Category Archives: Sales Techniques

Should you forget Sales Quotas?

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Quotas. The “Q word” in sales.

Some love the challenge of achieving quotas while others hate them.

Quotas can make or break you. In most cases, if you achieve or exceed your quotas, you will earn higher commission checks. If you don’t meet your quotas, in most cases its goodbye job and don’t let the door hit you on the way out.

racing to achieve your sales quotaSome complain that quotas are too high and unrealistic – and they may have a valid point. I’ve seen cases where more than 50 percent of salespeople are fired or just quit because they don’t meet their quotas. The turnover in some sales departments is so high, that they constantly having to hire and train new salespeople Very costly.

While I don’t offer a solution to helping you meet your specific quotas, I do have a suggestion that could help.

Below is a great video from YouTube from Reggie Rivers at TEDxCrestmooreParkED. Mr. Rivers, a former Denver Broncos Running Back, speaker and author, makes the argument that if you want to achieve your goals, don’t focus on them. Now, I know what you are thinking – this is beginning to sound like psychobabble. But hear me out  – what Mr. Rivers is suggesting is that you focus instead on changing your behaviors in order to achieve your goals.

Let’s say you have a monthly or quarterly quota to achieve. You are anxious. You are worried that you are not going to make your numbers. You get stressed out. You complain to your co-workers. You procrastinate.

Why? Because you are focusing on the quota. What you should be doing is focusing on how to improve your behavior to achieve your quota.

Let me give you some examples –

1). Rather than coming to work on time, why not come to work 20 minutes early to start making phone calls to catch decision-makers before the gatekeeper arrives.

2). Rather than make 50 calls a day, why not push to making 60 or 70 a day.

3). Rather than leave work on time, why not try staying a little later to catch decision-makers after the gatekeeper leaves.

4). Rather than ignore the advice of your sales manager, why not sit down with him on a one-on-one meeting and map out a plan on how you will achieve or exceed your quota.

5). Rather than envy the better salespeople, why not ask them if you can sit in on their conversations and listen to how they work the phones.

6). Rather than sending long emails that no one is going to read, why not send shorter and more concise emails that a prospect may respond to. (More people than ever are reading emails on their mobile devices than on their desktops).

7). Rather than do administrative paperwork throughout the day, why not set time aside to perform that work so that you can focus more time on making sales calls.

8). Rather than just repeatedly make call after call, why not spend about 3 minutes quickly reviewing your prospect on LinkedIn to ensure you are actually calling the right person.

9). Rather than rewrite the same email each time, why not create templates of emails to send that you can customize on a case-by-case basis.

10). Rather than bitch about the bad prospects you are receiving from the Marketing Department, why not find your own prospects from Data.com (formerly Jigsaw), LinkedIn or other sources. (I actually bought prospects out of my own pocket in some of my previous jobs in order to increase my sales). Do you see my point?

If you have a quota to achieve, don’t panic. Sit back. Relax. Review your sales process. Create a list of ways you can quickly improve your behavior. Then go. Move forward.

Sounds easy? No, it’s not. It takes time to change your behavior. Don’t try to do everything on at once. Take it in baby steps. As the old saying goes, the first step in achieving your goals is to take the first step.

So take it.

Below is Mr. Rivers’ video presentation from YouTube –

 

Recommend: Close.io “how to sell” video presentations on YouTube

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Steli Efti, Founder & CEO of Close.io, has created an excellent 16 part video series on how to sell. The series is posted on YouTube. While the presentation focuses mainly on inside sales and start-ups, some of his advice can also help outside salespeople and those working for major corporations.

Here are some of the key takeaways –

Salespeople need to hustle1). Hustle –  you have to hustle if you want to make sales. Sitting on your ass and waiting for the phone to ring isn’t going to work. If you want to get into the money zone you need to get out of your comfort zone. You have to be proactive. While you hope your company has a good marketing department that can provide good inbound leads, you have to take responsibility for your own success. Remember – the marketing team isn’t working on commission – you are. So start calling.

2). Show up, follow-up and close – really, in summary, that’s what selling is all about. Just showing up daily (and on time), making your calls, following up with more calls and emails, and closing is the key to your success. It’s not rocket science. You just have to be consistent in your actions. Sure, there are certain techniques that you can learn along the way. There are a lot of books, articles, and blogs to help you. But when you think about it, selling is like acting – you just have to bury your negative emotions and bad mood, and professionally play the role you were hired to do. You have a process, use it well, and you will be successful. But don’t try to fake it until you make it. Clients can spot a phony a mile away. Just make it work – now.

3). Rejection is your friend – Embrace it. If you are not getting a lot of rejections, you are not doing your job well. Don’t focus on just the low hanging fruit – go after the high hanging fruit with the potential of bigger sales. Low hanging fruit is for order takers. Salespeople don’t take orders – they make orders happen.

