From: taoofprogramming

Related Posts:
Value Stream Mapping your Sales Team
Creating your VSM
Selling
Try hitting a Double in your sales
The Marketing Knowledge Spiral
The Perfect Storm has come together of Excess Capacity and Product Variety
The 7 step Lean Process of Marketing to Toyota

Share this:

In 2009, Simon Sinek released the book, Start with Why: How Great Leaders Inspire Everyone to Take Action -a synopsis of the theory he has begun using to teach others how to become effective leaders and inspire change.

Do you know why we do what we do?
(Do you know why you do what you do?)

Even if you do –

Do you communicate it to others?

Related Posts: Mirror Marketing

Are you a RECOGNIZED EXPERT in your field?

Share this:

• Financial: How do we look to shareholders?
• Customers: How do customers see us?
• Internal process: What must we excel at?
• Innovation and Learning: Can we continue to improve and create value?

Balanced Scorecard aligns organizations to new strategies: away from the historic, short-term focus on cost reduction and low-price competition, and toward generating growth opportunities by offering customized, value-added products, and services to customers.

All this sounds pretty good so why don’t we just reverse the strategy and make our Sales and Marketing presentations accordingly?

To measure your product or services value to your customer organizations:

• Financial: What increase in revenue or decrease in cost are they going to achieve?
• Customers: What will allow them to leapfrog or succeed more than their competition?
• Internal process: What will change and how do you minimize the worst case scenario?
• Innovation and Learning How easy is it to implement and who is involved?

If we continue on and follow the best practices for using the Balanced Scorecard. Our approach would continue by keeping objectives simple, use others(most specifically our customers) to help develop specific objectives, link objective to revenue increase/cost reductions and clearly state and communicate objectives.

This may not be totally encompassing of a good presentation but if these four scorecards areas were accounted for in every presentation, would you improve your likelihood of success?

Share this:

I see people fire one (marketing message)bullet after bullet and wondering why they are not sticking. They just keep bouncing off people. Take a look at this video. Can you emphasize with the bullets? Now, think about what the bullets cost you and what happens to them after the bounce. Do they stick anywhere? Your marketing message will not stick unless you have a receptive audience. Trying to sell to people before they know, like and trust you is just a waste of money. Don’t leave your marketing just fall to the ground. Use the sales funnel as an important tool in your marketing process and make sure everyone understands it throughout the organization. Your 1st step, should be a Marketing Assessment for yourself!

Technorati Tags: Sales Funnel ,Marketing Funnel ,Marketing Bullets ,Sales

Share this:

That says many times we just did not qualify them. Sound better! How ever, I think we should put another hole in our sales funnel. Just not at the bottom, maybe in every section. Accept the prospect, and than see if he fits through our funnel. If we struggle keeping him in the funnel have a pressure relief valve that leaves him exit gracefully.

Wonder why we get bad clients? We are successful at cramming them through the funnel instead of leaving gravity do its job. You can provide an easy path and even accelerate it but stop trying to overcome objections, just provide answers to them and leave good old gravity take its course.

P.S. There is another way of getting people out of your sales funnel, it could be overflowing.

Share this:

1.  80% of all sales are made only after 5 or more contacts
2.  48% of all salespeople give up after the first contact
3.  25% give up after the 2nd contact
4.  17% give up after the 3rd or 4th contact

These statistics show that 90% of the salespeople give up before 80% of the sales will ever be made!

Share this:

Monday: Make a list of all your current marketing projects, and arrange the list in order of importance. Then, cross off the bottom half the list, and discontinue those campaigns. You’re better off concentrating their efforts on a smaller number of projects, rather than taking a scattershot approach.

Tuesday; Make a list of all your current employees. Underlying the names of employees you think the reader. Good or excellent work. Space, whoever you don’t underline should be let go. Too many managers hang onto subpar performers. Use salaries to give bonuses or raises to stellar workers.

Wednesday; Evaluate your advertising agency. Are you really happy with? If not, fire, the agency. Rarely do if you see relationships get better over time, says Ries.

Thursday; Make another list of your marketing projects, only this time rank them in order of how effective they are. Then, cross off the bottom half again, and stop those campaigns, you’re better off investing that money in your top 20 in performing campaigns.

Friday; call your department together and explain your strategy. Don’t apologize for any tough decisions, you are forced to make; instead, let people know that you’re doing it for the benefit of the company

Share this:

At some point just about every marketer is bound to look at something that Apple is doing and wish they could have done it for their own brands. There are a few other brands that have this universal admiration from marketers. Coca-Cola is the other notable example that comes to mind. Yet there is a temptation I have noticed to simplify the success of Apple to two things: innovative products and great marketing. I would love to believe this as much as any other marketer, but there is a crucial missing third element that most people never talk about which I think is actually the most important reason Apple has been so successful. They do one thing that almost none of their competitors in any market can do … they control distribution.

They have their own stores, their own sales people, and their own model for selling their products that cuts out any middleman or competitors completely. The fact that they control distribution offers many benefits:

1. Consistency of messaging -
2. Removes the competition at point of sale -
3. Makes upselling easier -
4. Retail environment reinforces the community -
5. Pricing is controlled -

This is syndicated from Influential Marketing , and written by Rohit.

Share this:

You GOTTA Know this – Voice mail messages can be a useful selling tool or a major setback to your sales efforts, depending on how you leave or receive them. Here are a few tips that may help your effectiveness when leaving a message.
Prepare what you plan to say before you leave a message. Rambling or pause-filled messages make the wrong impression to prospects.
Leave all the critical information, but don’t make the message too long. It’s usually a good idea to leave the prospect with a day and time when you will call back.
Be prepared to talk to the prospect or customer when you call. Some salespeople are so used to going into voice mail that they stammer and stutter when a live prospect answers. Every time you call a prospect, think of it as a possible face-to-face interview, and plan accordingly.
Source: William Keefe, sales manager of Interactive Data (from The Selling Advantage, 05/28/08)

Technorati Tags: William Keefe,The Selling Advantage,Voice Mail,Sales,Lead Generation

Share this:

• Build that into the system, maybe this should be step 1.

The source of this Top Ten Sales Skills is Geoffrey James and his BNET’s interview with John Asher the CEO of the eponymous sales training firm

Share this: