Another blogger, Becky Robinson of the LeaderTalk blog, recently asked her readers the question, “What do I know best?”

What an interesting question to ponder – “What do I know best?”  And it wasn’t as easy as it first appeared. She suggesed that we think about things that are easy for us, that we don’t need to prep for and that we can just help others with.

To come up with my list, I thought about this past week. What conversations have I had with others that were ‘teachable moments’ and I was able to pass along knowledge or insight that really helped someone else? My answers are simple (and it makes me wonder if I over complicate things in my training if it was this simple.)

So here goes:

1. No one has to appoint you a leader. You get to decide and can act as a leader day in and day out without a formal title.
2. Being a mom and a high level business professional is tough. And you will have to make tough choices sometimes – the mom part should always win – the time we are blessed with the kids passes quickly.
3. To be successful in business (whether you are in a direct sales role or not) means having to constantly focus on the WiifT – What’s in it for THEM. The more you communicate, act and live with the WiifT mindset, the more successful you will be.
4. The key to WiifT is undertanding others communication needs and then adapting your communication to it. Though each human being is very individual, there are tools and assessments that can help us with the understanding and ‘how to’ of doing this well.
5. I also know that everyone needs a ‘coach’ in life and business. It can be a spouse, friend, colleague or anyone. And that each of us can coach others by paying attention, giving them time and attention and sharing ‘what we know best’ when appropriate.

Now I ask you – What do you know best? It doesn’t need to have been learned in a book, in fact your life or work knowledge learned the ‘hard way’ might be what is most valuable.  You don’t have to be Einstein to know a lot of things best.  Please share with the rest of us – it will help us all know our ‘go to’ person on many dfferent things!

Looking forward to reading about more ‘knows bests’ from readers.

In 2009 All Business initiated a new sales contest – Sales All Stars.  The goal is to promote the career of sales and to recognize those that excel in this very tough business!  I hope you have taken time to look into recommending someone you know for this award.

Yet, can’t we all become a Grand Champion in what we do?  What does it take?  The following Success Factors:

• Skill to perform to your best
• A strong work ethic to use your time and resources wisely
• A goal that is clear, written and attainable
• Competitive spirit to dig in and give it all you’ve got
• Emotional intelligence to weather the ups and downs

The following are also immportantk though not indivudal factors

• Having the right ‘goods’ that fit the situation
• Collaborative teammates who are supportive, skillful and in the right roles

I saw all of these in place last weekend – not in a sales situation – in a sporting event.  We spent 16 hours on a bus and 24 hours in a convntion center for the Jamfest Super Dance Nationals.  My daughter’s team came in as the unknown team from Wisconsin and were determined to make their mark.  The competition is over two days with scores only posted after Day One.

In their two genres – jazz and pom – they did well after Day 1.  Fourth place for Jazz and First place by a tiny margin in Pom.  We thought it was a good first day. Then were told that Day 2 is worth 2/3 of the total score at the end.  The coach, Kate Fabbri did a great job in coaching the girls and explaining what they need to do to advance to the win in poms and place in jazz.  She expressed her belief in them, review the judges’ comments and then got them practicing – they even raised their level of difficulty the week before.

On Sunday, the dancers (24 of them) spent time together getting ready to ‘bring it on’.  After the jazz, we knew they did well.  And for poms they performed better than they had all year (which is saying a lot since they haven’t yet lost this season).  It was energetic, spot on and the dancers looked like they were having fun.  The short story?  They placed with a 3rd medal in jazz and WON pom.  More importantly, they scored so well they were also named junior champions.

It doesn’t end there. The top scorers are also in contention for the GRAND champion award – which involves judges selecting the team they feel had entertainment value, etc.  The girls were named the Grand Champions!

Isn’t it the same in sales? We need all the Success Factors listed above to be the Grand Champion and win the big deals. And still having the right ’scores’ isn’t always enough. We need to bring that ’something extra’ to our sales calls that makes us memorable, trusting, and respected so that the prospect WANTS us to win with them. 

