Sales Prospecting – My 2 Cents

So I have to apologize for the gap in postings, I have been working on a couple of new client implementations as well as trying to get into the blogging routine.

Okay, so I think most folks are familiar with the idea that every person is an individual and that we all have personalities that are unique.  This is what makes the world great, but this also raises a number of things that we can clash over or miscommunicate on.

What I am saying is that we must keep this in mind when we are managing a team.  Each team member is an individual, each team member has their own personality, each team member has their communication style, each team member has strengths and weaknesses, each team member may learn differently – I think you probably get the picture.

An item that I find critical is that regardless of personality or trait – if we struggle to communicate and we meet resistance due to these differences – we as managers must take an approach that works for the individual we are addressing (remember each team member is unique).

I know that folks may read this and say “well that is common sense” – well it may be but in many cases we do not practice this and therefore we need to be reminded of this – so here is my reminder for us both .

“My 2 Cents”

This is a hard concept to grasp – yet critical in the world of teleprospecting.

It seems odd to say this – how can you have autonomy (??) inside a process that is expected to be followed without deviation?

Well I believe that it is quite simple – trust.  Huh? Read the rest of this entry »

There are schools of thought that believe that “less is best” and/or create the idea that when sharing something or trying to teach a concept that the best approach is to be “clear and concise” in your delivery.  I agree that these are extremely valuable ideas and try to practice this in my day to day communication. 

That being said, a critical piece of my job is training a new employee on what my clients are looking for in a qualified sales opportunity and what we need to do to achieve this deliverable, while at the same time, make the opportunity extremely appealing to the client’s sales rep.  A concept  I have deleveloped, perhaps concept is not the right word, but approach that I take and find extremely valuable is to relate the process of uncovering that opportunity to the creation of a painting. Read the rest of this entry »

Really good question!

If you know me, you know that the world of “social media” is not where you would expect to find me - I must restate that – I have an interest in what “social media” is, the role it plays, and a facination with its power -  but from a far!

Read the rest of this entry »