Why it Pays to be Picky in Sales

Why Goals + Clarity = Success

Having absolute clarity around targets and goals in life is a must if you want to achieve anything.

What do you want?

When do you want it?

What are the critical elements of this?

Why is it important to me?

All valid questions whether you’re talking about a new car, new house, new wardrobe, new life…

Having clarity around what your goal is, makes a huge difference to the chance you have of achieving it.

And that applies to the clarity of vision you have around what your perfect prospect looks like.

Yet why do so many sales people chase after every lead as if it was their perfect prospect?

Be a Picky Sales Person

Chasing every single sales lead is a fast track to busy fool via a number of unsavory places called broke, exhausted, stressed, rejected and marginally psychotic.

The truth is the more clarity you have around who you want to do business with, the easier it will be to find that prospect.

The more clearly you’ve defined the perfect prospect attributes, the easier it will be to spot them in a crowd.

You might say you only want to do business with prospects who wear red hats, just imagine, how easy is it now to spot your sales prospects from a multitude of sales prospects in an entire rainbow of coloured hats.

Without a doubt your brain will go look for, and find, what you tell it to look for and find.

But you have to be specific.

Woolly instructions get second rate search results…

Being Specific Helps Your Brain Deliver

So you only want to date blondes? Your brain won’t even see brunettes.

Looking for a black car? See how easily your eyes slide around the showroom, ignoring all the other pretty colours?

Only want a hotel by the sea? That’s exactly what you’d put into Expedia or your travel site, because that’s all you want to look at.

Maybe Google Search Criteria Could Help Brain Searches be More Effective and Efficient?

I would wager that we spend more time formulating our Google searches and search criteria than we spend formulating our prospect searches in our own brain…

What do you think?

Maybe if we started using our brain’s search function like we use Google on our browser to search out exactly what we wanted in our sales pipeline we’d have lots of time, money and business.

Think about the last time you used Google to search something specific, here’s mine…

Walking holiday + uk + group + lakes + summer + 2018 + guided

And I got a very specific list, scanned the first 6, looked at their websites and called/emailed 3 for more information – took 15 minutes tops.

So, how often do you do the same when you’re searching for your perfect sales prospect?

Are you that focused, or is it that your profile criteria is a little woollier and less defined?

Maybe that lack of clarity is causing you to waste your precious and finite effort and time on prospects you really should ditch?

Prospects, that if you really knew who you wanted to do business with, wouldn’t even get on your call list…

Getting Picky with Prospects

What are your idea search criteria?

Many sales people will already automatically screen for geography and sector, but real clarity comes at a much deeper level than that…

Some of you might even go as far as turnover, company size, years trading, legal status…and this goes some way

But, what else could you use to profile your prospects?

Remember you’re thinking about your perfect prospect here, think about who would make it on to the list and who would get an auto reject from that list (because it’s often easier to articulate what we don’t want as opposed to what we do want)

Obviously many of the criteria will depend on your sector…but consider this list a starting point…

Potential Perfect Prospect Profiling Criteria

  • Credit score rating
  • Job title/specific job function exists ( no point selling to the Head of Marketing if your current firm don’t have a marketing function!)
  • Number of customers
  • Number of offices
  • Domestic/International
  • Owner/ Manager/Board run
  • Number of employees
  • Product/service provider
  • Niches they operate within
  • Profile of employees
  • Growth path
  • Turnover and profit trends
  • Age of business
  • Current competitive users of your type of service / kit type
  • New recruit in place for your key decision maker / recent personnel changes
  • PR, Marketing, Social activity, blogs, adverts, expos attended
  • Deadline driven industry
  • Pending legislative changes
  • Culture in the business
  • Position within their competitive sectors
  • Membership of trade bodies, associations
  • Level of ambition
  • Supply chain / distribution model
  • Awareness level / ready
  • Tech savvy

There are many questions you can ask yourself…

You’ll most typically have two or 3 perfect prospect profiles depending on your business, your products /services

You Should Also Consider:

What’s the value balance?

