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A few weeks back I shared with you lessons from my 2 Year Journey To Brand Me.

I thought it might be helpful if I shared with you several random thoughts on the concept of building a community.

1)    Create places where your community can interact with your brand. Obviously a blog should be one of those places. A Linkedin Group, Facebook page, Twitter account, A Twitter hashtag, youtube channel etc. Note: Please learn from one of my mistakes. Just because you don’t like a particular social media venue, doesn’t mean your audience doesn’t want to communicate with you there. It isn’t about you dude. Its about where they want to interact with you!

2)    Once you create these places, you obviously need to show up there consistently. Note: I can’t tell you how many Linkedin group managers I see who have created groups and then go MIA. Once you build something why wouldn’t you want to stick around so people begin to associate you with the community?

3)    Interact with your community regularly. That might sound like a repeat of item #2 but it isn’t. I can’t tell you how many people get so caught up in producing content that they miss the interaction. This includes your blog posts (truth be told, I’ve screwed this one up lately and need to get my butt in gear). I’ve seen it big time on Twitter where people become these broadcasters of “stuff” but no interaction with their audience. Why aren’t we living for that interaction? To me the content is important but we are getting way too obsessed with the content at the expense of the interaction. Besides, that one way communication thing used to be called a “website” No?

4)    Acknowledge your community: Dale Carnegie once said that the “sweetest sound, in any language is the sound of one’s own name” and the dude who sang the old theme song from the television series “Cheers” said something about “Where everybody knows your name”. It seems we are all running so fast these days that we forget to use names and acknowledge people in front of their peers. That’s how you encourage future participation. A good old fashioned offline thank you goes a long way too. People seem absolutely blown away when I send them an offline thank you. That tells me nobody is doing this! Might be a cool way to stand out!

5)    Give to your community upfront and without a scorecard. I’m not a big fan of requiring email captures in exchange for a free E-Book etc. If you are going to give something, give it. I have a full page loaded with tons of E-Books that require you to do nothing but download them. My email subscriptions tell me my audience digs this approach and quite frankly, I believe unconditional giving adds to the sense of community I’m trying to create.

6)    Be willing to stand for something! Standing for something attracts kindred spirits and adds a sense of mission to your community. In my Linkedin Group we have one of the strictest no spam policies on Linkedin and we are probably the most heavily policed group out there. We are also committed to fostering a high level sense of community by supporting our members and giving combative members the boot.

7)    Reward your community first and better than the rest. Starbucks did a really good job with this recently by offering a free gift card with the purchase of 1lb of coffee. They advertised this on their Facebook page and made us all feel like we had the inside scoop. How can you reward your community for (get this) being part of the community?

8)    Don’t punish your community with crap. I’ve seen people go over the top promoting their books. Side note: I once bought a book that I was really excited and started following the author on Twitter. The author went ape sh*t with the self promotion and by the time the book arrived I was sick of the dude. I stopped following several people on Twitter because they were injecting too many political views into their content. I’ve seen several bloggers get into pissing contests with other bloggers and use their blog as a weapon. Here’s a secret (don’t tell anyone) Once you decide what your “main thing” is going to be, stick with it.

9)    Don’t get caught up with “Internet Fame”. Please stop and reread that line (I’ll wait for you) If you allow this to go to your virtual head, you will piss lots of people off. One story, that I will continue to bore you with till the end of time is the one where I met Seth Godin. I was at a sales conference where he was the key note speaker. The dude is a complete rock star and I damn near went into my Wayne’s World “I’m not worthy” chant, but somehow I kept it together. As busy as this guy was, and as long as the line was to meet him, he took the time to meet everyone, look them in the eyes and something else that blew my mind. When I stepped up to meet him, I introduced myself rather quickly (and nervously) and I asked him a question which he promptly answered. I then asked if I could have his autograph. He continued talking with me while he scribbled something rather quickly. I thanked him and stepped to the side so the line could keep moving. I went to look at his autograph and I noticed he used my name which I had only mentioned once, very quickly. PS I didn’t have my name badge on. So if a rock star like Seth Godin could keep it real who are we to be a virtual A Hole? Your community is there for you to serve.

