Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Now If you are reading this post, it means my beloved The Sales Blog is back online after being taken down by Anonymous. Apparently, they took down Go Daddy for supporting SOPA and similar anti-freedom legislation.Earlier this year Anonymous hacked Stratfor, a global intelligence company whose services I subscribed to, and stole my credit card. I’ve heard Anonymous uses your credit card to make charitable donations, but that’s not what they did with mine. They see Stratfor as helping serve forces that they oppose.A few weeks ago, Chick-fil-a managed to make it into the news by sharing their opposition to same-sex marriage. They drew a lot of opposition from people that support same-sex marriage and a lot of support for their beliefs from people that share their view. They believe they have a religious duty to oppose same-sex marriage.Because this blog is important to me, I now want to switch hosting providers. Go Daddy’s political decisions are interfering with my business decisions. They made a political decision to support SOPA, they were vocal about their support, and I believe they even threw some money behind that support. They lost a lot of customers for making that decision. Now they have to live with the consequences of that decision as businesses that want their sites to remain up come to understand that Go Daddy is a target.I have written this warning a couple times. But I’ll repeat myself since we are getting close to another Presidential election.You are free to support whatever political party or candidate appeals to you. You are also free to support whatever cause you believe deserves your support. You are even free to share your opinions with the world here on the Internet, on the back of your car, or when you are sitting across from them in meetings.But you are not free from the consequences of your decision to publicly share your politics.Some people will support your opinions. Other people may buy from you in spite of disagreeing with your opinions. But some people won’t do business with you because of your political opinions. The more political you are, the more you will offend people that don’t share your politics.No one will know your political opinions unless and until you share them. If your politics have nothing to do with what you sell, you aren’t obligated to share them. You aren’t changing anyone’s mind about their political beliefs, but you might be changing their mind about buying from you.Be political if you want to, but be thoughtful and be careful. There are people counting on you.QuestionsWhat are the risks of sharing your political opinions?What are the benefits of sharing your politics?How does advertising your politics help you make more sales?After you know your client shares your politics, is it okay to talk politics with them?
Big Data is all the rage. And with good reason, too. There is so much data being created, captured, sorted, sifted through, analyzed, reported, sold, and shared that extraordinary business insights are inevitable. And we’re just getting started.But not so fast! With all this trumpeting of the “new” new thing, let’s not forget about what’s really important: Little Data.Little DataBig Data is the aggregated data from lots of individual consumer transactions (as well as all of the rest of the data in the digital wake now trailing behind each of us). The data is being used to determine how to sell to individuals and businesses. But you already have Little Data, and that Little Data can help you serve your clients and dream clients now.Over time, you’ve captured your client’s communication preferences. You know that they prefer phone calls to email, or in some cases, they prefer a text message. You know that they like a follow up call when they place an order. You know that sometimes they need to see your face, and sometimes they just want you to listen. You’ve got information about your client’s communication preferences in your sales force automation software right now.You’ve also captured information about your client’s ordering patterns. You know the big shifts in their business, their peak season, and their client’s ordering patterns. You’ve got this information in your system now.You have a lot of data about your clients at your fingertips now.Context and InsightIf you’ve done a reasonably good job capturing information from all of the interactions you’ve had with your clients and dream clients, you’ve also got something Big Data doesn’t necessarily give you: context.I bought my son the Hellsing videos on Amazon.com. I think I bought two separate sets of videos. Now, Amazon is recommending I buy all kinds of cartoons and manga. The data collected doesn’t come with context. It doesn’t recognize that I am not my son, that the videos were a reward for good grades, and that they are cluttering my experience with what their data tells them I want to buy. It’s not the perfect analogy, but Amazon’s algorithm says that if I bought Helsing, I am interested the stuff that other Hellsing buyers bought.You, on the other hand, know why your clients ordered what they ordered, when they’ll need to order it again, and how they might do better by doing something different.You are all the time collecting and capturing data about your clients and your dream clients. But to make this Little Data work for you, you have to use it to generate insights, ideas, and value for your clients and your dream clients. Sometimes Little Data is more powerful than Big Data.QuestionsWhat little data do you collect?What do you know about your clients that helps to you serve them better than anyone else could?What ideas and insights does your insight give you?Is your Little Data as important as any Big Data? Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Now
Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now You want revenue growth? You want to make your goals? Here are your three imperatives.Create Enough OpportunitiesTo improve your revenue numbers and reach your goals, you need to generate opportunities. You might be able to acquire enough opportunities within your existing client accounts, but it isn’t likely. Opportunity acquisition is your very first problem and it should be your first priority each week.You create new opportunities by prospecting.If you want growth, you have to dedicate time to the activities that generate opportunities. If you put some other activity in front of opportunity acquisition, those activities will like crowd out the time you need to prospect and nurture your dream clients. If your honest with yourself, you know this is true.Put opportunity creation first and dedicate the necessary time to prospecting.Improving Your Win RateEvery sales interaction counts. It’s imperative that you execute your sales process and that this process helps your buyer navigate their buying process. You can generate all the opportunities that you want, but if you’re not effective enough at the moment of truth you don’t advance opportunities—and you don’t win them.You improve your win rate by following your sales process. You also improve your win rate by planning the outcomes of your sales interactions. Deep down, you know that opportunities are too rare to squander. Winging it isn’t a plan for value creation. Your effectiveness during sales interactions is the key to winning.Focus on executing and improving your win rate.Capture More ValueThe final imperative is to capture more value from each and every opportunity. You need to create the most value possible for your clients so that you can capture the most value for you and your sales organization. It’s easier to win small deals and it’s often faster. But you need an average deal size that allows you to reach your goals.Capturing more value requires that you build bigger deals. It might also mean you increase the size of target accounts. It almost always means improving your ability to create enough value to capture more of it yourself (i.e. selling well enough that you don’t have to discount).Focus on creating the maximum value for your clients and capturing some of the value that you create.These are the three imperatives for revenue growth: creating opportunities, improving your win rate, and capturing more value.QuestionsAre you creating enough opportunities? Are you dedicating enough time to opportunity acquisition?Is your win rate improving? Declining? Are you executing your sales process and preparing for each sales interaction as if it matters?Are you selling your clients what’s easy or what they really need? Are you selling small prospects instead of the dream clients you really need to build your business?
We like selling when it’s collaborative, when we get to help our clients through their process. We don’t like it so much when we have to deal with the inherent conflict that is part of sales and selling. If you are going to succeed in sales, you are going to have to be comfortable and confident having some tough conversations. Here are four of them.Time: The very first conversation you have with your dream client is tough conversation. You have to ask them for the commitment of time so you can explore working with them. They have to deny your request because they are too busy, they’ve said no to everyone else, it wouldn’t be fair, and they’re certain you aren’t going to make it worth their while. You want to be collaborative, but the very first conversation begins with your client telling you “no” and you refusing their very first request. If you want in, you have to have this conversation.Access: Once your past that first tough conversation, you have to ask for access. You need access to information, and if you are really good, information no one else has asked for. You also need access to additional stakeholders. Your new contact struggles to give you information. What do you need it for? What are you going to do with it? No one else has asked for it? She struggles to give you access to other stakeholders. Why do we need them? What if they take control of this project? What if I lose the relationship? If you want access, you have to have this conversation.What’s Right: Your dream client thinks he knows what he wants. But he’s wrong. What he wants isn’t going to solve his problem, and it isn’t going to deliver the result he believes it will. But he believes it nonetheless. You have to tell him he can’t have what he wants, it won’t work, and why you don’t want to give it to him. If you want to really serve your client as a consultative salesperson and trusted advisor, you have to engage here.Price: Your price is higher than your competitors. It’s higher than what the client is paying now. But it is the right investment to produce the right result. But still, your client pushes back. He wants a lower price. He wants to compare you to your competitors, none of who can deliver what you deliver. If you are going to win at the price that delivers results, you have to talk about the right investment.
There are no outcomes without activity. But the right outcomes require the right activity.“More activity” is the answer a weak manager uses when they need better results. It’s easier to demand more activity than it is to determine the real outcome you need, determine the “right and necessary” activity to deliver those outcome, and to ensure that his people have what they need to be effective in generating both the activity and the outcomes.Lest you think I’ve gone soft, many underperforming salespeople are asked to generate more activity because it is what is necessary to produce greater results. But when the idea of “more” is applied across an entire sales organization, it’s a clue that it is being used a substitute for what is really needed.You might need to make more phone calls. But you might also need a campaign of value creation in front of those phone calls to make them more effective.You might need more opportunities. But you might also need to better work the opportunities that are already in your pipeline but being haphazardly pursued.You might need more leads—or better leads. But you might also need a list of dream clients and a real plan to nurture those relationships to create the real opportunities you need.You might need more flexibility when it comes to your price. But you might also need to create a greater level of value and a compelling, differentiated, tailored value proposition.Sometimes you need more activity. But most of the time what you need is something more complicated, something more difficult to obtain. Strong managers know that some people need to be pushed for “more activity” to achieve their goals, but that most of their team needs greater effectiveness in areas where competencies are more difficult to obtain.QuestionsWhen is more activity the right prescription?When does getting better results require something more than more activity?Is more activity always necessary from all salespeople at the same time?Why is effectiveness more important than activity?
Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Now My friend Mike Weinberg says “No one defaults to prospecting.” What he means is that when salespeople have time between calls or meetings, they don’t automatically pick up the phone and start prospecting. And he’s right about this.When I was a young salesperson, there was only the phone. Every morning, I secluded myself in an office and made prospecting calls. I started making calls at 8:15 AM, and I stopped for lunch at Noon, when I’d usually go to a restaurant with my peers. After lunch, I’d start making calls again until it was time to go home.As I made calls to every number in the business section of the phonebook, I wrote down every “good” lead on an index card. If someone told me that they used what I sold, they were a good lead. The next day, I’d flip through all of those index cards, knowing that they were better than the numbers in the phonebook. Then I started back through the phonebook. No targets. No business intelligence. No social networks. No LinkedIn. No research.It was prospecting. All day. Every day. And then the appointments came. And after I made a sales call, it was back to prospecting. Lots of people were better salespeople than I was. No one made more calls. Prospecting was my default.As a young salesperson, no one had to tell me to prospect. I didn’t know what else I should have been doing. And there still aren’t many real choices available to you. When you need new business, you make your calls.Don’t be a sales poseur. Pick up the telephone.I made two cold calls today. Dave Brock and his team make calls every week.
Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now It is easier to find a lower price than it is to make the changes that improve your performance. This is why so many of your prospective customers are laser-focused on price.It’s easier to find someone to reduce the price you pay than to change what you believe. It’s easier to believe that your vendor, your supplier, your partner, or your whatever isn’t doing the job that they should be. This belief is reinforced continually by the salespeople who promise to deliver better, faster, and cheaper. Real change requires that you first believe that a lower price doesn’t deliver better results and the real issue is something else.Finding a lower price is easier than investing more in the outcome you need. You don’t have to have the messy, complicated internal conversations. You don’t have to justify the greater expense. And you don’t have to deal with the risk, especially the personal and professional risk that you take by recommending dealing with the real obstacle to greater performance. Real change often means increasing the investment you make in the outcomes you need. Cheaper is easier.It’s easier to find a lower price than it is to change the way you do business. It’s easier not to buck the status quo and not to change any of the processes that make up “the way we’ve always done it around here.” The fact that you’ve done something one for as long as you have is proof positive that what you’re doing isn’t broken. It’s easier to believe that someone or something else needs to change. A new vendor with a lower price isn’t change.When you think about building consensus inside your dream client’s account, know that a lower price is always going to be easier than what you are asking for when you ask for a real commitment to change. This why you need the support from the CEO of the Problem, and you still need executive sponsorship. You need the help and support of the people who are willing to choose the harder road, the road that leads them better results.A lower price is easy. Better outcomes are difficult. You are defined by which of these you choose to sell.
Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now Podcast: Play in new window | Download (Duration: 57:58 — 53.2MB)Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSS“Stages of development” is a term you hear more in the philosophical and psychological realms than you do in the business realm. But Anthony has come to believe that a better understanding of human development and these “stages” we go through in our growth is very beneficial for sales and business leaders. This episode is a deep dive into psychological and philosophical theories surrounding this idea of “stages of development.” Anthony’s aim is to help you better understand yourself as a business or sales leader and to better know your team members and clients, so that you can better help your customers and work with your team, for greater success.Ken Wilber on Stages of Development and How They Show Up in The Business World – Episode #69Click To TweetWhat IS consciousness?Anthony starts this conversation with Ken Wilber by asking perhaps the deepest question of all: “What IS consciousness?” On one hand, Ken says that defining consciousness is not all that difficult. In his thinking, anytime you are aware of something, conscious of something, you’re experiencing consciousness. For most of us, it is primarily associated with the “I” dimension of how we think about the world; the things we think about in relationship to ourselves. But there are others that think of consciousness in terms of “it.” It’s an objective structure of thinking that is strictly related to brain function and physiological process. On this episode Anthony chats with Ken about the reality of consciousness and how our thinking about it impacts the way we approach relationships with others – which can dramatically impact sales.Understanding the stages of growth can help you discern your customer’s motives and goals.Philosophers and psychologists categorize human development into stages of growth and try to label them in ways that describe what’s going on in the human psyche during that stage. For example, there are stages of growth that are entirely focused on the self, others that expand to include a concern about immediate community, and then even further during another stage to think about the broader world. As a sales or business leader, if you’re able to discern how your customer is thinking (which of those stages of growth they are operating out of), you’ll be better able to address the concerns they are likely to have as you interact about your sales solution.Understanding the stages of growth can help you discern your customer’s motives and goalsClick To TweetDo you understand where your team members are at in their developmental growth?If you can make that leap and begin to grasp their motivations and desires (based on their stage of growth) you’ll be able to lead them, motivate them, and energize them more effectively through the messaging, encouragement, and coaching you provide. That’s because you’ll have the ability to tailor your approach to each person to best fit into their view of the world at that time. You can hear this deep dive conversation about personal and cultural development as Anthony chats with Ken Wilber, on this episode.How we see the stages of development showing up in the business world.The importance of understanding the stages of development that people go through not only has to do with how to lead better, but also how to BE a better leader. For example, If a leader is stuck in an egocentric stage of growth they’ll clearly be leveraging things to their own advantage, which could impact the health and success of the company and clients. It’s an incredibly in depth conversation on this episode but is also filled with practical insights into the way people grow and interact with others. If you’ll take this one seriously it will put you way ahead of the competition on a number of different levels.How we see the stages of growth showing up in the business worldClick To TweetOutline of this great episode Anthony’s introduction with Ken Wilber, philosopher, author, and teacher. What is consciousness? – and thinking about the structures of consciousness. Research showing how the “I’ aspect of consciousness grows and develops. 