Before You Look for the Next Gig

When I’m on the road, it’s Uber that usually gets me around town. (I need to try Lyft, too!)

One morning, though, I chose a taxi. Mind you, I’ve heard cab drivers all over the world complain about Uber. THIS cab driver, however, had no case.

He started driving and “kinda knew” the “general vicinity” of my destination. It turns out he had recently gotten a new phone but wasn’t yet acquainted with the map apps (Google Maps, Waze, etc.). Dude, what?!

I handed him my phone. He held it in his right hand while he steered with his left. Needless to say, we arrived safely, but homeboy did not have his shit together.

Consider this: Half of a company’s employees are disengaged at work, looking for another gig.

If you’re one of them, make sure you’re a) at the top of the leaderboard, b) significantly contributing to the business, c) bringing a positive, bright attitude to work every day, and d) able to show / support / backup / prove your track record of success.

If you cannot demonstrate these traits, you have no case. Get back to work – on your job, on your habits, and on yourself.

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My friends at AlwaysHired asked me to answer a few questions for their blog. The first part is here and the second will get published this summer.

An Introduction to Hiring for the Modern SDR

An Introduction to Hiring for the Modern SDR

An eBook to Help Sales Development Leaders

Betts Recruiting is the premier recruiting firm that partners with the fastest growing, most innovative technology organizations in the US and Europe. The Betts team works intimately with hiring managers to fill Sales Development and revenue-generating roles.

A newly published eBook reveals what Betts Recruiting sees as “the modern SDR” (Sales Development Representative). The book helps Sales Development leaders find the best SDR’s on the market and build that dream team.

It’s exciting to see the Achievers SDR organization featured! Many Achievers SDR’s were sourced from Betts, and have continued to exceed quota and lead by example. If you’re building a team and seeking the best SDR’s, this eBook will certainly guide your approach.

How to Motivate the Hell Out of Your Sales Team

How to Motivate the Hell Out of Your Sales Team

Tech businesses are experiencing a movement, called sales acceleration. It means to increase the velocity of the sales process. Ken Krogue and Dave Elkington, founders of InsideSales.com, hosted an online summit this year that featured thought leaders, authors, and specialists in sales acceleration.

In order to move any sales process along, sales reps must be motivated. Leaders regularly struggle with inspiring and re-inspiring their teams to take action. The problem is they, the leaders as people, aren’t motivating or inspiring.

In this brief talk, five areas are exposed to help leaders turn things around and motivate their team. A motivated sales team drives sales acceleration, which drives revenue to the bottom line.

The Advantage of Sales Plybooks

The Advantage of Using Sales Playbooks

Today’s B2B sales leaders keep talking about sales playbooks.  Google the term and you’ll see.
Over the last three years, for example, the largest Inside Sales association has featured playbook presentations in a third of its local and national events.

Experts like Reality Works GroupThe Bridge Group, and Qvidian advise and even craft sales playbooks for organizations, while powerful CRM apps guide sales teams through complex buying cycles online.

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If your company is considering a playbook, or looking to modify one that’s already in place, focus on WHY, WHAT, HOW, and WHO.  Then you can determine WHEN to empower the sales team with it (Hint: Now!).

WHY YOU NEED A PLAYBOOK

  1. To generate pipeline and drive revenue.
  2. To gather disparate, decentralized information into on place.
  3. To standardize messaging.
  4. To ramp new hires.
  5. To reinforce struggling reps and remind experienced reps.
  6. To increase productivity of reps.
  7. To drive a corporate initiative.
  8. To prevent things from falling through the cracks.
  9. To influence behavior.

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WHAT YOU NEED IN A PLAYBOOK

  1. A Table of Contents!  Tell ’em what you’re gonna tell ’em.
  2. Checklists at the end of every section / chapter.  Leave no stone unturned, skip NO steps.
  3. Inspirational quotes.  Keep the team fired up and ready to rock at all times.
  4. Methodologies.  Whether it’s Solution Selling, Miller Heiman, Sandler, Challenger SellingJohn Barrows, or a hybrid of them all, it’s imperative to include them in your playbook.
  5. Email templates, talk tracks, qualification and discovery questions.  (Remember: Keep the questions open-ended.  Avoid yes-no questions!)
  6. A map of where to get / when to use marketing collateral, testimonials, and customer success stories.

