Month: July 2024

It’s a significant milestone for us today as we celebrate our 500th blog post! Over the years, we’ve shared countless insights, tips, and strategies to help you navigate the ever-evolving landscape of business and sales. As we reflect on this journey, we want to focus on one of the most crucial aspects of any successful business: prospecting.

The Journey to 500: Lessons Learned

Reaching 500 posts is no small feat. It’s a testament to our dedication, consistency, and the valuable support from our readers. Here are some key lessons we’ve learned that are directly applicable to effective prospecting:

1. Consistency is Key
   • Just as we’ve been consistent in delivering content, consistency in prospecting activities is essential. Regularly reaching out to potential clients and following up diligently can significantly increase your chances of success.
2. Value Over Volume
   • Quality trumps quantity. Our most successful posts are those that provide real value to our readers. Similarly, in prospecting, focus on quality leads who are more likely to convert rather than a high volume of uninterested contacts.
3. Adapt and Evolve
   • The digital landscape is constantly changing, and we’ve had to adapt our content strategy accordingly. Prospecting methods should also evolve with new tools, techniques, and technologies to stay ahead of the curve.
4. Know Your Audience
   • Understanding our readers’ needs and interests has been central to our content strategy. In prospecting, knowing your target market and personalizing your approach can make all the difference.

Applying Our Insights to Prospecting

Now, let’s dive into how you can apply these lessons from our blogging journey to your prospecting efforts:

1. Consistency in Outreach

Regular prospecting activities help keep your pipeline full. Develop a routine that includes daily or weekly outreach efforts, follow-ups, and pipeline management. Tools like CRM systems can help automate and track these activities to ensure nothing falls through the cracks.

2. Providing Value to Prospects

In every interaction, aim to provide value. Whether it’s through insightful information, helpful resources, or tailored solutions, showing that you understand and can address your prospects’ needs will set you apart. Just as our valuable content keeps readers coming back, your valuable interactions will keep prospects engaged.

3. Adapting to New Tools and Trends

Stay informed about new prospecting tools and trends. Utilize data analytics to refine your targeting, leverage social media for outreach, and adopt AI-powered tools to streamline your efforts. By embracing innovation, you can enhance your prospecting efficiency and effectiveness.

4. Deep Understanding of Your Market

Invest time in researching your target audience. Understand their pain points, preferences, and decision-making processes. Personalize your messages to resonate with their specific needs. This approach mirrors our strategy of tailoring content to our readers’ interests, resulting in better engagement and conversion rates.

Celebrating Milestones and Setting New Goals

As we celebrate our 500th post, we’re reminded of the importance of celebrating milestones. Take time to recognize your achievements in prospecting, whether it’s reaching a target number of leads or closing a significant deal. These celebrations can motivate and inspire you to set new goals and continue striving for excellence.

Looking Ahead

The journey doesn’t end here. We remain committed to providing valuable content and insights to help you succeed. Similarly, your prospecting efforts should be an ongoing process of learning, adapting, and improving. Stay curious, stay proactive, and always aim to provide value.

Thank you for being part of our journey to 500 posts. Here’s to many more milestones and shared successes in the future!

How do you stay consistent in your prospecting efforts? What tools or strategies have you found most effective? Share your thoughts in the comments below!

Happy Selling & Prospecting!

David

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Sales tactics to lead and those to avoid are seemingly peppered throughout the classic, star-studded, independent black comedy Glengarry Glen Ross from 1992 that I finally got to watch — after quoting clips for years.

“We’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac El Dorado.

Anyone wanna see second prize? Second prize is a set of steak knives.

Third prize is you’re fired,” says the character Blake, setting the mood early on.

As you might expect, there are some takeaways to be had.

One thing I didn’t know was the movie was adapted from a 1983 play that won a Pulitzer Prize, shows the desperate, two-day plight of four real estate salesmen specializing in investment properties in retirement developments like Arizona and Florida. They’re getting squeezed by corporate to increase sales, represented by Alec Baldwin’s memorable, single-scene performance below.

