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Member You - Sales Prospecting and a Targeted Selection Process
HR, or human resources, is a critical function in most organizations today. It helps maintain a constant supply of qualified workers to fuel the needs of the company. Human resource professionals include people from various organizations that hire, train, and if need arises, even fire employees. They take care of all personnel issues such as payroll, leave policy, and employee benefits.Human resource is especially important for large companies where the employee numbers are large. It involves recruiting skilled and talented people who are capable of performing the assigned tasks within the company. Human resource personnel are also responsible for planning and execution of different training programs for new, as well as existing employees.Sel
Marketing as we know it is over. Done. Finito.People the world over are bored and spammed to the brink of tears. But there is good news: There’s a better way to connect with precisely those you wish to reach … and it works far better than traditional, expensive, gimmick-driven marketing.We call this method “Marketing as a Spiritual Practice.” Why? Because marketing is actually a process, just like any real spiritual quest. It takes time. There are countless “monsters” (or at the very least, struggles) at every juncture. We learn our lessons through trying and failing. And despair, it seems, is always just around the corner. But this process teaches us invaluable lessons:Experiencing success and failure shows that you are really trying.
But here’s what’s important to understand. Your Targeted Selection Process is a separate component of your sales strategy. It stands by itself. But it is directly allied with your other Sales performance indicators. The degree of success you’ll have in the business of sales is proportional to raising and maintaining these success indicators to a level more proficient than the industry norm. And the direction you decide to travel is strategic to the outcome. I call it the ‘Playing Field’. Because that’s where it all starts… it’s where the game begins.
Here’s what I mean. There are basically (2) strategies in picking your ‘Playing Field’; a ‘Bottom-up’ approach or a ‘Top-down’ approach. The following is an example of a Bottom-up approach. A Telecommunications rep initiates a telephone call into a company and asks the question “Who handles your telecommunications needs?” Guess where they are sent? If you said ‘o
I should have known better to say what I said, seeing how the caller was from an accounting firm. I merely suggested she put the firm’s logo on the back of a baseball cap. Her silence caused the sort of anticipation you experience when someone blows up a balloon until it pops. The words came slowly at first … finally she blurted, "You … you want to put my logo WHERE?!"Trying to regain control of the conversation I asked, "Claudia, why is your firm’s sign out front?"She replied, "What? Well, because that’s where everyone will see it.""Right. And if everyone could see your sign out back, you’d put it there too, right?" I asked."Of course," she replied."Well," I said. "When your employees are sitting in the stands at the ba
But here’s what’s important to understand. Your Targeted Selection Process is a separate component of your sales strategy. It stands by itself. But it is directly allied with your other Sales performance indicators. The degree of success you’ll have in the business of sales is proportional to raising and maintaining these success indicators to a level more proficient than the industry norm. And the direction you decide to travel is strategic to the outcome. I call it the ‘Playing Field’. Because that’s where it all starts… it’s where the game begins.
Here’s what I mean. There are basically (2) strategies in picking your ‘Playing Field’; a ‘Bottom-up’ approach or a ‘Top-down’ approach. The following is an example of a Bottom-up approach. A Telecommunications rep initiates a telephone call into a company and asks the question “Who handles your telecommunications needs?” Guess where they are sent? If you said ‘
Enter a drawing, play a game, sample something, check out an unusual object, meet a celebrity guest, talk to stunning spokes models, watch a magician - these and dozens of other ideas seem to be perfect bait for attracting people to your booth ... but there's a problem.They attract EVERYONE - and THAT'S probably NOT what you were hoping to do (unless your ideal prospect is EVERYONE!) Generally speaking, your ideal prospects are but a fraction of the total group attending the show - and with a steady parade of people walking past your booth, there's NO TIME to waste with visitors who will NEVER become your customers.You want to use bait that is only interesting to the visitors you REALLY want to meet - and unappealing to everyone else. In ad
But here’s what’s important to understand. Your Targeted Selection Process is a separate component of your sales strategy. It stands by itself. But it is directly allied with your other Sales performance indicators. The degree of success you’ll have in the business of sales is proportional to raising and maintaining these success indicators to a level more proficient than the industry norm. And the direction you decide to travel is strategic to the outcome. I call it the ‘Playing Field’. Because that’s where it all starts… it’s where the game begins.
Here’s what I mean. There are basically (2) strategies in picking your ‘Playing Field’; a ‘Bottom-up’ approach or a ‘Top-down’ approach. The following is an example of a Bottom-up approach. A Telecommunications rep initiates a telephone call into a company and asks the question “Who handles your telecommunications needs?” Guess where they are sent? If you said ‘
Every business needs to do everything it can to stand out from the crowd, to differentiate itself from the competition. This is a major challenge for companies that sell substantially the same thing as their competitors.The average business does not have the resources of a multinational corporation that often uses its substantial marketing muscle to buy market share or to drive competition out of the marketplace. Big business also uses its deep pockets to flood various media with advertising, making them a pervasive presence.The Web has always been an egalitarian environment where smaller companies could present themselves using the same techniques as the big boys, and if these companies did it well they could stand side-by-side with their co
Here’s what I mean. There are basically (2) strategies in picking your ‘Playing Field’; a ‘Bottom-up’ approach or a ‘Top-down’ approach. The following is an example of a Bottom-up approach. A Telecommunications rep initiates a telephone call into a company and asks the question “Who handles your telecommunications needs?” Guess where they are sent? If you said ‘
Seventy percent of multinational business ventures worldwide fail due to cultural differences according to research done by the International Labor Organization.If you are speaking to international audiences, or even to multicultural audiences within the U.S., you want your presentation to increase understanding and connection, not to add more barriers.Recently I had the opportunity of interviewing Pat Zakian Tith, president of Global Workplace of Washington, DC. Pat works with leaders to help them create and manage international and multicultural workforces. Here are some of the things I learned for connecting with multicultural audiences:Speak clearly; enunciate your words. When English is not the listeners'
Is there anything ‘wrong’ with that? Not really; it’s legal and a lot of folks out there do it. But let’s think through this option as a ‘Business person’ would. Let’s study it as it relates to our sales process and individual Key Performance Indicators (KPI); Conversation-to-appointment ratio, 1st appointment to Proposal ratio, Closing ratio, sales cycle and average revenue per sale. Because these success indicators are gateways that directly affect the outcome of a sales process.
Do your KPI’s go up or down with a bottom-up approach? Historically, a bottom-up approach promotes a:
1. 1st appointment to Proposal ratio to decrease 2. Closing ratio to decrease 3. Sales cycle to increase 4. Average revenue per sale to decrease
Bottom line, you’ll be leaving time and money on the table if you choose this Target strategy. We’ll revisit the Conversation-to-appointment KPI in a minute.
At the other end of the Target spectrum is the ‘Top-down’ strategy for securing a new Targeted business appointment. Let’s say that same telecommunications rep chose this approach in prospecting for new business. The first step in this process is ‘Homework’; some due diligence
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