Tuesday, December 29, 2015

2015 Year in Review

Last year was marked by personal and professional growth from painful and joyful experiences. I'm learning so much and making so many improvements thanks to a supportive peer group and inspiring workforce. While so much knowledge is being shared, I also made a more active effort to seek it.

Looking back on failures and lows, lack of training and understanding were always the culprit. 

The several years leading up to 2015 were fast, furious, and amazingly fun. While the past year also held these attributes at times, it was also a very trying string of months during which I learned so much about myself and the crazy ways of the world. I am coming out of it with battle scars accompanied by no regrets.

Having to rebuild my career has been tough, but I'm laying this new foundation as a stronger and more resilient person. Granted, the stress of it all often brought out the worst parts of me for far too long. However, I am thankful for the opportunity to learn from stressful situations and to be able to define my own happiness.

Throughout this new year, I will continue to focus on being happy with the person I am now, the person I am becoming, and the life I am creating in unison with others. I will also keep reminding myself how lucky I am to live the life that I do surrounded with inspiring people. I will ask more questions, care more, love harder, and fear less.

Cheers to 2016!



See also: 16 Professional New Year's Resolutions

Wednesday, December 9, 2015

Climate Talks Lead to Climate Action

Hey Present Emily - Remember your ideals? Don't forget them!

- Keep bike commuting
- Be conscious of energy use
- Don't over-consume
- Waste not, want not

<3 Past Emily

Thursday, December 3, 2015

Belated Thankfulness

That moment when you realized you've achieved your childhood dream of becoming an actress...

...and you didn't abandon your collegiate goal of working in a creative field

...and all those years of high-volume transactions and subtle people skills learned from working in the service industry actually paid off

...and you're thankful because you're actually making a living from dreams and experiences...



#winning






Tuesday, September 22, 2015

The Cost of In-House Telemarketing

While most sales roles are supported by marketing programs that deliver sales leads, many high-level sales executives inevitably find themselves cold calling to hit their quota, which can take time away from more important tasks like relationship building and contract negotiations. To keep high-performance reps focused on closing business, many companies hire an in-house telemarketer or Inside Sales Representative (ISR) to make outbound calls to leads that marketing teams produce. ISRs further qualify these prospects and set meetings with them accordingly. However, results of in-house telemarketing efforts can be lackluster and expensive for a variety of reasons:


1) Overall Cost vs. ROI
When hiring an ISR, organizations must factor in the following expenses at minimum:

1. Pay: Salary, Commission, Bonuses, and PTO

2. Benefits: 401k, Worker’s Compensation, Short-Term and Long-Term Disability, Unemployment, and Health, Dental, and Vision Insurance

3. Training & Management: hard and soft costs associated with not only the trainee but with the trainer and ongoing supervision

4. Infrastructure & Technology: Computer, Software Licenses, Desk, Work Station, Office Supplies, Phone, and Internet

5. Administrative Fees: Payroll Taxes, HR, Recruiting, and IT Support

6. Costs associated with turnover and under-performance


2) Unpredictable production outcomes and meeting quality
An in-house ISR's production will usually vary. If the rep has a bad week, he or she still receives a pay check, and their company will continue to sink more time and money into training and management. Furthermore, the quality of each meeting set by an ISR is heavily dependent upon skill-level, motivation, and thoroughness.

3) Scalability
It is an expensive and manual process to find Inside Sales Reps and train them with no guarantee that they perform. Some reps will produce just enough to keep their jobs, which can create a culture of mediocrity and diminishing returns with newly hired reps. In the case where revenue growth goals are not being met, the additional expenditure for unpredictable results can be difficult to justify.

The good news....

Creating a situation where sales appointments are set at a fixed cost with measurable results is not an impossible feat. If you want to learn more about how you can build an appointment-setting model that delivers meaningful conversations with key decision-makers and influencers who have an interest and an identified pain or need that your organization can solve, let's talk.