Shot in Brooklyn, apparently subtly set in Chicago but including a New York Telephone sticker early on, was a critically-acclaimed box office bust that earned a Best Actor nomination at the Oscar’s for Al Pacino, who was joined by Baldwin, Jack Lemmon, Kevin Spacey, Ed Harris, Alan Arkin and other familiar faces. (Watch below of Pacino’s famed monologue-laced sales pitch)

The film, dubbed ‘Death of the Fuckin’ Salesman’ because of its similar themes to Arthur Miller’s classic play and its coarse language, is an actor’s film destined to be a cult classic: well shot, smartly lit, full of monologues, a simple plot with deeper themes, filled with younger versions of top-flight actors. Yes, you know, all the reasons for it to not succeed financially.

Below are my Top 10 Sales Lessons from the movie Glengarry Glen Ross, from the Home Office in Why Not, Mississippi

Here we go,

10. “A man is his job,”says Shelley Levene, played by Jack Lemmon. Even if you don’t define yourself by your work, the very fact of choosing work that allows you to not be defined by it makes it a part of who you are. What we do, what we spend most of our time doing, surely says a great deal about who we are.

9. “It takes brass balls to sell…” says Blake, played by Alec Baldwin. The effort, confidence and savvy to sell damn near anything is an admirable, enviable and, often, loathsome toolkit.

8. ABC. Always be Closing — Those immortal words from Baldwin’s character are very nearly cartoonish in the movie, but the sentiment is real. Before entering any meeting, know what your ask is, what is considered a success. Because, my friends, as Toby Keith sings, “if you don’t know where you’re going/You might end up somewhere else.”

7. “You’ve never even been on a sit,” says Lemmon’s character, accusing Kevin Spacey’s bookish character of being unaware of the real challenges of sales.  Two things on this point: one, there is a clear sense that any entrepreneur, any red-blooded American, really, should have some sales experience; and two, well, gosh, Brian Kirk and I use this phrase ‘going on a sit’ from time to time just because it sounds so god damn cool.”

6. Appearances matter — This, of course, is nothing new, but the movie’s humor comes best when the real estate agent characters are deploying any mechanism of treachery to fool potential clients into believing any number of lies (the properties are moving fast, deadlines are rapidly approaching, their operation is very established, etc.). Picture Jack Lemmon in a phone booth on a rainy night asking his lead on the other end of the call to hold on a minute, as he shouts to a fictional secretary named ‘Grace’ to get his nonexistent plane ticket ready. Lies are, ultimately, bad for business, but the point is clear. In most cases, you are who you present yourself as. You probably do good work and know your industry well, but do you look like you do?

5. Tell a story, get familiar, speak with passion — Lying or not, succeeding or not, even these small-time real estate agents are always doing these three things. (1) They have a story arc for why what they’re selling is the right fit and what now is the right time. (2) They are getting and remembering names and details to develop a connection and making that ‘no’ even a touch harder. (3) They are speaking like what they’re talking about matters.

4. Have a deadline, always have a deadline — In the movie, every character is always leaving, so, yes, we need to make the deal now. It’s all hogwash, of course, and the lyingsn’t necessary, but understanding that without a deadline of some kind, getting the movement you want is always going to be harder is paramount.

3. Make people explain themselves — This fits into a classic of journalism: shut up and let your interview speak. We too often bail each other out or simply misunderstand each other when we impatiently finish people’s sentences or thoughts, when, rather, it’s better to wait someone out. In sales, a sense of directionless from someone else, is an opportunity to create direction for you both. Details are like family, you love them, but they don’t always need to be around. Bring them up when they’re beneficial or focus on the overall meaning or broad vision otherwise.

2. Ownership of the upperhand goes round and round — Throughout the movie, the cast of characters is always attacking someone else, only to find that vitriol coming back hours later. It was a combative, competitive work environment of one-upsmanship. It didn’t seem like any of the characters were aware that he would surely be in a different situation soon. That’s a lesson everyone should remember. Give help, because you’re surely going to need it soon.

