During Trying Times

During Trying Times

During trying times

Wouldn’t we all just love to get our hands on the Magic 8-Ball and know when this craziness will come to an end. Just 4-6 weeks ago, it was a whole different world. Now, we are living in quarantine, stock-piling necessities, home-schooling and trying to work from home. Did you ever imagine? None of this has been easy, but it is in fact our new way of life for a while. So, let’s get back to business… 
For many, sales have come to a grinding halt. The state of the economy, the unknown and the lack of certainty has put most companies on hold. So, is now a time to give up? Absolutely not! You never stop selling. Now is the time to focus. Now is the time to dive into retaining your key and most valuable clients. They have been with you for a reason up until now. Make sure you give them a reason to be with you later. Now is the time! 
This recent article on MDM.com suggests deepening relationships, building a sales promotion to deliver, and finding alternatives to in-person events. It is time to get creative and use your skills to think outside the box and keep those customers.  

How to do this:

  1. Focus on maintaining relationships: Check in with your clients. What can you do to help them out? Do you have resources that you can provide to them? What “deposit” can you make to them? 
  2. Offer connections: What other businesses do you know that could help them out?  Do you have useful “workathome resources? Can you offer executive expertise? 
  3. Think long-term: When the economy is rolling again, you want to make sure they are with you. 

    Everyone will be hungry:

    Pretty soon, everyone will be hungry for revenue and that means trying harder than ever to steal your clients. So, what do you do? Build a moat around your key clients. Protect them. Show them your value and dedication. Give them every reason to value your relationship. If nothing else, send them a 6 pack of their beverage and schedule an afternoon meeting (on Zoom of course)!  

    Knowledge vs. Skill

    Knowledge vs. Skill

    Knowledge vs. Skill

    Traditional training is very much based on the transfer of knowledge. A golf coach relays his knowledge on grip, swing, pace, technique, and consistency to all his players. A medical professor shares her knowledge with students during lectures and labs. The same goes for sales coaching. It is important to do a proper information download to educate, inform and train.
    The key, however, is not just transferring the knowledge. The key is being able to transfer knowledge into skill. Information and facts are pertinent in many facets of life, but what do you do with that information? This is where the MyB2BCoach Accelerated Sales Action Plan comes into play. 

    ASAP:

    In our ASAP program, we make sure that we transfer knowledge from weekly coaching sessions into skills. And… skills don’t just happen. Skills are perfected with deliberate and purposeful practice. Let’s take a golfer as an example. An average golfer plays a couple rounds of golf here and there. To no surprise, this golfer has a 15 handicap. An exceptional golfer studies, goes to the driving range, and truly practices with purpose and deliberation. This golfer has a one handicap. Which type of golfer do you want to be? This may be a trick question because you may not even like golf. However, if you are in sales and your salary and commission are riding on the line instead of your handicap, what type of salesperson do you want to be? Do you want to be average or exceptional? I think we all know the answer… 

    It’s Time for Change:

    This is where the MyB2BCoach Accelerated Sales Action Plan comes into play. In a 12-week time frame, this plan is designed to help you practice purposefully and dramatically enhance your skills. This plan will take you from a 15 handicap to a scratch golfer.  

    Contact us TODAY to register for the MyB2BCoach ASAP program.  

    It Costs More Than You Think

    It Costs More Than You Think

    It costs more than you think

    So… how much does it cost to hire a new employee? That question is obviously tricky, but there is significant investment behind the hiring process. It entails a lot more than just a base salary and commission. Hiring is expensive! 

    Just because hiring is expensive, it doesn’t mean that it’s not worth it. More often than not, when we speak to business owners and sales representatives, we have discovered a major piece missing in the “hiring” puzzle; the lack of a good training or onboarding program. 

    Frequently we hear, “they are in sales, they should know how to do it.” Just because you know how to drive a car, doesn’t make you a professional race car driver. Everyone needs specialized training, even if you have a background in the particular area. Each company is different. Processes may not be the same. Expectations are varied. Company dynamic is unique. Sales goals are contrasting. These are just a few reasons why an onboarding program would be effective with somebody that is “in sales.” 

    Investment:

    Investing into a new sales employee’s success makes financial sense 
    1. You can reduce the time it takes to get them to break even and then to profitability.   
    2. Your sales representative will feel valued.   
    3. Invest in your team by teaching them who to target and why, how you’re different from your competitors and finally pricing.   

    By creating an extensive onboarding program, you give your staff the confidence to do their job well. Ultimately, it saves you money AND time. Investopedia recently posted a great article on The Cost of Hiring a New Employee. The numbers will more than likely surprise you. 