Emily McCoy - Business Development Director, SalesStaff
(832) 945-1618 emily.mccoy@salesstaff.com






Friday, September 18, 2015

Creativity in Sales

I was speaking with someone last week who runs a creative services company. He was desperate for sales leads, yet he didn't have a team in place to follow up on prospects.

"It's so hard to keep salespeople! They just don't get along with creatives."

I chuckled a bit on the inside, as I consider myself, a person who has worked in sales for over a decade*, to be a creative person.

I've come to find that creativity plays a HUGE role in sales. Out-of-the-box thinking is useful for overcoming objections and developing win-win (and win-win-win) compromises. Creativity is also important in the development of sales messaging, as using the same pitch over and over again rarely proves to be fruitful.

Bottom line: My career path does not suck.

* Macaroni Grill - Alcohol & Dessert Sales Winner '06 - Holla!


Tuesday, September 8, 2015

Don't Let Excuses Lie; NOW is the best time for lead generation

I've been getting a bit of traction with posts on LinkedIn, so I'll occasionally be publishing draft versions to this blog. Feedback (even the brutal kind) is wanted and welcome!

***
For many, the passing of Labor Day signals the coming of the holiday season. It is also the time of the year when I start to hear time-related excuses for not pursuing supplemental lead generation activities:

"But it's so close to the holidays - we'll have a hard time connecting with prospects during the last few months of the year."

"Our industry basically shuts down mid-November through January."

"We're just too focused on closing out the year to start anything new."

These excuses are not going to move the dial on new sales, and they certainly are not going to eliminate your competition's plans to grow their market share. Proactive demand generation planning and execution coupled with persistent sales initiatives are tried and true methods for helping you get ahead on 2016 profits.

If you are thinking about delaying new lead generation campaigns until 2016, consider these points:


- Call-to-Conversation rates with decision-makers increase during the holidays
With a higher number of support people and admin staff off for vacations and holidays, it can take fewer attempts to reach key decision-makers during the holidays than any other time of the year.

- Delaying initiatives that can grow your sales pipeline may mean not seeing business growth until months into 2016

If you wait until January to launch an aggressive marketing program, your sales pipeline could fizzle out and not build up again until the spring. Launching marketing activities during the later part of the year ensures adequate sales traction for all of 2016 and maximizes your ability to close more business during the year.

- With Q4 just around the corner for most organizations, companies are planning budgets, evaluating vendor performance, reviewing what’s working and what isn't, and executives do not want to bring poor performing solutions, vendors and products into the New Year.

Based on SalesStaff's experience creating demand for hundreds of products and services late in the year, our results show that that your message can be heard loud and clear during the holiday season, as an average of 72% of the meetings set by our Inside Sales Representatives are classified by our clients as either near or mid-term opportunities.

Are you ready to put excuses for not moving forward with demand generation plans behind you? Let's talk about building a fixed-cost model to fulfill your company's need for sales appointments.

Emily McCoy - Business Development Director, SalesStaff
(832) 945-1618 emily.mccoy@salesstaff.com

Thursday, August 20, 2015

It's All About Reinforcement

For any aspiring sales person reading this who has been told they don't have the DNA to hack it in a sales role, throw that comment out of your mental repository immediately and instead ask your manager how you can be better.

Coaching and reinforcement go a long way (especially for the Millennial generation). 

Hit or miss, you can always get better in sales. The sky really is the limit!

Friday, August 14, 2015

When Deals Stall...

Here are a series of questions to consider (thanks, Hubspot / Leslie Ye!):

1) If money and resources were no object, would you be willing to start with our product today?

2) What’s holding you back?

3) When would be a good time to buy?

4) What are your company’s other priorities right now?

5) How can I help you get the resources you need to sell this to the decision maker?

6) So is X goal no longer a priority for you?

7) What happens to those goals if you don’t act now?

8) When are you hoping to achieve X goals by?

9) If I call you back next quarter, what circumstances will have changed?

10) What’s going to be different next quarter?

11) How are you performing against your end-of-year goals [as they relate to your product]?

12) Here’s the timeline for ROI if we start in X months. Does that work for you?


