or no. What happens in between is a lot of due diligence work with subordinates and administrators. Even though these lower level people try to keep you at bay, your focus should always be to eventually get to the high influence executives because this is where your deal comes to a head. Here you’ll find out whether or not there will ever be a sale, and if so, what you’ll have to do to win.ARTArticle***C-Level Sell to Develop Large AccountsLarge accounts are cash cows for any business. We all wish we had more. We all go crazy if we lose one. However, large accounts require the most powerful selling skills –getting-to and selling profit center leaders and their staffs.
Two points of clarification:
1. Selling the C- level means working with these top-level, influential people so that they see you and /or your company helping them attain their financial goals. This is not about monetary purchases.ARTArticle***C-Level Selling - Asking Sales Questions Is Easier Said Than DoneLike you, I've been selling all my life and what I've learned is, asking good questions and listening effectively are the most powerful selling skills. Unfortunately, the dynamics between sales people and prospects/customers, coupled with tension and old habits makes asking questions and listening very difficult to execute consistently. Yes, many of you will say, you ask questions and listen. However, I contend that most of you ask only cursory questions, listen superficially, and can’t wait to give their pitch.ARTArticle***C-Level Selling - The Most Powerful, Yet Least Used Sales QuestionsStatistics show that more than 75% of sales calls end without the sales person asking for commitment. Believe it or not most customers buy rather than sales people asking for the order.
The purchasing discussion usually goes something like this,
"Send me a proposal." Then there's some follow-up and the customer agrees or not. The sales person never really knows why.
Another common occurrence,
"What’s the price?" Then there's some discussion and or negotiation, and finally the customer says, "Okay, I'll buy it," in so many words.ARTArticle***C-Level Selling -- The First Rule for Handling Gatekeepers and BlockersAlways assume you'll be blocked and rarely will you be incorrect.
Suppose you meet with someone -- your initial contact – and you get along well. She or he likes what you have to say. She or he sees the benefits. Everything seems fine. What typically happens next? Well, you might ask for the ...Always assume you'll be blocked and rarely will you be incorrect.ARTArticle***C-Level Selling Tip 3: Sales Rejection, What You Didn’t Learn in CollegeMost training for salespeople comes from corporate marketing which sends the message that your mission is to tell prospects about us, convince people to buy, and discuss why you are superior to competition. This is marketing – trying to generate interest.ARTArticle***Capturing C-Level Quality LeadsQuality leads, especially those of C-level executives, generate sales. These leads will come as the result of effective passive and active marketing.
Part I -- Passive Marketing
Since we live in an Internet world, if you don't have Internet presences, you're behind your competition. Actually, today, if you don't have a Web 2.0 presence you're even further behind. So every sales person needs to develop their own (not their company’s) Internet presence.
Level I - Website, E-news, BlogsARTArticle***Preparations for C-Level Presentations Make PerfectYour final test to win contracts is your presentation. How professional you look based on what needs to be heard will determine your success or failure. Remember these voters want what they want - not what you think they should want. They also want no risk and maximum gain. Therefore you’ve ...Your final test to win contracts is your presentation. How professional you look based on what needs to be heard will determine your success or failure. Remember these voters want what they want - not what you think they should want. They also want no risk and maximum gain.ARTArticle***Sales Management for C-Level Selling - 6 Steps to Make Your Sales People BetterHow would you rate the skill level of each of your sales people? What are you doing to improve each person’s skill level? In other words are your sales people as good as you think they should be and if not, what are you doing about it.