    MyB2BCoach can help you with your onboarding program. We specialize in training and getting the most out of your sales team. Contact us today! 

    Are Referrals Optional?

    Are Referrals Optional?

    Are referrals optional?

    When it comes to business and sales, referrals are NEVER optional. Referrals are in fact, a necessity. You need a network, and in order to grow your network, you need referrals.  

    Prospecting: 

    Now comes prospecting… Prospecting is often the most dreaded part of a sales career.  However, it is also the part that can separate a great representative from an average or underperforming representative.  In most industries, cold calling is not a productive way to engage potential clients.  It occupies too much time with very little return.  Not to mention, who really wants to sit around all day and cold call? 

    So the question arises, how can you “warm” up a potential lead?

    MyB2BCoach suggests finding two possible connections or discussion points; one professional and one personal.  This increases your chances of having a meaningful conversation.  The most successful way of reaching to a potential client is through a referral.  Moving a referral into a prospect removes some potential roadblocks that a salesperson must navigate, such as unfamiliarity, trust, respect, and prior experience.  

    Networking: 

    Have you ever heard “they’re so well networked, it’s easy for them” or “she has so many contacts she can call”?   The obvious question is, how do you build your own network?  There are several resources out there to help you network. Check out this list of The Best Networking Books in 2020. However, it is probably easier than you realize to identify connections you may already have available to you.  Start with relatives and their job or former jobs, your past co-workers, friends, parents of your children’s friends and neighbors.  You should also be involved with various groups that will help you, such as professional networking groups, alumni and local chamber organizations, volunteer clubs, your local high school or a political committee.  

    MB2BCOACH can guide you with your networking goals. Download our FREE Networking Worksheet to help identify the contacts available to grow your network. Contact us today for more information on how MyB2BCoach can help you out.  

     

    Deliberate Practice… Do you do it?

    Deliberate Practice… Do you do it?

    Deliberate Practice…

    Do you do it?

    What is deliberate practice?  Deliberate practice is the conscious act of doing something on purpose and making sure you have a detailed plan for that action or practice. For instance, you can’t just pick up a guitar and start playing the “Star Spangled Banner” like Jimi Hendrix. You need to deliberately work with a teacher, sturdy and practice. When it comes to sales, consider MyB2BCoach the Jimi Hendrix of sales coaching.

    That may be a stretch, but we are good at what we do, and we have developed a program to make you good at what you do – the Accelerated Sales Action Plan. MYB2BCoach’s Accelerated Sales Action Plan or ASAP is designed to practice your sales techniques deliberately, and with purpose. 

    Many of you may not realize, but there are 24 to 30 common sales techniques you need to know as a salesperson. First, if you want to be successful, these are not optional. Second, you need to practice these techniques ahead of time; these are not to be practiced on customers. These techniques are to be perfected BEFORE you meet with your customers. 

    The ASAP program is a 12-week program designed not only to make sure you are confident, but comfortable and competent as well. We achieve our goals, through deliberate practice, from simple 30-second commercials. We ask and you answer: 

    1. What do you do?
    2. How much do you cost?
    3. Why you over a competitor? 

    The program is designed to equip you to handle the questions, objections and the basics of “delay tactics” by a potential prospect. The ASAP program will enable you to achieve better results, creating confidence and comfort. Through deliberate practice, you will walk away with a comfortable, conversation style that will make you more successful! 

    Contact us TODAY to learn more about the ASAP program. 

    TOTAL ADDRESSABLE MARKET (FINAL STEP)

    TOTAL ADDRESSABLE MARKET (FINAL STEP)

    Total Addressable Market (Final Step)

    Now that you have your internal TAM of testing customers and your external TAM for new client acquisition, it is time to execute a very detailed plan. Going after existing AND new clients offers an exciting and new energy to the process. 
    By now, you have rated and prioritized your clients. How well do you truly understand them? Your top 50 clients typically make up 80% of your business. More than likely, however, you aren’t capitalizing on your top 50 TAM. As a result, are you only selling one or two of your services to them? Could you sell them a few more services? Could you offer them more solutions? Could you reach multiple locations within a company?

    Natural Matchups:

    You want to get with the internal and external and see if there’s any natural matchups. 
    • Are there any people that are in the same hometown that you could invite to a similar event? 
    • Are there trade shows events were both would be? 
    • Where are people going to meet together? 
    • Where are they hanging out together? 

    Let them sell for YOU!

    When you know how to connect your clients and prospects, it’s a great way to have them sell your business for you. Once this plan is in place, you need to make sure your salespeople are all very confident and comfortable in selling your MVP.

     

    Work and adjust:

    Work the plan and adjust as needed. But with both internal and external TAM, along with an ideal client profile, you’ll have great success.  
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