For a potential prospect to be deemed as being perfect or near perfect there should be some balance in the exchange of value…

Your perfect profile should get value from using your products services at an agreed multiplier…else why else would they engage your solution, and why would they use you over and above your competitors…?

But on the other hand, you should also get value, not just profit, but value from having them as your customers…for example, consider this, could your perfect prospect be:

  • A raving fan?
  • A great provider of referrals?
  • A gateway account into a bigger network of potential easy to convert business opportunities?
  • A super case study?
  • A test case for moving into another sector or niche?
  • A testimonial to use?
  • Nice to do business with?
  • A potential partner organisation?
  • A learning opportunity?

Value has to work both ways, especially with perfect prospects and it’s worth bearing in mind when you’re thinking about profiling your ideal customer types and buyer personas.

Getting Started

Always the toughest bit but that need not be the case, perhaps the easiest way to start is to take your top 10 perfect or near perfect clients and brainstorm or the reasons you think these clients are so good…

You’ll be surprised what you’ll discover – from they give great feedback, to they’re very flexible to work with, or it feels like a real partnership, they’ve had huge success since working with you to they always pay their invoice ahead of time…

You’ll get the most from this exercise if you involve people who work with these clients across the business from help desk, finance, logistics, sales etc…everyone will have a different perspective on the client…

Don’t forget to ask your clients to…maybe a telephone research or a survey monkey questionnaire – simply asking why they selected you, what they like about working with you and would they recommend you, can give you insights and pathways you’d never thought to consider in terms of profiling your perfect prospect and building your ideal customer profile.

If you’d like to discuss this in more detail – call or email 0779 002 1885 or carol@mortonkyle.com

You can also sign up for our weekly Advanced Business Achiever – free weekly sales and business development tips to help you boost sales performance in your business. Ideas for weekly mini sales training sessions or daily sales huddles. Just hit the link to get your copy.

Happy Selling

Carol

www.mortonkyle.com

p.s. we also cover how to build the ideal customer profile on The Sales Improvement Workshop, join us.

p.p.s. if you’re looking for a B2B sales program to embed in your own business, a sales development program that supports continuous sales improvement and covers how to build your perfect prospect profile and capitalise on your ideal customer profile – check our TurboCharged Sales

 

Sales Training – Telesales, Field Sales, Direct Sales, Lead Generation, Appointment Setters

NEW SHEFFIELD DATE RELEASED

The fastest, most efficient and effective way to refocus the minds, activities and intentions of the sales team.

The Sales Improvement Workshop – Sheffield Sales Training

Discover:

  • How to fill your sales pipeline with high quality, fully qualified sales prospects
  • How to get more positive results from your sales efforts
  • How to ensure your prospect is receptive to your pitch BEFORE you pick up the telephone
  • How to create clear blue sky between you and your competitors
  • How to shorten the sales cycle
  • How to have an objection free sales pitch – zero resistance sales pitch
  • How to work out your sales recipe – the key to getting more positive sales results!!
  • How to boost motivation and sales focus

50 MAKE OR BREAK CRITICAL SALES FACTORS

All good sales stuff – which means you get a REAL sales upgrade because the whole purpose of the day is to look at over 50 MAKE OR BREAK elements of the sales process, THAT YOU CONTROL, BUT PROBABLY DON’T USE TO THE MAX!

