Five Crucial Mistakes of Business Owners

Posted in Business Development Solutions, Drew Stevens PhD, Sales Training, Uncategorized, business development, entrepreneur, marketing, marketing techniques, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | 1 Comment »

The Keys to Business Intelligence

In a competitive business environment the one advantage that a business will have is business intelligence. With our knowledge-based economy, knowledge is power. Business Intelligence empowers business users to make more informed decisions by providing timely, relevant, and accurate information wherever, however and whenever they need it.

Business intelligence is highly important for organizations that desire to be more strategic amongst industry and individual competitors. The use of information allows organizations that are malleable to make the immediate changes necessary to be innovative and competitive. In addition erratic changes in the marketplace enable organizations to meet the needs of increase customer demand such as labor, production or delivery.

With computers and mechanization now entering a sixth generation, the increase in large databases and mobile devices positively affects how organizations can react to market needs. Real time information immediately enables organizations to run analytical reports and scenarios to gain competitive advantages. So where then are these places to obtain some of this pertinent data?

• Company information – There is gold in them hills. Discover the gems that already exist in your corporate databases. It is ironic when those that need information forget to look at the light in front of them.
• Annual Report. There is a major concern that with the amount of work and effort involved, many do not read these treasure troves of data. The content from executives and directors is invaluable.
• Mystery Shopping and Consumer Feedback. Customers are the lynchpin to competitive data. Meet with them often to discern your organizations strengths and limitations.
• Daily and Weekly Periodicals. At one time a manual position but the convergence of technology has eliminated the public relations department. Public Relations epitomize the success of any organization. The use of RSS readers and other business intelligence software enables organizations to understand what stakeholders and publics say.
• Research Journals. Wall and Main Street constantly report on company information and the data is very helpful in understanding company position.
• Real Time Feeds. The prowess of Dow Jones, Reuters, Bloomberg and other feeds capture real time information to enable spontaneity to current events.

Knowledge is power and content is king. Business intelligence is the strategy to success, if your organization seeks to be more competitive. Do not allow the firm to be a pawn. Create the information necessary to trump your competitors and become an industry leader.

©2010. Drew Stevens PhD. All Rights Reserved.

Posted in Customer Relationship Management, Drew Stevens PhD, Sales Training, Uncategorized, business development, customer relationships, lead generation, marketing, marketing techniques, prospecting, qualifying, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | 1 Comment »

Customer Service Disconnect

My family and I were having issues with our television service and called our provider for assistance. After being placed on hold and conducting numerous tests a technician was dispatched to our home 12 hours later. Considering, this is not bad,

The following morning a technician arrives and conducts a battery of tests to determine the source of the issue. We speak for a few moments and without hesitation he returns to his truck and begins to replace every cable box we have. No questions, no further tests, nothing. More importantly, there was more interest in moving from my home to the next and just getting through the day. The technician illustrated little passion, little interest and little customer connection. This was simply a job.

Service providers have an obligation to perform higher than those with products. With a myriad of competitors the only line of differentiation is customer service. Customers are the purpose of business not an interruption. Remain attentive to customer retention or risk facing a power outage.

2010. Drew J. Stevens PhD. All rights reserved.

Drew Stevens is one of the world’s leading authorities on Sales Marketing & Business Development Solutions . Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website.

Posted in Customer Relationship Management, Drew Stevens PhD, Sales Training, customer loyalty, customer relationships, customer retention, customer service, entrepreneur, legal marketing, marketing, marketing techniques, practice management, practice management for chiropractors, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | 1 Comment »

Just the Facts on Legal Business Development

During a recent webinar I was asked the facts about the legal profession and why many subsist in small offices with few clients. With over 1.14 million lawyers, thousands of law firms specializing in an array of practice areas, numerous solo practice attorneys and schools that do not instruct business skills, there are many reasons lawyers suffer financially.

However the single largest reason why some attorneys have more clients than others is that they realize they are in the marketing business. You heard me correctly; being an attorney requires more time marketing than actually practicing law. It is vital that attorneys network frequently and become introduced to a myriad of third parties to help increase the largess of their address book.

There are other items worthy of mention but let us stick to some facts:

-          Attorneys gain business from referrals, not the yellow pages.

