Time Forward

Time Forward

Sales isn’t about moving the ball forward. Sales isn’t about getting to the next agreed upon step. Sales isn’t about pushing it through the pipeline.

That’s way too advanced.

Sales is about earning time forward.

Sales is about doing so well in the first 5 seconds that you earn 10 seconds more from the prospect or client. Sales is about doing so well in the those next 10 seconds that you get the big prize which is maybe 30 seconds more of that prospect or client’s attention.

And if you nail those 30 seconds really, really, really well you might just get the equivalent of what feels like a week’s worth of time in this rough and tumble world of Sales, and earn maybe 5 whole minutes more.

And then and only then, you may garner the right to purchase (yes, I do mean purchase) more of your prospect or client’s time.

You see, time is the most precious commodity there is today. Worth more than gold I’d say. And to earn this time at the beginning and to do so well that you get the chance to buy more of it later, that my friends, is what you ought to be obsessively focused on doing right now with all of your time.

Till next time,

Grow The Business.

Mark

Your Favorites & Mine

Your Favorites & Mine

Happy Friday and New Year,

Here’s a quick look back at 2011.

The votes are in (ok the views). Here are the top 5 (listed 1-5) most viewed blog posts at this site in 2011; presumably your favorites. Good taste I’d say and thank you for your readership. I’ve added 5 others I’d add as my favorites.

Look around a bit. What’s the worst that can happen? Steal something shamelessly and grow the business?

Top 5 Most Read Posts (2011)

You Had Me At Hello (and then, you just let me go)

The Most Powerful Phrase In Sales

Offline, Online & Flatline

My 25 Secrets Of Selling To Small Businesses

Help For Looooonnngg Sales Cycles

My 5 Favorite Posts of 2011 (aside from above!)

Customs Fail and Redemption

Till next time,

Grow The Business.

Mark

Drug Reps Selling Differently

An article from yesterday’s Wall Street Journal very much worth the read.

Drug Reps Soften Their Sales Pitches

Interesting. A Softer sell. A different kind of sell.

And Sales are going up.

Interesting to read what happens when a sales rep becomes a resource to the physician.
Interesting to read what happens when a sales reps shifts focus on providing more help to the physician’s patients.
Interesting to read what will happen when a sales rep becomes a real help to the physician allowing her to get more time to see patients.

It’s not a stretch to replace each word physician in the bullets above with Small Business Owner or Banker or Distributor etc. And to change each word patient to customer.

Nope, not a stretch at all.

Till next time,

Grow The Business.

Mark

Embrace First

The best business advice I ever got was about 10 years ago.

She hauled me off into a side room and said “At least embrace the culture first, even for just a few minutes, before you go ahead and change it”.

Seems timely these days.

A lot of us have new responsibilities. Some even have a new job. A whole bunch of us have new customers we are calling on. And even if you don’t have any of these, it’s a new year and most of us have something or someone we are charged up to go about and change.

But here’s what you gotta know.

You have to take those “few minutes” first to embrace, to learn, to build some trust, to analyze what levers you can really leverage. Those few minutes can be literally a few minutes, but more likely it’s longer than that. It can be an hour, three days, a week, two weeks or even a couple of months. And that’s the problem some times; – we have so little patience once we’ve decided that change is needed.

But remember that that culture or department or team or customer you are trying to go change already exists. It’s a real thing. It’s not like you are starting from nothing. It likely has some people, processes or strategies that do work or are wicked smart or have already brought the effort forward from someplace that was much worse.

Ignoring that is stupid. It’s not about going slow. It’s about going smart.

So take the “few minutes” to embrace it, them or the group. Get close. Listen. Don’t’ talk. Take a few steps to the right or left and embrace again. Get close. Listen. Don’t talk. Rinse and Repeat.

And when you think those “few minutes” are up and you’ve listened enough, force yourself to add a few more.

Change is big and change is good but change works far better when you start with an embrace.

Till next time,

Grow The Business.

Mark

3 Little Words That Will Rock Your World

It’s not “I love you” cuz’ I don’t. Not really.