4 major stages of hierarchical growth. The common structures of development that business leaders should know. The stages of growing up: 8 levels of growth. Understanding how the stages of development show up in the business world.Our Sponsors:Swag IQwww.PreOrder.TheOnlySalesGuide.com – Get bonuses with Anthony’s new book.Resources & Links mentioned in this episodeMaslow’s Hierarchy of Needs0674445449The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on SoundcloudConnect with AnthonyWebsite: www.TheSalesBlog.comYoutube: www.Youtube.com/IannarinoFacebook: https://www.facebook.com/iannarinoTwitter: https://twitter.com/iannarinoGoogle Plus: https://plus.google.com/+SAnthonyIannarinoLinkedIn: https://www.linkedin.com/in/iannarinoTweets you can use to share this episodeWhat IS consciousness? – get the answer on this episodeClick To TweetDo you understand where your team members are at in their developmental growth?Click To TweetSubscribe toIn the ArenaApple PodcastsGoogle PodcastsAndroidby EmailRSSOr subscribe with your favorite app by using the address below
“Our people are our greatest assets.”These are easy words to say. There are not a lot of people who would disagree with this idea, and it appears on walls and on mission statements and in annual reports. It seems to be a universal truth for most companies, even if it is more often honored in the breach.Assets show up on a balance sheet. Expenses show up on a profit and loss statement. The money that employees are paid shows up on the profit and loss statement, and not a balance sheet. The words “our greatest assets,” might sometimes be in conflict with the reality that in some cases people are treated more like “a necessary evil.”Deep CaringA company can’t make people feel as if they are cared about. Only people can do that. Leaders can act in ways that make people know they are cared about. A person’s direct manager can make them feel as if they are valued. This is, in fact, what is necessary if people are truly your greatest asset.If no one cares about you at work, you are not going to feel like an asset. You’re going to feel like a number. Like a cog in a wheel. Deep caring for and about people is necessary.Investment in GrowthCompanies that believe people are the greatest assets invest in those assets. Some companies invest money to improve what they believe to be their greatest asset, their actual human resources. They train, develop, educate, and coach their people, helping them achieve greater and greater capabilities, confidence, and success. More still, they invest time and energy with the people who work for and with them.If you believe training and development is too great an expense to invest in your “greatest assets,” your behavior doesn’t match your professed beliefs.Meaning and PurposeThe most important things you can provide cost nothing and produce the greatest returns.Your “assets” want to do meaningful work. They want to do work that is purposeful. If your mission is to improve shareholder value, you are severely depriving people of both meaning and purpose.Many mission statements written on company walls are about as inspirational as the dust collecting on their frames and the even dustier and long forgotten binders the consultants gave the executive team when they were written.You have to help people understand how and why you create value, as well as how people benefit from their doing so.People are your greatest assets. But saying it doesn’t make it so. Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now
Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Now Tom PetersI didn’t read In Search for Excellence. By the time Tom Peters came into my awareness, he had just written The Circle of Innovation. It was through this book, published in 1997, that I came to understand that we live an accelerating, disruptive age and that one must adapt, again and again and again.From Circle, I went backwards to Thriving on Chaos, and then forward to The Brand You 50, The Professional Service Firm 50, and The Project 50, before reading Re-Imagine years later. No one has shaped my thinking about business and doing purposeful, meaningful work more than Tom Peters.Stephen CoveyI am not sure when I first picked up The Seven Habits of Highly Effective People by Stephen Covey, but I was young. What I discovered was that everything was my fault, and that if I wanted to change the relationships I had with other people, I had to change first. I’d love to tell you that the lesson stuck on the first reading. Or the fifth reading. But it took quite a while longer than I would have liked.It is easy to understand the ideas in The Seven Habits intellectually. It is something different to make them your own.From there, I read and studied First Things First and Principle-Based Leadership. There I learned even more about my responsibility to use my time to do meaningful work and the charge a leader must keep.Neil RackhamI have read countless books on selling. I have taken something from almost every one of them. But no work has been more influential, and none has helped me succeed in sales more than two books from Neil Rackham. The first, naturally, is SPIN Selling. Two ideas changed everything about how I sold. First, I started working on gaining an advance in every sales call. Second, I started to focus like a laser beam on the implications of not changing. Upon making these changes, selling became easier for me, and my personal sales took off. So much so, I ended up leading a team.Rackham’s follow up, Major Account Sales Strategy, had an even more profound impact on my thinking. This book never got the accolades it deserved. That book helped me win multi-million dollar deals, and the principles in that book are deeply ingrained in how I think about sales and selling.There are a lot of people who have done good work here, but for me, it’s Rackham first.Ken WilberIt is important to understand your world. If you like that kind of thing, then maybe you want to understand the Universe, and everything in it. Ken Wilber is a philosopher, but for me, he is far more than that. He is a friend, and a teacher.I found his books A Theory of Everything and A Brief History of Everything, before stumbling into Sex, Ecology, and Spirituality (if you pick this book up, you are on your own).Ken’s great work is a framework into which you can fit all other frameworks. It is master key for understanding human behavior, human cultural evolution, and the development of human psychology. His work is a synthesis of a lot of other’s work, including philosophers, scientists, developmental psychologists, and spiritual teachers.I only discovered Ken’s work a few years ago, but it has made positive changes in the way I view much of my work, and even more positive ways how I view other people.
Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now If I could offer you only one piece of advice for making your sales kickoff a massive success, it would be this: Coordinate the content into one integrated whole. Let me explain.It is rare that you get your entire sales force together in one place for a few days, so everyone is going to want time with the whole group, and a good many people on your team are going to want certain workshops. You are never going to have enough time, but you know that.It’s also expensive to put together a sales kickoff meeting. You have to deal with logistics, hire keynote and content speakers, handle catering, and deal with entertainment. All of this is critical, and it is more work than most people recognize.It is important that the sales force is entertained and educated, but it is more important that they return back to work with the ability to take action on what they learned. This means one of your primary goals should be to weave all the content together, building to the outcome that you want.Keynote speeches must be entertaining. They also have to contain some major learning outcome. A great keynote can provide the content that creates a mindset shift in the sales force. That mindset shift serves as the platform on which to build the rest of the content.Breakout sessions need to educate, and they should teach new skills to accompany the mindset shift enabled by the keynote. This is where mistakes are usually made, and they usually begin with content around product. Product is important, and salespeople need a deep understanding of what they are selling. The mistake is to provide product content alone, separated from the mindset shift and separated from the sales skills.This can very easily be improved by connecting the product to the theme, and then tying it tightly to the skills being developed in the breakout sessions. Here is a quick example.Let’s say your keynote speaker talks about how buyers have changed the way they buy. The skill set training might be around identifying where the buyer is in their process, requiring the salesperson to leverage that information to open a conversation about the new outcomes enabled by the product.The integration of content around the outcomes you are trying to enable isn’t easy to do, and there is no chance you won’t have content that falls out of your major outcomes. But it is still the best way to ensure that you achieve the result of having your salespeople leave capable of doing something they were not capable of doing when they arrived.
This idea is not what you think it is. It’s different and in some ways, more important. It’s about your brand. Not the manufactured and manicured brand that social media allows you to present to the world. You know, the one you work hard to build.This is about your real brand. The brand that has nothing to do with social media. This brand is made up of how people feel about interacting with you personally, in real life. This brand isn’t the facade; this brand is the foundation and the structure. That experience is your real brand.What is the experience people have when they meet you?Do you give the person you are interacting with your full and undivided attention, making them feel that they are the most important person during the time you spend with them? Or was some distraction more important?How do you treat people who hold no position of power or influence and can do nothing for you? Do you acknowledge them, giving them the significance they may feel that they are lacking? Do you ignore them, recognizing they can do nothing for you?Is your behavior indicative of someone who does good work, who is conscientious, and who cares deeply? Is your brand that of excellence, of going the extra mile? Or is your brand “skating by,” doing only what is necessary and nothing more?This brand, your real brand, is more important than your brand on the internet and social media. It is your real character. It’s who you are when no one is looking and when you are not taking a selfie.Now, if your “personal brand” isn’t exactly your “real brand,” then your “personal brand” isn’t your brand. That incongruity means that what others see is not what they get. That your talk is not your walk. That it is, in fact, a facade and that the foundation and the structure are weak, not strong enough to support a better brand.You are better off improving your “real brand” than your “personal brand.” Who you are matters more than what you do. Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now
If you are going to pursue your dream clients, you are going to have to persist over time. If you are going to get what you want in life, you are going to have to hear no and find a way forward.