Sales goals are made or missed because of management. Good managers keep their fingers on the pulse of business. They know what to expect and if those standards are not being met, they takes actions to make their salespeople better. Better means selling more, but selling more requires improving sales people’s selling skills.ARTArticle***Sales Management Training - Managing Lead Generation / Sales ProspectingPart I, Active Networking
For salespeople to be effective lead generators, they must have both active and passive marketing programs. Now (1) their marketing program must be their own -- not the company’s (although the two can be in sync with each other), and (2) they will do both, halfheartedly or not at all unless you the sales manager shows them how and holds them accountable. Accountability means setting goals, actions and measurements. Then, review progress on a regular schedule to give meaningful feedback and motivation to reach agreed-upon metrics.ARTArticle***Selling Doctors - Fear of the Doctor Is a Sales Person's Biggest ChallengeFears, excuses, uneasiness, rationalizations, intimidations all stem from negative projection. The doctor is too busy. The doctor doesn’t see salespeople. The doctor doesn’t care who they have selected. These, plus a whole range of other statements about this doctor, are excuses - rationalizations. 99.99% of the time they are projections that you have created either by yourself or with the help of a blocker. A doctor is too busy is an excuse. Too busy to listen to a sales pitch - that I can agree with. Too busy to learn how something will affect her practice - I don’t think so.ARTArticle10 Power Tools to Build and Grow Your Profitable BusinessWhether you already have your business up and running or you are thinking of taking the plunge to put your dream into reality, we all know there are certain things that need to be in place. When it comes to getting the word out and connecting with those who need and want your services, your marketing tools and skills need to be finely honed and polished. But it doesn't have to be difficult and frustrating!ARTArticle10 Successful Steps to Converting Ezine Subscribers to ClientsA business website may inevitably attract a lot of traffic and can have the potential to create clientele from the traffic attracted, but without a proper Ezine subscription process, the odds of creating clients from web traffic is low.
Websites rarely attract clients without offering resources that would be of interest to a specific audience.ARTArticle10 Ways to Re-purpose Your Work and Save Heaps of TimeI was working with one of my clients last week on how to get her message out to the world so that she could attract in the clients she would love to work with, and just as importantly, how to do it without having to invest a whole lot of money and time.
We had ascertained a couple of sessions earlier that her biggest strength, and one of the things she loved to do, was public speaking. And so I had suggested that she make some videos and put them onto YouTube especially since YouTube is the 2nd most popular search engine after Google.ARTArticle2013 New Year's Financial Planning ResolutionFinancial Tips for 2013
Happy New Year, hope all of you just had a wonderful holiday! After a relaxing vocation to Hong Kong, I guess I better start planning for the year 2013. As I'm working through my own financial plan, I figure below are some ideas that might be useful to you.
Reduce Debt:ARTArticle3 Clear-cut Benefits of Corporate Web PortalsWeb portals have gained importance in the web design and development industry. The most significant reason behind the popularity of the portals is they provide users with valuable information from diverse sources. There are different types of portals that depend on the type of information they provide. Corporate web portal is one of those various ones. Internet has become an important source of information, and if you want your company to thrive in the industry, then you’ll have to make efficient use of cutting-edge information technologies.ARTArticle3 Debt Negotiation Tips To Ensure Debt FreedomGetting out of debt is undoubtedly the hardest thing that you will ever encounter. The road towards debt freedom is filled with frustrations, discouragements and temptations. Having to squeeze all your expenses to fit your limited budget is no easy feat and this is why a lot of people opt to hire a debt professional to help in their debt relief efforts. Of course, professional help entails service fees and if you are worried about your limited resources, it is logical for you to want to fix things on your own.ARTArticle3 Little-Known Biz Benefits to Writing & Publishing a BookThere's a lot of excellent reasons to take the time to write and publish a book. Having authored a book gives you instant credibility as an expert, which immediately sets you apart from everyone else in your field, helps fill your pipeline with perfect clients and gives you a reason to raise your rates. Plus books make great giveaways and client gifts, which is another fabulous way to use them.ARTArticle3 Marketing Habits You MUST Cultivate for Biz SuccessIf you're like many entrepreneurs, marketing is not one of your fave activities. (In fact, I would bet the only thing you detest more than marketing is sales.)
The problem is if you aren't regularly marketing your business, your cash flow is also not that regular (and there's nothing worse than a feast-or-famine business model).
