August 17th, 2010 Drew Stevens
A multitude of recent postings on the Internet discuss the value of cold calling in today’s economy. Apparently many pundits believe this traditional sales method to be effective. The reality is people are busy, decision makers have shifted and more importantly intended recipients do not want to be bothered.
Cold Calling is now as outdated as a physicians’ home visit. Cold Calling is intrusive; places prospects on the defense and typically produces very little if any results. Surveys illustrate that cold calling produces less than a five percent return.
The purpose behind business and selling is to develop relationships. This is an outward process and focuses all energies on the client. The initiation of relationships illustrates value and emotes loyalty.
The contradiction of cold calling is that it is an inward activity. Focus is on the company and widgets sold rather than acquisition, value and concern for the prospect.
To aid lead generation in today’s competitive tempest requires a bevy of integrated activities. Business professional can speak, write articles, comment to blog entries, attend networking events and trade shows, produce sweepstakes, disseminate press releases etc. Each activity helps increase name recognition to produce buzz. When you increase the amount of activities there is a correlation to accelerating the business.
Accelerating business in a competitive world is similar to the weekend golfer. Many swing clubs for hours hoping to hit the longest shot but the returns are minimal. However 90% of the activity in golf is the short game. Making 50 – 60 calls per day is tedious. It produces very little results. It is bold, it is old and continuing traditional methods in a contemporary world will leave you out in the cold!
©2010. Coyright Drew Stevens PhD. All rights reserved.
Drew Stevens is one of Americas top Thought Leaders and Selling and Business Development. Drew is a frequently requested keynote speaker and author with several books and hundreds of articles on sales, marketing and business development. To book Drew for your next sales meeting, send him an email or call him at 877-391-6821.
Posted in Drew Stevens PhD, Sales Training, Uncategorized, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | 1 Comment »
August 16th, 2010 Drew Stevens
Many entrepreneurs subsist in small offices pondering how to obtain the next client. The problem emanates from a lack of planning. Given that 98% of most business fails in the first five years and the odds decrease marginally in the proceeding years, planning is the best means to ensure financial feasibility.
There are a multitude of reasons to develop a plan; here is the top five:
1. Developing a plan takes the information from your head and produces a structured format to ensure your business has feasibility. A business plan enables a proprietor to streamline operations and delete tangential items.
2. If you want to obtain venture capital you must have a formal plan. No lender will provide any money without one.
3. Planning enables entrepreneurs to gain focus. Too many get mired in reviewing capital and income yet the most imperative part of planning and often forgotten – customers. Entrepreneurs must develop an acquisition and retention plan.
4. To a certain degree a formal business plan assists in producing goals and standards. The business plan helps to produce entrepreneur accountability.
5. Business planning helps to develop buzz. Review any business plan and a significant portion of the plan resides with marketing. Planning forces entrepreneurs to choose a target market, integrated marketing communications to create value and tactical activities to grow brand. Producing this vital plan helps with budgets and prioritization.
Two vital components for business growth are passion and conviction. Yet the best business will fail without proper planning and development. Take the time to visit a consultant, business college or community incubator to help develop your plan. The investment of time and money might just be the tools needed to give your business foundation and the kick start needed to thrive.
©Copyright Drew Stevens PhD. All rights reserved.
Posted in Business Development Solutions, Drew Stevens PhD, Sales Training, Uncategorized, business development, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | 1 Comment »
August 15th, 2010 Drew Stevens
The new edition of Sales Acceleration is ready for you to listen to so that you can accelerate your income!
Sales Attitude
Attitude is a large portion of the selling game. Having a good attitude is healthy but your negativity just might weight down your revenues. Learn the secrets of an “Attitude Package” to create healthy relationships, more value and long term clients.
To listen to this and past episodes Please click here.
Taking you from the bleachers into the field of play!
Posted in Drew Stevens PhD, Sales Training, Uncategorized, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | 1 Comment »
August 13th, 2010 Drew Stevens
It is a known fact that companies are not doing well and require more attention to the item that keeps them in business – selling. The concern here is that while the recession continues to drudge its way through the economy many organizations (large and small) have drastically decreased budgets for training.
Training is not the pivotal answer to creating revenues but it is a start. In a recent report from CSO Insights, 53% of those companies that conduct sales training close more business and build more value than those that do not. Simply put, investments in the sales department offer return.
However, training is vacuous if not part of a process. To compete in today’s global economy requires multiple components such as business intelligence, customer service, coaching, mentoring and facilitation. Athletes spend immense amounts of time honing their craft and organizations require similar with frontline staff. The competition is simply too intense.
With over 6 billion individuals to market to and hundreds of thousands of firms, organizations need to not only be at the top of their game but top of mind. Investing time and money in those that create relationships and illustrate the firm’s value helps to commit the strategic intent of the firms long term success.
