Sales Prospecting – My 2 Cents

Anything “successful” is directed by a process.  Look at the human body and the process of blood circulation or look at installing an underground sprinkler system.  These are two “things” that work very efficiently and successfully when every step in the process is connected and working together for the end goal they are aimed at achieving.

Creating opportunities that generate forcastable revenue is no different. Read the rest of this entry »

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 »

I am going to be brief today with a few notes on an experience I had this morning that had me smiling.

Sometimes it seems like the most simple interactions are the most valuable.   I sat at my desk this morning and sent over an opportunity that had been uncovered for a client.  Before I continue let me take a quick step back and explain part of the process I use:

In all of my client engagements I connect the teleprospector that uncovered the opportunity with the sales rep that is responsible for the corresponding account to have a brief discussion on the opportunity and help answer any questions the sales rep may have. Read the rest of this entry »

Depending on the type of organization, the process of employee evaluations can be vastly different – from a straight evaluation of production numbers to a more complex evaluation of how client interaction is handled.

Regardless of the process or criteria an employee is evaluated on – one thing must be present – the employee must understand the expectations they are being evaluated on. Read the rest of this entry »

A lot of people are tasked with solving problems or managing a process on a daily basis.  The easiest approach to this can be to apply “fixes” or “a process” that you have used in the past to current problems or process creation.

Read the rest of this entry »