Tagged With "prospects"

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Re: If I Were King of My Sales Department

tonyl ·
I am out of the office until 09/01/2014. I will respond to your message when I return. Note: This is an automated response to your message "Post By Art Post: If I Were King of My Sales Department" sent on 8/27/2014 12:21:48 AM. This is the only notification you will receive while this person is away.
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Re: If I Were King of My Sales Department

Larry Kirsch ·
Salesman vs. sales manager? Benefits and shortcomings of both.. Interesting exercise..
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Re: If I Were King of My Sales Department

Art Post ·
Larry Thanx for the comment, hope you are doing well! Am I going to see you again this year at the Canatta Dinner?
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Re: If I Were King of My Sales Department

BCarroll ·
Great post! 11. Assign a rep a topic (round robin) to present at the next weekly sales meeting. Rules- show the team a new selling feature / function / solution, present it as you would to a client, and keep it short ( 5 minutes max) & sweet. After presenting, stand and receive constructive criticism from the rest of the team. Keep it fun and informative- but don't take it the task lightly. This will improve product knowledge, research skills, and presentation skills.
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Re: If I Were King of My Sales Department

Larry Kirsch ·
Hope so. Planning on being there.
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Re: If I Were King of My Sales Department

Art Post ·
I like 11.!! I even like the rules better. Your thread also reminded me to add this. 12. Reps, especially new reps would be in charge of training their customers on how to use the system. At first, they would travel with the solutions engineer or (me) and watch them train the customer on how to print, copy and scan.
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Re: If I Were King of My Sales Department

John Mooney ·
13.) I would ask my reps to tell me something what each ZBA in their 'top 20' actually do as a company. It's astounding how many "I don't know" I tend to hear.
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Re: If I Were King of My Sales Department

Art Post ·
I like 13 too! But what is ZBA?
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Re: 1992 prospect card back

GrantW ·
That card brings back some memories. I had my own prospect cards printed for two reasons. first I didn't like the company ones and secondly I thought it was be hard for the company to take them off me when I eventually left, which is exactly what happened! We got our first computer in 1989 and I remember it had around 500k of RAM and a 10MB hard drive, a 3.5 floppy drive and we used WordPerfect Software. We had big floppy hair as well.
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1992 prospect card front

Art Post ·
1992 prospect card front
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1992 prospect card back

Art Post ·
1992 prospect card back
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Art Post ·
Larry High Schools nor College teaches students "how to work your ass off". I'm a firm believer that you can't coach nor teach someone how to work hard. Knowing how to work hard is one of those innate characteristics within people that only comes to fruition when that person has the passion or drive to succeed. I've seen it time and time again, you can't teach someone how to work their ass of. The either want or don't want to. With sales, we understand that in order to win, we need to lose.
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Larry Levine ·
Art, Agree 100 % with you. It boils down to will do versus can do. Great coaches are so critical to sales success. Athletes flourish when coaches align with their talent. There is so much to learn from coming in second. As sales reps we can't win every deal but we sure can learn from them. Cam Newton, I do not doubt his ability, desire, determination and quest to win... Translate to a sales rep and if we acted that way we would not get the second chance as prospects or clients would not put...
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Art Post ·
If you're not first you're last
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Larry Levine ·
In sales you get no financial reward for coming in second. Commit to becoming the go to person in your market place as a sales rep. This culture starts at the top and filters down.
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Art Post ·
too bad there are so many crappy sales cultures in the business world. Too many companies look at sales people as a necessary evil and pay too much money to consultants that are so far removed from the industry that they don't have a clue. Most of these "consultants" will make a statement that we can make add more profit with our "new" program. Most times that program is to cut the comp plan of the sales people. I call it "Ikonism"
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Larry Levine ·
Oh boy Art biting my tongue dude. Walk and talk it, live it and breath it. Read between the lines and you will get my drift.
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Larry Kirsch ·
Fresh approach. Keep the info coming. Nice work..
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Larry Levine ·
Thank you Larry! Glad you enjoy. Have a great week.
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Jason H ·
Very good write up Larry. The statements are 100% right on that coming in second gives you nothing but the next phone call, door knock etc could be a win for you. I do want my sales reps to be pissed off and mad when they lose a deal. It tends to show me they really care. I personally get very upset when I lose a deal and I don't settle for second place. I am a sore loser when it comes to sales and I want my reps to be that way as well. I don't want to hear the BS "well there's always next...
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Larry Levine ·
Love it Jason! Finding out why we lost is always good. It allows for coaching and readjusting the game plan. The hardware deal may be lost if it involves one but the opportunities to sell additional solutions still exist.
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Art Post ·
just 30 minutes ago I lost a deal. I was happy, because the decision was made in a timely manner and the client notified me, thus I did not have to play phone tag for two months. I did ask why I lost and I lost to the incumbent, prices were equal ( had $3K GP in the deal ) and they were receiving good support and service, thus they stayed with the incumbent. Thus, what did I learn? The next time I go up against that competitor, I know I can add GP, and also need to dig deeper with why our...
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Larry Levine ·
Art, Sorry you list the deal but even old time guys (me included) can learn something new. This validates it is easier to stay with the "known" Always be Positioning yourself even in defeat. Within copier dealerships there are so many other "things" you all can sell to help solve business problems and challenges. I hate losing but sometimes good losing turns out to be great opportunities down the road. The Carolina Panthers will be back, Cam Newton will be back and as salespeople you will...
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Re: Losing is the Key to Winning!