And the #1 Sales Lessons from the Classic movie Glengarry Glen Ross is….

1. “You never open your mouth unless you know what the shot is,” says Ricky Roma, played by Al Pacino. Perhaps one of the better, less known quotes of the movie, Pacino’s character scolds Spacey’s for bluffing without knowing the context and screwing up a deal. The big takeaway for me is that — while, clearly, lying is bad business, despite its common usage in the film — going hard on a sell, bluffing or not, is only the right bet when you’ve done your research. Know who, why and how this is the person to sell on this subject. Otherwise, it’s easy to get burned.

There you have it. Any other takeaways from other fans of this film?

let me know.

Have a great weekend,

David

To achieve your dreams, you have to put forth the effort on a consistent basis.

Here is something to ponder today.. have you found yourself working hard but not really accomplishing what you really want to? The truth is, many people are very busy but, unfortunately, they are not very productive. If you have found yourself in this situation, it’s time to start working smarter, not just harder.

So often people are working hard at the wrong things. Working on the right things is more important than working hard. 

In my career, I’ve had a few people say that I am a workaholic. I let them know that statement is incorrect. My commitment is to figure out how to use my time in the right way. The key is to use the hours in your day more efficiently. I’ve learned the art of not wasting time on unproductive things.

If you really desire true success, you must learn how to invest your time properly. Unfortunately, most people spend way too much time doing unproductive things. 

It’s not enough to be busy. The question is ‘what are you busy at’?

Never confuse activity with productivity. Do not be busy just being busy.

The first step is to reflect on what you actually do in a day. You must take inventory of what your day is like. You will be amazed on how some simple, harmless activities take away your precious time. 

Working smarter can improve your productivity and performance. Working smarter means finding ways to use your energy and time at work more efficiently. If you look at the most productive people in business, you will find that they do not waste time. They work smart, and they make every second count. Successful people have a sense of urgency.

Start out working smarter by creating a positive morning routine. Start your morning the same way each day. This could mean anything from a morning walk, exercise, meditation, and quiet time. This will help you set your day off on the right tone.

Have a focused plan for the day. Don’t be all over the map. Each day, focus on your most important, challenging tasks first, tackling them one at a time. Then move on to less important tasks. Prioritize your schedule.

Instead of measuring how much time you put in for the day, start measuring your results. This could help you feel motivated and accomplished. Many people will say that they work 12 hour days, but what did they really do during those 12 hours? In many cases, they could have accomplished the same results in 8 hours just by working smarter.

In the corporate world, it seems that many people have meetings just to have meetings. Meetings are often necessary, but make sure that if you are having one, it is productive. Have an outline for what you want to discuss during a meeting and what your desired outcome is. Keep the meetings brief and productive. 

Just as you have made a routine for beginning your day, it’s important to have one to end your day. Make a list of the top three things that you want to do the next day. This will help you to get prepared for the following day. It’s all about having a plan.

We all have the same amount of time during the day. It all comes down to how you spend your time. Success does require hard work but you must combine that hard work with working smarter. Do not be a time waster. Make the decision to be productive instead of busy. Start having that sense of urgency and you will see a huge difference in your daily production.

Happy Selling,

David

Why choose a career in sales? Or why stay in sales? 

Every year there’s a 30-40% turnover in sales. People come into sales thinking it’s easy money, and then they realize it’s hard.  To be successful in sales, you truly need a mind for sales.  In today’s post, I’m going to share with you eight reasons a career in sales is difficult, but worth it. You’ll have to decide for yourself: despite the challenges , is it worth it? I believe it is.

1. Sales is emotional. 

That may scare some of you right there, but let me tell you something. Sales is emotional.  It’s emotional because you’re dealing with human beings, and you’re interacting with people every day. 

Ask yourself, can I handle the emotional aspect of sales? It requires a certain mindset, because I don’t know how the customer’s going to respond or what their mindset is.