10)  Combine real time interaction with your online interaction. Consider offering lunch and learns at your place of business, seminars, webinars. I host virtual mixers twice monthly where I take 5 people from my Sales Playbook community and get them on a conference call. Host a tweetup, or meet up for your group. One of the speakers at a conference I attended talked about how his Linkedin group hosts a monthly conference call for all their members. Might be bit of a challenge for my group as it quickly approaches 20,000 but perhaps if a sponsor stepped forward we could make something like that happen. Just thinking out loud!

There’s obviously so much more I could write on the subject of creating a loyal community but now its time for me to leave you with something to think about.

How have you or could you create a community where your audience can interact with that incredible brand called “YOU”?

Please ponder that question. I believe there’s money in it for you!


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This is Part 1 of a 2 part blog post by Nigel Edelshain

By now you’ve probably seen the statistic from CSO Insights that shows 48% of sales people missed their quota in 2009.

The percentage of sales people missing their number increased over 2008. Now I, for one, would not be surprised if this number actually increases in 2010 even though the economy has improved a bit.

I would not be surprised if this number gets worse because I thoroughly believe the miss is NOT just a function of the economy. I believe there’s something far more fundamental going on: our customer has changed their behavior. Consider that recent Forrester research showed that 91% of B2B IT buyers are now involved in social media at least as “spectators”.

There’s a new sales game in town. In this new game sales people need to align their selling to the new way customers buy. In 2011 it will become clearer that sales people that master this new game are poised to become “linchpins.” And that those that don’t are set to become cogs in someone else’s factory. You know who is paid more – a lot more.

Customers Have Changed

Your customers are spending more-and-more time online. They’re searching on Google for information and their talking to each other on social networks.

But where are we sales people? Most have not yet caught up. Consider that research released last week by OgilvyOne (one of the world’s largest ad agencies) showed that sixty-eight percent of sales professionals say they believed that the selling process is changing faster than their own organizations are adapting to it.

What’s Your Brand?

The game is getting personal. In the past your customers only had your company website to look at, now they have social networks. You hear that “tap-tap” sound on the other end of your phone line? That’s your prospect searching for your Linkedin page. We humans are curious. We want to know exactly who we’re talking to. We’d much rather get the true skinny on you than read a boring sanitized website.

And if you don’t show up on Linkedin then we’re left wondering: who are you? Why aren’t you there? Are you hiding something? Or are you just way behind-the-times? You lose the chance to build trust either way.

It’s Broke so Let’s Do More

Cold calling working great for you? Is 1 in 200 an acceptable rate of success metric for what you need to get done to be a rock star in 2011?

That’s the kind of conversion we’re seeing from multiple sources for number of dials to number of meetings. It’s taking folks 20 dials just to get a relevant decision-maker on the phone. Then if you get 1in 10 of those to convert to a meeting then you’ve got 200 calls for every one meeting.

But there are ways to change those metrics significantly and the tools to help you do that are social media and Sales 2.0. Now it’s not the tools that change the outcome it’s YOU. By learning those tools and integrating them into your prospecting, you can dramatically alter your results.

Consider integrating trigger events into your cold calling can increase your success 3-5 x according to authors Craig Elias and Tibor Shanto. The tools are out there now to help you monitor these trigger events and gain that edge. Then plug in the “big daddy” of them all: referrals and our data shows you’re up 8 x at least in your prospecting results.

Big, big improvements and something that actually makes cold calling fun because you experience success and connect with people way more frequently than the old ways allow.

In-Person Calls: Do your Homework

A recent IDC study revealed only one out of six sales professionals were “extremely prepared” for an initial meeting with a customer. 57 percent were either not or only somewhat prepared.

