ACTG Sales Management Blog

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Sales Commandment #3: Getting Introductions

Posted by Mark Trinkle on Thu, Nov 03, 2022

Get out of the cold-calling business! Share this video with your people who might struggle with getting introductions. This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Today we dive into Commandment #3! 

Watch all of the Commandments Here

Do You Need More Leads? –  Free Sales Prospecting eBook Download

 

 

Topics: sales skills, Sales Activities, getting introductions

Thou Shalt Always Be Prospecting: The 10 Commandments of Sales Success

Posted by Mark Trinkle on Fri, Oct 28, 2022

Do you ever hear that your salespeople don't have enough time to prospect? Share this video with your people who might struggle with consistent prospecting. This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Today we dive into number two-Thou Shalt Always Be Prospecting.

Transcript:


Welcome to today's message, which is the second in a 10 part series on the 10 Commandments of Sales Success. Today we are looking at the second commandment, and as you can see from the screen, the second commandment is Thou Shalt Always Be Prospecting. Now, I know you probably don't land in the office in the morning, necessarily fired up to prospect, but it's kind of like being a kid and eating your vegetables. And I can remember when I told my mom and dad, "Mom, Dad, I don't like vegetables." And their answer was (and you probably know where I'm going), "You don't have to like it, you just have to do it. You have to eat 'em." I think that's the same with prospecting every day. And here's the real danger.

You don't have to prospect on any given day. You can take a day off. You can probably take a week off. Heck, you can probably take two weeks off and you won't notice any concern right away or any danger right away. But down the road, your pipeline is bound to take a hit. Great prospectors prospect just enough each day, each week, each month to continue to put flow into the top of that pipeline.

One more thing about prospecting before I let you go... don't tell me you don't have time. You can tell me a lot of things, but don't tell me you don't have time. That's a myth. Our good friend Bigfoot is on the screen here to remind us that is a myth and here's why. If I ask you to go call a hundred different people, to make a hundred dials, our math tells us you're probably gonna talk to 10 people.

Now, I'm gonna try to trick you. I'm gonna ask you, "How much time will it take you to not talk to 90 people?" One more time. "How much time will it take you to not talk to 90 people?" And of the 10 people that you will talk to, my guess is you'll probably have short conversations with some of them. You might even set a few appointments with some others, but it's just not going to take much time out of your day.

You can add up the time and then you have to decide for yourself. Do you not have the time or do you not have the drive and the ambition to get after it?

Have a great day and as always, thank you so much for listening!

Watch all of the Commandments Here

Do You Need More Leads? –  Free Sales Prospecting eBook Download

 

 

Topics: sales skills, prospecting skills, how to prospect for sales

Pre-Call Preparation: The 10 Commandments of Sales Success

Posted by Mark Trinkle on Fri, Oct 21, 2022

Are your salespeople following the first commandment of sales success? Our new video series with Mark Trinkle introduces the 10 Commandments of Sales Success. Today we start with number one- Pre-Call Preparation.

 

Watch all of the Commandments Here

Do You Need More Leads? –  Free Sales Prospecting eBook Download

 

 

Topics: sales skills, pre call sessions, pre call preparation

5 Critical Sales Competencies: The Will to Sell Factors

Posted by Walt Gerano on Fri, Mar 11, 2022

There are 21 critical sales competencies that salespeople must have in order to achieve great sales success.  But there are 5 Will to Sell factors that make up the foundation of that success. 

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We talk to salespeople every day who tell us they want to achieve more, they are going to change their ways, and the results will follow.  If only it were that easy.

The Objective Management Group, an organization that has evaluated over 2 million salespeople, has identified the 21 sales competencies that are crucial to success for salespeople.  There are 10 Selling Competencies(skills), 6 DNA traits (behavior), and finally, 5 that fall under the category of “Will to Sell”.

Of course, they are all important but today I want to tell you why I believe that the Will to Sell competencies are the most important of all, and without them, success will be much harder.

Desire – desire measures how badly you want to achieve greater success in sales, in other words, do you “really” want it?

Commitment – the willingness to do whatever it takes (assuming ethical conduct) to achieve your success.  Commitment is not conditional; you are either in or you are out.

Motivation – there are two parts to motivation:

  1. Are you motivated?
  2. How are you motivated?

Knowing the power behind your motivation helps you plow through behaviors when you get stuck.

Outlook – how do you feel about yourself, the company you work for, the people you work with, and finally the people you call on.  When any of these are out of alignment, we struggle to do the behaviors we know we need to execute to succeed.

