Sales Blog #96 — Ten Insights for Better Prospecting Success

Ten Insights for Better Prospecting Success

Part of every B2B sales person’s job is sales prospecting. It can be a momentum builder for your sales success or a career killer. Let’s look at some key insights for building your prospecting momentum.

1. What’s Changed – The Customer is Smart!  

In today’s connected world, the customer may know more about your product and your competitors’ products than you do. They may not always know what they want, but they know about you and your competitors. The days of “winging it” when with the customer are over. Do your customer research and be prepared before you prospect any customer. Being prepared shows you care. Customers are motivated to collaborate with you when you show you are prepared.

2. Customers are Paid to Meet People Like You. 

Your customer has his/her job to solve problems, improve productivity, increase revenue or decrease costs. They must source our new ways to do things to solve this issues. Customers are paid to meet sales people. B2B means business to business. So keep the mindset that you are a business person with possible solutions for the customer, a business person, to solve their problems.

3. Your Attitude is the Difference Maker 

Prospecting demands that you have a resilient attitude. Why? Prospecting may end more in rejection than getting that appointment. So having the attitude of resilience and persistence is crucial. This must be coupled with being secure in yourself as a professional whose mission is to help customers solve problems or be more successful. Never take rejection in prospecting personally. You may find you have to follow up 6-7 times before getting an appointment.

4. Believe in Your Company and Solutions – be an Evangelist. 

When prospecting, customers are sizing you up on your passion for your product and solutions, or, are you just interested in meeting your KPI’s and target. Being an evangelist for your solutions starts with having excellent product/solution knowledge and how it will benefit or help the customer solve problems. Customers are more likely to meet up with people who love helping others succeed by their product solutions.

5. Focus on Customers that Can Use Your Solutions

Determining who your key prospects are is crucial to be successful. Sales guru Brian Tracy says ask yourself these 4 questions before you prospect. Question one: Does the prospect need what you’re selling? Question two: Can the prospect use what you’re selling? Number three: Can the prospect afford the product? And number four: Does the prospect want the product?

6. Timing Helps.

Choosing the time to prospect ups your chances of success. Early morning or later in the day is best. You are more likely to get the the prospect who is a decision maker directly as they usually come is earlier and leave later than their support team or screen. Timing is also affected by when the customer wants to buy. Your research may find urgent business issues or new developments that motivate the customer to buy.

7. Treat the Screen as a Decision Maker. 

Many times sales people want to blow the gate keeper or screen off to get to the “real decision maker.” Screens are also decision makers. They may not be able to say yes to buy, but they certainly can say no to forwarding your call. Treat them with respect and make them your allies.

8. Ask for Referrals.

The most effective prospecting is the result of relationships. Ask your current customers for a referral. If a new prospect turns you down, ask them for a referral to a company that he/she thinks may need your service or solution. Another kind of referral may be to ask for a referral into a different division of the company you already have a relationship. This may lead to a cross sell. The third referral is to have solid relationships with your own company’s customer service, technical or project implementation team. They can be a rich source of information to expand your sales.

9. Make Prospecting a Daily Habit.

For many sales people prospecting seems to be feast or famine. There are days where you are gungho for prospecting and then there are days of prospecting procrastination. The prospecting yoyo is a resilience breaker. Make prospecting research and prospecting by emails and phone calls a daily habit.

10. Track Your Prospecting Activity. 

You may have to use your company’s CRM as part of your prospecting process. You though want to keep your on scorecard of prospecting activity. This way you can see consistencies and trends in your own activity, what leads to success and rejection and to reward yourself when you are successful n getting appointments. Prospecting is a self leadership habit.

Your Prospecting Attitude determines your Sales Success Altitude! Make it part of your Sales DNA, every day!

Posted in Prospecting

About Michael Griffin

Michael is the CEO of AchieveGlobal India, Indonesia, Vietnam and Equipping Leaders for Asia Pte. Ltd in Singapore. Over 30 years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Dr. John Maxwell, Richard Lucier, Dr. Fons Trompenaars, Jeffrey Gitomer, Howard Stevens, and Dr. Bill Bonsetter have immensely impacted his leadership growth. They have inspired him to grow young people across many nations into successful world-class sales people.

Sales Blog #95 — Shift Your Training Approach, Boost Your Investment Returns

Shift Your Training Approach, Boost Your Investment Returns

In today’s tenuous business landscape, sales professionals face ever-changing challenges. To remain relevant and effective, sales training approach must shift accordingly.

With different generations of sales professionals constantly on-the-go, learning needs to be flexible, applicable to real-world situations, and adaptive to all styles and all modalities.

According to CSO Insights, there are six ways you need to shift your sales training approach to ensure that your learning investment pays off. Download their whitepaper and get the insight you need to shift your thinking, adapt your approach and boost your training outcomes.


White_Paper_6WaysToShiftYourSalesandServiceTrainingApproach-CVDownload “Six Ways to Shift Your Sales and Service Training Approach to Ensure Your Learning Investment Pays Off”

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Posted in Sales Training

About Michael Griffin

Michael is the CEO of AchieveGlobal India, Indonesia, Vietnam and Equipping Leaders for Asia Pte. Ltd in Singapore. Over 30 years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Dr. John Maxwell, Richard Lucier, Dr. Fons Trompenaars, Jeffrey Gitomer, Howard Stevens, and Dr. Bill Bonsetter have immensely impacted his leadership growth. They have inspired him to grow young people across many nations into successful world-class sales people.

Sales Blog #94 — Characteristics to Determine Opportunity as Forecast Ready

3 Characteristics to Determine Opportunity as Forecast Ready

In sales forecasting, the same optimism which many successful sales reps rely on to push forward, fails them terribly. How can you decide if an opportunity really and truly belongs on a forecast report?

Having a solid forecasting process in place is a good start. To take it up a notch, sales managers can use a set of three characteristics. Serving as a checklist of sorts, moving opportunities into a forecast then becomes less of a guessing game.

If you desire your forecasts to be consistently accurate, download the paper “How to Tell if an Opportunity Belongs in the Forecast” by CSO Insights to learn how to base a forecast decision on the three characteristics of the customer.


How to Tell if an Opportunity Belongs in the ForecastDownload ”How to Tell if an Opportunity Belongs in the Forecast”

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Posted in Sales Forecasting

About Michael Griffin

Michael is the CEO of AchieveGlobal India, Indonesia, Vietnam and Equipping Leaders for Asia Pte. Ltd in Singapore. Over 30 years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Dr. John Maxwell, Richard Lucier, Dr. Fons Trompenaars, Jeffrey Gitomer, Howard Stevens, and Dr. Bill Bonsetter have immensely impacted his leadership growth. They have inspired him to grow young people across many nations into successful world-class sales people.

Sales Blog #93 —

Managing Discounts for Greater Results

There are a number of situations when you might be considering discount pricing, but is it the right move?

Offered at the wrong time and in the wrong way, discounts can backfire and create lost sales instead. Poor discount practices can continue to negatively impact the sales organization for years even after a sale is made.

There are times, however, that discounts do make sense. Properly managed discounting then plays a crucial part in producing great results.

This special report “Offering Discounts: When, Why and How” by CSO Insights shares practices that help you manage discounts throughout all customer interactions. Download the report to learn more.

Consider these practices and move towards greater discounting results!


Download “Offering Discounts: When, Why and How”Sales Blog #93 — Offering Discounts: When, Why and How

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Posted in Sales Strategy

About Michael Griffin

Michael is the CEO of AchieveGlobal India, Indonesia, Vietnam and Equipping Leaders for Asia Pte. Ltd in Singapore. Over 30 years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Dr. John Maxwell, Richard Lucier, Dr. Fons Trompenaars, Jeffrey Gitomer, Howard Stevens, and Dr. Bill Bonsetter have immensely impacted his leadership growth. They have inspired him to grow young people across many nations into successful world-class sales people.

Sales Blog #92 — 5 Steps to Greater Sales Forecast Accuracy

5 Steps to Greater Sales Forecast Accuracy

What are the chances of your sales forecast for the coming quarter being accurate? Probably not that great. CSO Insights 2017 World Class Sales Practices Study found that only 40% of respondents said their ability to close deals as originally forecasted met or exceeded expectations.

So what exactly can you do to turn things around? Getting a grip on forecast accuracy is not so daunting when it is broken into realistic, achievable steps. This special report from CSO Insights highlights five steps that lay the groundwork for accurate forecasting.

Armed with these steps, you’ll be better equipped to stop guessing and truly start forecasting.

Sales Blog #92 — How to Get a Grip on Forecast AccuracyDownload the “How to Get a Grip on Forecast Accuracy” special report and create a consistent forecast management process by establishing a solid starting point.

