Take the Sales Fool Test

Are you a Sales Fool?In celebration of April Fool’s Day, please take the Sales Fool Test. The purpose of the test is to determine whether you are a sales fool or not.

1). Do you forego doing any research on prospects or leads before contacting them?

2). Do you avoid planning your day and instead just start making a bunch of cold calls and sending out cold emails?

3). Do you forget to follow-up on prospects or leads that you spoken to?

4). Do you avoid entering sales notes and other critical information in your Customer Relationship Management (CRM) database?

5). Do you send out long and boring emails that scream “please delete me?”

6). Do you blame others because you don’t have enough leads or prospects to call on?

7).Do you conduct webinars or online tours without asking attendees what type of information they are seeking about your product or service, or what type of pain points or problems they are trying to solve?

are you a sales fool?8). Do you keep interrupting your clients while they are speaking rather than spending the time listening to their concerns?

9). Do you constantly bad mouth your competitors to your clients rather than focus on your strengths?

10). Do you avoid learning more about sales because you feel that you are already an “expert”, or you don’t need to read books, blogs, articles, or attend workshops or seminars to improve your craft?

If you answered yes to a couple of these questions, you are not a sales fool, but it would be a good idea if you brush up on your skills.

If you answered yes to half of these questions, you are a border-line sales fool who needs to seriously learn more about your craft.

If you answered yes to all of these questions, you have no business being in sales and I recommend that you find other employment.

There you have it! The Sales Fool Test. How did you do? Please let me know.

Happy April Fool’s Day!

What Salespeople can Learn from American Horror Story: Coven

Young Witch(Spoiler Alert: This post will have a lot of spoiler alerts from American Horror Story: Coven. If you haven’t seen this television program, I recommend that you stop reading right now, and return after you watch the show).

What can salespeople learn from watching American Horror Story: Coven?

Plenty.

If you are not familiar with the TV program, here is a quick summary

It is a modern-day story of a group of witches living at Miss Robichaux’s Academy in New Orleans. The academy is a boarding school where bad or confused young witches are sent to learn how to effectively use their dark powers. They learn to accept themselves and avoid being detected by outsiders. Once they master their skills, and don’t kill others (or themselves) in the process, they return to the real world and try to live normal lives.

The underlining theme of the 13-episode program is that Fiona Goode, the Coven’s “Supreme,” is running out of time. Fiona (played by Jessica Lange) is dying from cancer. To survive, she must find and kill the new Supreme. Powerful and selfish, she refuses to step aside and die with dignity. Rather than take the new Supreme under her arm and train her, Fiona hopes that by murdering the new Supreme she can return to her youth and cure herself.

But Fiona has a problem – she doesn’t know who the new Supreme will be. All she knows is that one of them is among the young witches living at the academy. So besides each witch vying for the prized position of being the new Supreme, each one of them must also watch their backs. Suspicion and fear take over. Loyalties change.

Let the story begin.

There are numerous subplots throughout the show, but for the sake of this blog, I will not discuss them.

Now, how can we learn to be better salespeople from watching the program?

1). Have a Clear line of succession:

History is filled with power struggles when it comes to succession. However, the sales department isn’t the place for that sort of drama. Every sales department should have a manager, an assistant manager, and some basic understanding of the line of succession. This avoids petty back stabbing and allows everyone to focus on doing what all sales teams should do best – sell.

In Coven, the young witches should be focusing on developing their skills and learning how to adjust in the outside world. They should prepare for the coming of the new Supreme and welcome her with open arms. Instead, they are distracted by fear of being knocked off by the Supreme who is hell-bent of maintaining control. In addition, some of the witches try to kill each other or refuse to revive a dead colleague, which only adds more anxiety and stress.

Letting go is difficult. I know that. But to grow and generate new ideas and perspectives, the old must step aside for the young.

Sales departments shouldn’t turn into medieval feuds, where various camps are pit against each other, fighting to determine the next sales manager.

Have a clear succession of leadership. If some people aren’t happy with the current or new leadership, they can always find new jobs.

2). Don’t underestimate your abilities:

To determine who will be the new Supreme, each witch must be tested to see who can master the “Seven Wonders of Witchcraft.” The tests include transmutation, where each witch must teleport from one place to another, and telekinesis, where each witch must move an object with magic.

During the tests, one middle-aged witch, Cordelia Foxx (played by Sarah Paulson), is encouraged to compete. At first, she is reluctant, because she doesn’t feel she has the same skill sets as the younger witches. Nevertheless, she accepts the challenge. After passing all the tests, she becomes the new Supreme.