But no worries ( and sorry if I just rocked your world :)), those aren’t the 3 little word types I’m talking about anyway.

Actually, I’ve got 3 sets of 3 little words that are a heck of a lot better than what we usually say.

These words are perfect for pros in Sales, Marketing, Training, Leadership or just plain ol’ Life in general and should be used all day long.

So good are these 3 little words that they will Rock Your World. They will do better than that and make Glorious your entire 2012 if you chose to use them liberally.

So the question is, do you want to improve your performance, have people really love you more, crush quota or get promoted this year?

Oh Hell Yes! (Um…These are any of the 3 little words I am talking about- but I like them).

Here they are. Print these and tape this across you’re the face of your smartphone- that way I know you won’t forget them.

“What I Can”: Oh to have a dollar for every traditional phrase I hear of “there is no way” or “I can’t” or “It is not possible to hit that date” and I’d be super rich. “What I can” followed by the word “do” or “say” or “give” is so much better. Simple psychology here- focus on the positives or what is within the realm of possibility. The opposite i.e. “can’t” is an automatic tension raiser. Use “what I can” this in sales, coaching and collaboration and people, no matter what you do, will see you as someone who always says “yes!”

“What We Believe”: This is especially for you sales and marketing types. Usually we blather on about “What we have” in the realm of the products or services, or options and promotions etc. Instead of starting your sales and marketing conversations with “What we have are ____ and ____…” replace it with “What we believe is small businesses should take advantage of______ “or some phrase like that that espouses intelligence. Customers/ Prospects know your darn products (heck they went online before they called you!). What they want is advice and counsel. They want a company or a person that has an opinion, a belief. It’s less risky that way. They want to hear what you believe. Do this and you will make more sales.

“What Most People”: Throw away everything else – these are the most powerful words in sales,marketing and training. There is comfort (especially in a sketchy economy) in what other “like” people or businesses do. Just lead with these 3 words! You don’t need to explain it, tee it up or cringe before you say it. “What most people buy is the _____”. Or “What most people say is within 120 days they see great results”. You get it. But no one really says it often enough. People and businesses (especially some say, small businesses) wont’ move till they know it works and most others are doing or using it. Say it 50 times a day or more and you win!

Till next time,

Grow The Business.

Mark

7 Bold Predictions For 2012

7 Bold Predictions For 2012

I’ve done these before.

And by the way, that’s “Mr. Markstrodamus” to you.

Talkology Will Rule. IPhone 4s’ Siri, Dragon Dictation and the like continue to grow in influence. It’s a mere matter of time. Holding a phone to your ear was a pain in the tuckus so Bluetooth came along, nested in our ears and gave you your arm back. Why deal with the sprain and pain of typing then? Wireless microphones we will all soon wear as we enter orders, write reviews and even update systems like salesforce.com

QR codes will explode for businesses large and small. Don’t get what these are yet? They allow you and your customers to spend more time with a product. Be the first to have a ritual develop using the QR codes with your brand, your stuff, your resume’, heck even your T-shirt. Enough with the “What is this QR code again?” stuff. Learn it – and execute on it ahead of everyone else. Someone else agrees with me on this one see here.

“Attraction” Will Be The Marketing Buzzword. It’s not about getting “attention” or calls to “action” anymore. It’s about building a product, a following, coveted knowledge or even a legend about what you do or can do. You will aspire to have buyers search and yearn for you so much you need to beat them off with a stick. Look for sales training, marketing campaigns and web content to rally around the best way to answer the customer pleas of “Tell me more!” instead of the other way around.

Video Selling Will Actually Happen. Never did really take off eh? But it’s getting easier everyday and frankly too much is lost for seller and prospect alike without visual cues. Get out your Skype or Face Time Makeup (I can assure you that’s a product coming) and either iron that shirt or cover it with a sweater cuz’ now its going to matter.

“You Are For Hire” Booms: Oh, you’ll keep your day job but frankly social networking isn’t working fast enough for many businesses. You’ll be contacted based on your “Kloutish” or Tweet Grader scores, or number of Facebook fans et all, then signed up and rewarded in $$ for influencing your friends even though you aren’t part of any affiliate program. It’s like Mary Kay and Lia Sophia cept you do it online and without a blog. Trust is low. But Trust is necessary for buyers to buy and now Trust will be worth cash to you. ( And you will take it because you will believe!)