Larry Levine ·
Art, Love it! Great perspective, a true professional. We can't bat 1.000 though it is a nice mindset. Being able to debrief, self-evaluate and learn how to improve is the key. The office environment we sell into as copier reps is rapidly changing and evolving. You may have lost the hardware sale but may look what you gained. Play your "sales cards" right and this can be parlayed into more revenue and more profit. Great job!
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Re: Losing is the Key to Winning!

Jason H ·
Love it. This all played out in full between the first post and today. I lost a deal to a competitor that I truly have never lost an MFP to. I had my typical pissed off time period where I pretty much hate everything and anything and asked the customer the reasoning. He said the church board laid the proposals out and took the cheapest one. I will log everything in my CRM and follow up in 5 years. This is the second time I've lost the deal but I keep going back. I wished him luck and went on...
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Re: Losing is the Key to Winning!

Art Post ·
Awesome!!! Love it!!!
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Old Glory ·
A good book on this subject is: From a Good Sales Call to a Great Sales Call ...Close more by doing what you do best... by Richard Schroder. It's about how companies should conduct post sale interviews on all deals to determine why you won or lost. They quite effectively illustrate the value of this process and why someone other than the salesrep should conduct the interview. It pretty much proves that a very high percentage of the time, the salesrep really has no clue why they lost or won...
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Jason H ·
Old glory, That's a fantastic idea. I had never thought about having someone do an "exit interview" from a prospect after losing a deal or winning a deal. I would bet most sales people don't even know why they won a deal, let alone lose one. I can say that even after many years of selling I still forget at times to ask the client why they chose me. Other times they come out and say it but I bet at least 50% of the time I forget to ask. I am more inclined it seems to ask why I lost rather...
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Larry Levine ·
Old Glory/Jason, Exit interviews are a fantastic way to truly engage and understand win/lose situations. So easy to get pissed off and move on, human sales nature. Stop and think about all the other things you leave on the table your dealership can support. A true sales professional wants to know why. This is how you improve. All too often the classic is "lost because of price" no you were outsold! Winning is a great way to find out what you did well so it can be repeated over time.
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...

Old Glory ·
That's what this book is all about. Think of all the things that may influence a sale that the prospect will never say to your face. Are they going to tell you that they didn't believe what you said? Are they going to tell you that they just didn't like you as a person? Are they going to tell you that you were too pushy? No...they are going to say that you were more expensive whether it was true or not. The job of a sales person is the strategic management of perception. How can I possibly...
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Re: 3 Ways Copier Sales Reps are Nailing Net-New Quotas Using LinkedIn

Larry Levine ·
Thanks Art. Glad you enjoyed.
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Re: Share The Wonder of New Technology With Your Prospects and Clients