You’ve got more information available to you via the Internet than ever before. There’s really no excuse for not being prepared for you sales calls (meetings). Showing up and “winging it” is just not acceptable to the vast majority of B2B customers out there. They know you can do your homework so they expect you to do so. Otherwise you could be in for a quick meeting.

Match your research time to the importance of the opportunity. As a rule-of-thumb, I’d expect to spend at least one hour preparing for a fairly important one hour sales call, half an hour for a half hour meeting etc. – increase or decrease to taste. But do do your homework.

Tune in tomorrow for Part II!

For more information on my friend Nigel Edelshain please visit his site http://www.sales2.com/ and while you are there, make sure you check out his upcoming event “Social Selling Bootcamp” and take advantage of the hefty December discount. And just for the heck of it, stop by his Linkedin Group Sales 2.0


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This is Part 2 of a 2 part guest post from Nigel Edelshain.

In yesterday’s post I suggested we, as sales professionals need to change up our game in 2011. We need to grab hold of the opportunity to use the new tools out there (social media and Sales 2.0) to “level the playing field.”

Yesterday I asked “what’s your brand”? I asked if the way to build you sales pipeline might NOT be more cold calls (at least in the traditional manner) and I noted the need to be more prepared for sales calls than ever before.

But there’s more. There’s more we need to change in order to keep up with Customer 2.0:

Say You Just Don’t Happen to Get In

What?! They did NOT invite you in for a meeting. Unbelievable! Well not really. Let’s be honest this is the normal case not the unusual, especially if you are dealing with new accounts. So what’s your “nurturing” process? What do you do with all the target names and accounts where you approach them and you DON’T get in?

In a very lucky world all you need to do here is hand these names off to your amazing team in the marketing department and they nurture these contacts with excellent content until they are “sales ready leads” and pass them back to you like fresh croissant straight from the oven. But…If this is not the case, you will need to be very organized and disciplined to run your own “nurturing” effort. After all the research suggests as much as 77% of the people who might buy from you eventually won’t buy now, they will buy later. Which means if you want to 3 x your long term revenue you better nurture everyone that did not buy now.

You’ll need content for this. So you will need Marketing to step up here or you will get into the content development business yourself. (Yes, I do believe sales people can blog successfully). One smart move with content is to use content from other people – there are many legitimate ways to do this in the blogging world we now live in.

Are Your Bases Really Covered?

What happens if you do get a meeting and you unearth a real opportunity? Do you rush back to the office and write up a proposal as fast as possible? Then keep following up?

Research from Marketing Sherpa over the last several years shows that for a technology product of k ticket price being sold into a large company (1,000 employees +) that the number of people involved in buying is…21. Yes, 21.

So if you’re just selling to one person you’re taking a big risk. You have 20 other people that can nix your deal. Do you know who they are? Do you know their role in the decision process? Again you have more tools than ever before to research people. With just a name and a company you can look people up on Linkedin and Twitter and find often find their complete background and even what they are currently interested in.

Do you Expand or Just Land?

Money left on the table. Or it seems that way to me. So many companies have the situation where they are doing business with an account but only in one area.

What’s your account strategy? How hard have you tried to go from division A to division B? Yes, it’s a lot like prospecting but it’s easier than cracking into a new account. You have the ideal reference story – a story from within the prospects’ own company.

Your Biggest Asset

Let’s get seriously selfish for a moment. You know what the most asked question is on sales job interviews: “what is your Rolodex?” — or versions thereof. Employers in big and small companies alike ask this question almost without fail in sales job interviews.

Want to increase your personal value as a sales professional. Want to be a linchpin? Want to be able to name your price for hiring you? Then you need a “golden Rolodex”. Keep in mind recent research from IBM values each additional relationship in your Rolodex as worth 8 (i.e. 100 relationships are worth k to you.)