So what can you do? Well, the easiest fix is to start marketing regularly. And the easiest way to start doing THAT is to make marketing a habit. To help you get started I've given you 3 marketing habits that are essential to business success:ARTArticle3 Tips to Creating a Free Gift Your Ideal Clients Actually WantIf you're like many entrepreneurs, concern (or even distress) about the size of your email list is a major issue. And for good reason.
Your email list -- which is a list of folks that have given you permission to email or otherwise contact them -- is the foundation of business success. Those are the people who are interested in building a relationship with you and eventually may turn into a customer of yours. The more people on that list, the easier it is to build a profitable, sustainable business.ARTArticle3 Tips to Get You Out of OverwhelmOne of the biggest issues I hear from entrepreneurs is how much they struggle with overwhelm. Unfortunately there's no easy answer to get you out of overwhelm completely, but if you start making a habit of the below 3 tips, chances are your life is going to get a lot easier.
1. Get very clear on exactly what you personally should be doing. Look I get it. For years I had a very busy feast-or-famine freelance copywriting business. I know what it's like to go at your business alone and just how many tasks you're trying to squeeze into your days.ARTArticle3 Ways to Put Fresh Spins on Old Marketing ConceptsAre you struggling to find a new twist for your advertising or marketing campaigns? Tired of sounding like everyone else and want something new and fresh? Never fear. Here are 3 ways to get those creative juices (and new ideas) flowing.
But before I get to those, there are a few things you should do to prime the pump, so to speak. What this does is clear your "conscious" mind so your muse will have an easier time sending messages to it.ARTArticle4 Ways to Use Leverage to Build Your WealthHave you ever wondered why it's easier for people who have money to make more of it? I mean, why is it that the second and the third million are so much easier to earn than the first million?
Do you want to know what the biggest difference is between how the wealthy people build wealth and how the poor and middle income people do it?
It’s how they use leverage and I’m not just talking about borrowing money. There are at least 4 ways successful investors use leverage.
Let’s look at them……
Firstly there is the leverage that you probably first thought of.ARTArticle5 Reasons Why Superior Leadership is Critical in these Difficult Economic TimesIn the business that I own, I am fortunate everyday to have the opportunity to meet with other business owners, executives and leaders from a broad cross-section of industries. Up until about 60 days ago, there continued to be a sense of optimism and confidence that they would survive and even ...ARTArticle5 Reasons You Keep Getting StuckOne of the coolest things I get to do in my work with ambitious, visionary leaders is to get them back on track. You see, many creative people frequently find themselves feeling stuck, stalled or spinning their wheels. It’s a product of seeing so many possibilities, but not always seeing the ...ARTArticle5 Steps to an Effective Strategic PlanEver try to complete a jigsaw puzzle without a picture of the finished product? Then you’ve got a good idea how tough it is to create a strategic plan when you don’t know where your business is headed.
To many business owners, strategic planning is an intimidating process. At first glance, it ...ARTArticle5 Steps to Approaching your Current Employer About TelecommutingA questio
I am often asked by people who would like to telecommute is, "How do I approach my manager or boss about this subject?" Many people fear that if they suggest telecommuting, or even working from home occasionally, that they will be viewed as "less than serious" about their job. Of course, if your company already has a formal telework plan in place it is much easier, but what do you do if they don't?
Before you approach your boss or manager there are 2 main things you need to consider:
• Is my job right for telecommuting?ARTArticle5 Tips for Keeping Balance While Working at HomeBalance has always been important to me in my life. For most people, the balance between work time and personal time is, unfortunately, weighted too heavily in the direction of work.
It is more common than ever before to have a two-income household with both parents working just to make ends meet. It can be difficult to make time for family and recreation.
Even if you're not a parent, you probably still find yourself challenged with finding more time for your personal life and not being consumed by work.ARTArticle6 important Checklist For success of an Enterprise SEOsWhile this is a short list (there are certainly more things to consider), here are a few of the things I think every prospective enterprise SEO should be prepared to do (and none of this is tactical SEO!):
1. Training & presenting