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HOW YOU’LL DISTRIBUTE THE PLAYBOOK

  1. The “old school” way.  Hardcopy, spiral-bound book.  We’re talkin’ coffee stains on the pages, notes chicken-scratched throughout the book, and easy to carry around.
  2. eBook format.  Really simple to update and maintain version control.  Downloadable and portable.
  3. Mobile.  There are 6.8 billion mobile subscriptions worldwide.  It’s simply where professionals live.

3786832WHO TO CHOOSE AS A STAKEHOLDER

  1. A sales leader that can oversee the project, collaborate with other teams (Marketing and Sales Ops, for example), and write well.
  2. A senior executive that supports the effort and drives adoption and usage.
  3. A representative from the Marketing organizationthat provides collateral and influences use of an SLA.
  4. A great graphic designer.
  5. A team lead.  An account executive that will gather feedback from the team and share use cases.

 

So, hop to it!  Start framing-up your sales organization’s playbook today.  The resources, the purpose, and the revenue targets are there.  If you’ve got questions or feedback, please share them in the Comments section below.

Apply These Five Philosophies to Your Work

Apply These 5 Philosophies to Your Work

The past does not equal the future, unless you choose to live there.  Infuse these philosophies into your daily work and incredible things will happen.

Get serious about your career; decide today to be a big success in everything you do.
Raise your standards.  Whatever your role, strive to become an expert.  Learn and absorb, then apply and contribute to the marketplace.  Help people get what they want.  Serve.

Success is something you attract by becoming an attractive person.
Success is not something you pursue.  The more value you bring to the marketplace, the more valuable you become.

You’re not here to survive this; you’re here to take charge of it.
Take initiative, ask questions, and find the purpose behind everything.  Treat your responsibilities as your business within the business.  Own, grow, and be accountable to your business.

To give anything less than your best is to sacrifice the gift.
You’re here for a reason, with unique gifts that are wasted if they’re not shared.  Leave it all out there.  Every day.  Go to bed exhausted from serving others.

Student: I’m discouraged.  What should I do?
Master:  Encourage others.
Face outward.  Stop thinking about yourself.  Stay in the sunlight.

Salespeople, Don’t Ignite All Your Fireworks at Once

There once was an annual fireworks show in San Diego that encountered a major malfunction.  All 7,000 fireworks blew off at once, with the ‘show’ ending in less than a minute.

Often times, sales reps light all their fireworks at once, too.  Without investing time and energy in researching or engaging their audience, salespeople unleash an arsenal of ambiguous noise about their company, their products, and themselves.

You hear it in their 80-second voicemail messages. They do it in online presentations, while you have the mute button on. It’s spelled out in their three-paragraph emails.  You see and smell it from a mile away.

And when fireworks like that are over, you just roll-up your blanket, pack your bag and head home. Maybe the next show will include space between each explosion, allowing you time to adore, process, and absorb the value.

20 Motivational Quotes for Salespeople

20 Motivational Quotes for Salespeople

Quotes can inspire, motivate, and just plain fire salespeople up.

Whether they’re beneath an email signature, framed on the office wall, or on a billboard, motivational quotes can drive salespeople to “get after it.”

Here are 20 motivational quotes to consider as you close out the month, begin a new quarter, or approach the day.  Just click here and download them from SlideShare.

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Zen-of-Thank-You-Cards

The Zen of Thank You Cards

You are blessed.  If you’re a professional reading this article, you represent the Top 1% of the world’s wealthiest people.  You are surrounded by opportunity and should take none of it for granted.

1734958Living with an attitude of gratitude, and acting on it, will infuse more joy, respect, and awareness into the business world, and into your life.

When is the last time you sent a thank you card to someone?

Keep a box of blank thank you cards nearby; in a desk drawer, in your bag or purse, or your car.

When to Send Thank You Cards

There’s rarely an unacceptable, inappropriate time to send a thank you card.  However, make sure to send one after:

  • Face-to-face interviews (every person that interviews you should receive one)
  • Productive sales calls (that are in-person, by phone, or online)
  • Successful chats with an exec admin or anyone that puts you in touch with a targeted contact
  • Events sponsored by a business or person (send it to the sponsor, as well as the host)
  • Acquiring new customers (start that long relationship now, on a positive note – pun intended)
  • Losing a customer (thank them for their business, then make things better so they’ll return)

 

What to Say

It’s the gesture that counts, so write a brief note.  Think about slipping a gift card in there, too.  It always brings a little excitement when the gift card falls out of the thank you card.