So what are you doing to improve your Rolodex? Do you have a “people plan”? Do you have a plan for which people you need to know to give you that killer Rolodex? What are you doing to get to know those people? Not pitch them but approach them in the mindset of helping of adding value. Not for closing a deal this month but for establishing a relationship that will bear fruit next quarter, next year or the year after.

Linchpin or Cog?

Hope this has given you some food for thought. Our customer is changing rapidly. My mission is to “shine a light on that” and urge you to join the movement of sales people that are committed to adapting to that and prospering in this new sales environment.

As Seth Godin says we’re already in a work world where you can choose to be a “linchpin” (invaluable employee) or a “cog” (easily replaced employee). It’s my strong belief that sales people that don’t pick up these new ways of meeting Customer 2.0 on their terms will be “cogs” but those that do adapt will be invaluable linchpins.

Nigel Edelshain (aka “Mr. Sales 2.0”) is launching the Social Selling Bootcamp in February.

I’d like to highly recommend this camp to you. As you know, I don’t usually do this but I’ve been one of the contributors of content so I have first hand knowledge and I’m very confident that Nigel is on to something important here.

The camp is all about aligning our selling to the new ways customers behave.  It’s about how we can use the new tools like social media and Web 2.0 to sell the way our customers want to buy. From what I’ve seen of the camp’s content and the format of delivery (highly interactive) the sales people coming out of this camp are going to have a serious edge in 2011.

The two-day workshop will take place on Feb 16 & 17 at Newark Airport, NJ so you can easily fly in.

Nigel’s offering a big discount to get you TO TAKE ACTION: a serious 40% off if you sign up by Dec 31. There’s also a 100% unconditional money back guarantee.

http://www.sales2.com/social-selling-bootcamp.html

Disclaimer: I have no financial interest in this just playing matchmaker!


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So how ya doing in the personal branding department?

What are you doing to build this incredible brand called “You”?

You see, when it comes to personal branding, most will agree its an important topic but the million dollar question quickly becomes “How does one create a compelling personal brand?”

In this week’s podcast, we are going to explore 5 areas for you to own in your personal branding journey.

Note: You will want to stop this podcast from time to time and ponder some of the questions I present and you will definitely want to write down your answers and my suggestions in your journal.

1) How to create clarity with regard to your “main thing”

2) If people truly buy difference, how do you articulate yours?

3) Understand that the landscape of b2b and b2c has evolved to b2b2b and b2c2c in other words . . . consumers and businesses now want to talk with each other. I offer a 3 part question to help you own the concept that your brand must be able to sustain the inevitable “talking behind your back”.

4) Understanding the 6 Judgments that your personal brand must be able to survive.

5) The concept of an ongoing “courtship” with your audience.

I have some great content lined up for you if you will scroll down and have a listen. Now if you are not in the mood to further your growth this weekend, no worries. My suggestion would be to download this podcast on I-Tunes and allow me to be your educational companion during your drive time this week!

Download this episode (right click and save)

Related Post: A 2 Year Journey To Brand Me


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It was this time last year that I was sitting in the Paul Castain World Headquarters (my recliner) listening to that song “We Need A Little Christmas”.  It made me think of these 50 Random Thoughts For The Holidays with the goal of bringing you a smile and a dose of perspective.

And just for the heck of it, I even made it into a handy dandy PDF for you. Click here dude!

Please pass this along and let’s spread a little holiday cheer!