-          Customers to customer influences are imperative so have a good website as informed prospects seek to obtain business on your practice.

-          There are no rich lawyers making money cold calling- avoid it.

-          Beware of fools selling you tools for social media- become anti social. Business is gained from those that trust you not how many connections you have.

-          Seek to understand your target market demographics- create communities where they are located.

-          Look at return on investment before spending marketing dollars are trends. Trends have a time frame.

-          There is a cacophony of marketing noise- use integrated marketing components to be heard over the din.

Those that take these themes and messages into consideration thrive, those that refrain survive. Which reduces labor and creates more revenue? If I were you I would stick to the facts.

©2010. Drew J. Stevens Ph.D. All rights reserved.

Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on marketing, practice management and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. Dr. Drew is a thought leader in the area of practice management and is a frequent guest of ExecSense Webinars. He conducts over 40 workshops and seminars and is frequently requested by the media. For more information call him today at 877-391-6821.

Posted in Drew Stevens PhD, Sales Training, legal marketing, marketing, marketing techniques, practice management, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | 1 Comment »

Sales Corruption

A bothersome factor of selling is the notion for organizations to corrupt selling. Nothing happens to organizations unless something is sold. However over 92% of many organizations never invest in their sales departments. To avoid this issue:

1. Stop sales training. Training is an event not a process. Nothing happens in a seven-hour day. The desired output is to alter behavior, this does not happen in a day.
2. Create KPI. Selling requires measurements. Sellers need to measure their success and sales managers need to inform them constantly.
3. Conflict. Mix it up. The problem with sales managers today is the inability to confront employees about workplace issues.
4. Accountability. Create measurements of success and hold individuals to them. Stop the procrastination; they are the frontline to your revenue destiny.
5. Hire Correctly. Stop hiring bodies and employ individuals with innate talents that can handle your frontline. Nothing substitutes passion, conviction and talent.
6. Self Mastery. Good selling professionals provide methods of constant improvement. Always question the sloths that expect your organization to provide their education.
7. Create a selling culture. Everyone in the organization must become involved in the effort. Refrain from compartmentalization.
8. No contest. The best selling professionals do not require contests and challenges they are constantly motivated.
9. Seek best practices. Emulate the best practices from the best people stop trying to correct those that cannot be altered.

10. Lead Generation. This is the most prevalent portion of selling. Do not worry about supplying leads to the sales department. All professionals must create pipeline opportunities.

11. Share the wealth. Stop paying selling professionals so much. Lethargy is created when professionals believe they have a “cushion” and little upside potential.

12. Pre-Board with Onboarding. Create a process that quickly encourages knowledge of the company, competition and the industry.

13. A view from the bridge. It is great to sit behind the desk and command all but to create a selling culture you must lead by example. Move away from the desk and partner with your sales people. Leaders must meet with customers too.

14. The new economy. Recent surveys show that companies cut back on their sales force when they need the help the most. Why invest in new computers, or new logo when your front line is more important.

2010. Drew Stevens PhD. All rights reserved.

Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 40 international keynotes, seminars and workshops per year. Dr. Drew is the founder of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website or call 877-391-6821.

Posted in Business Development Solutions, Drew Stevens PhD, Sales Training, Uncategorized, marketing, marketing techniques, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | No Comments »

Maximize the Selling Team

For over 27 years, I have worked with numerous organizations to improve their selling effectiveness. In the last several months stemming from the recessions, my phone rings frequently requesting help. At issue, the need to move more product as firms seeks higher margins during volatile times.

Contrary to popular opinion, sales managers and CEO’s do not need to increase goals, they need to increase communication and accountability with staff. There are two reasons why staff do not perform efficiently 1) poor employer and employee relationships and 2) unacceptable accountability.

First, sales managers today do not spend enough time in the field with representatives and do not take the time to create relationships with staff. A correlation exists between the relationship between employer/employee and the degree of satisfaction and morale at the job. Simply put, when employees are happy there is better work efficiency. Aiding this effort is the use of the MBWA principle (Management by Walking Around). Sitting in the office does little for relationships, knowing staff does. Invite staff for coffee, lunch or accompany them on account visits. Taking the time eliminates insubordination, tardiness and an array of other non work related excuses.