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Posted in Sales Forecasting

About Michael Griffin

Michael is the CEO of AchieveGlobal India, Indonesia, Vietnam and Equipping Leaders for Asia Pte. Ltd in Singapore. Over 30 years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Dr. John Maxwell, Richard Lucier, Dr. Fons Trompenaars, Jeffrey Gitomer, Howard Stevens, and Dr. Bill Bonsetter have immensely impacted his leadership growth. They have inspired him to grow young people across many nations into successful world-class sales people.

Sales Blog #91 — Preparing for the Artificial Intelligence (AI) Future of Selling

Gearing towards the Artificial Intelligence (AI) Future of Selling

There’s no doubt that Artificial Intelligence (AI) has seen massive growth in the recent years. Microsoft has even officially listed AI as a top priority, replacing mobile. So how will AI change the future of selling?

Join Jim Dickie, Co-founder and Independent Research Fellow, CSO Insights, as he examines in this engaging presentation, how advances in AI are fundamentally changing what sales people do and how they do it.

Take time to learn how you can prepare for these changes to drive the performance of your business over the long-term.

sales-blog-91b-How-Artificial-Intelligence-(AI)-will-change-how-we-sell

Watch now to learn about:

  • The evolution of sales over the next decade and the impact it will have on your business.
  • The influence of Artificial Intelligence on how we sell and who is successful at selling.
  • The critical steps sales leaders should take now to prepare for the future.

Posted in Future Selling

About Michael Griffin

Michael is the CEO of AchieveGlobal India, Indonesia, Vietnam and Equipping Leaders for Asia Pte. Ltd in Singapore. Over 30 years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Dr. John Maxwell, Richard Lucier, Dr. Fons Trompenaars, Jeffrey Gitomer, Howard Stevens, and Dr. Bill Bonsetter have immensely impacted his leadership growth. They have inspired him to grow young people across many nations into successful world-class sales people.

Sales Blog #90 — Enable Your Sales Managers

Enable Your Sales Managers

Think of your sales managers “in the driver’s seat”, carrying and leading your salespeople. Do they have “driving licenses” to be sales managers? Did they have a chance to learn all the skills to become coaches, leaders and business managers at the same time?

CSO Insights, the research division of our partner Miller Heiman Group, has released their first Sales Manager Enablement Report. In it, they discuss the importance of the sales manager role; the enablement gap for sales managers; the business case for turning this around; and how leadership can systematically enhance sales manager enablement.

Sales-Managers-Overwhelmed-and-Underdeveloped-Report-CVDownload the “Sales Managers: Overwhelmed and Underdeveloped” report to learn more about the proven concepts to help you develop a holistic sales manager enablement program.

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Posted in Enablement, Sales Coaching

About Michael Griffin

Michael is the CEO of AchieveGlobal India, Indonesia, Vietnam and Equipping Leaders for Asia Pte. Ltd in Singapore. Over 30 years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Dr. John Maxwell, Richard Lucier, Dr. Fons Trompenaars, Jeffrey Gitomer, Howard Stevens, and Dr. Bill Bonsetter have immensely impacted his leadership growth. They have inspired him to grow young people across many nations into successful world-class sales people.

Sales Blog #89 — Findings on Successful Sales Talent Management

Findings on Successful Sales Talent Management

Great sales leaders understand that, in the intermediate to long term, who you hire and how you hire is critical.

In GrowthPlay’s recent sales talent webinar with Aberdeen, they revealed research findings from over 200 executives about their key challenges around attracting and retaining top talent, developing internal talent to fill skills gaps and aligning talent with organization and revenue goals.

If you had missed the webinar, download this summary to learn their greatest challenges and what the best performing companies are doing to address them.

Upon successful submission of the form below, a link will appear at the bottom of the form. Click on it to start your download.


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Posted in Sales Talent

About Michael Griffin

Michael is the CEO of AchieveGlobal India, Indonesia, Vietnam and Equipping Leaders for Asia Pte. Ltd in Singapore. Over 30 years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Dr. John Maxwell, Richard Lucier, Dr. Fons Trompenaars, Jeffrey Gitomer, Howard Stevens, and Dr. Bill Bonsetter have immensely impacted his leadership growth. They have inspired him to grow young people across many nations into successful world-class sales people.

Sales Blog #87 — Deliver on Your Promises

Deliver on Your Promises

Research has shown the main reason customers do not trust sales people is that they do not deliver on what they promise the customer. The flip side of this is when you do deliver on your promises, you build trust and create a competitive advantage with the customer. Let’s review a few key tactics to “deliver and build trust” with customers.