The message is obvious – don’t underestimate your abilities. You know more than you think. Stretch your limits. Climb new heights. Don’t let self-doubt and fear discourage you from achieving your goals.

personal demons3). Overcome your personal demons:

As part of the test in the “Seven Wonders of Witchcraft,” each witch must send its spirit to hell and return by sunrise. If they don’t return, their bodies turn to dust and they are forever living in eternity in their own personal hell. All the witches pass the test except one. Misty Day (played by Lily Rabe) is forced to stay in a high school lab where she constantly revives and then dissects a frog, all the while being mocked by her fellow students and criticized by her teacher. Misty can’t let go of her personal demon. She is trapped in hell forever.

In sales, we all have to overcome our own personal demons. We all have self-doubts. We all are plagued by negative thoughts. We sometimes have bad attitudes. To become successful, we must break through our own hell through positive thinking, independent learning and ongoing training.

4). Don’t be ashamed of your profession:

In the last episode of the season, the new Supreme decides to come out to the rest of the world. She holds a TV interview and encourages all young witches to join the Coven, where they can find a safe place to develop their skills.

Witches are no longer hiding in the shadows. They can now become part of regular society.

As salespeople, don’t we sometimes feel ashamed of our profession? When someone asks you what you do for a living, what do you tell them? Do you reply “I’m a new business development manager,” or a “consultant”, or an “account manager.”

Do you ever say – I’m a salesperson.

Like the witches in Coven, don’t be ashamed of who you are. Be proud of your profession. Embrace it.

If you like this post, please click here to read my book – Advice for New Salespeople: Tips to Help your Sales Career.

LeadFuze’s List of the Best Sales Blogs for 2017

I’m honored that LeadFuze, a B2B lead generation software company, has added me to their list of the Best Sales Blogs for 2017.

I’m very familiar with many of the other blogs and read them often. While I like to think of myself as a sales expert, I always encourage professionals to seek advice from others, regardless of whether your sources are blogs, books, articles, videos or training programs.

The only way to grow is to constantly learn.

best sales blogs for 2017

Sales and Marketing Conferences for 2017

We all have busy schedules. But no matter how busy you are, it’s important to attend at least a couple of conferences or trade shows a year. Conferences and trade shows help you network and stay in tune with the latest news and trends in your industry.

To help you find the best sales and marketing conferences for 2017, I have compiled a list below from several sites for your review.

Here are the links –

Sales Conferences

From PeakSales Recruiting

The Top 14 Conferences to Attend in 2017

From Sales Summit

2017 Sales Conferences

From Maria Milea

The Complete Guide – Marketing and Sales Conferences 2017

From the American Association of Inside Sales Professionals (AA-ISP)

AA-ISP Event Calendar

(I’m an active member of AA-ISP. I attended the Boston event last year. There are always great opportunities at their events to network and learn new skills).

Marketing Conferences

From Brafton

12 Marketing Conferences to Mark on your 2017 Calendar

From OnSpot Social

Top 2017 Marketing Conferences to Book Today

From Digimarcon

2017 Marketing Conferences

From RedStag Fulfillment

Ecommerce Conferences for 2017

Tips for Attending Conferences

1). Register early, you usually get better deals.

2). If possible, obtain an attendee list so you can schedule meetings with key people (Note – not all organizations provide attendee lists).

3). Trade Shows are usually part of the event. Review the list of exhibitors and plan which booth you would like to visit. If there is a vendor that you are interested in, try to contact the company prior to the event and schedule a meeting during the conference. Vendors tend to be very busy, so having a scheduled meeting may save both of you time.

4). Make your airline registration early to receive low fares.

5). When attending an event, especially if I’m walking around during a trade show, I prefer using luggage with skate wheels and a retractable handle. Why? Because besides carrying your laptop, business cards, pens and notebooks, you will also be given a lot of swag and free literature to take home with you.

I’m currently using EAGLE CREEK TARMAC 20 LIGHTWEIGHT CARRY ON BAG (BLACK) (see below).

I hope the above lists and my advice will help you.

Safe travels this year!

Recommend: Tim Wackel, Sales Consultant & Trainer

While attending the AA-ISP conference in Boston a couple of months ago, I had the pleasure of taking a session from Tim Wackel, sales consultant and trainer, on “Stop Pitching, Start Solving.”

(For some bad salespeople, I would have renamed the session, “Stop Bitching, Start Working.”)

Mr. Wackel’s presentation was one of the best sessions I attended during the conference. Everyone I spoke to after the session had the same opinion. My only regret was his session was only 30 minutes long. I wish they had scheduled more time for him. But fortunately for all of us, he did squeeze a lot of good information for us.

I’m not going to reveal too much detail of his session, because I want to encourage you to ask your company or organization to hire him to train your sales team. Instead, I’m only going to offer you some sample nuggets.

One of the most surprising take-aways I got from his session is that the number one reason why most prospects buy from you isn’t because of price, product or the solution you are offering – it’s because of you. That’s right, you! The more effective you are as a salesperson, the better chance you have to increase your sales.

(Mr. Wackel obtained his information from Success Magazine).