Responsibility – do you take responsibility when you don’t get the results you want, or do you make excuses?

Of course, all 21 sales competencies are important but when you have a strong Will to Sell then you are coachable and able to understand what behaviors need to change (DNA) and possess the desire, commitment, and motivation to change.  The same thing is true for the selling competencies, these are learned behaviors.  Without them, it is a tough road.

As the saying goes where there is a will (to sell) there is a way!

Learn More About the  21 Core Competencies!

Topics: sales skills, sales competencies, competencies required for sales

Three Keys to Banking Sales Training

Posted by Jeni Wehrmeyer on Thu, Jan 27, 2022

With the past couple of years working remotely, many of your bankers’ skills are rusty and they may not be using the tech tools they should be. During these times, they must be better than ever before at reaching out and communicating effectively and consistently.

Here are 3 keys to evaluating the right banking sales training program that will help your relationship managers adjust to the new selling environment.

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It’s no surprise that, with continuing pandemic issues and concerns, many clients and prospects are avoiding our bank lobbies. And why not, with online access to almost everything? So how will your salespeople continue to build relationships and keep your best customers? With the past couple of years working remotely, many of your bankers’ skills are rusty and they may not be using the tech tools they should be. During these times, they must be proficient, actually, they must be better than ever before at reaching out and communicating effectively and consistently. This is key for most banks to sustain and build relationships, grow loans, and achieve higher net interest margins.

Here are 3 key ideas to make sure that your banking sales training is helping your relationship managers adjust to this new normal, and increasingly remote selling environment:

  1. Make certain that your bank is focused on helping your salespeople blend the value of human touch with digital assistance. According to a recent Banking Exchange article, this is the new frontier in customer engagement. So, what does that mean? They must be able to assist customers and prospects in navigating these digital options and provide a holistic, consultative approach. Because of our new “anywhere economy,” our customers expect the ability to conduct all their business remotely and on any device. Think about your own experiences with digital platforms – you might love the convenience but often need that human interaction to make the experience successful. I am working with a new platform for prospecting called ZoomInfo Intent. The system helps to understand what companies are searching for keywords that describe our services, which could be very helpful but I have encountered the need to have human help along the way. This is your relationship manager’s greatest opportunity – to be ready to ask the questions to help more fully understand and serve the client. They must be adept at answering the question at hand and comfortably probing further to more fully understand the goals of the client. How good are your people at doing this?

  2. Speaking of prospecting… There are so many different tools to be explored to connect and build relationships virtually but it is harder. The second key to your banking sales training is to make certain that your salespeople are proficient at using the tech tools to connect. Some may want to avoid this but today, there is no choice. Calling is still a prospecting option but with so many people working remotely, you must have cell phones to connect with any consistency. Here are some of the “must-haves” in prospecting now:
    • Regular outreach and activity on LinkedIn every day
    • Industry research and pre-call planning tool like IBISWorld
    • ZoomInfo or a similar tool to gather company and contact data of your target
    • HubSpot or similar marketing platform to identify lead activity on your website
    • Strong and effective use of video email – take a look at OneMob as a tool
    • Networking opportunities with target audiences – conferences are back in person
    • A strong and compelling value statement to share
    • A system to consistently ask for introductions (not referrals) from your clients and COIs

  3. The third key is understanding The Will to Sell of your sales team. Do your bankers have the desire, commitment, outlook, and motivation to sell despite the challenges? Do they take responsibility for their actions and outcomes? Let’s face it, many industries have been affected by the pandemic; some have suffered and others have thrived. What does your bank need to do differently within its own culture to adapt, grow, and achieve 2.0 ROA and NIM over 5? Your client-facing salespeople are key and they must be highly skilled. There is a blueprint for elite performance and science to selling – the 21 cores sales competencies, identified by the industry-leading sales evaluation company, Objective Management Group.

    21 sales comps-1
    Make certain that you know why your top performers are so successful and how your sales team stacks up against the other banks. Make sure that your banking sales training is focused on helping your bankers be stronger at the 21 core sales competencies listed above. When mastered, these skills will help your lenders and relationship managers differentiate from fintech firms and other banks and position their value so that they can hold pricing steady when your competitors are dropping their rates.

Learn More About the  21 Core Competencies!

Topics: sales skills, sales competencies, competencies required for sales

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    Anthony Cole Training Group has been working with financial firms for close to 30 years helping them become more effective in their markets and closing their sales opportunity gap.  ACTG has mastered the art of using science-based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss our weekly sales management blog insights from our team of expert contributors.

     

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