2. Sales is about your attitude. 

The attitude you have going into a sale predetermines the results you get coming out.  Truly, if you have a negative attitude going in, nothing productive is going to happen at the meeting. But if I go in and say, wait a minute, I’m going to find a way to create something, we’re going to get something to work out—it’s amazing, something does.  Your attitude impacts your sales dramatically. 

3. Sales is not about what you sell.

It’s not about your product or your service. It’s about helping people. 

I can’t be successful in sales because our product is terrible. Wrong. 

Sales is about why you sell to help people. Have you discovered you why yet?

4. Sales is about helping people. 

This is not some revolutionary new idea. 

When you frame it up in that mindset, it’s amazing how everything changes. What a privilege to be able to help so many!

5. Sales is about a routine. 

In sales no two days are ever alike. However, top-performing salespeople say that their routine is absolutely boring. They’re absolutely routine-focused. 

So when you think about a career in sales; sure, it’s emotional, it’s about your attitude, but you better be able to have a routine. 

6. Sales is about rejection. 

You knew that word was going to come up somewhere, didn’t you? 

You’re going to get rejected in sales far more than you’re going to hear ‘yes’.

Great salespeople don’t take it personally, and they learn from it. Why? Just read my next point.

7. Sales is about rewards.

You can make a lot of residual money and be quite successful. There are a lot of benefits that come with a career in sales, but to get those rewards, you’ve got to be able to put up with the rejection. 

In fact, you’ve got to be able to put up with the routine, and master the right attitude, and all the emotions involved, too. 

Sales is about rewards, but only when you do all the other things. The reason there’s so much turnover in sales is because people forget the other things and they just focus on the rewards. 

8. Sales is about your future. 

There is no limit to the potential success a person can have in sales. They may need to change jobs, they may need to change industries, but there’s no limitation. 

That’s why I like a career in sales, and I think it’s the best profession out there.

Let me know what you love about sales and selling merchant services.

Happy Selling,

David

Whether you realize it or not, you were designed for greatness.

Unfortunately, most people choose the path of least resistance. Because of this choice, they live a life of mediocrity. You are worth way more than that. It’s time to rise up and achieve your true potential. There are many naysayers on your journey to success that will try to tell you that it’s not worth it or they will tell you that you are not capable. You must ignore them and lock in on your goals with laser like focus. You have some incredible dreams inside of you and it’s time for you to achieve GREATNESS!

To achieve greatness, you must be ready to go to the next level. You must make a commitment to rise to what your true potential is. If your potential has been sleeping, it’s time to wake it up. Your decision begins today and there is no more procrastinating! It’s time to believe in yourself and your ability. The time goes by fast. There is no time to waste. Write out your goals and start today right where you are. Today is the beginning of your life of greatness!

If you truly want to achieve greatness, you cannot just talk about it. You are responsible for where you are. You are where you are because of you. It is time to start doing. No more excuses and no more complaining. Raise your standards and put in the effort that it’s going to take to achieve what you are capable of. Being average is not what you’re about anymore. When people talk about being average, think about this…. Success is at the top; failure is at the bottom. Mediocrity is right in the middle. Mediocrity is just as close to the bottom as it is to the top. Do not settle for being average!

Going forward, in all areas of your life, choose greatness. Someone who has greatness distinguishes themselves from others. They set themselves apart and they are truly eminent in their field. Create a vision of exactly what you are going to accomplish. Once you have done this, take action and start creating something you are excited about. Start developing a champion’s mindset. You must have an unshakable belief in yourself and your potential. You are now graduating from average to greatness. Keep in mind, if you want greatness, it’s going to require a lot of hustle and a lot of hard work. I promise you that it will be worth it.

You will look back and be grateful that you made the decision to strive for greatness. Are you ready for greatness? Today is your new beginning on this awesome journey. Make the commitment and don’t look back. Your future looks incredible!

Happy Selling,

David

Effective sales skills help your sales pros experience success, which increases your profits.

Whether your seasoned sales pro or planning training for your current sales staff, identifying the key sales skills helps you strengthen your sales efforts. While all of these skills are important, you might need to focus on specific skills to match your current priorities or areas of weakness.