Simple Makes A Comeback. Oh sure we all think we are simple to buy from or deal with; except that we aren’t. We know that we as a species have outgrown our ability to remember and execute well upon what we learn as what we are learning is so vast. We know we have to bring simple back. The single greatest killer of sales is not the status quo ( are you kidding me in this economy people and businesses want to stay put?????) rather, it is complexity. Confusion and complexity is like hitting the emergency brake on sales. Look for “It’s as easy as 1- 2 -3” to come roaring back.

2.5 = 3.5, XLVI, 2, 18 & 8: Charlie Sheen rejoins 2 & 1/2 men ( as the show is plain terrible now- and really, who likes Alan playing the bad sleazy guy anyway!) -They’ll say it was all a dream. Also, The Patriots win Superbowl XLVI in February, The Bruins repeat, The Celtics get banner #18 and Red Sox crush Theo’s Cubs in World Series to get their 8th trophy. How do you like dem’ apples?

That’s what I see, and you?

Till next time,

Grow The Business.

Mark

Great Gifts For Sales People

4 Gifts Your Sales People Need This Year

This one is for all the sales leaders and coaches out there….

Looking for that perfect little something for your salespeople this year? Look no further. And no worries, I checked this list twice.

Hands Free Gift Cards: Instead of adding more for your sales persons’ hands to do next year; take something away. Entering orders in 7 systems, 3 tracking sheets, 2 CRM’s and the partridge in the pear tree isn’t selling. That’s called data entry. Sales people need to read and think and speak and sell and then read and think and speak and sell some more. I get the efficiency and information gathering piece and you do too. But I know there are gifts out there, be they tools or support that can take some burden off the hands. More Hands Free = More Sales.

25- $5 Expired Scratch Tickets . Ah…. the joy of wishing and praying and of hoping the luck comes in will be dashed (Holiday pun intended) when you hand over these 25 expired loser tickets. It’s one of the better gifts for sales people because even though it is downright mean, it’s a great message that that kind of good luck don’t work no more in sales. Every scratched ticket does not get you closer to a winner, that’s for sure. Same for unconscious dials & smiles! Sales is not about spraying (or scratching) and praying!

A Coaching Promise. No -, a real one! Not the same old coaching you do all the time – you know that kind right? The kind where you talk about the numbers and say cool stuff like “What are you going to do to hit those numbers?” or” “I’ve noticed a decline in your performance lately, What’s up?” conversations. Heck, Siri can coach like that. I mean a coaching promise on the “How” to hit those numbers. I mean a coaching promise that has you show, preach, teach and demonstrate how it’s done. Real Specific, Real World and Real Time means Real Sales.

A Stronger Point of View: I don’t mean yours, I mean your company’s. Selling today is less and less about discovery and digging and probing and uncovering the darn needs of a prospect. It’s more and more about being attractive. Sales people need the powerful story; the powerful differentiators and the powerful point of views that attract prospects to the sales rep and into the conversations – not push them away. Boiler Room & Glengarry Glen Ross are so 90’s – it’s 2013 and the world’s a lot smarter, a lot less trusting and just plain different now.

Till next time,

Grow The Business.

Mark.

Tebow

Tebow

I honestly don’t know much about this guy compared to my daughter (23), who would if asked say “Yes please!” and marry him by 10 am today if she could.

Oh, I do love football. But weekends are busy. I rarely carve out 4 hours in continuous chunks on Sundays and frankly the Broncos aren’t on much where I live.

But I do know it’s not how it’s supposed to work.

He’s going to get killed out there. He’s not doing it like he’s supposed to. He’s going to have to eventually get on board with the way it’s done. He’s not the future of this team. He’s not saying things like everyone else. He’s not going to win.

Except that he does. And last night, stunningly so.

