It’s that time of the year where retailers tout the message that there are only “X” amount of shopping days left. Sales managers state a similar message to their sales teams. “There are “X” amount of selling days to hit your sales goal.” Some salespeople will and some won’t.
So what’s the difference between a salesperson that consistently hits their revenue targets versus an average producer that consistently misses their target? Are the top producers natural born salespeople that came out of their mother’s womb with the ability to open and close business?
In my years of working with top producers, I have found it boils down to the old adage: Great salespeople do what average producers don’t want to do.
Plan and prepare. Look at their calendars and you will see very specific times marked off for activities. There is one hour blocked off for prospecting. Another 30 minutes for account management. Two hours for driving to and from an appointment. Each minute of the day is accounted for to insure a high return on investment for their most precious asset: TIME
In this show, Brian Rafferty of Siegel+Gale shares finding from the Brand Simplicity Index with host Jeff Ogden, the award-winning marketing expert. Tweet it too, by clicking here.
[caption id="attachment_708" align="alignright" width="300"] Brian Rafferty[/caption]
To tweet about the show, please use hashtag #SimplicityPays (click the highlighted words for a tweet). Click on the lower right to maximize the video for optimal viewing. And there's a great offer in the show to learn more about the study findings. Just click the link in the show itself.
Lastly, there is a link to a short three question survey in the show. Please click the Survey button to complete it.
The sales organization is into the final run for the year. You know if the company will make or miss the number. How has Sales Operations done this year? Do you look back with accomplishment? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check?
It’s a common problem for B2B organizations everywhere. The marketing team may create and curate some amazing content that’s great for customers and prospects alike, the but the customer-facing teams – and sales in particular – aren’t doing much to directly share that great content with their own contacts.
And yet, the biggest opportunity to drive leverage and pipeline movement from those content assets likely come less from your outbound marketing campaigns and more by direct sharing from the people who have direct relationships with your leads and opportunities.
Last month I had the pleasure of participating in a great content marketing event held by Kapost and LeadMD, featuring a full afternoon of fantastic how-to presentations on creating and marketing customer-centric content. My session at the end of the day focused on what all that great content means for sales, and specifically how to drive greater participation and usage of that content across the sales floor.
Below are the five keys we outlined as critical to driving sales participation and distribution.
As we speak, all over Holland little kids are getting nervous. Because tonight, December 5, is Sinterklaas and the infamous “Gift Evening” when Sint & his helper Piet leave a big, burlap bag stuffed with presents on doorsteps of good little girls & boys.
Parents are nervous, too. They’re writing witty poems (part of the tradition) and they’re busy helping Sinterklaas & Piet get that big burlap bag ready. But what if one of the gifts they ordered on-line doesn’t arrive in time?
Online retailer Bol.com (the Amazon of Holland) took time to prepare for this disappointment. After all, what retailer gets 100% on time delivery at Christmas? Bol.com realizes that on key dates like Sinterklaas or Christmas this is a major, emotional big deal.
So instead of a generic mail saying we’re sorry, Bol.com sends a mail that
People wonder how I’ve managed to generate over 2 million views on Slideshare, and many more on LinkedIn. The answer? By tinkering around.
For example, last month I wrote an article and created a Slideshare about tinkering around. Both bombed. They were among my least-read pieces. In the hours following their release, I made a few minor adjustments, but nothing helped.
Yesterday I took a fresh look at both pieces, and decided this was a remarkable opportunity to show – rather than tell – the power of tinkering around. So I dramatically revised the Slideshare, and wrote an entirely new LinkedIn article.
I just checked, and my new article has been shared over 1,000 times in four hours. More importantly, it’s sparked an intelligent discussion in which people are sharing their own ideas and success stories.
If you want to improve your results, tinker around.
It is not a matter of if things will go wrong at work, it is a matter of when. How you react to them sets the tone for being a winner or loser; victor or victim; leader or follower. When issues arise, leaders work to address them. When problems occur, leaders work to solve them. When you enjoy challenges and helping people, you do not have bad days at work. Always doing right by the company and serving people with excellence creates energy, reward and satisfaction. Remember, circumstances do not determine choices; choices determine circumstances. Attitude matters.
“The ultimate leader is a person who is willing to develop people to the point that they eventually surpass them in ability and knowledge.” – John Maxwell
No matter how effective and efficient you are as a leader, there is only 24 hours in a day. In today’s fast moving market, everyone from clients, employees and partners needs something yesterday. To make the greatest contribution to the company and its people, having the time to consistency do the right things is critical. How then can leaders better scale themselves across the organization? By creating multiple avenues of communication; by getting direct managers out of the office and into the field; but most important, by developing other leaders to multiply their efforts.
Leaders who develop followers grow their organization one person at a time. Leaders who develop other leaders multiply the growth of their organization. For example, if you add ten followers, you have the power of ten people. If you add ten leaders, you have the power of ten people plus all of the followers that they influence. The stronger the leaders that you develop, the greater the quality and quantity of their followers – and the more you scale your personal influence and leadership. The more you want to accomplish, the more developing leaders makes a difference.
We have been conducting an in-depth study of global KAM trends since early 2013, engaging with key account managers who sell into some of the world’s biggest and best companies.
We wanted to understand the challenges they faced, the techniques they used and what they saw as the future of KAM. The results are a vivid portrait of what it takes to be successful in Key Account Management.
We have called it the 9 Habits of Highly Successful Key Account Managers*:
Habit 1: Select
Habit 2: Identify
Habit 3: Connect
Habit 4: Engage
Habit 5: Understand
Habit 6: Strategize
Habit 7: Navigate
Habit 8: Justify
Habit 9: Succeed
The habits suggest that KAM is entering into its golden age, where it has new importance discipline and structure. It is seen as strategically important to organizational success. It is an essential response to competitive pressures within key accounts and most important of all to changes in how large customers buy. It is essential to:
There’s a huge difference between your sales offer and a value message…
• Sales offers repel, or are only accepted at the moment of genuine need.
• Value messages attract and keep you at “top of mind” for when an actual need occurs.
• When you send out a sales offer, or call a sales offer, people who don’t need it at that moment will tell you no, or ignore you. People who already have what you offer will tell you no, or ignore you. And people who don’t know you and are skeptical of your offer will tell you no, or ignore you. That’s pretty much everyone.
• Sales offers are instant and often forgotten the next day.
• Value messages are timeless and build credibility until genuine time of need.
• And why are you bragging about yourself? Where are your customers? Where are the testimonials?
Re-think the way you provide information to customers (a marketing strategy), and you may open up a few more doors. If your website, your email magazine, or your blog offers information about what your software does, how people produce from it, and how people profit from it – you may have a chance of attracting customers without making that sales call.
[Recorded Sept 26] Traditional Voice of Customer surveys have a blind spot to real-time feedback on social media and call center interactions. Learn how progressive companies are mining Big Data to improve the customer experience, reduce churn and even boost agent selling.