A Sales Builder Webinar – FREE for you!  If you are in a role where you need to coax the most productivity of salespeople you know it’s not easy.  Helping others succeed may be the toughest job there is! 

The question is, how do we increase sales through others?    

1. Set higher goals?
2. Tell them its a “do or die” year?
3. Buy them better tools like a Blackberry or faster laptop?
4. Help them discover their personal barriers to higher success?
5. Give them a u-rah-rah speech?
6. Help them build their success habits?

Our FREE webinar for anyone in the position to impact others’ sales results will provide you with tips that will allow your sales team to succeed.  This is for sales managers, presidents, business owners, HR managers and anyone who is ready to help others’ succeed this year!

We will share the “inside” secrets to help you:          

1. Increase the sales results of your team
2. Decrease your turnover and recruiting expenses
3. Maximize each person’s talents and abilities

February 3, 2009

10:30 – 11:30 a.m. Central Time

Click here to register and reserve your spot!

And please share this FREE opportunity with other professionals that could use a boost in building their sales team!

Questions? call Nancy Bleeke at 414.422.1689. 

Print Friendly

Filed Under: Sales Productivity
Tags: coaching, Leadership, maximize sales productivity, Sales Productivity, sales success

Collaborative or consultative selling.  What’s the difference?  Aren’t they interchangeable terms? Not really, a collaborative approach is a step beyond traditional consultative selling.  And an opportunity to sell more WITH your buyers.

Consultative selling is a term in use around the globe.  And it is effective – a selling methodology and mindset where the seller, acting as a trusted advisor, assists the buyer in identifying needs and offering solutions within their relationship.  (from the glossary at salesopedia)  And we know consultative selling works – we’ve trained consultative selling skills for over a decade achieving 5-25% increases in sales in 60 days or less!  But is it enough today?  Are the buyers in today’s economy and demographics wanting  more?  I think yes.  They want to be a part of the process AND solution.  Selling collaboratively allows them to do that. 

The definition of collaboration is:  Noun:  The act of working jointly.  Collaborative selling is working with your buyers in a joint process to identify needs, evaluate how your solution benefits them and then navigate through the decision making process.  It’s a side-by-side process instead of a head-on process. 

This quote by Oliver Wendell Holmes sums it up:

Many ideas grow better when transplanted into another mind than the one where they sprang up. 

Who knows how much more our buyer can add to the depth of how they use our product/service?  They may have ideas for application, usage and implementation that we had never thought of!  Our buyers are much more informed than they ever were with so much information accessible in a moment.  They have some sort of background, experience or information to contribute to the discussion on most topics.  And when we can collaborate WITH them and jointly discover needs, wants, challenges and solutions to help them, we build a deeper relationship and a more loyal customer.

Who wants to be “told” or “pitched” information?  Not many people, though I may be biased by the fact I live with teens    Most people want to be next to you  exploring a topic and adding their input to the discussion.  Does this mean we don’t need to be the experts?  Not at all!  It means that we need to be more of an expert and prepared to:

1. Ask questions that engage and involve
2. Allow time for more discussion
3. Explore with them  how what we offer will work for them
4. Adapt our communication to their style (including verbal style, decision making style and level of involvement style)
5. Share expertise and information without sales pressure

What’s the difference between collaborative selling and consultative selling?   A mindset of partnership and joint efforts.  

More to come on this topic… In the meantime,  I want to collaborate with you and jointly explore these differences.  What is your take on collaboration versus consultation?

Print Friendly

Filed Under: Uncategorized
Tags: Collaborative Selling, collaborative+selling, consultative selling, customer loyalty, Sales

Feeling alone at work?  If you are, you’re not alone!  Nearly 21 million people work out of their home offices these days according to US Census stats.  Many home office workers experience what I call “professional loneliness.”  It’s the downside to the flexibility and no commute of home office work. 

Professional loneliness can occur when you are physically isolated from colleagues.  There is no opportunity to turn to someone and say or show anything!  When I started this consulting firm in 1998 this was a BIG problem.  When people asked me about the downside to non-typical corporate work (at least it was non-typical back then) I said there are two main drawbacks:  Zero on-site IT support and professional loneliness.  Today, both of these drawbacks have easy solutions to eliminate or reduce their effects.  Social network sites and technology allow us to reach out and touch someone virtually whenever we want – even for IT support!