Art Post ·
Darrel, nice post. I've actually made the commitment to develop my own list of clients that embrace technology. From here on in, once a month I will publish my own "technology hub" newsletter and send through constant contact. May take me a few hours to do the first one, however, after that it should take no more than an hour per month. That one hour per month is time well spent and I hope to generate additional sales by keeping my clients updated with technology. Art
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Re: Connect With Your Prospect

Keith Thompson ·
I am out of the office until 08/04/2015. I am away if you need to talk to someone please contact Darren Downey our GM Office 633-9264 X 226 Cell 204.229.7231 My Cell is 204.890.8570 Note: This is an automated response to your message "Post By Art Post: Connect With Your Prospect" sent on 3/31/2015 11:54:09 PM. This is the only notification you will receive while this person is away.
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Re: A Classic Way to Create a Sense of Urgency in Your Prospect [Roleplay]

Art Post ·
Ok, I get it, you bring out the pain in advance and have the customer tell you in advance what will happen if they don't act now. All of this is easier said than done.
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Re: 3 Ways Getting Involved In Community Service Can Help Copier Sales Reps Enhance Their Sales Success

Art Post ·
If you want to sell $500K per year, then join your local chamber of commerce, however if you really want to sell one million or more, the join those high profile charities in your geo area. Get involved, donate time and knowledge, within a year or less you'll be rubbing elbows with the most influential "C" level execs in your area. TY Larry, you took the words right outta my mouth on this one!
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Re: 3 Ways Getting Involved In Community Service Can Help Copier Sales Reps Enhance Their Sales Success

Larry Levine ·
You are very welcome Art. Best thing sales reps can do is get active, get involved, get noticed and help. This will elevate their status as a business professional. This blog was posted live from Sydney, Australia for all the P4Per's.
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Re: 3 Sales Stages Copier Reps Can Use Content To Close Net New Business

Larry Levine ·
Thank you Art. Glad you enjoyed.
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Re: 57 Days of Selling Copiers "Day 10"

Kyocera Guy ·
I know feast or famine right? I feel your pain but luckily not this month.
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Re: 57 Days of Selling Copiers "Day 10"

Art Post ·
ty! I've had feasting for three months, now it's time for payback
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Re: 57 Days of Selling "Day 16"

Kyocera Guy ·
Quick question Art. I am starting my pipeline for 2017. I have a goal set but my question is what % of that goal should I already have in my pipeline before the year starts to hit my annual goal for next year. Just your thoughts.
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Re: 57 Days of Selling "Day 16"

Art Post ·
My quota is 720K for the year. Thus, I need three times that in my annual pipeline. On any given month, I need to have 180K in my pipeline. Pipelines are a moving number, you add some, you take away some. Hope this helps
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Re: 57 Days of Selling "Day 16"

Kyocera Guy ·
That helps and is a little painful at the same time. I've got some work to do.
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Re: 57 Days of Selling "Day 16"

Czech ·
Art, how do you create a funnel of 180k each and every month? What constitutes an "opportunity" in your mind: a) A customer who is actively looking for a solution you offer or B) Someone that you've determined (not the customer yet) has a need for a solution you offer?
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Re: 57 Days of Selling "Day 16"

Art Post ·
Never ever stop prospecting is the key. Always adding and subtracting. I would say on average I keep about $100K of deals I think can close in 30 days. I focus on 180 because 2/3rd of them will either roll, or lose. 90% of the time, I will wait until the first contact to determine if that appointment is an opportunity. Once it's in the funnel, I then determine when it may have a chance to close. If's it's more than 50% it's going in the 30 day close funnel
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Re: 57 Days of Selling "Day 16"

JeffR ·
Art, You had mentioned a monthly customer contact email that you do—you were going to send a copy of that—where can I find it? Enjoying your 57 Days of selling—learning a lot! Sue
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Re: 57 Days of Selling "Day 16"

Art Post ·
Re: 57 Days of Selling "Day 16"
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Re: 3 Things Sales Reps Must Use So They Don't Look Like Sales Monkeys With A Loaded Gun

Art Post ·
Kind a reminds me of the "six foot question". TY
 
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