The Competitive Advantage
September 19, 2023
The seller-doer sales model is employed by nearly all small-to midsize firms in our industry. It’s a challenging model that asks non-salespeople to BE salespeople. But often, they don’t want to do it, don’t like to do it or don’t know how to do it. So, what’s the answer?
While there are dozens of things you could do to maximize the results of your seller-doer program, the majority fall into three main categories…Continue Reading
February 7, 2023
As I write this, it’s early February… and even though it’s only been a little more than a month since ‘New Year’s Resolutions’ went into effect, 90% of them have already been busted! Why is that?Continue Reading
December 13, 2022
Right about now, management teams from firms all over our industry are gathering around conference tables to make plans for next year. And one of the key items on every one of those agendas is, “What’s our sales* goal for 2023?”
[*For those of you afraid of the word “sales,” insert “revenue” here.]
Too often, the management team will defer to the president or CEO, who picks a number ‘out of the air’ because that’s what he/she would like to see happen in the next year. Sadly, very little thinking has gone into the president’s sales goal… it’s mostly gut feel and hope.Continue Reading
November 15, 2022
There are all kinds of metrics that business owners and leaders need to track… but none more important than revenue. And if I was a betting man, I’d wager that you’re tracking your firm’s revenue in three or four ways:
- Revenue this month
- Revenue year-to-date
- Revenue last year-to-date (for comparison)
- Revenue by sales rep (if you’re including sales commissions in their comp plan)
And there’s nothing wrong with those. What you learn from them is helpful in terms of the health of your firm, but there’s not much ‘actionable’ you can take away. Those measurements are good… but they’re incomplete.Continue Reading
November 8, 2022
In the 10+ years I’ve been working with seller-doers in our industry, I’ve observed a number of common behaviors that impact sales. Negatively! Behaviors that the vast majority of seller-doers exhibit. Behaviors that are actually pretty easy to change and in doing so, would significantly help them to be more successful.Continue Reading
September 19, 2022
For some reason, I’m a magnet for bad salespeople (or, at least, bad sales efforts). And it happened again this week… only this time, the offending sales rep violated two rules of social selling.
OK, quick backstory (all true)… I accepted a LinkedIn invitation from [let’s call him] Mike just last week. Mike is in our industry, fits the profile of a potential client for us and is also supplier to other potential clients… so a good person for me to be connected to. Also, Mike is a senior-level person at his company with responsibility for revenue growth. All in all, a really good connection. But then it went bad…Continue Reading
August 9, 2022
I started my career at the DuPont company a long, long, long time ago as a Technical Sales Representative. [My parents were so proud!] On the very first day of training, the national sales Director – Jim Thorn – welcomed our three-man training class to the company. To this day, I still remember his words, “I don’t care if you make only one sales call a week, just hit your sales goal!” True story.
And while it’s a bit of an extreme example, that philosophy still reigns supreme in the world of sales today. As a sales rep or seller-doer, exceeding your sales goal IS the goal! And that’s great… but it’s your selling activity that makes it happen. Send no emails, make no phone calls, send no proposals and – I guarantee – you won’t sell anything.Continue Reading
July 18, 2022
I was having a conversation this past week with a firm in our industry when they told me that they had implemented a rebate program as a way to build and reward client loyalty… and to also have something new and interesting to catch prospects’ attention.
And to no one’s surprise, it was working pretty well. Existing clients appreciated the ‘free money’ (credits against future purchases) and it also got them in front of several new potential clients. I told them that I was happy for their success, but that they needed to be careful. That selling on price is a very risky B2B sales strategy. And for a whole host of reasons:Continue Reading