4). Be a Journalist –  Ask good questions. Listen more and talk less. If you really want to help your clients and solve their problems, you need to dig deep by asking for good qualifying or needs-based questions. You want to be seen as a problem solver, not a sleazy salesperson trying to peddle his wares.

5). Value – focus on selling value, not features. When you do a feature vomit on your client, he will run, not walk, away from you. Remember – it’s not about you, it’s about your client. What value do you offer that’s going to solve his problems? If you don’t have what the prospect needs, be honest, and move on. As the old saying goes, there are plenty of other fish in the sea to catch.

6). Lead generation – as I mentioned in other posts, there are many ways of finding leads. But before you start buying or developing leads, review your existing customers (if you have any). Create a client profile of your top 5 to 10 best customers. Who are they? Why are they buying from you? Do you see any patterns? Once you have a good idea of who your clients are, you can then start targeting prospects that fit the same pattern. It’s better to narrow down your prospects than waste time going too broad. Yes, a wide net will catch a lot of fish – but do you want big fish or minnows?

7). Objections – there is a lot of advice on how to handle objections. In my opinion, the most common objection is the price. However, it’s always a good idea to list some common objections and has answers prepared for them. In short, it’s better to be ready and respond with one or two sentences, then fumble around sounding like a fool. Because if you sound like a bumbling idiot, the next sound you hear will be “click.”

8). Send emails – contrary to popular belief, cold calling is more than just making phone calls and leaving voice mail messages. You also need to send emails. Some clients respond better with emails than by phone. No problem. The key is to connect with your prospect and hopefully get the sale. Phone, email or carrier pigeon, do whatever it takes to make the connection. Get a response. If it’s no, OK…but don’t cross your prospect off your list too fast. Try to circle back later. Maybe he will be in a better mood or have a budget to move forward. Based on studies I’ve read, you need to make anywhere from 6 to 8 attempts before a prospect will acknowledge your existence.

To help you learn more about selling, Close.io is offering a free 30-day startup sales success course sent to you via email.

Here is the link – http://close.io/free-sales-course

I thought the videos were on point. I have two criticisms – First,  I wish the Close.io would put the videos on an organized playlist on their YouTube channel to make it easy to follow each presentation. I found myself jumping around too much trying to find the next video in the proper order.

Second, Mr. Efti argues that start-ups shouldn’t hire traditional salespeople because they don’t know how to adjust to an ever-changing work environment. I disagree. I’ve worked at major corporations that constantly go through reorgs and other changes throughout the year. I also know salespeople who have worked at major corporations who had their compensation packages changed every quarter – if not every month.

For example, one of my friends uses to work for a popular large car dealership in the Washington, D.C. area. Every month, the car salesperson with the lowest sales of the month would be fired – regardless of his seniority or his sales record YTD. Why? Because the sales manager wanted to keep his sales team “on their toes.”

Nice guy.

My point is this – any good salesperson has to know how to be flexible in order to survive. The business world – whether we are talking about start-ups or major companies – is changing all the time. If you are seeking a nice, safe conservative job, become a banker or an accountant. The sales process is constantly evolving – either keep up or switch careers.

Close.io has other videos I would recommend that you check out. Also, the company has one of the best blog posts I’ve ever read about selling. Yes, they are promoting their product to some degree (hell, we are all in sales). However, the blogs offer great sales advice that you can apply in any industry.

Below is a sample video from the 16-part presentation –

 

10 Places that can Help you Write Better

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Help for WritersOne of the biggest challenges of working in sales, marketing or social media is the ability to write effectively. You just can’t rely on making cold calls anymore. You have to put pen to paper (OK, I really mean fingers to your keyboard) and compose e-mails, proposals and other marketing material to make the sale.

Yes, there are a lot of online courses you can take. But let’s say you want more individual attention. Where do you go? Surprisingly, one of the best places to consider is your local nonprofit writing center.

Now, I know what you are thinking. Aren’t writing centers just for aspiring novelists and poets? No. Many writing centers offer courses on nonfiction. And while it may be great to participate in workshops or classes, several writing centers also offer online courses.

Below is a list that I compiled while working as a volunteer for the Writer’s Center in Bethesda, MD. The list is based on research I was doing on membership programs at domestic and international nonprofit writing groups. Please let me know what you think.

1). 49 Alaska Writing Center – based in Anchorage, AK

2). Indiana Writers Center – based in Indianapolis, IN

3). The YMCA’s Downtown Writers Center – based in Syracuse, NY

4). The Loft Literary Center – based in Minneapolis, MN

5). Hugo House, a place for writers – based in Seattle, WA

6). The Writers Place – based in Kansas City, MO

7). San Diego Writers, Ink – based in San Diego, CA

8). GrubStreet – based in Boston, MA

9). The Writer’s Center – based in Bethesda, MD (near Washington, D.C.)

10). Hudson Valley Writers Center – based in Sleepy Hollow, NY

 

This is National Business Etiquette Week (June 7-13)

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bad manners in salesSelling can be sloppy. The hustle and bustle of making sales calls, running from one appointment after another, or boarding a plane to this trade show and then another one, makes us forget our manners. We are so focused on achieving our sales quotas or goals, that we stop remembering there is a proper business etiquette when it comes to, well….doing business and selling.

We are rude when we don’t mean to be rude. It happens.

To help remind us about etiquette, the Protocol School of Washington (PSOW) sponsors the annual “National Business Etiquette Week,” which this year runs from June 7-13th.

Founded in 1988, the PSOW has trained more than 4,000 people from 70 countries. Trainers previously held positions at The White House, the Disney Institute, the Smithsonian and various major corporations.

In honor of National Business Etiquette Week this year, PSOW is sponsoring a contest. The “Business Etiquette in 2025 Video Contest” offers a chance to win complimentary tuition to attend any scheduled Train to be a Corporate Etiquette and International Protocol Consultant course.

To apply, you must submit your video by June 13 in which you answer this question – “What will business etiquette look like in 2025?”

For more details about the requirements, how to win, and what your reward will be, please click here.

For more information, please visit the school’s website at www.psow.edu or call 202-575-5600.

Meanwhile, if you don’t have time or interest in competing in the contest, below are four (4) books on business etiquette to help you –

Executive Presence: The Missing Link Between Merit and Success, by Sylvia Ann Hewlett

The No Asshole Rule: Building a Civilized Workplace and Surviving One That Isn’t, by  Robert I. Sutton

Modern Manners: Tools to Take You to the Top, by Dorothea Johnson and Liv Tyler

The Essentials of Business Etiquette: How to Greet, Eat, and Tweet Your Way to Success, by Barbara Pachter

 

10 places to find sales leads

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prospecting for sales leadsFinding sales leads or prospects is much easier today than when I began in sales. I literary had to use the Yellow Pages at one point in my career. Needless to say, I wasn’t very effective. Now with the internet, you have a much easier time finding leads. The real challenge is making sure you are using your time wisely to prospect and find the right leads to call on.

Below is a list of sources to help you –

1). Industry newsletters – subscribe to as many industry newsletters as you can. You can always find leads to contact. Most newsletters are free.

2). Live Chat – set up a Live Chat box on your website. Sometimes people are shy about calling you directly, so at a spur of the moment, they will send you a Live Chat to ask questions or obtain quotes.

3). Trade Shows – rent out an exhibit booth at a trade show. If you can’t afford a booth, consider speaking at a workshop or sign up as an attendee and make the rounds – both during the trade show and after hours at social events.

4). Customer Referrals – hey, if your clients like your products and services, it doesn’t hurt to ask them for a referral. You may want to consider offering a discount.

5). Good Marketing Content – providing useful content on your website will encourage prospects to visit your site, and hopefully, they will download your material and provide you with contact information, e.g., name, email address, phone number.

6). LinkedIn – since LinkedIn is a professional site, you should be able to find plenty of prospects to contact. Also, target discussion groups within your industry – there you should find a lot of potential buyers.

7). Twitter – you can find prospects by seeking buying signals. For example, if you sell bike accessories, type in “bike accessories” under search to see if someone is trying to buy those items. Or, look for a hashtag like #bike accessories.

8). Your Competitor’s website – believe it or not, many companies list their clients on their website. Big mistake. You may think you are impressing your clients and potential prospects, but all you are doing is giving your competitors a list of your clients to contact.

9). Paid Lead generating tools – Below is a list of the most  popular ones:

Sales Genie (from Infogroup, Inc.)

InfoUSA (also from Infogroup, Inc.)

Hoover’s (from Dun & Bradstreet, Inc.)

USAData, Inc.

Data.com (formerly Jigsaw from Salesforce.com)

RainKing (used in the IT industry)

DiscoverOrg (used in the IT and Finance industries)

10). Your old expired trials or clients – Just because you haven’t heard from your expired trials or clients for a while, doesn’t mean they may not be interested in ordering from you. Give them a call. Drop them an email. Who knows, they may be glad to hear from you. Maybe they now have a budget to make a purchase. Maybe new upper management came on board and now they are interested in speaking with you again. It can’t hurt you to swing back and see if they are interested again.

I hope the above list helps. Please let me know if you have any suggestions.