©2010. Drew 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 Drew Stevens PhD, Sales Training, Uncategorized, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | 1 Comment »
August 13th, 2010 Drew Stevens
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 »
August 12th, 2010 Drew Stevens
MINNEAPOLIS – August 12, 2010 — Business Expert Webinars (BEW), the leading provider of virtual business training, announced the publishing of their latest book: Business Expert Guide to Small Business Success. Twenty-one business thought leaders collaborated to develop this book intended for small business owners and operators. Published by Business Expert Publishing, the book publishing arm of Business Expert Webinars, this book presents actionable ideas addressing the critical areas plaguing small businesses.
“As a small business owner, your employees look to you to come up with all of the answers. Many have found that the ‘idea-well’ has run dry and are looking for new, innovative ways to increase revenue, improve morale, or drive profits. The twenty-one business thought leaders who contributed to this book share secrets that can have an immediate impact for small business owners,” said Lee B. Salz, President and CEO of Business Expert Webinars.”
The collaboration authors and topics addressed in this book include:
• Strategic Business Plan Design and Implementation by John W. Myrna
• Pricing for Profitability – Are You Priced Right? by Sarah Day
• Managing Cash Flow – Avoiding the Financial Pitfalls by Paul Pershes
• Strategic Decision-Making – The Essential Leadership Skill by Joseph Riggio, Ph.D.
• Leadership – Leadership Keys that Drive Business by Harlan Goerger
• Hiring Sales People – A Grounded Approach to Hiring Sales Stars by Danita Bye
• Sales Compensation Plan Design – Compensate to Motivate Your Sales Team by Lee B. Salz
• Networking Best Practices – Face to Face – Belly to Belly by Cindy Cohen
• Sales Intelligence Secrets – Know More Selling by Sam Richter
• Lead Generation – Techniques to Increase Your Sales Pipeline by Drew Stevens, Ph.D.
• Business Development – The Dynamics of Great Business Development by Richard Norris
• Buying Process Design – Four Simple Steps that Make Sales and Loyal Customers by Harlan Goerger
• Telephonic Selling – How to be an 800-Pound Gorilla on the Phone by Bill Guertin
• Negotiation – Stealth Negotiating in Small Business by Andy Miller
• Virtual Presentations – Jumpstart Your Online Presentation Skills by Roger Courville
• Employee Engagement – Your X-Factor for Success by Hillary Feder
• Invest In Yourself – To Build a Stronger Business You Must also Build a Stronger You by Jeb Blount
• Stress and Health Management – Keeping Yourself Mentally and Physically Healthy by Dave Hubbard
• Employee Development – Effectively Developing Employee Talent by Tim Hagen
• Six Sigma – Are Lean and Six Sigma Right for My Business? by Gary Gack
• Sarbanes-Oxley and Compliance – Leveraging Best Practices to Combat Fraud by Peg Jackson, DPA, CPCU
• Employee Dispute Resolution – Making the Best Out of a Bad Situation by Mic Puklich
To learn more about this book, visit www.BusinessExpertGuide-SmallBusinessSuccess.com
About Business Expert Webinars
Business Expert Webinars (BEW) is the leading provider of live and on-demand virtual business training that is economical, efficient and effective. BEW connects business thought leaders with their target audiences to teach skills designed to enhance job performance. BEW offers content for anyone and everyone in the business setting. For more information, visit BusinessExpertWebinars.com.
Contact:
Lee B. Salz
Business Expert Webinars
Chief Executive Officer
9784 Troy Lane, Minneapolis, MN 55311
763.416.4321
lsalz@BusinessExpertWebinars.com
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Posted in business development | 1 Comment »
August 11th, 2010 Drew Stevens
Did you ever have days where you look in the mirror and say what is wrong with me? Do you ask questions such as: why isn’t the phone ringing? Or why are my clients ever happy?
Here is the answer to your questions. It just might be you! Attitude is everything in the sales and customer service business. Individuals invest in whom they know and trust. Those with bad attitudes simply do not win; they remain in the stands with the spectators.
Attitude is more than your smile; it is your articulation, your presentation, your poise and your presence. Consumers do not want to engage with sloths, they want real conversations/relationships with those that offer value. Your mannerisms, your clothing, your passion and your conviction are integrated into your “Attitude Package”.
Engaging with prospective and existing clients requires an engaging smile, an empathetic manner and great listening skills. I am reminded of a former sales director who frequently spoke when the prospect did. Not only is this rude but you cannot hear objectives while the other party is speaking.
Here are some key factors to keep in mind to aid you business development success:
1. Love what you do. You must have passion for your company, the industry, the products, the services and the people. Any apathy is clearly displayed to the client.
2. Cheap suit syndrome. A great mentor and coach, Alan Weiss of Summit Consulting has always told me that great business professionals are well groomed, own good pens and articulate well. Meeting economic buyers requires presentation skills that differentiate from the competition.
