Category Archives: Business
I love Scott Ginsberg. He is truly one of a kind. That’s what it means to have an awesome personal brand right?
He has been wearing a name tag for many many years – every day for that matter.
Check out his Ted Talk video, to learn a little more about the man that puts a smile on my face every time I read his content!
Drop by my new facebook page and say hi:
Have a great weekend!
It has been a while since I have had a guest post on Sell Lead Succeed, but I am very excited to introduce Robyn Davis today. I have followed Robyn’s awesome content on trade shows and marketing strategies for well over two years now, and love what she is doing.
Many people can relate to the stress of business travel, as they leave the comforts of home, and still need to perform their roles at a high level.
In this post, Robyn outlines 12 tips to cope with the most common causes of travel stress.
Just click on the link below and enjoy!
Trade show expert, Robyn Davis of When I Need Help (WINH), advises executives and their teams on the specific trade show sales and marketing strategies that they need to generate more quality leads, strengthen relationships with key industry contacts, and make money while exhibiting. Contact Robyn at firstname.lastname@example.org or visit her free resource website, www.HowToTradeShow.com, for more information and advice.
One of the professional hockey teams that I follow closely have had consistency issues all year. It is hard to believe that they are still struggling considering they were awarded the #1 draft pick three years in a row!
It has become increasingly clear over the last while that there is one glaring issue that plagues the team. They have too many of the same players. The team is one-dimensional. The skilled players are very talented but are too small and don’t have grit. At least some players need to possess all of those characteristics.
This situation got me thinking about sales teams and corporations in general.
How effective is a sales team if there are too many hunters or farmers, or perhaps too many quiet reps or outspoken ones?
A good mix of players is an integral part to a healthy, vibrant team. The team needs to feed off each other’s strengths and support each other while improving their weaknesses.
What about for a corporation in general?
If the sales department is performing well, but manufacturing and accounting are a mess (as an example), there will still be struggles overall. If manufacturing is firing on all cylinders, but everything else is having issues, the company is still “broken”.
I have always been a huge proponent of “temporary job trading”.
Do the role of somebody in a different department for even a day to get a better understanding of what it takes to perform their job. Maybe you won’t get so annoyed with them, and have a new appreciation for what they actual do!
Work to cross-train employees so they aren’t so one-dimensional. There will be a greater chance of mutual respect within the team if they have a true understanding of what everyone else is doing each day.
Sports teams, sales teams, and companies as a whole thrive when everyone is working together. Diversity within a team is healthy, and understanding what everyone’s roles are reduces tension within the group.
Think back to the controversies that are often made public when certain superstar players don’t make an olympic or other highly competitive teams. On the surface it looks like a glaring omission. In reality it is a strategic move by the management team to put other role players in that position. A team cannot be made up of only superstars. It rarely works, and the odds are against from the get-go.
I had a run in with the District Manager at a large retail account of mine many years ago. We had “philosophical differences” regarding my coverage of one of their stores, and one incident in particular upset him.
My relationship was less than solid with that location’s management team, and I received very little support from the sales associates. During my third year working with the account, the senior manager requested that I conduct another product knowledge meeting for his team on a Saturday morning. I had done that type of training before, but had become frustrated by their lack of support.
I will never forget what I said to him in response to his request that I take time out of my weekend to do training. My wording was all wrong. I said that I would not receive the “bang for the buck” to go and train his team now, and would wait until I received more support from them.
I did not mean for it to come out that way, but it did, and I had to live with the consequences. I remember the rest of the story like it was yesterday. I was numb all over and I felt like I was going to throw up! He stormed in to his office, and started dialing the phone to my regional office. I swear there was smoke coming out of his ears! It was after 4 pm, and my General Manager had typically left by then. But as fate would have it, he was still in the office that day!
By this time I had walked in to his office, I was pleading for him to get off the phone so we could work through the issue together. He was requesting a new sales rep from my General Manager (while I was standing right in front of him). To my General Manager’s credit, he was able to calm him down, and I was able to talk things through with my boss the next day. My management team knew this man quite well, and was aware that he was not my favorite person. I explained my side of the story, and eventually was able to convince the store’s District Manager to keep me on as the rep for both locations.
I was not worried about losing the underperforming branch, but was terrified to lose the local branch that I had worked so diligently to grow over the years. To say the least, I choose my words very carefully in the future, to avoid other conflicts. I retained both branches, but the weaker place never met my expectations.
It is difficult to keep your emotions in check and not say what is on your mind in certain situations. But using your “outside voice” instead of your “inside voice” can have negative ramifications, especially if you catch somebody on a bad day! I learned that the hard way. I will never forget that feeling deep in the pit of my stomach when I almost lost one of my biggest accounts right before my eyes!