I wish I had started writing about this years ago – it is a HOT topic without a name.  When I see statistics of the amount of time people spend on Twitter, FaceBook, LinkedIn, Ning and so on, I am reminded of the very strong need of humans to interact.  And these tools/sites provide the opportunity for that interaction at any time of the day or night.

While I am still trying to figure out how to balance my time at work while participating in these sites,  I’m glad there are options to eliminate one of the drawbacks to working remotely, professional loneliness.   

Working from home?  You really are not alone anymore.

What are some things you do to combat professional loneliness?

Print Friendly

Filed Under: Uncategorized
Tags: networking

Looking for a new job?  The news out there is bleak these days as the Labor Department’s U-6 unemployment rate was 13.5% at the end of 2008.  That’s a lot of unemployed people!  On top of that, the newspaper is full of stories of companies who have or will soon downsize their workforce.  I wonder how equipped these unemployed people are to sell themselves for a new job.   With so many people are afraid of sales, what is scarier than selling yourself as you look for a new job?

Yet, some people ARE still getting hired – just last week I spoke with three people who just landed GREAT new jobs.  How did they do it?  They applied great sales skills to the job hunting contest.

Two sales secrets for job hunting:

1. Focus on What’s in it for Them!  Narrow the value you bring to a few specifics that help THIS company, this manager, this industry. Do not list or tell EVERYTHING you have ever done.  Make it relevant to them with information from the Internet on the company and possibly the contact. 

Translate your experiences and skills into a benefit to them!  Assume that whatever you state, the screener is thinking “So what?”  And answer the “so what” in your statements.  Examples:

• “I have developed marketing and graphics for my employer for 7 years.”  So what?  Try…  “I have developed marketing and graphics that allowed our sales force to close more sales.” 
• “My experience includes knoweldge of teh following software applications…..”  So what?   Try… “I hae worked with software applications such as _______ and that allowed me to increase efficiency by 15% and decrease the costs associated with getting the projects completed.”

2.  Make contacts every day!  Successful people do not let days go by without making connections.  I see job seekers take WEEKS to write and re-write their resume.  That is too long – most resume screeners only spend 30-60 seconds glancing at your resume.  Your resume will not get you a job, contacting potential hiring managers will.  But what do you say? Prepare a very short statement of what you can help them do.  And then ask for an appointment to discuss their company and a potential fit.

      “Mr. Manager, I am Nancy Bleeke, a sales professional who has improved sales processes resulting in 12% sales increases the last three years.  I am in the job market and may be able to increase sales for your company.   Can we meet to discuss openings in sales with your company and how I might use my expertise to  increase sales for you?” 

Want to get hired?  Do your homework to prepare a great contact and interview that differentiate yourself from the other seekers.  These two sales secrets will help you win that job!

Print Friendly

Filed Under: Uncategorized
Tags: Job Hunting, networking, skills

The Sales SheBang Sisterhood (isn’t THAT mouthful?), a group of savvy and sometimes sassy sales experts, wants to help YOU be more succcessful in sales!  And we want to provide free resources to help you in this tough profession!  Our first collective resource is ready for you as a FREE download!   Jill Konrath took the lead and compiled 19 TIPS from the Sisterhood sales experts to Keep Your Sales Up in a Down Economy.

To download your FREE eBook click here.  And while you are at the Sales SheBang site, check out the other Cool Resources and sign up for the newsletter so you are first to hear about plans underway for a virtual Sales SheBang in 2009.

While you are checking out all the success tips – you can find my tip Jumpstart Your Sales in a Stalled Economy on page 27

Print Friendly

Filed Under: Sales Productivity
Tags: maximize sales productivity, recession proof sales, Sales, sales conference, sales expert, Sales Productivity

Free Webinar for Sales Managers or anyone who needs to help others succeeed!   Increase sales results and performance of your team in 2009 as you join sales experts, Nancy Bleeke and Lynn Zimmer, for a FREE webinar.  An economic recession does not have to to spell doom and gloom for your sales results.