Friday, August 7, 2015

Quote of the Week

"Whatever the mind can conceive and believe, it can achieve."
                                                                                               - Napoleon Hill

Thursday, July 30, 2015

Coping with the Not-So-Good Days

One accomplishment leads to the positive energy needed for another. But what happens when accomplishments start to wane and the cause seems to be partially rooted in stress cause by outside forces?

Look within and push out those negative vibes. This too shall pass! Remember, you are a winner and you know it. You will do whatever it takes to make push things forward and make sure all the right pieces fall into place. Do more NOW - don't wait for your glow to be as bright as it was; it will come back.

See also: How to Recover from a Bad Sales Call

Wednesday, July 15, 2015

Euro Trip 2015!

It's been six years since my husband and I traveled to Europe. In 2009, we were incredibly lucky to stay in Boeblingen, Germany, for three months as he worked on a project. We traveled to many places during this duration - Constance, Paris, Interlaken to name a few of my favorite.

This year, we started our journey in Corfu, Greece, where we were met by other travelers from all over the world who were taking the same boat and bike trip through the Ionian Islands via a tour company called Island Hopping.

Our German hosts, Catharina and Patricia, were amazing and showed us many adventures and special places along the Ionian Sea. Pictures cannot do the scenery justice. The water was crystal clear and blue beyond belief, and the flora of Greece gave pleasure to the eyes. We spent eight days biking through mountains and celebrated over glorious views of islands and small villages.

Each night, our boat docked at a new place and we were given a history lesson before gorging on delicious Greek food, including the most flavorful tzatzki and feta cheese I've ever tasted.

We even danced, shouting Opa! when the opportunity came.

Our tourism was coming at an odd time for the Greek nation, as their debt crisis was making global news. However, the inhabitants of the remote locations we were visiting didn't seem phased. Overall, the Greek people we encountered were joyful, proud, and happy to share their beautiful scenery and culture with us.

Other highlights from our bike-centric excursion: seeing the Tour de France's start, riding Dutch bikes in Amsterdam, and experiencing Copenhagen's bike infrastructure firsthand.

Panagiota, the boat that carried us through the Ionian Islands -Island Hopping /InselHopfen Tours

Wednesday, June 17, 2015

SalesPro Milestones

+1 Lead Generated at a Networking Event
+1 Totally pleasant COLD CALL (it didn't turn into an Opp, but positive conversations fuel my day)
+1 Using Google Alerts for prospect company updates (+1 more for getting responses!)

How to Close a Sale in 8 Steps (HubSpot)

Wednesday inspiration from HubSpot (link):

Thursday, June 4, 2015

Why Journalism was a Perfect Background for Sales

Photo found on Pinterest.

Lately I've found myself reminiscing about my days as a journalist and newspaper editor. I spent a decent chunk of my young adult life reporting and producing newspapers, all with encouragement from a wonderful teacher named Erin Coggins.

When I was barely 18, I shook hands with Al Neuharth, founder of USA Today, and had a book signed by "Meet the Press' Tim Russert. These were only a few fond memories provided by the Free Spirit Scholarship Foundation, which my teenage self took for granted. Rest in peace, news history makers.

Despite my passion for journalism, I chose not to pursue it professionally, mostly because I was told the job outlook would be poor and I'd be living off of ramen for the rest of my life. However, I did not lose my journalistic instincts or ethical standards in the process -- two things that have been critical to my role in sales.

Below are ways to conjure your inner journalist  that may be helpful to anyone pursuing a career in selling:

1) Stay curious.

Ask questions. Seek to understand your prospect's goals and motives.

2) Truth and accuracy come first.

A salesperson's integrity is critical for establishing trust in a process. Don't bend the truth to win a deal. Consumers have the upper hand these days, and you will be found out.


3) You must prepare.

Like you must for an unforgettable cover story, researching who you are talking to is critical for a productive sales call. A simple website skim isn't going to cut it. If time allows, find your prospect on LinkedIn and beyond. Can you find any news coverage of this individual? What about their company and industry?

Find out his or her accomplishments, what's motivating them, and why they should give a damn about what you are selling.