In just three lines, you can say something like:

  • Thanks for this opportunity.  I appreciate your time.  Look forward to working with you.
  • Powerful advice & feedback.  I brought it right to my team.  Thanks for sharing with me.
  • The event was fantastic!  Met a ton of great people.  Thanks for hosting (or sponsoring).
  • Thanks for your business!  Here’s to many years together.  I’ll talk with you soon.
  • Such a fun time.  Thanks for including me.  Next time, dinner’s on me!

Where to Buy Thank You Cards

It takes minutes of your time, but leaves a lasting impression on the recipient.  It also demonstrates that you’re mindful of others and on top of your game.  A handwritten thank you note makes everyone feel good.

7 Sales Tips for Prospecting & Cold Calling (Part 3 of 3)

A final excerpt from 21 Sales Tips for Prospecting, Cold Calling, & Social Selling – webinar presented on May 7, 2013.
Representing InsideView, Ralph presented with Steve Richard of Vorsight, & Jamie Shanks of Sales for Life.

TIP #7 is the most important:  To practice CANI!  It’s an acronym for Constant and Never-Ending Improvement.

Work On Your SELF Harder than You Work on Your Job  
The Japanese word for this exercise is kaizen; it’s called Six Sigma at successful companies like GE; and in life, it’s simply modeling the best at your craft, achieving small goals each day, and measuring your progress along the way.

7100310If you plan to bolster your sales career, and you’ve decided that THIS is your profession, then you must aspire to master it.

Awaken the student within you.  Absorb as much information as you can.  You have the same amount of time each day as the greatest minds — take advantage of it.

What Were the Last Five Books You Read?  The Last Two?

  • Were they books about sales, sales management, business processes, or personal development?  Attitude, creativity,  execution, and all that encompasses sales?
  • What podcasts are you listening to?
  • What YouTube videos are you watching?
  • What blogs are you following?
  • How active are you in your industry’s associations?

Here are some books to consider, that are all under $12:

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When You’re Not Training, Your Competitors Are
And when you ARE training, your competitors are.  Build your sweat equity, so that you can differentiate yourself.  Commit to CANI! — to Constant and Never-Ending Improvement.

7 Sales Tips for Prospecting & Cold Calling (Part 1 of 3)

An excerpt from 21 Sales Tips for Prospecting, Cold Calling, & Social Selling – a webinar presented on May 7, 2013.
Representing InsideView, Ralph presented with Steve Richard of Vorsight, & Jamie Shanks of Sales for Life

The term “cold calling” is real.  It exists.  It’s completely preventable, though.  If you are looking to engage prospects for your business, connect with valuable, relevant reasons.  Applying these 7 tactics to your prospecting efforts can help.  When done right, and done consistently, you will eliminate the term “cold calling” from your vocabulary.

TIP #1 is to automate your outreach.  Mail programs like Microsoft Outlook and Boomerang allow users to send messages whenever they’d like.  If you’re a user of Hotmail or Yahoo! check out LetterMeLater.For example, you’re going through your inbox at 2:37am and want to respond to your prospect’s message.  When they awake later that morning, your message will get deleted with the spam (89% of their messages) that also arrived in the wee hours.

Instead, your message could arrive at 7am, or on a weekend afternoon, when they’ll likely READ the email.

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TIP #2 is to use three sentences in your emails (no more than five).  The average professional receives 115 emails a day, and reads 43% of them from their phone.

If you send a novel of an email, it’ll get trashed, skipped for “later viewing” (which won’t happen), or partially read.  People have time to read texts and tweets, so write brief, concise emails.

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TIP #3 is to have sales intelligence pushed to you.  Sales reps and account managers have overwhelming amounts of data and insights available to them, but they waste time gathering it.

If they, instead, used an intelligence offering like InsideView, key insights would get pushed to them via email or right within their CRM.  And the email would contain the essentials:  leadership changes, new product offerings, earnings, expanding operations, etc.  Try out InsideView’s free offering here.

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Parts 2 & 3 of this article will follow.  In the meantime, work smart by putting these three tips into practice.