We will share the “inside” secrets to help Sales Managers:          

1. Increase the sales results of your team
2. Decrease your turnover and recruiting expenses
3. Maximize each person’s talents and abilities

Want to know how valuable this information is?  Mark Friberg, a participant in our last seminar said:

I would definitely recommend your business to friends and fellow workers. Both you and Lynn did a professional job and gave us valuable information that anyone in the business could use. Thanks for holding this quality seminar, I hope there are more to come! -   I will bring a friend.

Make a note on the details:

Tuesday, February 3rd

10:30-11:30 a.m. Central

And then click here to Register !

Help your colleagues – forward this information so they can increase their team’s sales results too!

Print Friendly

Filed Under: Uncategorized

Randy Paush’s book, the Last Lecture, is still on the Best Seller list.  And as I read the book this past weekend, I see why.  There is a lot of wisdom in his stories and advice.  One in particular hit home with me…about time management.

As a person who works very hard and long to accomplish business priorities it is easy for me to spot that behavior in others too.  I observe many of the very successful sales people I work with are awesome time managers and get a lot done.  Yet, I see a commonality in that there are some life principles we can sometimes forget with our long To Do lists.  Randy recapped the principle of using our time effectively and wisely in his Last Lecture.  The bolded sections are Randy’s words:

• Time must be explicitly managed, like money.  Not to invest time on irrelevant details. Ever spend HOURS on a minute detail when getting ready for a client meeting?  And then miss some of the key points?
• You can always change your plan, but only if you have one. Planning is important – and the process of the identifying the outcome AND the steps to get there is what works.
• Ask yourself:  Are you spending your time on the right things?  You may have causes, goals, interests.  Are they even worth pursuing?  Take a look at your client and prospect list – where are you spending your time?
• Develop a good filing system.  So much is wasted looking for things that aren’t where they need to be – CRM systems CAN bring great efficiencies!
• Rethink the telephone.  Need to keep a call short?  Never put your feet up or get comfortable.  stand up!  Oh, how easy it is to extend a conversation with others and it is so important.  The key is to keep it to an appropriate length that gets the business accomplished, strengthens the relationship and then ends so both parties can get to other things.

In a house with teens the word “lecture” is not well received.  In this case, a lecture is just what I needed.  Thanks Randy. 

Print Friendly

Filed Under: Uncategorized
Tags: learning, priorities

How does today impact what it takes to be a great manager?  The makeup of the labor force, the economy, and the culture are constantly changing.  What worked well 10 years ago (or even yesterday) might not be the best approach for today.  Great managers flex, they adapt, and are in tune with what is going on in business and their associates. 

In a meeting with a Fortune 100 Leader last week I was asked a great question: 

“From what you see in today’s economy, what do managers need to do for their associates to be successful?”

What a great question!  She knows that the world has changed and to be most valuable within her firm, she has to help managers with skills that matter TODAY!

4 WAYS to be a GREAT manager today:

• Be strategic.  Great managers survey the current landscape, look at what this means for the future and communicate how the associates can best contribute with their role.  They help their associates make the connection between where the company or department is going and what they need to do as an individual contributor along the way.
• Make the time for ongoing discussions (coaching) to help associates stay or become engaged.  There seems to be a lot of fear and apprehension in the workplace today about what is going on in business AND in everyday life.  To help associates stay productive and not let that fear derail them, great managers connect with individuals on a regular basis to find out what is important to them, review goal and activity progress and help them move forward.
• Show Flexibility.  One-size does not fit all.  Flexibility in all approaches are extremely important in our diverse workforce.  Schedules, responsibilities, expectations all need to flex to pull the most out of each person.  Great managers review current processes and rules to make sure that they are not barriers to future success – for the team and its’ members.
• Communicate.  Amazing how the same message to a group of people is “heard” so differently.  For each audience (whether 1 or 10) great managers carefully plan and practice to capture the right tone and words.  The Corporate Memo is overdone.  Today great managers utilize a variety of media when possible, teleconference,web-conference, live meetings, small groups, or a mixture  – to fit the needs of their group.  

These four approaches work no matter what the economy is doing…if you believe that the best way for YOU to succeed is to help your associates succeed.  The great managers of today help others be ready to contribute tomorrow. 

Print Friendly

Filed Under: Uncategorized
Tags: Communication, Leadership, maximize sales productivity

Bad Managers, Great Managers.  What makes us one or the other?   Many things differentiate the bad from the great.  One foundational element is effective communication skills.  Tone and Word Choice DO Matter.