If you are aware of THESE CRUCIAL MAKE OR BREAK SALES SUCCESS FACTORS, you’ll know how they make selling and closing so much easier…but if they’re ignored, those same CRITICAL SALES SUCCESS FACTORS can trap you in a cycle of sales hell…meaning you’re closing NOTHING.

avoid the common sales pitfalls of

  • Extended sales cycles
  • A sales pipeline full of questionable potential prospects
  • Unstructured sales pitches
  • Objection laden sales pitches
  • Competitors crawling all over your deals
  • Dropping your prices to secure the deal
  • Offering more than everyone else and still losing business to lesser competitors

Just join us – details here  – and you can enter a draw for 6 weeks sales coaching

Improved sales results are waiting for you – The Sales Improvement Workshop – Sheffield 

Any questions – of if you want to book an in-house course – 0779 002 1885 or carol@mortonkyle.com

The Sales Improvement Workshop – Sheffield

Sheffield Sales Training Skills Course - Lead Generation, Telesales, Direct Sales, Field Sales, Appointment Setters

Sales Training for Telesales, Direct Sales, Lead Generators and Field Sales

Sales Training Sheffield

10 WAYS TO INCREASE THE RATE OF NEW PROSPECTS ENTERING YOUR SALES FUNNEL

 

How to build your sales funnel quickly and with quality prospects

  1. Prep your call list outside of core selling time
  2. Research your key targets
  3. Have a VERY specific reason for making contact, and be able to communicate that reason directly, succinctly and without confusion
  4. Name drop mutual contacts
  5. Getting a referral from the mutual contract is even better
  6. Be brief – get straight to the reason for the call
  7. Ask permission to engage – don’t bowl in and hit them over the head with a sales pitch
  8. Have 3 very short questions that let both you and the prospect identify if it’s worth continuing the call
  9. Book in either a time to have a more extended sales conversation or to meet
  10. Add the contact via all their social media feeds and set up a Google alerts for this contact and their company

Firms often forget that telesales – selling, appointment setting, lead generation is about three things:

  1. Being absolutely crystal clear about your target prospect
  2. Being totally committed to the solution you can provide for the prospect
  3. Using the initial contact to qualify, gain credibility and start the sales process

Doing this means the sales team, telesales team, lead generators or appointment setters:

  1. Won’t spend hours chasing prospects who will never convert
  2. Will quickly, efficiently and cleanly separate the viable prospects from the time wasters
  3. Increase their VALUABLE talk time
  4. Increase their speed of introducing new sales prospects to the sales funnel

Now what could be easier than that?

You could do this

Bet You Don’t Read This….

How to earn a higher sales bonus

You’ll skim past this link because:

You’re so successful, you don’t need any more clients…

You don’t want or need to earn any more bonus right now…

You don’t think this program will make you any better at selling than you already are…

You don’t think it will make you any richer…

Or any more successful

Or maybe, you know you don’t have the discipline to consistently work at something for 21 days, no matter what the financial and professional rewards are…

That’s ok.

Today’s not the day for you.

Not yet.

If, on the other hand, you skimmed past it because:

You think it’s just another sales training course

You’d like to upgrade your skill sets yet you’re too busy to sit in a room for 8 hrs

You know that you know what you know, but you can’t work out what it is that you don’t know…and what difference it makes

Then simply hit the link here…TurboCharged Sales and start the next step in your sales career.

TurboCharged Sales is the ultimate rinse and repeat sales improvement program, designed for busy, ambitious B2B sales professionals who want to realise their full sales potential, and enjoy the financial rewards of their focussed sales efforts.

 

 

 

Most Popular Free Download Last Week…2,176

Build Great Sales Pitches and Result Generating Sales Proposals

Upgrade your Sales Business Development Skills and Processes to Create Hungry Sales Prospects

Most popular download last week – 2,175 downloads…get your copy now…

How to Price Like a Pro!

Most firms will spend a lot of time thinking and talking about price.

Fewer firms will spend time thinking and talking about price and positioning.

Even fewer will think about using price as a key positive differentiator.

That’s why you should!

This guide will tell you how.

It’s the Anti-Coach!

Sales Training Sheffield - Sales Coaching

Sales Training Sheffield – Business Development Sheffield

It’s Not Who You Think…

Here’s how you’ll know if someone else has more influence over your sales team than you do…

How many times have you heard the following from someone in your sales team?

”We can have this order but we have to beat their existing supplier….can we do anything?”

”The competitor has just dropped their prices on this, the customer says we need to do the same if we want their business…can we match it?”

”They want a discount on their first order with us, just a trial rate, just to try us out…can we do it?”

Just how many times, and how often, have you heard this from your sales team?

Sales Coaching Rocks!

It totally does.

Want to see a spike in sales – get away from the desk and spend time with the team.

Productivity and efficiency spikes? Get your sales leaders sat next to the mid-term players and see them move up the ranks.

20% uplift straight away.

20% ++ in some instances, and even better, it costs nothing.

So why am I even bothering to write about this?

Sales Coaching = Influence.

When we coach, you and I, we’re building up influence.

We’re transferring strong sales mental software that you and I have configured, with no bugs.

The more you and I coach our team, the more we influence.

The more we influence, the strong the mental software we install.

Stop coaching and all sorts of bugs creep in.

Because here’s what happens when we don’t coach our sales team…

Someone else does…and those people don’t have YOUR business best interests at heart.

Who?

Your Customers…

Your sales team spends a lot of time with your customers.

Your sales team may spend more time with your customers than they do with you.

They want to please your customers.

Your sales team, because of how they are wired, will derive great pleasure from doing this.

They’ll even take flak from you, the business leader, if the customer is happy.

Your customers have a huge sway and influence over your sales team.

Your customers will let your sales team know what pleases them and how to get their business and leave it for the sales person to battle with the business.

Your customers might even suggest strategies the sales person could use to get the sales manager to say yes…..

After all, haven’t we all had the sales person walk into our office with a deal that’s far better for the customer than it is for the business?

That just means your customer has been a better coach to your sales person than you and I have….

This way danger lurks….

Your Competitors…

Yes….your competitors are coaching your sales team every single day…

Not one single business card has been exchanged, nor telephone call, email or Skype….nothing.

Your customers are the fastest and most intelligent conduit for your competitors to coach your sales team…

How often have you heard the phrase…

‘Competitor X has just slashed their prices by 10%, so customer B wants to know if we can do the same or should he place his order with Competitor X’

What do you do?

Yet again, your customer and your competitor are coaching your sales team….back door coaching.

Robbing you of sales and margin that are rightly yours.

Again, if that’s a stronger coaching force than you or I then we can hang swinging…and deserve to.

Your Prospects…

Your prospects are great negotiators.

After all, your sales team are probably sat in front of the prospect because they want to kick and incumbent out?

What’s that tell the prospect?

Well, a savvy prospect knows there is a deal to be done.

A savvy prospect will test how much the sales person wants the business.

Typically they’ll test how much they want the business by claiming (and this is a rookie hole to fall into) that they love their current supplier and would only move if the price was much less…it’s all about the cheapest after all.

So, your sales person walks through the door to the sales office with a signed order that costs you.

Your savvy prospect has coached and sold your sales person their prospect reality…

Savvy prospect!

We’ve all had sales people do this to us.

You and I know the drill.

But instead of wondering what the hell’s going on with the sales team…I’ll tell you.

We’re not spending enough time with them.

We’re not telling them the business reality.

We’re not installing great sales software.

We’re letting the bugs in.

You and I are letting other people coach our sales team…

And that’s a really easy fix.

Sales coaching is about influence.

If you’re not influencing your sales team there will be a void and they’ll look for something/someone else to fill that void.

That something or someone could be the rest of the sales team, that can be good and bad, but usually bad.

It could be anyone of the three dark forces above…and that’s really bad.

It could be their friends and family who don’t really understand what they do… that’s usually bad too…you’ll know if you’ve ever had a meeting with a sales rep who wants a salary hike because their partner thinks they’re worth more than you’re paying them…very bad.

Or you…and that’s usually good.

Get coaching!

If you’re looking for fresh sales and business development insights to help you drive your sales team and improve sales performance – check this out – totally free and NO SPAM – The Advanced Business Achiever 

Also – take a look at this

www.mortonkyle.com

Got Your Battle Rattle?