Think about that for a second. How often have you heard prospects say they would love to buy your product or service, but the price is too high, or they need to check with their boss, or they will call you back when they are ready to purchase. Sure, some of the reasons are legitimate. But you know in your gut sometimes the reasons are none of the above – the real reason is that they just don’t trust or like you.

For example, in one of my previous jobs, I was working with a Florida hospital that was seeking a more robust password security program. The decision came down to me and a major competitor. My client was getting a lot of push-back from his boss and colleagues to purchase from the competitor. However, even though the competitor’s price was lower, my client bought from me.

Why? Because he trusted me. I went through several hoops to close the sale. For example, I quickly and honestly responded to all of his questions and concerns. I outlined some of the key differences between our products vs. the competitor. I did this without bad mouthing our competitor.  At the client’s request, I conducted two separate online tours rather than one tour because I wanted to show our product not only to him, but also to his colleagues.

After nearly four weeks, I closed the sale.

My client told me that the biggest reason he bought from me because I was willing to spend more time working with him than my competitor. He added that I showed the more enthusiasm and willingness to work with him than most salespeople he had worked with in his career.

So what is the solution to get more sales? Mr. Wackel outlines four principles.

They are –

Principle #1 – Prescription before Diagnosis is Malpractice!

Principle #2 –Make Fewer Statements, Ask More Questions.

Do you want to know the next two principles? Do you want to learn more? Contact Mr. Wackel. Hire him. You will not regret it.

Here is his contact information:

3415 Westminster Ave. Ste. 207A
Dallas, Texas 75205
(214) 369-7722
tim@timwackel.com

Below is a video about “Who is Tim Wackel?” –

 

Is your Sales Department a Turkey?

Is your sales department a turkey?With Thanksgiving just around the corner, this is a good time to remind ourselves what we should be thankful for. If you are working in a good sales department, be grateful. But if your sales department is a turkey, you better start seeking a new job.

Should you be thankful or gobble like a turkey?

You decide. Please review the list below of what makes a good sales department –

1). Customer relationship management (CRM) software – If you are using a good CRM software program, be thankful. There are still a lot of companies that are using outdated or lousy CRMs to manage their sales, customer interactions, and record keeping.

Need some reliable sources to find a first-class CRM?

Check out –

Capterra
Software Advice
PC Magazine

2). Sales Manager – if you have a sales manager who gives a damn about you, pray he doesn’t leave your company anytime soon. If he does leave your company, pray your employer hires the right replacement. One of the major reasons why salespeople leave their jobs isn’t because of money or status, but because of poor management.

Need some advice on what makes a superior sales manager?

Check out –

“How to Become a Great Sales Manager from 10 Sales Experts,” by Russ Henneberry
“The 4 Qualities New Sales Managers Need for Success,” by Lou Carlozo
“The 6 Traits Every Sales Manager Needs to Succeed,” by Phil Harrell

beware of back stabbers3). Co-workers – every sales department has their share of backstabbers and sharks. You know who I’m talking about – the ones who steal your leads or prospects, or sabotage your work. Eventually, they are weeded out, but not before they create a toxic environment that could lead to high turnover or added stress. (As if you don’t have enough stress at work already). If you work with colleagues that you trust, be very thankful.

Need advice on how to work better with your colleagues?

Check out –

“How to Create a Team Selling Environment,” by Irene A. Blake
“How to Handle a Toxic Work Environment,” by Alan Henry
“11 Tips for Staying Sane in a Toxic Work Environment,” by Kassy Scarcia

4). Marketing – while I think the on again, off again, love/hate relationship between sales and marketing is overrated, there is no doubt that without an effective marketing department, your sales would be mediocre at best. If you have a marketing department that’s providing you with great leads and prospects, be very thankful.

Need some advice on how to build a good marketing team?

Check out –

“How to Build a High Performance Marketing Team,” by Kevin Barber
“Tips and Tools for Building a Marketing Team,” by Tiffany Black
“7 Characteristics That Make Up the Best Marketing and Sales Teams,” by Ross Simmonds

5). Customers – Let’s face it, all the best sales and marketing strategies in the world are not going to do you a bit of good without having reliable and repeat  customers. Do you want to earn and maintain a high commission? Take care of the ones who brung ya!

Need some advice on how to find and keep good customers?

Check out –

“The 80/20 Rule of Sales: How to Find your Best Customers” by Perry Marshall
“10 Ways to Make Customers Fall in Love with Your Business,” by Brian Honigman
“Four Simple Ways to Find Customers,” by Brad Sugars

But beyond business, most important of all, be thankful that you have family, friends and loves ones looking out for you. Life is too short to spend all of your time worrying about work. Enjoy the holiday and don’t eat too much turkey!

Note: If you like my post, please read my book Advice for New Salespeople: Tips to Help your Sales Career.