So maybe it’s not about doing that thing or those things better than anyone else. Maybe it’s more about ridiculous confidence. Maybe it’s more about the power of obsessively visualizing a dream than we ever thought. Maybe its more about fearless dogged hard work and that same fearless dogged conviction about something or anything but yourself.

Look around you now.

Think hard at the people working next to you, or those lined up as applicants in the lobby of your building, or those who work in the little satellite office you’ve visited once or twice. Maybe a kind of Tebow like person is right there thinking the wrong way, saying the wrong stuff and just plain working off a whole different playbook than you and me.

Those folks may not know it yet ( or know it without a doubt), that that is not how it is supposed to work.

Maybe now though, you should hold off telling them that and just keep it to yourself.

Till next time,
Grow The Business.
Mark

Hard Work Redux

Hard Work Redux

It’s not unusual to go home now and need to study work documents, emails and Power Points all night long it seems just to be ready for work the next day. It can feel like you are studying for a final exam. And some neuroscientists say our ability to think and learn has outrun our ability to remember, execute and act upon what we know. Yep, that feels about right sometimes.

Our customers’ and prospects’ knowledge relative to us is pretty clueless – at least in spaces we need to be good at. That’s new. Used to be everyone kind of knew what we knew. Not much rocket science to understand what a business card was for, but a “landing page”? Yeah -you see.

I can’t sell my colleagues, learners or bosses on stuff and visions like I used to anymore. Now, I gotta really teach em’ first; really spend a lot of time educating before I can get anyone onboard. Nothing wrong with that. Just the way it is now. Bet it is for you too.

Hard work used to be – let’s face it, a lot below the neck. Push harder, run faster , show up more often, beat the other guy to it, keep dialing, keep smiling, drive all night, stay later, get in earlier, never give up, never take “no” for an answer, etc etc.

Now the hard work seems like it’s in your head now. Again. Like it used to be.

Know more, read more, analyze more, compare and contrast more, strategize more, think more, share your perspective and insight more, study more, research more.

Ain’t nothing wrong with that. That’s the way most of us were brought up in school.

Never thought the stuff you did in school would help you in the real world eh?

Things are different now.

Till next time,

Grow The Business.

Mark

Small Business Naked

I’m not one for craft fairs. But I went to one recently and learned some awesome things.

Normally attending a craft fair, even if it is to only walk through as a courtesy to the organization running it, is worse for me than a visit to (gasp!) a mall.

Add the hustle of the Holidays and hundreds of sugar amped children screaming for Santa (fueled undoubtedly by the 4 tables of chocolate baked goods for sale) and I’d frankly rather drive ingots into my eyes.

But a couple of weeks back, I spent 45 minutes walking through one and it hit me hard.

These folks are Small Business Naked.

There’s no hiding in a storeroom or behind a “Closed” sign or even behind some HTML code for these craft table entrepreneurs. These folks have no choice but to lay out their wares right there in front of you, with no where to hide and are totally exposed.

These folks sit or stand inches away from their hand crafted “life long passions” or their “work that pays the bills” or in many cases as you could plainly see – they stand in front of what they feel is the very definition of themselves.

These naked small business owners have to have tremendous egos and confidence and pride like any small business owner we know but also have the unavoidable stress of being assessed and judged by hundreds or even thousands of people in a compressed period of time.

“Do you like me?” is what each business owner is asking you with his or her eyes as folks walk by. Meanwhile there is no wondering about the competitive landscape. Each naked small business owner needs to only look left or right to see who and what they are up against, fighting for those dollars in the strolling public’s wallets. No where else is the competition so “out there in plain sight”- with dozens of smiling yet competitive and competing small business owners inches from and across from, each other.

On so many levels, it’s clear that these folks who purchase a “craft table” face so many of the same hurdles the traditional small business does ranging from product market analysis to production, to inventory management, to marketing, to pricing strategy, to selling skills and the list goes on.

Except for one thing – They are out there exposed for 5 or 6 hours at a time, hiding nothing about who they are and what they do. That’s an awesome thing. I know now I’ll see these fairs a bit differently; perhaps as an opportunity for me to keep learning from some of the gutsiest group of small business owners out there.

Till next time,

Grow The Business.

Mark

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