4) You must ask the right questions and many of them.

Make a list before your calls. The more you ask, the more your prospect will speak and you will learn.

5) Paint a picture with words.

Sales is all about creating a vision in your prospects' minds. Use intel from your "interview" to help frame problems and how you can solve them with your solution set.

6) Use shorthand notes.

Recordings are great, but nothing beats shorthand notes. Leave out vowels, and learn to pull important points from your conversation. Don't clutter your sales story with fluff.

6) It is okay to reach out coldly.

In news writing, my mission was to uncover the Truth. I never thought twice about asking for an interview because I didn't feel like what I was doing was imposing on my subject. As long as I could explain my article's intent, people would open up and talk. I helped others get their stories out to the public, and I also helped readers understand new perspectives. In Sales, you can apply this same focus to helping people solve their problems. The monetary exchange is just part of the territory.


Friday, May 15, 2015

Quote of the Week

"The greatest mistake you can make in life is to continually be afraid you will make one."
                                                                                              – Elbert Hubbard

Wednesday, May 6, 2015

It's heating up!

Dear Deal Velocity,

Where have you been all of my life? I always heard I needed you to be successful. Here you are sitting right on my lap, and now my biggest challenge is keeping up with you. I'm looking forward to meeting your friend, Cadence.

Sincerely,

One Happy Emily

Tuesday, April 28, 2015

Quote of the Week

"When life throws you lemons, plant the seeds and grow lemon trees."
                                                                            - Me

Friday, April 17, 2015

Quote of the Week

"One of the main things these women have learned by being leaders in their communities – it’s about collaboration not competition. The more projects embrace the “We” instead of the “I” the more everyone involved is able to succeed. This kind of attitude leads to the doacracy culture that we all so greatly appreciate."


Truth with a capital "T"

Whenever I find myself in a critical turning point in my life, past and present experiences start to blend together right before my eyes.

One theme that keeps coming up lately is the concept of Truth. Yes, Truth with a capital "T".

There are truths and Truths, with objectivism and pragmatism lending themselves to the latter. Perceptions can create noise around overarching Truths, which can muddy up one's ability to be successful.

I also think back to the four ways of knowing that were taught to me:

  • Intuition
  • Authority
  • Tenacity
  • Empiricism 


And I consider the five ways of knowing published by Huitt, W. here:


  • Experience
  • Intuition
  • Religion
  • Philosophy
  • SCIENCE


Misinformation can cloud judgment. Misinformation can cause bad experiences. Misinformation can build belief systems on lies. 

Having a unified means of measurement is critical for establishing Truth, but how does one decide which metrics can be applied to Truth seeking?

How do we prevent the concept of Big Data from being clouded by wrongful intentions?  

Can science really distinguish between truth and Truth?

I hope for the good of the world that Truth will prevail and everyone in this world can find their own version of success.

Wednesday, March 18, 2015

Millenials as a secret weapon

I've been reading a lot about "Millenials" lately -- a generational label most often defined as someone born between 1982 and 2000. People are very opinionated this breed of young people, a generation I call my own.

Take Wayne Staley's politically charged rant as an example. He points out how previous generations put Millenials in a financial rut and defines how the Millenial generation is perpetuating the problem.

Despite recognizing Millenials' technological capabilities, Staley also calls on society to "cease the meaningless discussion about helping youth trapped in marginalized circumstances, and take positive actions. In an increasingly complex world, there is a danger they will be lost. Technological training must be available, and potentially offer them hope for positive futures."

This technological training is available. It's called the Internet, and many Millenials were raised by it and cable television. The trick to enabling Millenials to "fix" the state of the world is to help them define a future that is impacted by their own actions and how those actions will affect and influence others.

Contrary to some of Staley's assertions, IBM is championing Millenials' abilities. The organization's publication Myths, exaggerations and uncomfortable truths calls out several asinine generalizations about Millenials and puts the focus on their strengths:

"The key takeaway for business leaders is this: Millennials represent the first wave of digital natives to enter the workforce, and this does distinguish them. Organizations that have embarked on their own transformation urgently need this digital capital. They should eagerly look for ways to embrace Millennials and create the work environments where top talent can flourish—across all generations. This will require nuanced strategies that reflect the reality of a multigenerational workforce: employees of all ages are complex individuals working in an environment that’s becoming more virtual, more diverse and more volatile by the day."

