You’re a marketer, not a spammer. You want to continue to reach your target market via email, but – through no fault of your own – CASL issues have decimated your lists and made building, or rebuilding, a new email marketing infrastructure a costly, time-consuming headache.
Years ago, I interviewed for a Vice President of Sales position with a mid-sized services firm. Everything was going well with my interview with the CEO of the company and then the question came. It is the favorite question of CEOs everywhere. Yet, it is also the most ridiculous question to ask a Vice President of Sales candidate in an interview.
“So, how much revenue can you drive for us this year?”
I thought it was a joke, but he wasn’t joking. Maybe it was a trick question, it wasn’t. So, I said, “Before I answer, may I ask you a few questions?” He acquiesced…
How many sales people can I hire?
What is the marketing budget?
What is the travel budget?
What is the budget for cost of sales?
- Don’t Get Swayed. Be careful not to get swayed too far from the original vision while remaining open to new ideas. The benefit of a team approach is to provide insights and viewpoints different from yours. The downside is becoming overwhelmed by all the new ideas. You could forget the original motives, objectives, and strategies. Don’t become so overwhelmed you decide to do nothing.
Even the best sales people can struggle to stay motivated through the never-ending business development “chase”.
Here are some key ways to keep your motivation high.Don’t Take it Personally
Getting rejected is part of the game. It’s unreasonable to think that everyone will need what you offer and/or open up to a total stranger.
Remember that today, they don’t know you or need you … but how about tomorrow? Things change.
Regular training for your employees is integral to productivity and profitability, meaning it’s something you should never take for granted. Among other things, training:
- Improves Confidence and, Therefore, Performance. When people know they’ve been equipped to do their jobs properly, it boosts their spirits and reassures them they can achieve levels of competency and productivity they haven’t realized in the past. Further, when employees understand why their work matters and how to do it, they’re more likely to hit the mark or go above and beyond.
- Saves the Company Money. Well-trained employees make fewer errors and require less direct supervision. Furthermore, they spend less time thinking about problem solving, because they already know what to do. Consistent training also decreases employee turnover—a big drain on corporate costs.
- Earns the Company Money. While money saved is equivalent to money earned, directly fattening the bottom line makes people sit up and take notice. A few years ago, Nations Hotel Company invested heavily in coaching and saw an ROI of 221 percent.
- Increases Employee Productivity. Motorola long since realized that every dollar invested in training can yield as much as a 30% gain in productivity within three years. That let the company cut costs by $3 billion and increase profits by 47 percent in 2000 alone. According to another report—”The 2001 Global Training and Certification Study” by testing firms CompTIA and Prometric—as little as a 2% increase in productivity can result in a 100% increase in training ROI.
There is no doubt that social media has added to sales, and people who leverage it, along with other resources available, will usually do better than those who swear allegiance to only one method of selling, while ignoring all others. A few weeks ago, I shared my concern about some of the rhetoric and trends in sales, and the potential drag it causes on sales professionals.
I then happened to listen in on an interview with Seth Stephens-Davidowitz, a Harvard-trained economist, former Google data scientist, and author of Everybody Lies: Big Data, New Data, and What the Internet Can Tell Us About Who We Really Are. In which Stephens-Davidowitz “argues that much of what we thought about people has been dead wrong. The reason? People lie, to friends, lovers, doctors, surveys—and themselves.” The discussion looked at what people publicly project, and what their search habits reveal about them, and the frequent disconnect or out and out lie they show.
Before any 1st appointment, send the prospect the following email as your agenda:
Looking forward to our upcoming meeting. In terms of our agenda, I would like to propose the following:
- Learn about you
- Share about us
- Kick around some ideas
- Confirm that we “fit”
- Determine next steps
Then, if available, also attach a list of questions that will act as the discovery guide.
The Structure of a 1st Appointment: