Collaborate. Motivate. Accelerate.
Tiger Woods is back. He is someone that many people study and admire. During the golf tournament this weekend the announcers shared a typical week of work for Tiger. We have heard about his amazing work ethic and now he has shown he can do it with two children and an injury. Talk about distractions!
Here is what I noticed about Tiger that can be applied to anyone who wants to be the best.
Here is the quote JustSell ran as the Master’s began this week. I had to update this post with this quote from Tiger.
Go be a Tiger.
Post brought to you by Jill Myrick at Meeting to Win. Have great sales team meetings starting next week with Meeting to Win. Meeting to Win now also offers a FREE weekly 10-Minute Topic to give your team sales meeting experiences that help them win on the field.
Meetings are a hot topic today! Sales Gravy (People Love to Meet) and Seth Godin (Getting serious about your meeting problem) both covered the topic and both got me thinking. The most experience I have had with meetings was my short stay at my company’s corporate office. Although it wasn’t in the job description, I am pretty sure my job was to attend meetings. It was brutal. We met all the time. I had to take some action or I would never get any work done. For starters, I got back to the field and decided to never return to another corporate office!
I did learn from a few leaders who managed to use meetings for good instead of evil.
Meeting is an art form. Not having meetings can be as detrimental as having too many bad meetings. I am almost done reading Death by Meeting by Patrick Lencioni. It’s a fun story so far and does get you thinking.
Too much of our time is spent in meetings to not make some effort to make them more productive and energizing.
Please share your experiences with good meeting practices.
I had the opportunity to work with a few sales perfectionists recently. They really left nothing to chance. An area they revisit and rework regularly are their presentations and that effort pays off in interesting stories their prospective customers not only listen to, but invite others to hear.
This group of perfectionists have a way of telling a story through their presentation. This story inspires you to have a better company, it puts the power in your hands, it changes behavior..it doesn’t happen by accident.
How do they turn a “solution presentation” into a compelling story? Here are my observations:
They do have a great solution, but so do many others. They do an amazing job of growing their business through these story-telling events.
So, what’s the story of your solution?
Job of the Week:
Myrick Recruiting, LLC is recruiting Sales Engineers with experience in Performance Contracting and Energy Retrofits for a Mechanical Engineering firm in Houston, TX. Please contact email@example.com for more information.
It’s March Madness time. Every day… leave it all on the field.
I ran today and, as I do when I am running, thought.
I thought about a few conversations I had today. People who are losing their jobs and wondering about their next steps. They are evaluating their contributions. Everyone I talked to felt proud about how hard they worked for a worthwhile cause.
They left it all on the field.
My husband is a recruiter and has some great career opportunities. To help everyone, each week this blog will post a career opportunity in the sales field.
Here is this week’s opportunity:
Myrick Recruiting, LLC is recruiting Sales Engineers with experience in Performance Contracting and Energy Retrofits for a Mechanical Engineering firm in Houston, TX.
Please contact firstname.lastname@example.org for more information.
Watch this trailer for full effect.
Have you ever had that “prospective client” that you just couldn’t stop chasing? They seemed like they were the perfect fit for your product, service, style, etc. I had one of these! In the last year, I finally let mine go. They just weren’t that into me and I finally had to admit it was probably never going to happen. I thought I would feel blue and instead I felt light and free.
You may want to try this. Here are some ways to tell that he’s just not that into you:
In my case, I let mine know that I would no longer be pursuing them as a client and that I would be happy to stay in touch and be a resource should my contact need anything. I’m not even recommending this, but I got my dignity back and it felt good.
Sometimes it just isn’t meant to be.
Great quote to start the day…
I often challenge sales managers to make attendance at their weekly sales team meeting or conference call voluntary. Scary thought for most – salespeople can come up with more excuses for missing a horrible sales team meeting that most can come up with to avoid jury duty. The great thing is that sales managers can hold meetings that team members want to attend. Like anything else it takes repetition and practice.
Here are a few tactics to use to hold meetings your team members will want to attend.
I hope these ideas are helpful. They are the results of years of trial and error over the course of 1,000s of sales team meetings. Enjoy the fruits of our pain and suffering. =-)
The Meeting to Win Team
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I given a lot of thought to this topic, Push vs. Pull. How do you go from pushing your product/service onto poor unsuspecting prospective clients to sitting back and getting pulled in by the same group (two extremes)?
After 15 years experience and this discussion, I think I’ve discovered my own silver bullet(s).
I’ve had three very different experiences on this topic.
The first, I needed to do some pushing (lots and lots sales activity) on the front end and then I had more pull than I could handle. This happened within 60 days on the job. We had over 200 competitors in the immediate area. We were, I believed, best in class and the customers now had a visible access point.
Then, I had a job that was 110% PULL! I sold a service that large companies needed. We were the only ones who did it on a global scale and the economy gave us great momentum. I was an order taker more than a sales rep.
Then, I had an experience that was almost all push. Great service, expensive, unknown, with little marketing support and about a million competitors. This scenario was exhausting. I loved this service and believe it in though so I continued to push or evangelize and I began to describe it.
So, how do you decide what to sell?
You either find a service that “sells itself” and enjoy the pull or you find a product or service that is more unknown, but you have passion for and master the push.
Both have their pros and cons. I’ll share my experience with those later.