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Sales insights

5 Rules to Maximize Your ROI at Your Next Conference

3/26/2018

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Conferences are an excellent way to get exposure and network, and a prime source for new prospects.  Here’s the challenge though; you’ve just registered for your next conference with the intent of getting business - now what?

Most companies and salespeople really have zero game-plan how to make the most of their conference.  The intentions are there, but intentions don’t produce results.  As a consequence, the conference ends up like all other conferences.  Nothing to show but a hangover, a collection of business cards that find their way into the circular file and wasted resources.

To maximize and get the biggest ROI at your next conference, follow these 5 rules.
  1. Do your homework - Know in advance who’s your ideal customer.  Research the vendor and attendee roster on the conference website.  Every conference today posts this information.  Target your top prospects, research them on LinkedIn and then create a plan to meet and engage them while you're there.  Do not waste your time with vendors or attendees that aren’t your ideal target.​
  2. Master your introduction/position statement - It’s not an elevator pitch, but it is a 15-20 spot on what you do.  Any more than that, and you don’t know what you do with enough clarity to engage someone
  3. Get attention - Be a speaker, and be viewed as an expert.  Conference planners struggle to find presenters for the smaller stages and breakout sessions.  Positioning yourself as a presenter automatically creates the perception that you are the expert.  Post all over social media about your talk/topic before the conference, during and after.  Post video snippets of the presentation.  If you are not able to present, promote aggressively to your contacts that you'll be there and look forward to seeing them.
  4. What problems do you solve? - Know what problems you solve for your prospects and focus your message on those.  People want to know what’s in it for them, so tell them.  Tell them what problems you solve and how their business or lives will be improved.
  5. Follow up and follow through - Nothing is more important than following up and following through.  These are the two of the most important skills salespeople lack, and the two of the biggest areas customers complain the most about.  Follow up with leads immediately and follow through on your commitments even faster.

Conferences can be fun, and they can also be long and tiring at times.  Either way, they’d better be profitable and successful.  That’s what your company is counting on.  Follow these 5 rules and you will improve the ROI and success of your next conference.
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The #1 Problem You Face in Business is...

3/12/2018

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The #1 one most important success factor companies have is also the #1 problem that all businesses face.  Sales.  

Sales are the #1 reason companies succeed or fail.  You can argue that people, products, services and process are more important. They’re all important, but sales are senior to all.  Without sales, none of those matter. 

This isn’t a what came first argument, the chicken or the egg?  Most businesses today are started by selling and idea or concept, and then creating it after its been sold.  Without sales you don’t need employees, you don’t need products or services and you certainly don’t stay in business.  So if lack of, or not enough of, sales are the #1 problem businesses face, why do so few companies do little to nothing to fix sales growth?

There are many reasons/excuses, and they usually come down to lack of resources; whether those resources are time, money or other, it’s usually resource related.  What’s ironic is resources are the worst excuse of all.  Sales development doesn’t require tremendous amounts of time.  It needs consistency. Sales training isn’t expensive.  It should actually pay for itself with results.

Abraham Lincoln said, “the best way to predict the future is to create it.”  The best way to predict your sales success is to create it.   Your first step in creating your sales success is sales training. To take away any excuses, we created the ideal 1/2 day program for you.  It’s motivational with tangible sales take-aways, and it’s cost effective. For more information, and to learn more for your team, click on the link. 
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Why 'Fake it till you make it" is completely misunderstood

3/5/2018

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You’ve heard the expression “fake it till you make it.”  It’s used frequently by entrepreneurs and professionals alike trying to get to the next level.  It’s a great belief until you realize that almost 100% of the people saying it have no idea what it really means.
 
Most say it and believe it’s about pretending to be a certain way until you succeed. Nothing could be further from the truth.  

Fake it till you make it is not about:
 
  • Flashing a fancy outfit
  • Buying toys (jewelry, cars, etc.) to project an image of success
  • Going to expensive restaurants or clubs for image 
  • Spending time in the office to keep up appearances. 
     
Fake it till you make it is about:
  • Having breakfast with a prospect before anyone else shows up
  • Dressing for success, not for flash to impress 
  • Prospecting, building your skills and building your network
  • Staying late and making one more call, email or ping 
  • Doing the professional actions of successful people 
 
Fake it till you make it means living and breathing like an expert, working like an expert, and not pretending.  Successful people never stop doing what made them successful.  It’s a lifelong decision, not a choice until you think you’ve become successful. 

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