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 »

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

Sales Tips for Instant Success

Television is boring and I do not watch much of it but I was viewing the news the other day when a commercial appeared for a dietary product. A celebrity spokesperson was pitching a product and stated there are 10 vital reasons why consumers should purchase. For the remaining 26 seconds she discussed 10 benefits to her, who cares! Viewing in disbelief I thought of the selling profession and the relevance of a great play.

For those of you that every watched the play or movie “Phantom of the Opera” there is a beautiful scene when Christine Daae looks in the mirror located in her dressing room and is introduced to the Phantom. During this scene the Phantom sings the words, “Look at your face in the mirror I am there inside…” Christine sees the Phantom- not herself. The metaphor between the Phantom and the ridiculous commercial is this, how often do selling professionals make presentations where focus is on the sales person. Who cares?

There is only one item that a selling professional must focus-the customer. One does not do so by allowing focus on them. Too many professionals spend too much time worried about their compensation, and their territory, they lose focus on the most important asset- the client. It is disheartening that professionals have become egocentric. Selling professionals must direct conversation to the client. Sales professionals can create better music with few alterations.

Preparation
One of the most daunting items I experience when coaching sales managers are the numbers of selling professionals unfit to speak to clients. Some, not all, have little knowledge of the client, the industry, the competition and the issues. Selling professionals simply cannot engage in meaningful value driven dialogue if there is no understanding of the client’s issues. It is imperative to read the press, conduct some research, view the website, anything possible to better understand whom you are speaking with.

Stop Feature Selling
Prospective customers are only concerned about what the product or service will do for them. Focus on value not on features. No one buys features.

Emotion makes the sale
Customers make a purchase because of the emotion evoked with the use of the product. Marketers are masters at creating sensory awareness and this is a useful tool for selling professionals. Consumers never make rational decisions. In fact logic makes people think, however if you want them to purchase then you want them to act. Enlighten emotion by engaging the five senses with benefits and value.

Conversation
The best selling professionals understand how to engage in conversation. Yet all questions and comments focus on the value to the prospective client. Good selling professionals provoke questions that engage the customers pride, passion, purpose and painlessness. In fact, the better the questions the more engaged the customer creating more listening for the selling professional.

Focus
Some selling professionals are anxious to make a sale. In doing so, they are focused on the future and not the present. Professionals must avoid distractions such as cellular phones, email etc and live in the moment to maintain energy, direction and speed on the client issues.

Stop Closing
Too many selling professionals spend more time attempting to close business rather than create relationships. People buy from those they know and those they trust. Closing techniques only annoy and frustrate, if you want business, make friends first.

The best plays like Phantom harmonize perfectly because of the outward focus of both actors and musicians. All the comprehensive pieces perform melodically to engage and entertain the participant. Selling requires a similar methodology. The core of selling harmoniously requires professionals to be outwardly focused and intently maintaining the moment. Orchestrate your next appointment with proper questions, enough homework and the desire to create relationships.

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

Posted in Customer Relationship Management, Drew Stevens PhD, Leadership, Referrals, Sales Training, account management, asking questions, business development, closing techniques, cold calling, communication, customer loyalty, customer relationships, exceeding customer expectations, lead generation, leadership development, marketing, marketing techniques, negotiating techniques, negotiation, networking, pipeline management, presentation skills, price objections, prospecting, qualifying, recession, recruiting, 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 strategy, sales techniques, sales tips, sales trends, selling skills, selling techniques, selling tips, selling to c-level, tip of the week | Comments Off

Fast Track Selling

If you need sales skills and methods to grow your business then you must join Fast Track Sales Clubs. The unique blended learning provides immediate access to innovative and time tested techniques from Top Sales Expert and Business Growth Specialist, Drew Stevens.

No business grows without acquiring new customers. In fact, nothing happens to your business without a sale. Utilities do not function, employees do not get paid and you do not receive compensation without a sale!

To grow business, acquire and retain clients and gain financial prosperity requires a single focus and most important accountability. Coaches assist elite individuals uncover underutilized strengths and hide weaknesses. Coaching helps provide a single focus and work towards the tip of the arrow rather than just the target.

In addition, in a time pressured world and multi generational environment modalities of learning change. Professionals desire assistance wherever, however and whenever they need it. Using the power of technology coaching is available throughout the day!

Finally, Athletes practice, attorneys practice, students practice and musicians practice. Business professionals must practice! . Too many individuals attempt things once and quit. Whether a diet, gym membership or other life altering experience, individuals try one time and leave without moving forward. The key to self-mastery is continuing. You must practice everyday. Just like you body is an investment, so is your mind!

Join our Fast Track Selling Club and watch your business dramatically accelerate!

For additional information click here…

Posted in Customer Relationship Management, Drew Stevens PhD, Sales Training, account management, business development, customer service, lead generation, marketing, marketing techniques, sales coaching, sales effectiveness, sales help, sales skills, sales strategy, sales techniques, sales trends, selling skills, selling techniques, selling tips | Comments Off

Sales Skills Creativity – Aligning the stars of Sales and Marketing

Join Drew Stevens PhD as he is interviewed by Linda Popky of L2M Associates to discuss how to increase sales in a difficult economy.We discuss a wealth of issues and how to overcome them by breaking the silos to get sales and marketing to co-exist.

Here is a brief description of our discussion:

Conceptually sales and marketing departments have different philosophies and different cultures. Marketing continually blames sales if revenue falters and sales blames marketing for poor development. A classic case is a firm that spent almost $300,000 on a trade booth. Marketing helped to create a stellar eye-opening booth but not one sale was attributed to the show. The most imperative culture issue is that marketing believes that selling professionals are too focused on meeting customer budget not needs and sales believes that marketing is out of touch with client issues.While the two groups are working towards a similar goal, client acquisition, both follow opposing paths to achieve the same result. In order to refrain from conflicts and to achieve efficiency in the process, culture must change. Selling culture is achieved from sales closure; marketing culture is attuned to programs. Based on recent research with several clients, aligning the culture reduces conflict and speeds efforts. Further recent 2007 surveys illustrate that average quota attainment is below 60%; forecast accuracy hovers at 50/50 requiring a better method to achieve selling efficiency and who better to help than the marketing department.
In order to help augment culture, influence is required. Sales and marketing behaviors are influenced by both beliefs and attitudes. Once behaviors change, departments enact interdepartmentally, sharing responsibilities and becoming more strategic with accounts and more importantly eliminating the fences that divide.

Listen to this fabulous eye opening session and gain new insight.

 Other Media: Download

About Drew Stevens

Drew Stevens helps individuals dramatically accelerate business growth. Drew has built four profitable and growing businesses during three economic downturns. Drew’s coaching and mentoring you with a return on investment never to look back!

About Linda Popky

Linda Popky is the founder and president of L2M Associates, Inc., a strategic marketing company that helps organizations dramatically improve their bottom line by more effectively leveraging their investments in marketing programs, processes, and people. She can be reached at http://www.l2massociates.com/

Posted in Sales Training, marketing techniques, sales help, sales skills, sales techniques | Comments Off