Archive for Brainstorm

SoundAdvice Sound Stage

Posted by Phyllis on Wednesday, May 18th, 2011 in Connecting, SoundAdvice Sound Stage | Comments (0)

Teresa Cleveland accepted my offer to be my first interview, but turned the tables and interviewed me instead!  We talk about sales (what else) my new title: Salesologist and the sometimes elusive concept of confidence.

Let me know if you’d like to share your story. I want to highlight amazing people who are making a difference doing what they love!  If that’s you – leave a comment and I’ll be in touch!

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Sales Rx – Monday Morning Sales Meetings That Aren’t A Waste Of Time

Posted by Phyllis on Monday, September 20th, 2010 in Get Going, Lessons Learned, Sales Rx | Comments (0)

  I spent about 16 years in corporate sales and I loved it.  I had wonderful clients, worked for a great company that let me do what I love.  My way.  I was evaluated and measured by my results at the end of each month.  It was perfect for me.   As the company grew, so did the structure and sales meetings that had been quarterly events were now weekly. 

Why Mondays? 

Conventional thinking is no one schedules Monday AM appointments and it is a good way to start the week.  Right?  It’s still done in all kinds of sales organizations so it’s kind of the chicken and the egg thing now.  No appointments because of the meeting or the meeting time is set when clients aren’t available?  I think it’s the former.   If you want to know the best time for your meetings, how about 4ish on Fridays?  No one has a legit appointment then,(oh, I know you’re the exception)  plus it’ll curb the long winded tendencies of those people who just can’t stop talking.  I’d try to never attend one of those meetings – I’d have a 2:00 that ran really, really long!  But I’m getting off track a bit. 

Hold Non-Sucky Meetings

I’m not saying meetings aren’t helpful or worthwhile - because they can be, but getting everyone together should yield results – not just be a place where everyone gives their progress reports.  That can be done in an email that the micromanaging types can read whenever they want.  Plus it’ll be in writing.  Proof that something was done or will be done or might happen.  If it already happened, then yay you but move on already.  Last week’s sales don’t mean diddly this week. 

If you are the lucky person responsible for meetings then make it worth your time and at least go for interesting and even a bit edgy.  If nothing else, you’re likley to see progress because you’ll snap everyone out of sleepwalking mode.  (Disclaimer: I did have to run these meetings when managing a group of sales folks and I wasn’t always good at it.  Most times, I just wanted to get it overwith like everyone else and then, you know, actually get something done!)

Here’s What I’d Do Now

Talk Big Picture – Lots of companies do this once a year when the bank requires a business plan – and it gets shoved in a drawer never to be seen until it’s time to update it.  Dust that thing off – or if it was crap - talk about Q4.  And remember, this should be interactive – have a real brainstorming session. 

  • List 10 big accounts you want to land by year end.  Then develop a plan to actually DO it!
    Discuss how you can add value to a current service. And add it.
    List ideas for engaging with current clients in a better way.  You can start by asking them.
    Figure out a better way to say ThanksMerryChristmasHappyHolidaysHappyHanukkahHappyNewYear than the usual card and calendar you’ve done lately.  I’m thinking brownies from Sugardaddies.   
    Update your sales literature.  If this sounds overwhelming, start small with one piece.
    Seriously in this day of print on demand, having anything that is out of date in any way just screams lazy and/or cheap.  If your company is pretty traditional – shake things up with a top 10 list, or a clever twist on your FAQ’s.   (Great sales copy is an art, so if your team has good ideas, but no one with sharp writing skills, get an outline together and let me know - I can help – doing it badly is worse than not doing it at all)

If you are in the middle Tennessee area, and would like me to lead a sales meeting, I’m available.  If you’re somewhere near a beach I can work something out! If you’d like to have a planning session so you can amaze and enlighten your salesforce, email me!

I’d love to know how your meetings go – or if you even do such a thing – let’s get more ideas going in the comments.  If you work at home or don’t have a team yet, sign up here for weekly updates.   If you have a big team, you can sign up too!