Sales Training Sheffield and Business Development Training Sheffield

Sales and Business Development Training Sheffield

In army slang ‘Battle Rattle’ means wearing full battle kit…FULL.

I’ve yet to find a suitably equivalent term to apply to the sales arena…

Maybe you could suggest one…

In truth…I like Battle Rattle.

You see, in my mind, it’s not just about the external kit and the benefits and challenges it brings, it’s not about doing combat (because good sales people just don’t) with those encountered, it’s not even about the protection and security of being part of a tribe when it matters most.

But it does speak to my mind about the sense of endeavour, the effort, the focus, the commitment.

Because, after all, in the army arena, any ambivalent indifference to success is critical, and may be fatal…

Thankfully, the stakes on the sales field are never so high.

Does that mean the commitment, focus and intent should be any less?

That’s a personal question and a very personal choice.

You might say the two worlds can’t be compared…I’d agree.

You might say they have more in common than we suspect…I’d agree with that too.

Whatever your view, you and I can agree that mindset is everything.

Think about this

Two sales people, same training, same skill level, same support, same product, same back up, same sector, same everything.

Yet one flies, smashing sales targets for fun and the other is a constant ball of stress expecting to be fired at any moment.

I see this all the time.

In fact, when meeting a new sales team, the game I play with myself is to spot the sales winners before I see their stats.

I win most times.

For no other reason that success shines and failure lurks like a dark secret.

Ok, the example above is a representation of the extremes, but those extremes and the resting places between those extremes are easy to spot.

Too easy.

But the real bad news is, if I can see it…so can the prospects.

According to research by CSO Insights, 54% of sales people won’t hit their sales target.

Next time you’re wondering about why you’ve got some super stars and some not so super stars on your sales team, just consider one thing.

All the training, skill and product knowledge in the world will only get them so far.

All the revised reward and bonus schemes may get them a tad further.

Short term performance improvement programs might also help.

But before you check out and invest in all that…check out their Battle Rattle too…

State of mind is everything.

 

If you’d like to beat the national average and make sure your team’s not part of the 54% Club, take a look here…

Bespoke Sales and Business Development Courses

Sales Training in Sheffield – The Sales Improvement Workshop

You can also pick up this – TOTALLY FREE

www.mortonkyle.com

 

It’s the End of the Month…Not the World…

How to feed the sales funnel and do sales forecasts, sales training Sheffield

How to Sell – Sales Training Sheffield, Business Development Training Sheffield

Ok, so the sales target was a tad elusive this month. It’s not ideal, so before it’s too late and you get into major panic mode, here’s a few things you’ll want to do.

When you get the urge to do these things I want you to stop….

Stop in the name of all that’s holy, and just have a firm word with yourself.

Here we go:

You’ll want to offer a discount to sales prospects further along in your sales pipeline to get them to bring their order forward.

STOP – you may be able to do this on a rare few prospects, but think carefully. You’re effectively robbing yourself of good profit…which should be reason enough.

EVEN WORSE – you’re educating your prospects to buy from you at month end because you will discount if you need to hit target.

IF THAT WERE NOT ENOUGH – you’ve just pillaged next months sales pipeline so you’re going to hell….

You’ve just committed the first step in the three-step sales program called ‘Race to the Bottom’

The other two stages?

Well you did ask:

You’ll start to tell yourself lies.

Such lies.

Lies about how it was the market, the competition, the economy, your industry, your car, the moon, your birth sign, your first primary school teacher…

You’ll blame everything and everybody other than the person who puts your socks on in the morning.

Yes, you!

No flagellation required here…but as in any stepped program, it’s a stage you’ll go though, and get over.

But you must have a cold hard look at the reality of the situation and examine exactly why you missed target.

Next? If you insist…

You’ll start to make grand plans ….or maybe not….

And whether you do or not depends on how well you’ve been able to get over telling yourself lies…

So these grand plans…such grand plans.

