Will You Add? - Business

What Signals Are You Giving?
When I was old enough to learn how to drive, I asked my Dad for lessons. The first thing he did was to buy me the book "Defensive Driving." He told me I had to read it, (and wouldn’t let me behind the wheel until I did) but all I really needed to know about driving defensively, he said, boiled down to one thing: "Just because a woman has her blinker on, doesn't mean she's going to turn!" My Dad’s advice about driving taught me two important lessons that I’ve found apply to just about everything:1. Pay close attention to what others are doing a

ives towards the same common business goals of selling products and acquiring new customers.

To be a leader then, one must have perspective. One must remember that while we may be in a risky business, the potential rewards are why we are here. Our support staff do not share the same rewards as we do, nor the same risks.

It is unreasonable then to expect our support people to "do whatever it takes" without having a reason for such a commitment.

You must become the reason.

When you do, you will feel your influence increasing and your power multiplying.

Exhibition Logistics: Making Sure You are Ready for a Show
Organising to exhibit at an exhibition can be more than simply renting a stand and then turning up on the day. There are many things you will need to consider in addition to ensuring that your staff are well trained and prepared for the show; your staff have the correct and appropriate uniforms; you have set sales goals for the event; the stand is in a good spot; the exhibition stand is well designed and appropriate to the specific show; and you have invited anyone necessary.You need ALSO to think about things such as: - Design - Insta

Why do we get into sales? Typically it is two reasons for most people. One is to make money, and the other is often that we like working with other people.

Yes, there are good reasons to be in sales. To be highly effective and win on a consistent basis, we must remember that sales is a team effort. Its great to have a big ego (of course you would here this from me). A big ego will carry you far. A big ego is also a strong ego in my world. A strong ego is someone who knows when and how to put him or herself aside, and bring whole team along.

There are two sales then that we must constantly win to be effective in sales. The first is the one that we talk about all of the time - selling to our prospects and customers. This is where we spend most of our time.

The other is the internal sale. To be effective, everyone who supports us in our jobs has to believe that we are as great as our customers think we are (and we that we are). Top salespeople know this. They make sure that their sales consultants, sales engineers, financing specialists, product support personnel, contract administrators, office managers, administrative assistants and receptionists absolutely love them.

This is an important way to achieve real influence. When your internal team loves you, you are a force to be reckoned with. You can call resources to bear when you need them most. When a big deal comes up, and you need the extra help for the fight, the support staff will want to give it to you because they like you.

Salespeople that behave like raging assholes around their support staff don't get a lot of help when they are in a bind and really need it. Sure, you can have their boss order them to do it. Then their boss will dislike you too. And the first time you stumble, people will be line up to pile on you. And in today's less than certain economic environment, you'll be on high on their hit list.

Having been in sales for a long time myself, I admit that there have been times where I have been less than wonderful to some of my support people. Since I've been there, I know how it happens. You're under a lot of pressure. You've got a quota that you gotta make. Maybe you don't know everyone well because you are new. You are not so certain that you are going to get the help that you need before either losing the sale or being fired.

The common reaction for some people is to become a little Hitler. We have all this work that has to get done. It has to get done now. There's not enough time in the day or in the week. Yet these people that work with us, they don't seem to share our commitment to doing whatever it takes to getting the job done. Doing whatever it takes to win the deal.

So we get strident with them, speaking in stressed out voices with wrinkled faces, repeating over and over just how urgent things are and that they must get done now.

Well, these people that work with us and support us, don't for the most part have the financial incentives that we do. They aren't the risk takers that we are. If they were, then they would be in sales too.

This is the source then of the stress that comes up at times between salespeople and our support staffs. We have different incentives towards the same common business goals of selling products and acquiring new customers.

It is unreasonable then to expect our support people to "do whatever it takes" without having a reason for such a commitment.

You must become the reason.

When you do, you will feel your influence increasing and your power multiplying.