I hope you will make time this week to strengthen one of the Success Factors so you can be a Grand Champion in your sales this year.

Think about the most successful sales pros you know – do you see these Success Factors in them? What else would you add to the list?

Today’s post is all about giving a lift – to your confidence and spirit!  It’s the time of year where people are busier than ever – year-end work stresses, holiday prep and for many of us, dealing with  unfavorable weather – all can make for a ‘bah-humbug’ day.   

Yesterday, a group of professionals each joined our workshop with a bah-humbug after another.  I thought “Oh  boy, this could be a long HOUR!”  But, once we got engaged in discussion, started focusing on actions we have control of and listened to each other, there was a much lighter spirit as they left the workshop.    

Six ways to lift your confidence and spirit today in 5 minutes or less:

1.  
   1. Think about one person who has helped you this year.  One person who somehow made something easier or better for you.  Call them or write them a note of appreciation!
   2. Look at your goals for 2009 (you do have them in wriring somewhere, don’t you?) – instead of focusing on the goals that are not wher eyou want them to be – for a minute – concentrate on a goal you achieved or made significant progress with.  Take a FULL minute to think about this accomplishment.
   3. Watch these videos:  Smile and Move and ifyou need hlep with a smile, these 4 ladies will help, if you aren’t smmiling after this 1 minute video, I’m not sure what can help!
   4. Read the following quotation “All the great blessings of my life are in my thoughts today.” Phoebe Cary  – What if your blessings were in your thoughts?  Wouldn’t that give you a lift?
   5. The following websites are full of positive news – find one story to read: 
      • Happy News - Real  News. Compelling Stories. Always  Positive.
      • Daily Good - this even has a Business section!
      • Upbeat  - Positive, Optimistic, Inspiring News for All Ages – Read about Gracie, you’ll feel better.
      • Optimist News - What a great name!
   6. And maybe my favorite, Eat a piece of chocolate.  It really does have mood-lifting benefits!  And if you want an extra boost – share a piece of chocolate with someone else – watch how it lifts them too!

That’s it!  Actions for you, actions that will also lift others and in only 5 minutes your lift will give you more energy, confidence and spirit to tackle the rest of the day.

And if you want to lift my spirits – I’d appreciate your VOTE!  An article I wrote, The Sign of a True Sales Pro, was honored as the Sales Article of the Month in May 2009.  Now it is contending for the Top Sales Article of the Year.  the competition is stiff and I’d like a great showing!  It will take less than a minute for you to vote here.   Thank you so much!

Have you ever considered what it takes to get the result you really want?  Sometimes its just a matter of degree!  

There are all different degrees of professionals – hot ones, cold ones, lukewarm ones.  What makes hot, hot?  It can be the seemingly little things like:

1. Follow-up
2. Process – having one and sticking with it
3. Caring to communicate the way the OTHER person needs to communicate
4. Using resources wisely and effectively
5. Having a mentor or coach
6. DOING, instead of talking and thinking about something
7. Setting goals – and a plan to achieve them
8. Making the time for rejuvenation – keep the batteries charged!

The difference in degrees was powerful this morningl  I live in Wisconsin and for days we have been warned of a huge winter storm.  The kids were all set for a snow day today (Mom was too – but guess what?  We were on the edge of the front that kept us at 34 degrees – meaning we had more rain than snow! 

That means school is in session here, but just a mile west it is not because they have over 10″ of snow!   I tried to explain to the very disappointed high schooler that sometimes the difference in getting what you want and reality is…just a matter of a degree or two!

What do you think? What are some of the little differences in degree that makes a GREAT professional great instead of good?

Have you ever had this experience?

Someone whom you look up  to, consider a role model and whom you want to emulate suddenly notices you?  Or validates something you have done?

