Turbocharge Your Relationships for 2015

Turbocharge Your Relationships for 2015

What an amazing year! And like the one before, it seems to get faster and faster as we get older. One of the greatest benefits of aging is gaining wisdom through life experiences – both your own and others. As we reflect on 2014 and look through our experiences, I encourage you to think of who enriched your life this year. If your schedule is like mine, holiday parties, family activities, gift buying, wrapping up year end, etc all seem to take every spare moment until there is not a single moment to just be. I encourage you to really take a few moments, carve them out, and look back on who really added to 2014.   I was reading a great article this weekend in the Huffington Post  that talked about the 5 lists to make in reviewing your year. After reviewing their list (and enjoying the post tremendously) I thought I would share with you my own top 5 lists to make. And in the spirit of our tagline – SalezWORKS where relationships meet opportunity, I will talk with you about the top 5 lists of relationships to develop, nurture and grow in 2015.   1. Let’s start with your top new relationships in 2014 – this one is a pretty obvious place to begin. Take a look back at the people who have led you to great new clients, introduced you to new productive referral partnerships, enriched your knowledge base or has just proven to be a fabulous person to know. All of these are critical components belong in your center of influence. If you wish...
4 Questions to Ensure You’re Doing what Needs to be Done!

4 Questions to Ensure You’re Doing what Needs to be Done!

Eeek!  I’ve got all these things I have to get done this week and I just don’t know where to start to make a dent!  I am behind on my quota and not quite sure where to go or what to do to hit my numbers for the year/month/week.  Sound familiar?  Let’s talk prioritization… This is actually an area I find the most challenging.  Typically we gravitate towards those activities we are the most comfortable doing and procrastinate on those we are less comfortable with.  Most sales professionals have their favorite activities and these are those that get done consistently, I like many sales people, hate reports.  I will procrastinate with the best of them to avoid filing out my own sales projections, invoice requests or following up with that billing issue.   “The new phone book has arrived, I bet there are businesses I haven’t contacted yet, I have to get my prospecting calls in”  is my mantra when it is time for bi-monthly billing.  And then I have that Midwestern work ethic fulfillment from prospecting (my favorite activity).  We all deal with this issue, just in different areas and some better than others. Let’s talk through developing your priorities for sales. Who has already engaged you?  What have you sold that you are responsible for delivering on those commitments.  Take care of those who are committed to you because of you.  Remember your prospects bought because of your ability to prove to them you were the solution to their issues.  Deliver. What have you committed to?  Many sales people fail to follow through on their commitments. This is...
Ready, Set, Get Focused!

Ready, Set, Get Focused!

“Eek!  I’ve got all these things I have to get done this week, and I just don’t know where to start to make a dent!  I am behind on my quota and not quite sure where to go or what to do to hit my numbers for the year/month/week.” Sound familiar?  Let’s talk prioritization… This is actually an area I find the most challenging.  Most of us gravitate towards activities that we are the most comfortable doing and procrastinate on those we are less comfortable with.  Most sales professionals have their favorite activities, and these are those that get done consistently. I, like many sales people, hate reports.  I will procrastinate with the best of them to avoid filing out my own sales projections, invoice requests or following up with that billing issue.   “The new phone book has arrived, I bet there are business I haven’t contacted yet, I have to get my prospecting calls in”  is my mantra when it is time for bi-monthly billing.  My Midwestern work ethic and the fulfillment I get from prospecting (my favorite activity) help me do the things I enjoy and that bring me success – but don’t help me fix that procrastination. We all deal with some variety of this issue, just in different areas and some manage it much better than others. The best way? It comes down to… Let’s talk through developing your priorities for sales. 1.  Who has already engaged you?  What have you sold that you are responsible for delivering on those commitments.  Take care of those who are committed to you because of you.  Remember your...
Three Steps to Amp Up Sales for 3rd Quarter

Three Steps to Amp Up Sales for 3rd Quarter

Wow! Can you believe the year is nearly ½ over? And every year I look around at this time and marvel at how off course from my goals I may be at this point. Sometimes in a very good way due to opportunities landing in my bath, and sometimes in a not so good way due to opportunities vanishing. End of quarter reviews are good to take stock of where you are, refocus and direct your energy where it can do the most good to make 2013 your best year ever! Step 1 – organize your opportunities. I love pipeline management tools, CRMs, Sales reports and all those things that most people hate for one simple reason. Properly used I can greatly increase my productivity and my income. So whatever tool you use you need to make sure is updated with each prospect in their proper stages. Keep it simple. Here are mine: Suspect – someone I think is an opportunity but I haven’t spoken with yet. Prospect – I have had a conversation with this person and they have an interest in my service. Qualify – Meeting held and there was enough of an interest to warrant next steps. They have also shared with me their commitment to addressing the problem. I will also flush out  Proposal – I will work with my prospect to outline the best solution to address their needs, this is not about ‘throwing something together’, but working with the prospect for them to have ownership in this solution. Decision – Review the proposal with prospect for them to clarify additional steps and determine...
Playing It Safe?

Playing It Safe?

Watching the Super Bowl game with a houseful of football fans I always look at different things than just the plays. I really don’t get football, but it seems as if the winning athletes are certainly ‘suited up’ and ready to give it 100%. I know this is the game of the year, and it is especially interesting to see 2 brothers coaching against each other – imagine how conflicted you might be to annihilate your opponent when you have to sit down over Sunday dinner next weekend with them. Yet, having sons I also see how competitive they are. But this post isn’t about sibling rivalry. What I find notable about this game is how much the Ravens really want this. They are not approaching this game with a ‘let’s play it safe’ mindset. Even when they get knocked down they are struggling to get back up and back in the end zone. I don’t know the rules, but it seems like each individual is out there thinking of when they get the ball how will they get it down the field. They want it and are willing to fight to make it happen for them. When the blackout occurred that stopped the game for more than half an hour you saw the players continue to stretch and keep loose to remain on top. Even when the 49ers did their darndest to take it back, the Ravens fought to keep the win. I’m thinking about the last week I experienced in coaching my clients – and in networking with other professionals. It seems like we are happy to...