For the last decade, there has been a trend towards believing that what worked in the past is automatically wrong for the future—and, more still, ineffective right now. The purveyors of this thinking believe that there is no progress without the type of disruption that comes with tearing down what came before it. As I have written here before, evolution transcends and include what came before, not eliminating it altogether.A few examples are helpful. If you read a book on a Kindle or a tablet, that form is different from a bound book. But the core of a book is that it is a method for sharing the written word. That has not changed.Streaming audio provides much more control over what you can listen to and when. It’s much better than radio (terrestrial of a satellite), and it’s a fair bit better than cassette mix tapes. What radio was—and is—the ability to share words and music across great distances.Television and movies are also now streaming to any device with a screen, and the production of content has been liberated from the hands of a few to the masses. This is a massive shift in power, but not that does not change the medium much. You still watch programs that educate and entertain you.Not everything that is new is good or healthy. For proof, look at the food most people eat. Much of it is efficient in delivery while lacking when it comes to delivering nutrition.Many of those who write about sales mistakenly misunderstand how things evolve. They believe that a new medium, namely the Internet, destroys everything that has come before, even if a Digital newspaper is no different than a paper newspaper; the form has changed but the function has not.They argue that cold calling is no longer a valid method for prospecting because there are new ways to communicate. They suggest that permission marketing is the right choice and then send unsolicited emails and InMails. They criticize interruptions while working hard to cause you to stop scrolling with your thumb.They suggest that closing is dead, without understanding that one must still gain commitments, oblivious to that fact that most salespeople wouldn’t know how to pressure someone to buy or execute a hard sell. This, when all the evidence points to companies struggle to make decisions and needing more help and more prescriptive direction.When it comes to pitching, that too is old and must be replaced with something new, which is often framed as sharing information and being helpful. The idea that one should never pitch is always written as if it were a law handed down on Mt. Sinai. It’s black and white, with all context removed. Even when there is a time to pitch, and even when some prospects want to be pitched.In a time of constant, accelerating, disruptive change, you are right not to become too attached to the things that are likely to change. You may want to be more agnostic and more willing to take in new ideas and new technologies and tools. At the same time, however, you would do well to ground yourself in the things that are timeless. There have been disruptions before, and they were in many ways more jarring. What helped people succeed then is what will help you succeed now. Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now
Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now When one designs a sales process, it is normally presented on a slide, beginning on the left side with a box, normally titled “target.” It ends on the right side of that same slide with the box titled “won/lost.” It is shown to be a linear process.We generally follow the same format when we present the buyer’s journey, another orienting generalization with real value, even if it is not as straightforward for B2B as it is for B2C. That process is also shown as something linear, with a straight path that is predictable and easy to follow.Some sales organizations have decided to pay less attention to their sales process, preferring instead to believe their role is to facilitate the buyer’s journey. Others are slavishly devoted to their sales process without much regard for where the buyer is in their process, driving hard to move through their sales process, buyer be damned. Still others work diligently to line up these two processes. That, however, is not easily done.Not a Journey, but JourneysWhen you look at the major, disruptive trends in complex B2B sales over the last couple decades, none of them might be as important or as difficult for sales organizations as the number of stakeholders involved in a single opportunity. Not only do more stakeholders slow the process, more people involved in a decision tends also complicate things by revealing conflicting interests and internal priorities that are often at odds.As it pertains to lining up a sales process and a buyer’s journey, more stakeholders immediately destroy almost any approach one might take.Maybe the executive leadership understands the nature of their problem and is highly compelled to change. This is a wonderful occurrence if you’re the one calling on executive leadership in this hypothetical, especially if you have their support. But, what if at the same time their IT department is wedded to the status quo and willing to defend to the death any attempt to change things? These two groups are out of alignment in any buyer’s journey, and recognizing where each group is in your sales process isn’t all that likely to help you sort out their differences.Complex, and Increasingly SoBecause the buyer’s journey is nonlinear, the sales process is now nonlinear as well. Complex B2B sales is ever more complex.I wrote The Lost Art Closing: Winning the 10 Commitments That Drive Sales, to provide salespeople with the commitments that are generally needed to help people and organizations change. The commitments provide a bridge between the sales process and a buyer’s journey, acknowledging the fact that different stakeholders may be in very different places when it comes to their buying journey, and providing some guidance on what to do to help move them forward.
Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Now The elevator door opened and I started to walk out when I noticed I had only gone from the 7th floor to the 6th floor. I had pushed the button to go to the lobby. This wasn’t one of those times when you are on an elevator and not paying attention. In this case, the building was old, as was the elevator. Enough time had passed that I should have been in the lobby, but the elevator didn’t move for some time after I pressed the button.Time and Ground CoveredThere is a certain amount of ground you can cover in a period. Call that ground a goal, a milestone, a quota, or a chapter. The time passes whether or not you cover the ground.Some people recognize that time relentlessly ticks away and feel the need to increase their progress toward their goals. Others don’t feel the same urgency, being more passive and complacent about time—even though they have no more time than those who act with purpose. Time is not a variable; it’s universal. It doesn’t treat anyone differently and offers no one a preference. It just relentlessly counts off its beats.The ground covered is a variable, and it is inside your control. There are two areas you need to consider: values-based decisions and effort. If you want to cover more ground faster, then you need to prioritize those things that move you forward further and more quickly. The decision as to what you do with your time is yours alone. You also have to do the work, putting the effort and energy into the work.Otherwise, you can look up and think you should have gone somewhere only to find yourself standing very close to where you started.