That’s how I felt this morning when I saw that Jill Konrath - of Selling to  Big Companies, Sales Shebang and Get Back to Work Faster – posted a blog post about Sharpenz.   I wanted to sing Barry Manilow’s song…Looks Like We Made It! 

Really!  Jill does topnotch work, gives her stuff away free with the Great Sales Give and is mentioned in thesame breath as all the big sales “guys”.  And now she has endorsed Sharpenz sales boosters!   This nod has given me energy today!

If you haven’t yet visited www.sharpenz.com now is the time!  Our 50% off ALL orders ends on November 15th.  We hope you’ll take us up on a Try Before You Buy - and then return for more.

As Laura Holtz of Data Financial told me today (she delivered her first Sharpenz on Monday): 

To my great pleasure…the booster is so well written… there is movement, collaboration and …. that is was exciting to hear how engaged they were. 

Our marketing manager said “who, amazing to have the people on spot with you that time of day so engaged, really sharing high level of energy.  We were thrilled!

Thanks Laura for your feedback! 

Make the time to visit Sharpenz today – your team will thank you for it!  

Yes, FREE Sales training!  We’re calling it our own Economic Stimulus plan for local companies (within 60 miles of Milwaukee, WI). 

As we get ready to announce our secret project, we are giving the unbelievable opportunity for FREE sales training to you!  Don’t reside in Wisconsin?  It won’t matter once you learn more about Sharpenz later next month. 

To learn more about our offer to deliver a high impact, compact and focused sales training workshop – You will find the information you need at Milwaukee Sales Training.

A few notes from participants who have experienced a Sharpenz session:  

• “They are short, to the point and contain good information. Great thought provoking session.” Sonya A., Primex Wireless, Inc.
• “This is a good format because a lot of concrete, useful information is shared in a short time.” D  Bennett, Kalmbach Publishing
• “An educated and fun way to deal with the sales process.” L. Jones  Woodward Radio

In the meantime, a quote for any of you who think we might be crazy for offering this:

Part of being sane, is being a little bit crazy.     Janet Long

Best to you today!

Finding success these days means we might have to try something new to stay in the game.  And it seems these days the “new” technology is coming faster than I am ready.

In 2009 I have – and am still – working through many changes as I adapt my business to the ever-changing market, needs of my clients and technology.  I have migrated my accounting system, this blog, my newsletter, Facebook use, I’m Tweeting, and I have a touch screen cell that I’m still not sure about, and on and on and on. 

At different times in the last month I have begun to feel that technology is going to get the best of me sooner or later.  That’s why sometimes when someone tells me I NEED to do another something new with technology I am not jumping up and down.  I don’t feel I’ve grasped all the technology I started this year and I’m not sure my brain can absorb anymore at this point!

Today though, I finally opened up to the idea of video use in marketing and sales – but only after the fourth “expert” let me know that I should include video in the launch plan of our super secret new product line that we will announce soon.  I’m not sure why, but today I listened…and then I pulled out the Flip Video camera that so far, I have only used for fun family times (we bought a waterproof cover and have had great fun in the pool).

Guess what?  It was FUN!  And probably one of the easiest new pieces of technology I have attempted to incorporate this year.  I passed along my freshman effort to a couple of colleagues and they said that the message on the video helped them connect to the new product in a way that the text of the new website has not.

Now I do have more work to do on lighting and making sure I am succinct, but I see why video can be so valuable.  It speaks to different Types of people.  Of course, I’ll post some of the “ready” videos here very soon and you be the judge of the quality and message.  And if I am forced to admit it, I will say that all the new tech tools I have adopted are bringing some efficiencies that I needed. 

In the meantime, what is one technology tool that you did not easily adopt and then found later you couldn’t live without?

Today is a happy day for many parents in my area…the first day of the school year!  It seems a long time ago when we were all singing School’s Out for Summer (this might be an age thing), the song by Alice Cooper that celebrates summer and “no more pencils, books or teachers’ dirty looks.” 