How to sell subscriptions

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selling magazine, digital and newspaper subscriptionsSelling subscriptions isn’t hard. However, you still have to apply the same sales and marketing rules if you want to be successful. And these days, subscriptions just don’t apply to magazines or newspapers. Thanks to the internet, we have seen an explosion of subscriptions other markets, including entertainment, technology, communication, and healthcare.

I’ve sold subscriptions to software and niche publications.

You would think that selling software subscriptions would be easy. You just do a demo, set up a trial, and the customer is impressed with what you have to offer, and then pays for your product.  However, like any sale, you still run into objections. And the higher the price point, the more objections you need to overcome and the longer the sales cycle you need to manage.

When I sold password security software, my sales cycle would run from one month to two years. This was because I was usually dealing with a lot of decision-makers in different divisions within the company that I had to convince.

With niche publications, the biggest challenge you face is all the free content available online. So it’s important to offer unique information that your average customer would have difficulty finding online or doesn’t have time to find through Google searches.

This is why I always laugh when telemarketers try to sell me print subscriptions to the Washington Post. I mean, really?!? With all the free news information online, I have no problem keeping up with international, national and local news. Sure, I may occasionally buy the print Sunday edition to read the comics, or get coupons, but beyond that, I just don’t need a print newspaper anymore.

Niche it down. The more unique your publication, software or service, the better chance you have of increasing and retaining your paid subscriptions.

When selling subscriptions, here are some good rules to follow –

1). Offer good marketing content on your website that attracts prospects. That would include blogs, white papers, case studies and interesting articles.

2). Create a good prospect list to contact by cold calling, emails and direct marketing. Obviously, target those that you feel will have the greatest interest in what you are selling. Also, it goes without saying, start with your potentially highest paid prospects and work your way down the list to the lowest ones.

3). Contact expired subscribers and try to bring them back on board. Maybe you could offer them a free trial, a special one-time discount or some other incentive.

4). Offer free trials for x-number of days.

5). Provide testimonials on your website. Or better yet, have a video collection of testimonials to send to your prospects.

6). Ask for referrals. Maybe offer a discount per referral.

7). If you are offering an online subscription with network licenses, make sure everyone subscribing to the license is using your service. Also, if someone leaves, immediately contact the key decision maker to find a replacement. Nothing hurts more than having a 20 user license and seeing it reduced in half because employees left, and you never bothered to quickly find their replacements.

8). Keep track of subscribers moving from one company to another. If an old subscriber lands a new job with a company that’s not currently subscribing to your publication or software, contact them and bring them onboard. Use LinkedIn to keep, Google Alerts and industry newsletters to keep track of your current subscribers.

9). Engagement. Create a discussion board to allow your subscribers to offer ideas and exchange information. This is also a good way to moderator what your subscribers are thinking that could help you make improvements. It also helps you to build a community. Customers today are not just interested in buying and using your products or services – they want to feel like they are part of your company, and they want to interact not just with you, but other clients too.

As mentioned in Zuora, Inc’s SlideShare presentation “Driving Success in the Subscription Economy”, there are 6 steps for a successful subscription campaign – Acquire, Nurture, Collect & Automate, Measure, Iterate, and Scale.

By Acquire, use the personal touch, offer value, and make it easy to access your information or services.

By Nurture, keep clients engaged and make it easy for them to renew and move through different subscription plans. In short, reduce the friction.

By Collect & Automate, make it easy for clients to pay and provide them with accurate billing information.

By Measure, use tools like CRM (Customer Relationship Management) to gain insights from your subscribers, and help you make smarter decisions about cross-selling and up-selling.

By Iterate, test to find out which pricing and feature strategies work best to enhance customer relationships.

By Scale, ensure your system is secure and scalable as you expand your client base and offerings.

And finally, below, I have compiled a series of articles I found on how to sell subscriptions. Please let me know what you think.

Alix Stuart, in her article “How to Sell Subscriptions – for Everything”, makes a good point of making sure your clients are committed to paid subscription model before you pursue that option.

Offering good content is obviously a key to your success, as pointed out by 3dcart in “How to Sell Magazine Subscriptions Online”.

Steve Burge from OSTraining, offers good advice in his article “Lessons Learned from 5 years of Selling Subscriptions.”  For example, he warns against using most payment processors and not to use PayPal directly.

Is there still a market for print magazine subscriptions? Rebecca Sterner in her article “How to sell Magazine Subscriptions” seems to think so. She outlines a series of strategies for selling both print and digital subscriptions.

MarketingSherpa makes a strong point in its article “Five Rules for Selling Subscriptions to Web Sites and Email Newsletters” about the need to survey your clients. How else are you going to sell and increase subscriptions unless you know what your readers want from you?

Please let me know if you have any comments.