Sometimes we learn SO much more from a bad manager’s example than we can from our own experiences.  Case in point:  Doyle Slayton at SalesBlogcast posted an entry with a letter written by a sales manager to his team.  The letter seems to be intended to get everyone fired up for a new year of success. Whether you manage sales people or not, there are some lessons in this.

 This sales manager starts by saying that they need to start the first day back 30 minutes earlier than usual.  And here are a couple of excerpts: 

• Please do not be late. Going forward, I do not want to have to wait for anyone to begin our meeting.
• Expectations for 2009:
  • Dress Code:  Is it comfortable to cold call in jeans…yes, but what sort of attitude does it promote in our office setting? Casualness. 
  • Working from Home: I have never believed in working from home, except when you’re the only rep for a company and you must work from a home office. Each of you is reimbursed every pay period for travel.  When you don’t have an appointment, the company is essentially paying you to drive to work…so, I expect you to be here no later than 8:30 unless you call me first.
  • Vacation/PTO:  When you request a vacation day, I need to know at least two days in advance.  Also, when you request it, do so in the form of a request.
  • Attitude:  This is the most important.  I think we have a team of Winners, not losers. This being said, I know we will lose some deals, but we will win more than we lose. Please keep and maintain a positive attitude..its’ 100% mental!  If you have the will and the drive to win…then you will!  Do we get stressed out?  Of course, but that’s when it’s time to talk to me and take a step back…I will help to bring you back in the game.  I take care of myself in this respect … and I will sometimes demand you do the same…you need to stay healthy and mentally fit so that you can be the best you can be.

What is your reaction? To the tone? Word choices like -  Demand, I, I, I?  Sending a message over a holiday with new demands and to start early?  How does that impact the precious time these folks have away from work?  Do you want to work for this manager?  Yes, leaders need to set expectations, share vision and get results.  And there are many ways to accomplish this.  How motivated do you think this team is?  What energy are they going to bring to Monday morning? 

What better words and tone could have been used?  How about some simple ones:  “We” and “this will help you by…”

A great reminder that how we deliver our messages can make the difference in whether we are a GREAT or BAD manager.  Who do you think has the more successful team?

Want to read the full letter?  Click here.  This is a great blog and you can register while you are there!

Print Friendly

Filed Under: Uncategorized

Want to be most successful this year?  Maximize your success potential by making your minutes matter. 

 A minute isn’t a lot of time…60 seconds as we learned in elementary school.  What you do with those minutes can make a difference in your day, week, month, year and life.  Its the beginning of a new year and in each non-leap year we have 525,600 minutes to spend (ever hear the song Seasons of Love from the play Rent?).  What you decide to do with each minute this year matters.

It seems we are all on overload and our schedules are overcrowded. I often wonder how successful people have the time to do the things that matter to them.  Success doesn’t have to relate to business…success in relationships, health, fitness, discipline, work or sports are all important.  How do successful people find the time?  As I observe the most successful in my training workshops I see that they make the most out of each minute in their day!

What can we do with a few minutes that will lead to future success?

• Read - Keep documents you want to read available in your car, brief case, or near your computer (ever have to wait for a download or update?).  What can you learn?
• Listen - Stop.  Listen to the sounds and people around you. What do you hear?
• Reach Out - Send a note or leave a voice message to someone you haven’t made contact with in a while.  Imagine how your message might make that person’s day.  What will it do for yours?
• Exercise - Walk a flight of stairs. Do leg lifts. Stretch!  How does that feel?
• Tackle the To Do List - Take action on one “To Do” item and cross it off your list.  Make small progress often and know that it will be completed in no time.  What does that do to the size of your list and your stress level?
• Quiet Your Mind - Take a deep breath.  Fill your lungs to capacity and slowly exhale. Concentrate on your breathing and quiet for mind for a short while.  What can you discover?
• Purge - Pick up those items that aren’t where they belong…put them in their place, throw them away or give them to someone.  How much energy is gained by not having to again look at those out-of-place or unnecessary items?

It’s amazing what can happen to our energy and peace of mind when we make the most out of these little pieces of time.

When you find yourself with minutes available…seize the moment to make them matter. 

Print Friendly

Filed Under: Uncategorized