- Have you ever wished you had used your “inside voice” rather than your “outside voice” in a specific situation during your career?
- If so, what were the results of you speaking out loud?
Email me at TimMushey@gmail.com to share your story, and I will post the best response on my blog next week!
- It’s time-consuming
- It can start a series of telephone tag or long email correspondence
- It may dig up potential issues that you don’t want to deal with; feels like you are becoming a complaint handling department
- Don’t want to bother people
- Don’t know the right amount of time to wait if you need an answer
- Would rather focus your efforts on getting more business if in a sales role, or fulfilling other more enjoyable business activities in general
TOUGH LOVE MOMENT – Suck it up!
Imagine if all of your competitors thought this way! You should be embracing follow-up and becoming your customer (or prospect’s) go to person!
Customers will respect you because your relationship with them is not complete after the purchase order number is given. They have put their hand up and said “treat me special“. Don’t take your current customers for granted and follow-up regularly.
- If you have quoted a prospect, be sure to follow-up. Don’t expect that they will magically call you and give their decision either way. It may only take a brief clarification to secure the business
- If you are following up to check on a previous issue, it may help prevent future issues
- If it is follow-up after a sale, it may take care of minor issues before they escalate in to bigger ones
One of my biggest pet peeves is when a project stalls with somebody in the organization, due to the fact that others have not responded to them. That is always unacceptable. If you need to follow-up frequently via email, phone, or in person, get the answers that you need to move things forward. Never use others as scape goats for things being held up by you.
Successful sales and business people do things that they do not like to do every day to continue to grow and achieve a cut above the rest.
If you are not ready to “get your hands dirty” the time to change is now. If you are already a master of the “circle of follow-up“, congratulations!
This video discusses some similarities that I see between playing golf, and the sales profession. A golf hole is not complete until the ball goes in to the hole, and a sale is not complete until the customer commits!
Take some time to think about this as you play your next round of golf, or attempt to close your next sale! Have a great day…
Great quote from Paul Mark this morning. We can all learn a little something from this one. Have a great day…
“Make it a point to do something every day that you don’t want to do. This is the golden rule for acquiring the habit of doing your duty without pain.”
Tomorrow is promised to no one!
When you love something, you typically don’t have to learn it. It is almost as if you absorb the information, without having to bear down, understand and memorize the content. For those of you who have followed me for a while, you will know that I am a music fanatic. I have always done well playing “name that tune” at pubs, or with my wife making selections on our iPod during long road trips.
But my biggest victory occurred on a 3 hour car ride with three colleagues. They challenged me to a game and even used their own iPod. They were younger than me, and quite confident that they would beat “the old guy”. Long story short, it was not even close. I answered 90+% of the songs correctly (many after only hearing 2-3 second clips). They were flabbergasted, and I could not wipe the smile off my face. I have loved music since I was ten years old. They never had a chance.
With several of my sales roles, I loved what I sold. There was never really any learning involved. The knowledge “just appeared” over time, and I was having fun doing something I loved.
This is how I am today with hockey, golf, music and internet marketing. I do not have to memorize anything. The information just stays with me.
Think of how difficult it is to learn something when you do not like it, or are just not interested in it:
- A course at school
- Training for products, services or concepts at work
- Music lessons as a kid
It did not go very well, did it?
If the negative feelings you have towards learning something are worse than getting your teeth pulled, how effective are you ever going to be at understanding the information? You may be able to learn it over time and perform a required role, but it will not have meaning to you. It will just be something that you have to do.
From an early age, my son fell in love with hockey. That was a “side affect” of having me as a dad. We watched it on TV, played in the basement, on the driveway and at the rink. He also took skating lessons and started to play on a team last year. Did I mention that he watched his first professional NHL game at one hour and fifty minutes old on the 7 inch TV screen in the hospital?
By the time that he was four years old, he could name any of 15 NHL players by me only giving him a number and team name as hints. We never had “memorization sessions”. He just immersed himself in the sport, and his knowledge of one of the greatest games on earth is coming to him as naturally as it did for his father.
The motivation for this post came from the courses that I did not like in school and struggled just to get passing grades in, and the jobs that I have had in the past where I did not like what I was selling.
- Do you love the products and/or services that you sell every day?
- If not, should you be getting involved with something that you really love to do?
- If you have been “festering in unhappiness” for months, years or decades, is it time to “hit reset”?
If you are sitting on the fence, maybe today is the day to take a leap of faith!