And though the school’s out mindset works for students in traditional schools, what about us professionals?  Is school ever OUT for us?   

Would love your comments…is “school” or learning about how to do things more effectively, information that helps our customers, information about our customers, technology, etc. ever done?  In what ways do you keep yourself IN school? 

We could rephrase the song title to “Schools in Forever” (compliments of Maggi Franks of Harper College for Businesses).

p.s. Feel like rocking to Alice Cooper?  A You Tube version of the song is here.  

In today’s economy, it’s becoming increasingly easy to blame our lack of success on something other than our own actions.  While the economy certainly impacts sales activity, it’s not an excuse for failing to do those activities that made us successful in the first place. 

When your day isn’t going right, when your sales aren’t where you want them to be, when the project you’re working on isn’t working … Who do you hold responsible?

It’s human nature to blame circumstances or other people for many things.  Today, instead of complaining about something that isn’t working, consciously ask yourself, “What action can I take to make it better?”  It will keep you from the trap explained in the Parable of Responsibility.

 The Parable of Responsibility  

Everybody, Somebody, Anybody, and Nobody were members of a group.

 There was an important job to do and Everybody was asked to do it.

 Everybody was sure that Somebody would do it.

 Anybody would have done it, but Nobody did it.

 Somebody got angry because it was Everybody’s job.

 Everybody thought Anybody would do it, but Nobody realized that Anybody wouldn’t do it.

 It ended up that Everybody, blamed Somebody, when Nobody did, what Anybody could have done.

 Unknown author of condensed version of Charles Osgood’s – A Poem About Responsibility.

 Today’s post is by Lynn Zimmer of the Sales Pro Insider team. 

At Sales Pro Insider, Inc. we are privileged to be a part of people’s lives for 6-9 weeks at a time.  Our courses are facilitated over time to give participants an opportunity to apply the concepts in their real world, build their skill and confidence and work these into habits that last.  We very much become involved in the successes/challenges of the participants as they work hard to develop their sales, leadership and customer service results.

I’m sharing this with you to give you some insight into why last week was tough.  One of our participants passed away suddenly.  Not only does her passing affect the company and employees, it affects us.  Lynn Zimmer, a key member of our team, has worked with this person for many hours over the last 6 weeks and it is a loss to her.  On the same day, a close friend of Lynn’s also died suddenly.  That is why the following message that Lynn sent out to her readers this morning is worth sharing with you.

Life is short, make it all matter.    Nancy Bleeke

-   -   -   -   -   -   -  -   -   -   -   -   -    -

Every once in a while, an event occurs in our lives that reminds us to reflect on the value of what we do each day. It could be the loss of a friend or family member, a serious change in your health, career, etc.   When this happens, it’s important to “take time” to pause …. reflect and if appropriate, make changes in how we’re currently doing things.

Here is an excerpt from the book, 10-10-10, by Suzy Welch (co-author with husband, Jack Welch, of the book, Winning) that highlights some key points for reflection:

We all want to lead a life of our own choosing. But in today’s accelerated world, with its competing priorities, information overload, and confounding options, we can easily find ourselves steered by impulse, stress, or expedience. Are our decisions the right ones? Or are we being governed, time and time again, and against our best intentions, by the demands of the moment?

With 10-10-10, Welch proposes 1 question that will impact your life:

How will my choice affect my life:

• 10 minutes from now?
• 10 months from now?
• 10 years from now?

 By looking at the middle and longer time frames, we’re truly assessing the impact and value of our decisions.  When you bring long term value to the decisions you help your customers implement, you bring added value to the relationship.

The same applies in your personal life.

Reflect upon your present blessings – of which every man has many – not on your past misfortunes, of which all men have some. 

 Charles Dickens

Wishing you a week of reflections,

Lynn Zimmer of Sales Pro Insider, Inc.