Second, accountability begins with developing metrics that staff understand and commit to. Qualitative and quantitative are the metrics used to evaluate staff. Determine those metrics by type and aligned with your sales process. Then create milestones so that individuals commit to dates and key performance measurements. Managers must meet with staff regularly to ensure progression. That requires constant communication and not waiting until performance time to review. Accountability also requires the emulation of the best practices of the best people and employing proper staff. Nothing else matters but measurements the denote account activity.

Goal revision does not alter behavior and poor business practices. Change the measurements and relationships and watch the alterations with observed behavior.

©2010. Drew Stevens PhD. All Rights Reserved.

There are seven secrets for selling effectiveness. Click here For a Free Report 7 Secrets to Selling Success

Drew Stevens is one of the world’s leading authorities on business development and marketing. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew dramatically accelerate your business development and sales skills visit his sales and marketing website.

Posted in Dr. Drew Stevens, Sales Training, account management, asking questions, business development, entrepreneur, exceeding customer expectations, marketing, pipeline management, sales and marketing, sales effectiveness, sales management, sales skills, sales techniques, sales tips, selling skills, selling techniques, selling tips, tip of the week | Comments Off

Keys to Sales Success

One of the most common trivialities amongst business professionals is the inane desire to conduct thousands of things but do nothing well. Traction is not gained by conducting a plethora of things without focus. Developing business requires focus on two things- customer acquisition and retention. Doing so requires focus on sales, marketing and customer service. Beyond that not much else is required. Look around you and review items that withhold you from business development. Your labor can be severely decreased by conducting a few things well.

Quote of the week – Every organization is on business for one reason- the customer. – Peter Drucker

©2010 Drew Stevens PhD. All rights reserved.

If you want to know how to obtain 7 ways to become more productive in less time, click here for a free report.

Drew Stevens PhD is one of the worlds leading experts in business development. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and sales professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.

Posted in Dr. Drew, Drew Stevens PhD, Leadership, Sales Training, account management, customer relationships, customer retention, customer service, exceeding customer expectations, marketing, sales help, sales skills, sales techniques, selling techniques | Comments Off

Dr. Drew’s Cold Calling Rant

Quote of the Day

“By failing to prepare you are preparing to fail.” – Benjamin Franklin

Thought of the Day

I was in the middle of a meeting yesterday when my cell phone rang. I do not typically answer any calls during a meeting but I informed my client I was expecting a call. That said, it was not my call but a cold caller! The typical mundane salutation immediately perturbed me, “Hey are you”? I retorted with the issue my number was private she should not have access. She replied, “I got it from a list.

This is the reason why cold calling gets its knocks. It is the reason why selling professionals gain the stereotype. It is also the reason why many individuals are having issues opening doors. Einstein once stated, “Insanity is doing the same things repeatedly and expecting a new result.” Why follow the rules of the foolish when you can no results. Cold calling when done incorrectly only leads to a fools method of rejection.

Best Practice

Cold calling is still a method of obtaining new business if done appropriately, strategically and professionally. Here are some tips:

1. Prepare for every call before you pick up the telephone. Research the company, the person and identify the possible objectives the client might desire.
2. Prepare a list of questions for each call. Know what you are prepared to say before you say it.
3. Do less talking and more questioning. More information is gained when the prospect does the speaking.
4. Make notes and paraphrase when issues arise so they are understood.
5. Listen for objections to address additional questions.
6. Open the call with potential issues for the client not tiresome lines.
7. Realize you are not selling product, merely building a relationship.

There are 12 techniques you can use daily to assist you sales efforts. If you seek a quick 12 step tip sheet for cold calling email me today. And ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”.

©2009. Drew J. Stevens Ph. D. All rights reserved.

Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To gain a free 30 Minute Coaching Session or to request Secrets of Ultimate Business Success contact Dr. Drew today get the proper prescription for your success.