3. Energy. Attend a party and you will notice the gregarious person from the wallflowers. It is not necessary to light up an electric grid but enthusiasm for products and services is required.
4. Check your baggage. We all carry a surplus of personal and professional garbage. No one cares. Learn to compartmentalize and enjoy healthy client interactions.
5. Interact. Listen, ask a question listen again. Good listening skills stems from a voracious appetite for current events and the world around you. Be well versed in your surroundings.
6. Self Mastery. Great attitude comes from your self-confidence. Attend meetings and seminars to become more learned.
7. Appreciate what you have now. Everyone is busy and many feel as if they are in competition with friends, peers and colleagues. Stop and enjoy life for a while, it goes too quickly. Celebrate even the smallest of success.
Without a proper attitude, one will hit numerous speed bumps. Slow down and take a good look in the rearview mirror to determine if you are the hindrance to your own success. Overhaul your attitude and you just might seek a wider road, less obstacles and much more opportunity.
©Copyright. Drew Stevens PhD. All rights reserved.
Drew Stevens Ph.D. is one of Americas best thought leaders on selling skills and sales strategy. Dr. Drew is the author of six books on sales, customer loyalty, self mastery and business development solutions. . 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 Drew Stevens PhD, Sales Training, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | 1 Comment »
August 10th, 2010 Drew Stevens
I recently reviewed a “Lead Generation Survey” by CSO Insights and found the following. “In 2007, customer acquisition ranked number two on the list, where 65% of the firms surveyed listed it as a key priority for marketing.” (CSO Insights 2010)
Perhaps I am mistaken but isn’t the reason to be in business customer acquisition and retention? Was I sleeping? If acquisition and retention of clients is not a priority what on earth can be first?
This statement conjures three very specific issues:
1. Firms that are avaricious and favor profits rather than customers.
2. Firms that lack a solid strategy with a core driving force.
3. Poor leadership.
The major goal for business is customer acquisition and retention. Customer to customer influences is stronger than ever. Simply put, customers become marketing avatars espousing the organizations’ value. In fact, nothing happens in a company without a customer! Therefore, there only priority is customer acquisition.
©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, Customer Relationship Management, Dr. Drew Stevens, Drew Stevens PhD, Sales Training, Uncategorized, account management, asking questions, business development, closing techniques, cold calling, customer loyalty, customer relationships, customer retention, customer service, lead generation, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | 1 Comment »
August 10th, 2010 Drew Stevens
After some recent research conducted for a client, I was baffled to find that over 60 percent of business professionals conduct very little if any self-development. Yes, you are busy, yes you are fatigued and yes you need to invest in you.
The issue stems from many individuals stating how busy they are however:
1. We are all busy yet some handle issues better than others.
2. Busyness is sometimes folly for procrastination.
3. Busyness is attributed to poor time utilization.
4. Many await organizations to invest in employees.
After many years of research in this field, it is deplorable to believe that your organization is responsible for self-development. After all, the term does begin with you in mind. Self Mastery is required for all fields and business positions if you desire advancement. Individuals must be responsible for becoming educated on the company, the industry and the customers the organizations serve.
Read books, listen to podcasts or enroll in an accredited or non-degreed university program. Spend time reading newspapers and other periodicals to awake your corporate assets-but do something.
Here is a question to ponder; if you were your employer what might you think of your efforts. To be in the field of play you must get out of the stands!
©2010. Drew Stevens PhD. All rights reserved.
Posted in Business Development Solutions, Drew Stevens PhD, Sales Training, Uncategorized, business development, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | 1 Comment »
August 6th, 2010 Drew Stevens
I am often asked about how I achieve my successes in business and I am reminded about previous circumstances that have paved my future successes. While perseverance might be one factor passion and conviction certainly are relevant.
We all have choices and we can choose to succumb to the negative pressures or simply look forward; shunning negativity. As a child I was physically abused. My choices were to remain in that environment and escape with outlets such as drugs or alcohol or to pave a new future. I chose the latter.
In a second incident I was terminated three times in a six month period; the last on Christmas Eve! With a wife and children I could have chosen to become depressed and angered or simply build. I chose the latter.
Obstacles constantly impact business development. You feel as if you are playing chess and constantly under “check”. The prospective clients you desire choose other vendors, employees leave for other organizations. Even new product development goes array. Such pressures happen to the small as well as most famous of entrepreneurs. (Ask Steve Jobs about iPhone issues)
Entrepreneurs can succumb to the pressures losing valuable development and innovation time or they move forward. Business like chess requires proper strategy and marginality. It is the choices you make, the overall strategy, the ability to thwart pressure and your passion that must keep you focused on the goal. Now it is your move!
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 Drew Stevens PhD, Sales Training, Uncategorized, business development, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | Comments Off
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