The same size of plans you make when you think about getting to Everest base camp, cycling Lands End to John O’Groats or getting up before the alarm goes off to go to the gym…

Yes, those kind of plans.

You’ll get happy and glowy on the euphoria…you have a plan, how can you fail?

It looks great on paper…chest out, confident stride, I know you’re telling yourself you can do this. Go You!

Hello, hate to pitter patter on your parade and all that, but how different is this to the plan you had last month?

Or, you could fall into the other camp…

You’ll suck it up, all the grief from the sales manager, the sales team and anyone else that’s subsidised your existence this month and you’ll have faith and believe that you were just unlucky.

It was just luck, and it’ll all be different next month.

So make plans or don’t make plans…you can’t control this stuff can you?

So the The Race to the Bottom in three quick stages…

Or you could so this 

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

 

SALES JOBS IN SHEFFIELD – Telesales and Lead Generators

Sales Jobs in Sheffield, South Yorkshire

Sales Jobs in Sheffield

You and I need to speak if:

  • You are a sales professional
  • You like sales and see your long-term career in sales
  • You love working with clients to find the best solutions and outcomes for them
  • You respond positively to a challenge
  • You’re looking to move away from a boring repetitive sales role and want diversity, autonomy and a basic and bonus structure to reflect that
  • You want career progression and welcome the opportunity to grow at your own pace and be encouraged and positively recognised for that
  • You have a proven track record in achieving targets consistently

Telesales/Lead Generators – 2/3 Positions – Sheffield

I am seeking 2/3 individuals to work with my client in Sheffield.

A well established and very stable company they are expanding their b2b sales team.

You’ll be speaking with decision makers to assist them in how they organise their business.

You’ll be responsible for using social media to generate leads and prospects and maintaining a healthy and proactive database of leads and opportunities, then profiling the leads in order to pipeline future sales opportunities.

You’ll be spending a large part of the day on the telephone generating leads, appointments, opportunities and market intelligence.

Sales cycles can sometimes be long to start off with so you’ll need to be an excellent communicator, great relationship manager and a first class sales professional at all times.

To register your interest in the first instance – email carol@mortonkyle.com with your CV, notice period and your current salary details. 

Interviews over the next 10 days, ASAP start, happy to wait for the right person.

This is not hit and run sales and this is NOT a call centre.

You’ll be working directly with the Directors in the business.

No previous industry experience is required – just that you have a minimum of 2 years b2b sales, telesales and lead generation experience.

Basic salary 16-18k based on experience – uncapped commission structure 24-25k plus

********************

Field Sales Manager/Business Development Manager – 2/3 Positions – Sheffield

You will be working across the UK in specific vertical markets to perform the following:

  • Attending new business appointments with prospective customers
  • Conducting extensive fact finds
  • Exploring options with buyers
  • Producing sales proposals
  • Winning business

Industry experience is not required as you will receive extensive training and support from this well established and stable company.

However to be successful in your application you should be able to:

  • Demonstrate a high level of competency in b2b sales
  • Demonstrate your skills in working in and achieving in a targeted sales environment
  • Confidently consult and sell at board level

This role requires that you have a minimum of 2 years face to face sales experience, selling to senior decision makers/boards.

You will have quarterly targets.

You will be provided with sales leads, appointments and sales opportunities for you to close.

The basic salary is negotiable depending one experience between 23-26k, OTE is 50K plus, and this is an uncapped bonus paid monthly. This role also comes with an expensed car and benefits associated with a role of this nature, and, of course the usual gadgets.

This is a well established, stable and well respected business with offices around the UK.

To register your interest – please send your CV, with details of your notice period and current salary package to carol@mortonkyle.com…this is an ASAP start, however the client is prepared to wait for the right candidate.

First interviews ASAP. Client interview w/c 7th Sept – these are ideal dates and we appreciate we may need to move outside of these dates for exceptional candidates.