Millenials are not all self-entitled, digital-addicts who were raised by helicopter parents and instant gratification. In light of being raised by the Internet and a parental set often inclined to adopt technology, many Millenials are highly intelligent people who have been brought up in a world where information remains virtually free at their fingertips.

To this degree, willing Millenials are capable of designing their own journey.  To reach full potential, Millenials must look past decadent lifestyles that are being marketed to them and instead focus on doing good in the world. However, some would argue that money brings mobility, and mobility brings positive social change.

My advice to Millenials would be to stay cautious of appeals to their idealism, to assure their own needs are taken care of first, and to be aware when they are not being treated fairly in comparison to their older counterparts.

I predict that monetary capital will not be the chief indicator of Millenials' successes --  their vast social reach will continue to be invaluable in solving all that is wrong with the world.

Tuesday, March 3, 2015

We can all communicate better.

My office manager recommended this book to me:

It's a game changer, but I won't spoil it for you. At least read a summary if you can't get to the full text.

Saturday, February 28, 2015

Be good. Do good.

Another Quote of the Week + a Reaction to Partricia Arquette's Speech

"To every woman who gave birth, to every taxpayer and citizen of this nation, we have fought for everybody else’s equal rights. It’s our time to have wage equality once and for all and equal rights for women in the United States of America."

- Patricia Arquette,
Best Supporting Actress, 2015 Oscar Speech


According to Fast Company, some might say that Patricia Arquette's recent Oscar speech bombed due to her narrow focus on only females' right to Equal Pay. However, her actions did spark conversation about the topic -- which I believe was her true intent.

The wage gap is a real thing, and it isn't just affecting affluent Hollywood stars.

While Patricia's speech could have been improved, it is important that the issue of Equal Pay be discussed openly with acknowledgment of facts. Those two simple words can cause major tension in a professional environment, so it's important to frame the topic around equal accomplishments and contributions without inflicting direct accusations on employers. In essence, it is a double-edged sword that will only be effective as a single blade.

See Also: 5 Ways to Negotiate for the Paycheck You Deserve

Monday, February 23, 2015

Quote of the Week

"Research shows humans prefer cockiness to expertise. We naturally assume confidence equates with skill. Even the most skeptical will at least be partly persuaded by a confident speaker."

- Jeff Haden
9 Habits of Remarkably Persuasive People


I am still riding high off of realizing what a badass my former public speaker is these days.  Now is a great time to recall that vivid red ink from my persuasive speech reviews: "Be confident! I know you have it in you."


See also: 8 Things Successful People Do Everyday

Thursday, February 19, 2015

Quote of the Week

"When more women lead, performance improves. Start-ups led by women are more likely to succeed; innovative firms with more women in top management are more profitable; and companies with more gender diversity have more revenue, customers, market share and profits. A comprehensive analysis of 95 studies on gender differences showed that when it comes to leadership skills, although men are more confident, women are more competent."


- Adam Grant and Sheryl Sandberg on Discrimination at Work (series)"When talking about Bias Backfires"The New York Times

Tuesday, February 17, 2015

2015 Austin Marathon Race Report

Me and Triscuit, post-race.


I woke up on Valentine's Day congested, still blowing opaque snot rockets from some sort of cold/virus/sinus infection. Panic set in, so I asked Facebook what to do. I tried at least five of the recommended remedies -- from Sudafed to a consistent drip of honey-lemon-ginger-apple-cider-vinegar concoctions -- to clear out my head.  Something must have worked a little magic, because I was less congested on race day.

Justin and I neared the race start just in the nick of time and found Brandon by a large central water cooler before dodging our way through the crowd to the 3:15 pace group. I saw Triscuit immediately and breathed a huge sigh of relief as we listened to the national anthem. I blew my nose one last time before the final countdown, and then off we went!

The year before, I took off up Congress in what felt like a hastier stride in retrospect. This time around Triscuit and I were in lock step with the pace group, and it felt good. We breezed around to South First, where Triscuit became the voice of reason as our pace crept down into sub-7s on the downhill. It was hard to let people pass, but it was harder to pass on  the cupcake handouts on the opposite side of the street. 

We picked up Karen around mile 6 just as things were starting to flatten out again. I was absolutely stoked to have a team!

The next few miles went by quickly until the point where I thought my bladder was going to burst. I resisted it for a while, swearing to myself I wasn't going to do a repeat of last year's race where I wasted at least 5 minutes on restroom stops while regretting my steady diet of beer and queso the day before. 

I spotted an open porta-potty minutes later -- only to have it high-jacked by the dude one foot in front of me.  I was pissed and starting to lose control of my bladder, so I broke ahead of the pace group for a half mile or so around the half marathon split until I found a vacancy. As soon as I popped open the door after the sweet relief, I was elated to see that our pace group passing.

The next 10 miles were pretty blurry. I remember seeing Gina cheering on every other corner like she had magically teleported each time, and we saw Rob and Angel at some point. I spent most of the time focusing on the clever signage that surrounded and trying to convince myself that it was just another jaunt downtown -- that it was all downhill to the Capitol (except when it's not...)!

Triscuit kept reminding me to drink water and handed me her bottle every so often, and I managed to stay nourished enough to avoid a wall by taking gels every 5-7 miles. 

By the time we hit my neighborhood, I was still feeling pretty good. Justin was cheering on our street corner near mile 22. His smile gave me a boost. Realizing that we were getting near the end, I started kicking it into gear as we approached the end of Duval. I began to worry as the runners became more spread out -- I was so so close, but was I really going to be able to hold strong for those few remaining miles? There was only one way to find out. 

I heard loud cheers coming up on Big Grumpy (what Justin and I call the big hill on SanJac) and saw a pack of RiffRaffians cheering just when I needed it the most. Gareth chased me up the hill on a bike, after which I broke out into a sprint for the final 400 meters. It felt so good to be over that finish line and even better that I finally held a pace that allowed me to finish strong. 

Monday, February 16, 2015

Running Success + Nod to a mentor

As I was preparing to write this post about recent running successes, I stumbled upon this article about my former Public Speaking professor, Dr. Andrea Duke, who also happened to race the 3M half marathon last month.

Dr. Duke was the person who gave me a voice as a college freshman and helped me make great strides in curing FOPS, She also happens to be training for the 2016 Olympic trials!

The coolest part about Dr. Duke? She's a mother of two who has gotten exceedingly faster over time. This gives me so much hope as my own running career progresses.

Despite not quite being at a sub-6 minute mile pace yet, I cannot help but feel super proud of myself for the past month's races. I PR'd twice recently -- once at the 2015 3M Half Marathon, which took place on January 25th:


...and again yesterday at the 2015 Austin Marathon, winning 1st place in my division (F 25-29), thanks to my running buddy, Triscuit's, help with pacing:

Now if I can only get myself out of bed for those 5:30AM training sessions I never attend....

Monday, February 9, 2015

Quote of the Week

Perhaps this is the lesson I was meant to learn from the frustration I referenced in my last post:

"Without failure, there is no growth."

Source: Joel Brown, Addicted2Success

Friday, February 6, 2015

Give Credit Where Credit is Due

To the educators who de-emphasized the importance of being an 'A' student:

I heard your point, but I will continue to set my sights on being an 'A' player for the entirety of my professional life.

Also, my GPA gave me a leg to stand on in the difficult job market I became acquainted with in 2009-10. If the ultimate goal is to make students better people AND gainfully employed, please think carefully before de-valuing your own grading system.

- Present Self to Past Self for making a stronger case about why getting a B on a project in which I did 95% of the work for a student who got an A was absolute bullshit (RIP Zoe).

See also: Let go of the past and focus on 'A' Player Characteristics for the present and future.