Posted in Customer Relationship Management, Referrals, Sales Training, account management, asking questions, business development, closing techniques, cold calling, communication, customer loyalty, customer relationships, customer service, lead generation, leadership development, marketing, negotiating techniques, negotiation, networking, relationships, sales and marketing, sales as a career, sales coaching, sales effectiveness, sales help, sales management, sales manager, sales process, sales prospect, sales resources, sales skills, sales techniques, sales tips, sales trends, selling skills, selling techniques | Comments Off

Dr. Drew’s Tuesday Sales Tip

Quote of the Day

A man can be as great as he wants to be. If you believe in yourself and have the courage, the determination, the dedication, the competitive drive and if you are willing to sacrifice the little things in life and pay the price for the things that are worthwhile, it can be done. – Vince Lombardi

Thought for the Day

At one point in my life I was moderately overweight, not very athletic and lacked much self-esteem. In high school I was an introvert and never socialized. It took some deliberation for me to find a hobby in track and field. I was not very good at first but once I set my mind on the end I got better. I did not focus on those things that held me back. I did not focus on limiting beliefs. I use the same principles in my business today.

Our beliefs influence our behavior. They motivate us and shape our present and our future. Beliefs are similar to an internal GPS. Contrastly a limiting belief is something that demotivates and indicates we cannot do something. It limits our thinking, our creativity and our destiny. The technique is to focus on those things you do very well and diminish those things that hold you back. Limiting beliefs are very powerful and manifest through the years. Limiting beliefs will stunt both your professional and personal life. You must focus on your future not your past. It is what is in front of you that is important.

Best Practice for the Day

1. Focus on your strengths not limitations, focus on the things you want to be not on those that withhold you.
2. Imagine yourself in a mirror looking are yourself based on your beliefs. What does the picture illustrate? Revisit the mirror without limiting beliefs what does the present and future show? Illustrate or anchor this picture so it manifests in your current worl.
3. Visualize. There is proof that visualization works for athletes. The more clarity the visual the better you can create it.
4. Invest daily. Give yourself rewards for jobs well done. There is proof to illustrate that if you provide opportunities you will eliminate limiting beliefs.
5. Write down the one to two things that made each day terrific. Illustrate your value to the world. Focus on items and circumstances that allow you to thrive.

If you want a quick method to eliminate your limiting beliefs send me an email and I will send you my one page tip sheet that helps to eradicate them. Or, email for a free 30 Minute Sales Acceleration One on One Coaching Program focused on three things to help eliminate limiting beliefs.

© 2009. Drew Stevens PhD. All Rights Reserved.

Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Customer Service and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To book Dr. Drew for a workshop or keynote or to obtain his Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact

Posted in Customer Relationship Management, Dr. Drew Stevens, Drew Stevens PhD, Economic Volatility, Sales Training, account management, asking questions, business development, closing techniques, cold calling, communication, customer retention, customer service, exceeding customer expectations, lead generation, marketing, sales and marketing, sales as a career, sales coaching, sales effectiveness, sales help, sales management, sales manager, sales process, sales prospect, sales tips, sales trends, selling skills, selling techniques, selling tips, selling to c-level | 1 Comment »

Cures for Chiropractors

(St. Louis, MO)  Business expert, Dr. Drew Stevens provides cures for new chiropractors just starting a new practice. One of the most important concepts for entrepreneur business survival is having an articulate strategy that provides the vision and mission for organizational success.  Tuesday June 23^rd, Dr. Stevens will be visiting Logan College to give a seminar to upcoming chiropractors to present them with successful practice management strategies.

Dr. Drew will be speaking about the three strategic pillars for any successful chiropractor.  According to Dr. Stevens, the most important of these pillars is customer service, because in an age when competitive differentiation is required; customer service is vital to organizational success.

“I am honored to be asked by Logan College to come and speak to their future generation.  A point of expression is that chiropractors, like many other business owners need to be marketers.”  Dr. Drew states, “My emphasis will be on the three pillars of success; sales, marketing and customer service.”

Stevens Consulting Group is an international consulting organization specializing in business growth.  Dr. Stevens is a business growth and selling specialist having served over 60,000 professionals around the globe.

For more information on Stevens Consulting Group, visit www.stevensconsutinggroup.com or call Saisha Judd at 281-546-5094/877-391-6821.

Posted in Customer Relationship Management, Dr. Drew, Dr. Drew Stevens, Drew Stevens PhD, Sales Training, business development, customer relationships, customer retention, customer service, marketing, marketing techniques, practice management, practice management for chiropractors, sales and marketing, sales help, sales management, sales manager, sales process, sales prospect, sales resources, sales skills, sales strategy, sales techniques, sales tips, selling skills, selling techniques, selling tips | Comments Off