Leh in Ladakh region was the coldest recorded place in the state at minus 10.4 degrees Celsius, as the minimum temperature across Kashmir division dropped by several degrees due to dry weather and clear sky.The night temperature in Leh dropped from the previous night’s low of minus 5.1 degrees Celsius to settle at minus 10.4 degrees Celsius, a spokesman of the Meteorological Department here said.Along with Leh, the temperature at other places across Kashmir division, including Ladakh region, went down last night due to dry weather and clear sky.Srinagar, the summer capital of the state, recorded minimum temperature of 0.9 degree Celsius down from the previous night’s 2.7 degrees Celsius, the spokesman said.He said Qazigund, the gateway town to Kashmir along Srinagar—Jammu national highway, registered a low of 0.4 degree Celsius, while the nearby Kokernag town recorded a low of minus 0.2 degree Celsius.Kupwara town of north Kashmir had registered a minimum of minus 2.5 degrees Celsius, a decrease of three degrees from 0.5 degree Celsius yesterday.The night temperature recorded at the famous hill resort of Pahalgam in south Kashmir was minus 6.6 degrees Celsius down about seven degrees from the previous night’s 0.2 degrees Celsius, the spokesman said.He said Gulmarg, in north Kashmir, registered a low of minus 9.5 degrees Celsius, adding the resort had yesterday recorded a low of minus 7.0 degrees Celsius.He said the resort was the coldest place in the Valley.The spokesman said the weather is likely to remain dry for a few days after which there is possibility of another wet spell from February 26.
The North and South Goa district administration have made elaborate arrangements for counting of the Assembly election votes, which will be taken up on Saturday morning.Counting of votes for 19 North Goa constituencies will be taken up at Bal Bhavan, Campal. In South Goa, the counting will be done at Government College of Commerce and Economics, Borda, Margao. There will be 129 tables at the North Goa counting centre, and 100 in the South Goa centre.Goa Additional Chief Electoral Officer Narayan Navti told The Hindu on Friday that counting of votes will start at 8 a.m.He said, “Counting of postal ballots would be taken up first and would have to be finished in half an hour.”He added that the counting of Electronic Voting Machines (EVMs) votes will start at 8.30 a.m, even if the postal ballot counting is not finished. “However, the last result will not be declared till the postal ballot counting is completed.”The Postal Department has handed over the ballots to a nodal officer at the counting centres. Mr. Navti said there are 17,500 postal ballots in total.“Each round of counting will take at least seven minutes. There will be hardly four or five rounds. Within 40 minutes one constituency will be over. The results should be out by 11.30 a.m.,” he said.The counting centres are being manned by the Central Security Agencies and the State police.According to Nila Mohanan, North District Collector, 400 security officials would be deployed in North Goa. Officials added that Section 144 of the Criminal Procedure Code (CrPC) would be imposed near the counting centres. The State has declared dry day on Saturday.Over 83% voter turnout was recorded in the polls. As many as 251 candidates are in fray in Goa’s 40 constituencies.The ruling BJP is engaged in a fierce fight with the Congress, the Aam Aadmi Party, and an alliance of Maharashtrawadi Gomantak Party-Shiv Sena-Goa Suraksha Manch, for the 40-member House.Golden rules for VVPATThe Election Commission authorities said some “golden rules” have been prescribed for accepting any recounting requests.The first rule is that a Voter Verification Paper Audit Trail (VVPAT) recounting can be asked for only in case of a booth and not the entire constituency.Mr. Navti said any decision pertaining to recounting will come into process only after the candidate’s written application is accepted by the Returning Officer (RO).The RO, in turn, will also apply “three golden rules” before granting permission: If there was a fault in the Electronic Voting Machine (EVM) or if the machine was replaced; if any error was documented by the VVPAT; the difference between votes obtained by the winner and the runner up are more or less equivalent to the votes polled on that booth.“The demand for VVPAT vote counting will be accepted provided it can influence the ultimate results of a constituency,” Mr. Navti said.When asked why recounting can not be done for an entire constituency, he said, “It is a thermal paper which is very difficult to separate. Then you will need creation of additional infrastructure like pigeon holes for all candidates, additional staff for counting.”Mr. Navti said recounting will be conducted only after the EVM vote counting process is over.The Election Commission has used the VVPAT machines for the first time in in the State.
