Thursday, July 30, 2015

Work on your weaknesses

Sales Tips
Some salespeople work on things they're good at and don't spend enough time trying to overcome weak areas. They can only improve their strengths so much.

Even if they do improve strengths, there's a good chance no one will notice, since slight improvements are hard to spot. Strengths will take salespeople only as far as their weaknesses will allow. Be grateful for your strengths, but work on your weaknesses.

Try to do a "weakness" audit each week. What situations in selling make you uncomfortable? Where does your sales manager suggest improvements are needed? Write them down. When you improve your weaknesses, the difference will be dramatic and visible to everyone.

Tuesday, July 28, 2015

Managing your time

As a sales professional, if you want to make effective use of your time, planning is the best thing you can do. Devise a plan that works for you, but keep it simple. A plan is like a roadmap. It tells you where you are, where you want to go, and how you intend to get there. Starting off the day, week or month without a plan means you will spend time reacting rather than acting.

Here are three roadblocks to successful time management:

1. Too much attention on unimportant items. Try not to spend time on "low return" activities that don't have a significant payoff for your major task – closing sales.

2. Trying to do it all. Independence is a key trait for top performing salespeople. But some try to do too much. Increase selling time by doing clerical functions in non-selling hours (such as evenings, early mornings, and weekends) or by delegating to others when possible.

3. Procrastination. Putting off important tasks because they may be difficult may lead to lost time and lost sales. Don't just look at a difficult job – start it. Then you'll be able to gauge how much work is needed and budget your time accordingly. 

Wednesday, June 24, 2015

American Consumers Prefer Television Over All Other Media

TVB’s Lanzano Says Nielsen Q1 Total Audience Report Again Confirms that
American Consumers Prefer Television Over All Other Media
New York, June 23, 2015 – The TVB (, the not-for-profit trade association of America’s local broadcast television industry, today noted the release of Nielsen’s Q1 2015 Total Audience Report.
Steve Lanzano, President and CEO of TVB provided the following statement:
“Nielsen’s Q1 2015 Total Audience Report confirms American’s superior and consistent preference for television over all other media.
With 36 hours of Traditional TV weekly viewing inclusive of 4 hours of time shifted viewing, Adults 18+ are using 3 times as much television each week as the second most used medium, Radio and 7 times more than third ranked PC usage. 
Television dominated Video viewing with a 95% share.  The remaining 5% went to watching video on the internet (4%) and watching video on a smartphone (1%).

The Total Audience Report is the latest in a  wealth of undeniable data and compelling information that TV remains consumers’ medium of choice and the most effective and powerful marketing medium.”    

Tuesday, June 16, 2015

Traits of Great Sales Managers

There are eight core responsibilities in which sales managers excel:

                  1. Leadership vs. management; 
                  2. recruiting/hiring; 
                  3. compensation plans; 
                  4. accountability; 
                  5. productive sales meetings; 
                  6. budgeting; 
                  7. inventory control and pricing; 
                  8. and training.

Monday, May 18, 2015

Have a focused game plan

Defining success metrics allows you to formulate a game plan for your meetings with prospective clients.

If you know what you need to accomplish, the roadmap becomes very clear for what you need to achieve. If your success metric is defined as your having a comprehensive picture of their challenges with their current provider, you can prepare questions that will expose their challenges. If your success metric is to gather all of the data needed to put together a pricing proposal, the game plan is to ask all questions needed to craft a solution for this prospect.

From a prospect's point of view, they have no time or tolerance for salespeople who show up on their doorstep and ask pointless questions for an hour. They are busy and very sensitive about their time. If they accept a meeting with a salesperson, they expect that salesperson to arrive having done their homework on their company and with a laser focus approach to the meeting.

Remember, sales is a profession. They expect a professional experience. 

How Can Small Businesses Get, and Keep, Clients?

Great article from emarketer...CM

Building strong relationships is key to keeping clients

Small businesses acknowledge that clients are critical to their success: In a March 2015 study by The Alternative Board (TAB), 48% of small-business owners (SBOs) worldwide said their customers drove their success—the No. 1 response when asked how to describe their company culture. As such, they’re putting a strong emphasis on driving new and repeat customers this year—and it’s stressing many out.

In a December 2014 study by Zogby Analytics for Xero, growing the customer base was the top 2015 business priority among US SBOs, cited by 62.2%. However, SBOs are feeling the heat. In March 2015 research by Constant Contact, finding new customers was the leading business concern among US SBOs, cited by two-thirds. Retaining existing customers was also important, at 40%—the No. 3 response behind having enough time. Spring 2015 research by Ebiquity for American Express looked at a different list of priorities and here, keeping current business and revenue sources was the No. 1 company priority cited by US SBOs, at 38%, followed by growing the business (34%). When it comes to bringing in new business, word-of-mouth is still the most effective marketing channel for small and medium-sized businesses, cited by 28% polled in November 2014 by BrightLocal. For those looking to go beyond chatter though, search engine optimization and online local directories were the second and third most effective marketing channels for bringing in new leads and customers, followed by email marketing.

Once they’ve attracted those customers, relationships are key to keeping them. In a March 2015 study by Braun Research for Bank of America, nearly six in 10 US SBOs said establishing relationships with customers was the primary driver of repeat customers. Nothing came close to this, with low prices and prime location tying for second, with just 11% each. Generating leads and closing deals are just the beginning for small businesses. If they want to maintain the customer base they’ve worked hard for, they’ll need to form strong relationships with their clients. If not, they risk losing out to other driven parties in the industry that do.

emarketer - May 11, 2015 | SMB

Tuesday, May 5, 2015

Simplify and specialize value

Sales Tips
It's true that most buyers zero in on value, but the definition of value varies from prospect to prospect.

That's why the best salespeople do as much research as possible before contacting the prospect. This way, they can provide benefit statements that speak directly to the prospect's biggest hot-button needs, and offer solutions that help solve their biggest problems.

Personalizing selling points to match prospects' needs keeps the sales call on target and helps ensure that the salesperson doesn't lose the prospect's attention by focusing on benefits that have no bearing on the prospect's business.