From the home office in Truth or Consequences, New Mexico here are the

Top 10 Sales Skills Every Sales Pro Should Have

10. WRITTEN AND VERBAL COMMUNICATION

One of the most important sales representative skills is communication since the job requires constant interactions with customers. Effective verbal communication requires your sales reps to listen closely to what customers are saying and respond appropriately to build rapport and eventually close the sale. Sales reps might need to understand how to explain complex details about the product in simple terms that customers can understand. Written skills are often used when emailing customers about the sale or making notes in your CRM software.

9. NEGOTIATION

Whether you sell cars or office equipment, customers will likely try to negotiate the price. Negotiation skills for a sales representative are important. Your sales reps need to understand how to approach negotiations, including creating the initial proposal and following up with counteroffers. Look for sales reps who protect your profits by not going too low on the price while also keeping customers happy by letting them have some success in the negotiation process.

8. EMOTIONAL INTELLIGENCE

Emotional intelligence is beneficial in any position, but it can be especially helpful to a sales rep who needs to understand a customer well to make the sale. Your sales reps need to read the emotions and preferences of your customers quickly and adjust their sales approach accordingly. This skill helps your reps quickly establish trust and build a relationship with customers, which increases the chances of a sale.

7. FLEXIBILITY

A related skill that benefits the sales process is being flexible. A sales rep who approaches every customer and sales situation the same won’t have as much success as one who understands that every interaction is unique. A customer might need a different approach from the salesperson to feel confident in the purchase. Customers ask different questions or want different solutions that the salesperson might not have dealt with in the past. Being able to roll with unexpected situations and requests keeps the sales process moving in a controlled way.

6. PROBLEM-SOLVING AND CRITICAL THINKING

Customers might come to you planning to buy the product you sell, but the sale isn’t guaranteed. Sometimes your sales reps need to be creative and use problem-solving skills to make the sale. Critical thinking skills allow a salesperson to analyze the situation and available information to create a strategic approach. Problem-solving and critical thinking can also help them overcome objections from customers, easing their concerns and convincing them to make the purchase.

5. PRODUCT KNOWLEDGE

Strong product knowledge is essential for a successful sales rep. Without fully understanding the product, the salesperson can’t effectively share its features and benefits. Deep knowledge of the product allows the sales rep to answer customers’ questions quickly and effectively, which helps build confidence in the company. This is something a sales rep can easily learn if they want to, but it can take a long time to learn everything about complex or multiple products.

4. PROSPECTING

An effective sales representative understands how to use prospecting effectively to keep a constant influx of new customers. This includes researching both the product and the target audience to understand how to generate new leads. Prospecting is something you can teach or help your sales staff improve upon.

A related skill is lead qualification. Sales reps need to understand each customer to determine if they’re a good lead and if you have the right products for them. They also need to understand which products provide the best solutions and how the customer might implement them, so they know how to approach the sales interaction.

3. CLOSING

All the lead-up skills don’t matter if a sales rep doesn’t know how to close the deal. A strong closer understands that they can’t force it, but sometimes they have to play the long game to get the sale. Previous sales statistics can demonstrate strong closing skills.

2. GOAL-DRIVEN

Ambitious self-starters often make the best salespeople. They’re motivated by commissions and sales quotas. These sales reps set goals and push themselves to achieve them as fast as possible. As they do this, they’re also increasing sales for your company.

Having a growth mindset and a desire to continue learning and growing is also important. A sales rep with a growth mindset understands that they might not have all the answers now, but they can continue learning and improving to get closer to where they want to be.

And the #1 Sales Skills Every Sales Pro Should Have is….

1. INTEGRITY

We as sale people often get a bad reputation as being sneaky or deceptive. Unfortunately, some people in the field do whatever it takes to make the sale, even if it’s not ethical. A true sales pro always acts with integrity and helps build the company a positive reputation, increasing sales.

Selling with integrity also facilitates long-term relationships, encouraging previous customers to come back for future needs.

Have a great weekend,

David