Thursday, January 29, 2015

Motivational Quote of the Week

"Sales Moves the World. And it takes some of the best, hard working, masterful men and women in business to excel at it. People of high integrity, intelligence, discipline and authenticity.”

Monday, January 26, 2015

Resource: 8 Reports Every Marketer Needs

Marketo might be on of my company's competitors in the marketing automation space, but they sure do know how to make helpful content that one can put to use.

Take The Essential 8: Top Reports that Every Marketer Needs as an example -- what marketer wouldn't want more trace-ability of marketing's influence on sales pipeline?

If I were to improve upon the eBook linked above, I'd add a section about getting Sales' buy in on CRM compliance. Without having complete Opportunity information (including semi-accurate valuation) as well as associated Contacts correctly logged, marketing will not have accurate data to tell which program are working and which are not.


Saturday, January 24, 2015

Letter To Past Self: Setting Goals

Dear Past Self:

Let's flash back to a few years ago when you were faced with a goal you instinctively felt you couldn't achieve. You were new to the job, bringing with you rookie experience in a completely new sale territory. Your quota seemed obscene, but you were motivated. When you missed, you had no idea what to aim for in front of that point.

It's okay, self. You may have felt like you failed (and by definition, you did fail), but here is your consolation, as well as advice for the future:

Set more short-term, obtainable goals that will help you get to that big carrot.

Example sub goals:

  • Read all those industry resources that have been building up in your inbox.
  • Pursue active listening instead of presenting.
  • Uncover departmental and individual motives for change.
  • Never forget to establish a next step.



All the best,

Present Self


P.S. Immediate future self should refer to this as well as this.




Friday, January 23, 2015

Quote of the Week

"Repetition is one of the easiest and most widespread methods of persuasion." 
Dr. Jeremy Dean

This is one of the most basic principles I learned as a student of Advertising, yet it seems to be underutilized in the word of Sales. Sales people only have so much time in front prospects, so being redundant seems counter-intuitive. However, so much gets lost between meetings! For this reason, I will strive to reestablish key points over the course of a sales cycle.


Source: Hubspot

Thursday, January 22, 2015

Gushing on Tamsen Webster's ideas regarding "Why Your Marketing Doesn't Work"

I'm very much crushing on Tamsen Webster at the moment for the creation of this podcast about why marketing doesn't work.

Her key points reinforce several of my betterment pursuits, including how to give an effective presentation:
  • The brain cannot take more than 20 minutes of content at any given time
    • Any presentation scheduled to go for more than 20 minutes should be split into 20 minute chunks! At least change the format by asking the audience to answer a question, participate in an activity, tell a story, watch a video, etc.
    • Keep the inspiration for change -- i.e.,  "how this affects you" proof statement -- in front of the presentation.
She also shares a really clever simile about how brand are like religion:  
  • Our devotion to brands happens in a similar way to devotion to religion, and you're rarely going to convert anyone by yelling out orders to repent.
    • It's up to marketers to create beliefs, not just educate.
      • Who am I talking to, and what do I want them to do?
      • What do they need to belief in order to do the thing I want them to do?
      • Key for sales: It's important to paint the picture of why it is worth it to make a change and instill confidence in the resulting decision.
Furthermore, Kerry acknowledges the role of emotion in decision-making, a factor that is often perceived as shameful but impossible to remove. 
  • In the end, it's usually an irrational, emotional decision that gets made. We use facts and numbers to justify our emotional reactions. 
And I love her perspective on what makes a great salesperson!
  • Great sales people understand how prospects pay attention, process information, what they will respond to, how they make decisions, and what they understand. They are extremely perceptive. 

Wednesday, January 14, 2015

Curing FOPS: How to give a compelling presentation

Remember my Fear Of Public Speaking?

"Sell vs. Tell" is this week's motto:

"The best way to sell something is to let the customer talk himself [or herself] into it, according to Dale Carnegie. Which means the most effective sales and marketing presentations are collaborative conversations where both sides are contributing."

Source: MarketingProfs