Pune: The psychologically probing and uniquely textured films of the directing duo of Sumitra Bhave and Sunil Sukhtankar shone once more as their recent offering Kaasav (Turtle) won the ‘Golden Lotus’ award at the 64th National Film Awards announced in Delhi on Friday.Marathi cinema, in general, fared well with the cream of the industry’s offerings being noticed and acknowledged at the awards. Dashakriya won the Best Marathi film award, while Rajesh Mapuskar, who directed Ventilator, was adjudged Best Director. The announcement is particularly gratifying for Ms. Bhave and Mr. Sukhtankar as it comes on the occasion of World Health Day at a time when the World Health Organisation (WHO) has selected ‘depression’ as this year’s theme.The much-acclaimed Kaasav (which is yet to be released) stars Alok Rajawade as Manav, a disturbed, alienated and suicidal boy, who is sheltered by a woman Janaki (superbly played by Irawati Harshe) battling loneliness.The film sensitively and intellectually portrays how patience and understanding can bring relief to people battling depression. More importantly, the film brings the malady of depression — often a taboo — into sharp relief and compels discussion on it rather than leave it lurking in the shadows Ms. Bhave and Mr. Sukhtankar are known for their psychological studies delving into the troubled recesses of the human mind in films like Astu (2015), starring Dr. Mohan Agashe, which dealt with Alzheimer’s and Devrai (2004), starring Atul Kulkarni, which tackled schizophrenia.Dr. Agashe, who produced Kaasav, observes that the film is a metaphor of a mother turtle which hatches her eggs and leaves before the young ones are born.The emotional slice-of-life drama Ventilator, produced by Priyanka Chopra (who also has a cameo in the film) bagged a clutch of awards including ‘Best Editing and Best Video Recording’ and ‘Best Sound Mixing.’The film, which marks an acting comeback for director-actor Ashutosh Govarikar, is seasoned with satire and laced with heavy doses of black comedy in chronicling two days in the life of the extremely large Kamerkar family, and the shenanigans that ensue when one of the family elders is admitted to the hospital and put on a ventilator.Veteran actor Manoj Joshi won the Best Supporting Actor award for his role in Dashakriya, while the film also bagged the Best Screenplay award (adapted) for Sanjay Krushnaji Patil.The film, directed by newcomer Sandip Bhalachandra Patil, stars Dilip Prabhavalkar and is a searing indictment of the evils of the caste system which it powerfully portrays through the odyssey of a young boy, Bhanudas.While 2016 began with a bang for Marathi cinema, with the Nagraj Manjule-directed Sairat becoming a wild box-office smash and Natsamrat featuring some powerful, heavy-duty acting by Nana Patekar, the majority of the year has produced middling fare. far away from the hallowed standards which one has come to expect from Marathi cinema post the award-winning Shwaas (2004).The three films feted at the National Film Awards roster have reclaimed the spotlight for Marathi cinema.
Students of government-run primary schools in Uttar Pradesh, who do not have an Aadhaar card, will not be able to get midday meal after June 30. List of studentsThe direction from the State government comes three months after the Union Human Resource Development Ministry made Aadhaar cards mandatory for midday meals and asked UP schools to make a list of students who possess the cards. “The government has directed the basic education officers in all the districts to ensure that every beneficiary of the midday meal has an Aadhaar card so that the scheme doesn’t get affected. If Aadhaar cards for all beneficiaries of the midday meal scheme are not made and their numbers not submitted to the State government, then the students without such cards will not be able to benefit from the different schemes of the government. And you will be held responsible for that,” warned a letter written by Director, Basic Education, Sarvendra Vikram Bahadur Singh, addressed to primary education officers. The present rate of Aadhaar enrolment of students of primary schools in the State is extremely low. In Meerut for instance, of a total of 1.73 lakh students in 1,561 schools, only about 29,000 students have Aadhaar cards, which comes to less than 17 %. Schools puzzledThe direction has left the school authorities puzzled as schools have closed for vacation and will reopen only on July 1. The letter by Mr. Singh has asked all the primary education officers to submit a list of students who possess Aadhaar cards to the State government by May 30. Mr. Singh has sent a reminder to the primary education officers of Meerut, Hapur, Moradabad, Sambhal, Kannauj, Farrukhabad and Kanpur (rural) as they have not yet sent the list to the government. Officials helplessMost officials who handle the midday meal scheme have expressed their helpless in the face of the ultimatum. A coordinator for the midday meal scheme in Meerut said with primary schools closed for vacations, it would be almost impossible to follow the direction.‘Students out of town’ “Schools have closed for vacations and most children have gone out of town. Teachers can be asked to help the students get their Aadhaar cards made, but the challenge is how to make cards for students who are out of town,” he said.