Are You Reaching For More or Settling for Less?

Posted by Phyllis on Wednesday, March 17th, 2010 in Connecting, Get Going | Comments (1)

 I don’t know about you – but I love the Olympics.  There’s something intriguing about watching some of the more obscure events.  Besides the  jokes about the beer drinking, card playing curling team,  I find myself wondering how someone decides to pursue the sport of Nordic bi-athalon.  I mean, we all see figure skating, and hockey inspiring kids to ask for skating lessons or to join a youth hockey league, but how many kids watch the cross country event and jump up dying to spend hours training for that?

You really have to want it.

Being an Olympic athlete doesn’t just happen.  We all know how dedicated and hard working the athletes are.  Yeah, Sean White has a great time snowboarding. It doesn’t look like hard work or any big sacrifice.  But it is.  Something makes them want to train longer, try harder and compete.  Being the best of the best has always required effort.  Make that extra effort.  Physical abilities and talent aside, if you don’t want it – it’s just not going to happen.

Do you want it?

I work with and talk to business owners every day.  Smart, dedicated and inspiring people.  Women and men who know what they want and understand it is going to take effort to get there.  And still, so often that they are willing to settle for good enough. 

What makes the difference?

It can’t just be desire – there’s seldom a shortage of wanting to be the best.  I think it comes to the idea of belief.  Fortunately, young athletes often don’t know what isn’t possible.    If you’re over 28, (or even younger)  you’ve been told outright, or indirectly that you  aren’t going to be the next Donald Trump, or Oprah.  Heck, you probably aren’t even going to be the top of your class, or the most valued employee where you work.   So being the best, and refusing to settle becomes harder to do.

Decide what you’re willing to do. 

  Like you, I have goals and dreams.  Most days I love the journey and enjoy what I’m doing.  But there are the other days.  You  know the ones.  When the tasks seem overwhelming or the writing won’t happen or you lose a sale.   The day when it all seems so hard and you wonder if you’re in the right place, or doing the right things. 

  I’m writing this list for the time when you need a spark.  When one of those days pops up, or when you feel it creeping in on you,  look at things from a new perspective. 

Take 30 minutes and pick something from this list and then do it. 

Call someone you’ve wanted to meet but haven’t.
Email someone you met at an event or social function.  Just to say hello.
Pick up the phone and call (gasp) someone you’ve always admired and let them know.   You won’t faint and chances are you’ll make their day which is a sure way to get motivated.
Hand write a note to someone to let them know how they’ve inspired you.  Then actually mail it. (That’s the part I have trouble with)

BrainstomThe act of writing down ideas almost always unlocks my stifled creativity.  But here’s the rule.  Pick somthing you want to work on, and don’t stop writing until you have 100 ideas.  Anything and everything is fair game.  Don’t edit, just write what you can think of. Now, go back and pick 2 or 3 and do them.  I know you may be saying “but I don’t have time for that”.  Take the time.  Nothing inspires like new ideas.

Face a fear.
Not all of them at once.  Pick something you’ve told yourself you couldn’t do, then do it.  Nothing will seem (as) overwhelming again.

Finally: Figure Out What You’re Willing To Do
When you’ve emerged energized an motivated, now make a list of what you’d be willing to do to make the big dream happen. A few ideas to get you started:

Attend networking events.                                                                                                                   
Write 100 blog posts.
Ask for someone to invest in you.
Ask for help.
Invest in a class or training.
Learn a new skill.
Develop a support team that will have your back when you need it.
Sell a luxury item to invest in YOU.
Take that next step that you already know you should be doing.

There is no right or wrong, just what you’re willing to do.  Focus and intent become clear.  How badly do you want it?  Are you on the right path, or do you need to make a change? 
What will you do to make your dreams happen? 
What does reaching for the stars look like for you?
Do you have an Olympian size goal?
Are you tired of settling?