ACTG Sales Management Blog

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Declare Independence From Your Own Obstacles

Posted by Walt Gerano on Fri, Jun 21, 2019

As we approach the upcoming Fourth of July holiday, our own Walt Gerano shares his thoughts regarding the obstacles holding us back from experiencing the sales success we desire.

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243 years ago, 13 colonies declared themselves as newly independent sovereign states and no longer a part of the British Empire. Instead, they formed a new nation—the United States of America.

Have you declared your independence from the things holding you back from experiencing the success you desire?

When you look at your business today, you might agree that you need to prospect more consistently, qualify better and know when to move on from a prospect. But you still have opportunities in your pipeline that are stuck. The question is why and what are you going to do about that?

Why don’t you prospect more consistently

  • You don’t have enough people to call on.
    • When was the last time you asked for an introduction or spent meaningful time on LinkedIn?
  • You don’t have the time.   
    • What activity is more important to the growth and success of your sales practice than prospecting? Schedule prospecting time first.
  • You are fearful of rejection. 
    • Rejection is nothing compared to failure.

What about qualifying?

  • Do you prepare with a pre-call plan for every call to make sure you know how you will get the answer to the question; “why am I here?” (First question you should ask on a call)
  • Are you ready for the curve balls? Those are the annoying questions that you wish they didn’t ask.
  • How and when will you deal with the incumbent?

Why are “opportunities” stuck in the pipeline?

  • Does the prospect really have enough PAIN to move forward and make a change?
  • Do they have the money to fix the problem?  Did you even ask about it?
  • Are you meeting with all of the decision makers prior to presenting your solution?
  • Have you dealt with the “return of the incumbent?”

There is nothing here that you don’t already know. It’s the middle of the year so take a few minutes and evaluate where you are and what you will do about it.

Claiming your independence requires nothing compared to what was sacrificed all those years ago. Let’s remember this week what was at stake and what an incredible gift their fight and sacrifice is to this day. God Bless America.

Topics: qualifying prospects, freedom, sales prospecting, getting sales decisions

Why Success in Sales Leads to Personal Freedoms

Posted by Walt Gerano on Thu, May 09, 2019

Achieving the work-life balance sales professionals all hear and dream of starts with having a personal vision and a set of non-negotiable goals.

In this article, we will discuss the 4 must-do sales activities and the characteristics that all successful salespeople share when striving for the freedom of success.

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We recently celebrated Cinco de Mayo, which is an annual celebration held on May 5th. The date is observed to commemorate the Mexican Army's (unexpected) victory over the French Empire at the Battle of Puebla, on May 5, 1862, under the leadership of General Ignacio Zaragoza.

So today let’s commemorate the victory and personal freedoms that comes from success in sales.

There are two freedoms that successful people enjoy: the freedom of time and the freedom of choice. You see, when you are always playing from behind, you never feel like you can take time off or treat yourself to that vacation or long weekend.

Successful people aren’t successful by chance or luck. They all have (at least) four things in common.

  1. They all have a vision of where they want to go, starting with the end in mind.
  2. They have a mission. The “how you will achieve your vision” -in other words what are the behaviors associated with success.
  3. Goals become the mile markers that let you know when you’ve “left the road”.
  4. And they have a “WHY”- why they keep going when they don’t want to.

So, decide what freedoms you want. Determine what those freedoms require. Build your plan to get there.

  • It all starts with your success formula, the behaviors you must execute day in and day out to accomplish your goals.
  • Track your behaviors weekly and be accountable to someone other than yourself (we’re too good at explaining to ourselves why we didn’t do something).
  • Know your SMART numbers- what are the key metrics that really drive your business, those can’t miss numbers.
  • Build your Unique Sales Approach (USA) that is compelling to the people in your sandbox; those that fit your profile.

Finally, don’t do all of this and stick it in the drawer. You should review your vision, mission and goals annually and your success formula and SMART numbers quarterly.

Now go out and sell something and celebrate the freedom of success.

Topics: success formula, Sales Plan, freedom, achieving sales success

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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