1. Go Elf yourself http://elfyourself.jibjab.com/?cmpid=jj_hp
2. Why not listen to some commercial free (almost) Christmas music here http://accuradio.com/holidays
3. Commit to laughing your hiney off at least once a day. Once you do that, make sure you help others do the same! Methinks we are taking ourselves way too seriously!
4. Don’t listen to that damn “Christmas Shoes” song. If you do and someone walks in on you tell them its your allergies!
5. Forgive someone.
6. Be a kid again. I won’t tell anyone!
7. Understand that other than the “5 Golden Rings” in The 12 Days of Christmas, someone basically cleaned out their attic and was trying to unload junk. I mean what am I supposed to do with a bunch of Lords a leaping? Screw it; just put it over there next to the swans a swimming, Jackass!
8. Sing along to a holiday song. Rinse and repeat!
9. Take a co worker out to lunch or coffee . . . just because.
10. Between now and year end include messages of hope and inspiration in your status updates.
11. Grab a hot chocolate and look at some Christmas lights.
12. Say a prayer for someone.
13. Give someone a few extra minutes of your time.
14. Take at least one opportunity to bite your tongue.
15. Over tip someone who deserves it.
16. Listen to the Ave Maria and then acknowledge a truly beautiful song!
17. Fellow New Yorkers: Let’s have a “bird free” holiday season. If each of us refrains from middle finger usage at least once, it will reduce the other person’s urge to “return the bird” and total “bird” usage will drop by 10 billion.
18. Understand that laughing at the song “Grandma Got Run Over By A Reindeer” is sick. Would you really laugh if your Grandmother got run over by a reindeer? What’s next? Grandpa got his nuts caught in a turbine?
19. Forgive your parents already. Like they didn’t forgive you for dopey stuff you did?
20. Evict negativity from your life. Seek out good. Its there . . . I promise!
21. Give someone the gift of your undivided attention.
22. Watch this important clip and then tell me who was the better dude. Heatmeiser or Snowmeiser. http://www.youtube.com/watch?v=yon2YuXssvo I will tell you all straight up that I laughed so hard I cried with my Mom the first time I saw this!
23. Tell a loved one how much they mean to you. Unfortunately, there’s an expiration date on this crazy thing we call life! And if by chance you lost that person . . . find a way to honor them!
24. Read the lyrics to “I Heard The Bells On Christmas Day” and then prepare for a good cry when I tell you what inspired that poem. Henry Wadsworth Longfellow’s son was killed in the American Civil War and it was his way of expressing despair, anger and questioning his faith in the process. Kind of makes your complaint about having to stop by Aunt Sadies on Christmas look like baby sh*t next to his tragedy, huh? Here are the lyrics, get your Kleenex. http://www.worldofchristmas.net/christmas-carols/heard-the-bells.html
25. Plan a family night.
26. Find something inspirational and then pass it to your network because quite frankly, we all need a shot in the arm from time to time.
27. Encourage someone. Its free.
28. Answer this question: What am I most grateful for? Take inventory and count your many blessings.
29. Stop striving for Norman Rockwell Christmas moments. Understand that the beauty of his art was in capturing the chaos and even celebrating it. Might be a lesson in that crazy thought.
30. Donate some food to your local food pantry. They get hit hard this time of year.
31. Change the words to one of your favorite holiday songs. Personally, I like singing “Walking in my winter underwear” to the tune of “Walking in a winter wonderland”. I’ve even changed lyrics to things I could never share here. But I will hint that it involved a threesome and leave it at that.
32. Commit to wearing your spirit on your sleeve!
33. If you have stepped away from your faith . . . step back. By the way, I did and I was a fool for thinking I would travel my life’s journey without it! I’ll spare you the sermon, but I feel much better after my spiritual homecoming!
34. Listen to the lyrics of “We wish you a Merry Christmas” and then ask yourself What’s the deal with that Figgy Pudding and who the hell do they think they are threatening us that “We won’t go until we get some” I wish the person who wrote that song would have stepped back to realize that people are willing to get indignant over a Baileys or a hot chocolate, but a figgy pudding? Don’t have any, but help yourself to those Lords a leapin over there instead skipper!
35. Sing a duet of “Baby its cold outside” and then realize that the atrocity that just occurred with your singing is precisely why you both need to keep working your day jobs.
36. Stay away from the news. Take it in bite sized pieces. They make mega bucks with negativity . . . you don’t!
37. Find a way to create a memory and then visit that memory often! Someday you will refer to today as “The good old days” Make it count!
38. 101 Christmas Videos can be viewed online by clicking here
39. Go on a date with your spouse. Conquering the world needs to happen on the home front too.
40. Avoid any instance where you will be accused of “donning gay apparel” And don’t let the SOB soften that statement with some “Fa la la la la” jibberish. Talk about dropping a bomb and then changing the subject.
41. Go to a tree lighting, a children’s Christmas concert to get that hometown vibe going!
42. When you find yourself in an exceptionally good mood, don’t ever let anyone take your joy away from you.
43. Find a way to make someone look like a rock star today, just because.
44. Mend a fence. Lose your ego and repeat after me “Sorry” Try it and you will lighten your load.
45. Catch up with someone you lost touch with.
46. There are 11 towns in the US named “Santa Claus”. I’m only sharing that because I set the bar too damn high in telling you I had 50 things. What was I thinking?
47. Let someone know they inspired you!
48. Try to do some of your holiday shopping at a “Mom and Pop”. It’s a great way to stimulate your local economy.
49. Christmas Shoes Part II: If someone walks in on you tearing up, tell them you are going to be taking the place of Paula Abdul on American Idol and you were just practicing!
50. Watch It’s A Wonderful Life and then acknowledge that it truly is!