  1. Sell a Product or Service You Truly Believe In. Customers can see and sense the belief a sales person has for a product they are passionate about. Those that believe in the benefits of their product/service are more likely link it to customers’ needs and business issues.
  2. Be Realistic on Delivery Times. Many sales people under estimate the time needed to do the proposal, arrange the demo, or deliver the finished product. Or they just give the quickest date possible to please the customer. When setting dates for delivery of anything to the customer, be realistic and give yourself some extra time to in case of unforeseen problems.
  3. Ensure Good Relations with Your “Hidden Dimension.” Being able to connect and rely on your support team back in the office is a big plus when the customers enquire about a product spec, process, customization or price that you may be unfamiliar with. This shows the customer your “Hidden Dimension” support team backs you in the field. The customers will be more confident of your customer service delivery.
  4. If You Can’t Deliver On Time, Contact the Customer – Early.” It is common the original promise of delivery cannot be met. Don’t keep quiet, don’t stress. Pick up the phone and call the customer and advise them there can be a delay. Many times the customer appreciates the “heads up” and will allow for a revised delivery date or specs.
  5. Be Available To Help the Customer. Let the customer know, his/her success is also your success and that you are available to be contacted at any time to support, serve or answer requests the customer might have. Give your HP or cell number to prove this.
  6. Have Adequate Proof Sources. Customers can be skeptical on your company’s ability to deliver on the features and benefits you offer. Make sure your have reliable and varied proof sources that you think your customer will respect. Personal referrals and demos seem to work best.
  7. Never Lie or Shade the Truth. Customers value salespeople who have integrity. Tell the truth. If you don’t, know, it’s OK. Just tell the customer you will get the information required. Be honest and well versed on your product or service benefits and competitive advantages. Don’t try to “wing it.” Always have an Internet connection to be able to get to your company website that you have studied to support any information you give.
  8. Under-promise and Over-deliver. Make it a habit to please the customer by sending things, or information ahead of the scheduled time you promised. This practice also shows the customer you want to serve by exceeding their expectations. It may also demonstrate that you value the customer’s time.

These eight proven tactics of “delivering on your promises” build your integrity and trust with customers and can give you a competitive advantage to clinch the sale. Make them consistent habits in serving your customers.

Have a great week building customer trust!

Posted in Customer Relationships

About Michael Griffin

Michael is the CEO of AchieveGlobal India, Indonesia, Vietnam and Equipping Leaders for Asia Pte. Ltd in Singapore. Over 30 years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Dr. John Maxwell, Richard Lucier, Dr. Fons Trompenaars, Jeffrey Gitomer, Howard Stevens, and Dr. Bill Bonsetter have immensely impacted his leadership growth. They have inspired him to grow young people across many nations into successful world-class sales people.

Sales Blog #87 — Miller Heiman Group has been named a Top 20 Sales Training Company in 2017!

Miller Heiman Group has been named a Top 20 Sales Training Company in 2017!

We are delighted to share that our partner Miller Heiman Group has been recognized as one of the Top 20 Sales Training Companies in 2017 by Selling Power.

Selling Power Publisher and Founder Gerhard Gschwandtner said, “Anyone who wants to enhance the productivity and performance of salespeople should consider the companies on this list – each of which can help provide the increased support, coaching, and training necessary to help salespeople learn to navigate relationships with today’s empowered buyer.”

This year, the four main criteria used when comparing applicants and selecting the companies were:

  1. Depth and breadth of training offered
  2. Innovative offerings (specific training courses, methodology, or delivery methods)
  3. Contributions to the sales-training market
  4. Strength of client satisfaction

Working closely with leading strategic partners like Miller Heiman Group, ELAvate aims to provide blended learning and a more holistic training experience for our clients.

We look forward to ELAvating your sales performance and business success in 2017.

Posted in Sales Training

About Michael Griffin

Michael is the CEO of AchieveGlobal India, Indonesia, Vietnam and Equipping Leaders for Asia Pte. Ltd in Singapore. Over 30 years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Dr. John Maxwell, Richard Lucier, Dr. Fons Trompenaars, Jeffrey Gitomer, Howard Stevens, and Dr. Bill Bonsetter have immensely impacted his leadership growth. They have inspired him to grow young people across many nations into successful world-class sales people.

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