Outsourcing - Keep Your Eye On The Ball!
The first thing that comes to mind when thinking about why a large organization would outsource is "cost savings". However cost savings should be only one piece of their motivation. Organizations are looking for ways to streamline and provide opportunities to refocus on core competencies. In order for outsourcing to make sense, an organization should identify those services that must be done to manage the business but are not "what they do best". For instance, a Health Plan is in the businesses of providing stellar services to customers (members &

le. To be effective, everyone who supports us in our jobs has to believe that we are as great as our customers think we are (and we that we are). Top salespeople know this. They make sure that their sales consultants, sales engineers, financing specialists, product support personnel, contract administrators, office managers, administrative assistants and receptionists absolutely love them.

So we get strident with them, speaking in stressed out voices with wrinkled faces, repeating over and over just how urgent things are and that they must get done now.

It is unreasonable then to expect our support people to "do whatever it takes" without having a reason for such a commitment.

You must become the reason.

When you do, you will feel your influence increasing and your power multiplying.

Marketing Tips That Fit on One Hand
Marketing tips that are simple to use and easy to remember work for me. Business is so complex that whatever actions can make life just a little more simple go to the top of my list.The first tip is that marketing must always be directed to the business results. When the business results are not known from the marketing activities, everyone works harder and not smarter.Another tip is one of alignment. All of your marketing strategies should be in alignment with your strategic plan and the desired results that you are seeking from that pl

elp when they are in a bind and really need it. Sure, you can have their boss order them to do it. Then their boss will dislike you too. And the first time you stumble, people will be line up to pile on you. And in today's less than certain economic environment, you'll be on high on their hit list.

So we get strident with them, speaking in stressed out voices with wrinkled faces, repeating over and over just how urgent things are and that they must get done now.

It is unreasonable then to expect our support people to "do whatever it takes" without having a reason for such a commitment.

You must become the reason.

When you do, you will feel your influence increasing and your power multiplying.

Leave the Herd
On the flight home last night from Boston, I sat beside a very nice IT salesman. He was charming, engaging, and quite polished. Though he was an Executive Platinum member with American, he willingly gave up his aisle seat for a young grad student that needed to walk around occasionally due to a medical condition.He and I had a great conversation in which I showed him the Bubble Planner. He was impressed and offered some great insight for marketing on the internet. In addition to this, he offered such sage advice to the new Grad student beside hi

er. We have all this work that has to get done. It has to get done now. There's not enough time in the day or in the week. Yet these people that work with us, they don't seem to share our commitment to doing whatever it takes to getting the job done. Doing whatever it takes to win the deal.

So we get strident with them, speaking in stressed out voices with wrinkled faces, repeating over and over just how urgent things are and that they must get done now.

It is unreasonable then to expect our support people to "do whatever it takes" without having a reason for such a commitment.

You must become the reason.

When you do, you will feel your influence increasing and your power multiplying.

Differentiate and Dominate
Quite often small business owners will ask me to reveal the most powerful marketing strategy I have seen. I can say without hesitation that the most powerful marketing strategy has little to do with advertising, direct mail, web sites, referrals or blogs.No, before any of those things will really have any impact on your business you’ve got to uncover and communicate a way in which your business in different from every other business that says they do what you do. You’ve got to get out of the commodity business. You’ve got to stake your claim on

ives towards the same common business goals of selling products and acquiring new customers.

It is unreasonable then to expect our support people to "do whatever it takes" without having a reason for such a commitment.

You must become the reason.

When you do, you will feel your influence increasing and your power multiplying.

We want to sell and influence our support people just as we sell and influence our customers. That is, first get to know them individually. Find out what their wants, desires, and pains are. See how you can make their job easier and more enjoyable while working together to make more sales. Everybody wants to enjoy their work and to get some fulfillment from it. They will enjoy working with you, and will want to help you.

Doing this will help you to get what you want out of sales - to make money and to enjoy working with people.

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Will You Add? - How to Leverage Your Influence

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