I hope in some crazy way this has brought you a smile, a tear and a renewed sense of holiday spirit!

Don’t forget to download these random holiday thoughts here


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The most successful sales reps that I have worked with aren’t using a stand alone phone strategy.

Yep, its time to go there and you can unclench your fist because I have no intention of stirring up the cold calling is dead debate. I feel it has a place in an overall sales mix.

When I say “sales mix”, I mean a well balanced, well orchestrated sales campaign inclusive of any combination of

Phone, email, snail mail, creative door openers, networking, social networking, social networking mixers, drop offs, door knocking, referrals etc.

I’m also talking about content such as:

Articles (ones you have written and brand agnostic ones you pass along), blog posts, podcasts, Linkedin group discussions (starting and contributing) E-Books and white papers. Events based content such as webinars, lunch and learns etc.

Before we continue, we need to understand something. Everyone has their own preferred method of communication and if we cling to any one method, we might be limiting our results.

Utilizing a well thought out mix also helps you to demonstrate your creativity and keep you from getting burnt out and mechanical.

So how does one do get to all this “Sales Mix” stuff?

Presenting The 1-7-30-4-2-1 Plan

Note: I have blatantly ripped off this concept from Ann Handley & C.C.Chapman’s awesome new book Content Rules and have modified it for sales!

1 = Daily

What activities in your sales mix will you do on a daily basis?

Do you feel phone work is a daily thing or do you feel more productive having a day or two each week for outbound calls?

How about your social networking activity? You should be keeping up your appearances and demonstrating your expertise. No? Million dollar question; is this a scheduled event for you or does it happen if it happens? When it does happen, do you sort of “egg timer” it to keep you from clinging to a safe activity?

How about your status update? How about commenting on someone else’s status updates? This needs to be done daily!

Don’t forget Twitter. What’s your plan to show up there daily? Do you have a few tips thought out? Are you giving thought to your message or are you going all seat of your pants on us?

Here’s a crazy one: Your goal each day is to find a way to make a client look like a rock star. Don’t ever hit your pillow at night without having your plan for that set for the next day!

While your racing to that appointment how about jotting down the names of the businesses you pass on your way?

When you run an appointment, how about a T Formation which is simply knocking on the doors to the right, to the left and across the street.

7 = Weekly

What activities in your sales mix will you do weekly?

Could you dedicate some time (off hours) each week to sending out some thank you cards or how about hand addressing and sending some mailers, requests for info etc.? Already do this? Do you have it scheduled?

If you write a blog, how many blog posts will you write each week? Do you think out your message in advance or do you write when it comes to you. Oh, and you can’t just show up once in a while, you need to train your readers to visit you regularly.

One absolute must in your weekly activity list is to take 5 of your online relationships and move them to real time (phone, meet for coffee etc)

Something else to think about . . . make sure you play matchmaker each week by introducing people who need to know each other in your network. Don’t just give me an AMEN broseph, do it!

30 = Monthly

Every 4-6 weeks you need to be sending a resource out to your entire network (client base too) that keeps you on the radar screen and continues to prove your value. I love the term “brand agnostic” meaning, not just the things that tout your wares.

Depending on your style, you may want to call back certain prospects every 4-6 weeks, others you will have on a quarterly frequency. Have you ever thought about how often to call or do you just haphazardly schedule a follow up call in your CRM and race to the next call?

If you are on the 4-6 week frequency, have you thought about your message or do you say the same thing time after time? If you are doing the same thing over and over and at predictable times, perhaps you are conditioning them to say no.

How about something creative every 4-6 weeks? Are you changing it up? Trying different things?

Are you calling your clients to “check in” . . . that was a trap by the way. Don’t ever call a client to “check in”  . . . it’s lame! Instead call them with an idea, a thought based on something you see going on in their world. Bonus points if you tie it to something you found in your meticulous pre call planning. Did I mention never call to “check in”?

How about hosting a Social Mixer?

4= Quarterly

What types of activities should you be doing quarterly?

Perhaps you could type up a quick down and dirty E-Book to demonstrate your personal expertise?

How about a Lunch and Learn at your business?

Webinar?

When was the last time you got someone out for lunch and while we’re at it, don’t forget the dudes/dudettes in your office who help you look like a rock star.

Are you in a position to give a speech somewhere?

2 = Twice A Year

How about hosting your own networking event or Tweetup?

How about inviting clients and prospects to a networking event?

How about calling all those people who told you “NO” at some point during the year? Things change dude!

1= Annually

Is there an event your company could host for your clients?

Is there something you could time each year around certain holidays?

Is there a way for you to contribute to one of your client’s annual events?

So here’s the deal folks. This is in no way complete nor is it the definitive plan for all. Its merely a guideline to get you thinking so you can

1)    Give your cold call some company. I’m thinking it might be lonely.

2)    Get your activity on some type of plan instead of going with what feels right when that contact alert pops up in your CRM.

Today you are cordially invited to mix it up!

Go get ‘em!


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I can’t even begin to tell you how many sales reps I come across who complain about how cheap their boss/company is!

This time of year its “We don’t send holiday cards my company won’t finance that” or “I can’t expense those cookies I want to drop off for my client so I don’t”

Year round its . . .

They won’t pay for books, magazines, cd’s that make me smarter

They won’t pay to send me to a seminar

The list goes on and on and the bottom line is that the sales rep clings to the concept of the company not funding these things as a reason not to engage in them!

Two thoughts for you . . .

First, stop complaining because I’m with you 100%. I’m not a big fan of cheap people and people who invest in things and not people. But . . .

Now what?

Do we allow that to hold your personal development hostage? Or worse yet . . .

Do we allow that to be an excuse for you to “dis” your clients?

Here’s a thought (and pardon me if I’m being a bit direct)

You invest in strange companies through your 401k don’t ya?

Why wouldn’t you consider these things an investment. Better yet . . .

An investment in YOU!

The sad thing is that if you don’t get that philosophy, perhaps someone else does and in turn . . .

Shows your client a little more love than you are willing to.

Then see how far playing the “My boss is a cheap sob” card will get you.

Oh, and if this stuff really bothers you, and you can’t get passed it.

Align yourself with a company that gets it but . . .

Make sure you’re willing to put some skin in the game too!

This soapbox moment has been brought to you by the fine folks at Sales Playbook purveyors of ridiculous sales chops!

That is all!


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