Category Archives: Goals

Achieve your goals!

Authenticity, Creativity, Dignity, Education, Goals, Loving Life, Performance, Top Ten Principles of Selling, Uncategorized, Winning

May I have my algorithm, now, please?

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May I have my algorithm, please? Remember when dating sites first came out? I don’t know if they still do this, but they used to promote this thing they “did”.

Finding your perfect mate…mathematically! 

Here’s how it works. You enter answers to a survey. Do you smoke? What is your age? What was your GPA during college? What is your profession? Are you an outdoors person? Do you like to drink pickle juice in the middle of the night, watching TV in your swimsuit?

You know, the usual.

And then, they would run all of this data using an algorithm against all other data – and POW! Your perfect match! We did the math and here he is!

It was always a little hard for me to buy

I found myself deeply suspicious that anyone’s algorithm could take all of this “perfectly” correlated data and find me the right guy.

Unfortunately, this is how most “Sales Training” works

We are trained that if we can capture a bulk of the circumstances; the level of the decision-maker, the industry, the economy, the average length of a sales cycle, the ferocity of the competition, and the number of pixels on our marketing pieces (as a sample set) – and we can put this all into a formula and POW! – we will have the right approach to CLOSE THE DEAL!

To that I say ‘hooey’

Each sales transaction, every one, is a complex and delicate social and psychological transaction. Whether you’re selling your three-year-old on eating his peas, or selling an airplane contract to Boeing. Procurement departments are put in place to keep this complexity out – but that just adds one more element to the mix.

How to use sales training

Here’s what I’ve found to be VERY useful. When I hear something that makes sense, I give it a try. See if it works FOR ME. If it does, I keep it. If it doesn’t, I tweak it or toss it. I don’t spend a lot of time trying to figure out what is wrong with me that it does not work.

When I hear something that makes me sick to my stomach, I ask WHY I am being trained that way. There “might” be a good reason. If there isn’t, I scrap it!

When I have worked for a company who insists on a certain way, I found my self-expression in it – or moved on.

There is NO exact formula or mathematical algorithm to sales. It is a constant dance and an unending opportunity for refinement and education. It challenges and fascinates me. And I love it. I have found my voice in it.

I wish the same for you and am willing to help in any way I can (and willing to learn EVEN more than I now know!)

So, let’s keep this community going! It is a beautiful art we pursue! 

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Love ’em UP!

The Irreverent Sales Girl

Creativity, Customer Service, Dignity, Goals, Loving Life, Performance, Uncategorized, Winning

Making the most of my conference attendance!

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Going to the Big Conference

Here’s one for those who attend conferences. Some juicy tips that will help you make the MOST of your dollars.

I’m headed out to a big fat conference in New York this week. All of the decision-makers in my industry are attending.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

I’ve gotten to be a bit of a pro at this (at least for myself) and would like to share my favorite tips for making the VERY most of the time and money you are spending to attend:

1) To booth or not to booth
I am attending this industry-standard conference as a vendor. But, NEVER as someone with a booth. Know why? I find it’s a waste of money. If the conference will let me attend as a vendor without a booth, I DO IT! I circulate more. Meet WAY more people. And spend less money. Geez, I hope the conference organizers aren’t reading this 🙂  If I MUST have a booth to attend, I work to get myself on as many panels and invited to as many parties as possible.

2) Pre-conference Prep
I email my entire list of current pipeline prospects and people I haven’t spoken to in quite some time. I ask them, are you attending the such-and-such conference? I will be there and I would LOVE to meet. This accomplishes a few things. 1 – it gives me credibility as someone who is keeping up-to-speed as a thought leader. 2 – it gives me the chance to set up appointments to meet people face-to-face, which allows for some nice efficiencies. 3 – It gives me a reason to be in touch. 4 – it allows me the opportunity to be a resource to my customers who can’t make it to the event – I touch base with  them when I get back about the top 3 things I learned – or with people I’d like to connect them to.

3) Opening the conversation
I used to find this to be the hardest thing to do at a conference. What do I say that won’t annoy the daylights out of someone who is there trying to get educated in their field (and avoid vendors, frankly). Now, it’s easy. I simply ask: “What do you most want to get out of this conference?” or “What is the thing you would say has been most valuable about your time here?” This opens the conversation for what THEY care about. Often, I’m able to serve as a resource with some of their key issues. SCORE! (And they’re glad to talk to me because they are talking about themselves. Critical.)

4) Don’t drink
I leave the alcohol consumption to the celebration of all my new business when I get home. If I am really going to work the conference to its best advantage, I need all the stamina and sharpness I can get. I go to the parties and join in on the fun, but I keep it straight. This is my business, after all.

5) Bring LOTS of business cards, but leave the presentations at home
Conference attendees do NOT want one more thing to drag home with them. I bring plenty of cards, and make sure I get theirs!

6) Carry the Thank You notes and stamps along with me
Yep. The hand written Thank You note again. When I am REALLY on my game, I write the cards out before I go to bed. At least I have them on the plane with me for my ride home. I believe people are impressed that they get something personal from me right away on their return.

7) Set a goal
I set a goal of how many meaningful connections I am going to make at the conference. Connections that could lead to a sale. My goal for this three day conference is 20 meaningful connections. Obviously, I will make many more connections than that, but I’m talking about the ones that will lead directly to further conversations about working together. I hold myself to my goal and I don’t quit until I’ve made it. It’s a great game!

8) Be a stalker
This is only for the VERY accomplished. If I am listening to a keynote or a panelist who is a big deal at their company (my favorites are the Fortune 500 CEOs), this CAN be an ideal time to connect with them. But, I am careful. I MUST have something MEANINGFUL to say that takes about 5 seconds and addresses core issues they just mentioned. I ask them for a CONNECTION at their company, not for THEIR time. These can be magical moments.

9) Love ’em UP!
When I get home, I’m quick to put a bullet-point summary of the value I got from the conference. I send this to all my peeps who I did not see at the conference. I become a thought leader and valuable resource! Then, I connect with all the *meaningful connections* to set future action. I do NOT let this wait until sometime next week. I will take off Tuesday afternoon, as a reward- as long as those communications go out ASAP!

10) Balance the drawer and then we’re out!
I take care of my finances. It’s never fun, but I challenge myself to finish my expense report and turn it in within two business days. No use carrying balances for the work I have done.

Great! I’m ready to rock ‘n roll! What strategies do YOU use to make the most of your conference time? I can’t wait to hear!

Love your peeps UP!

The Irreverent Sales Girl

Dignity, Goals, Irreverence, Loving Life, Performance, Purpose, Self Care, Uncategorized, Winning, Wisdom

So many times it happens, we live our life in chains…

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and never even knew we held the key.

NOT ME!

I was working with my business partner the other day, working on our strategy and business planning. A break from the selling to get more focused on the bigger future.

We started to explore some of the “low-hanging” fruit for ways to generate revenue. Things we could start marketing NOW and building a larger income base.

And then it struck me! These were all good ideas. And they could be sold. BUT, I WOULD HATE DOING THEM. Besides, they don’t give us any leverage to scale. They would only be a way to make a little more money in the short term, and they would lock us into commitments and marketing development and product development for at least the next nine months.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Something in the back of my head yelled STOP! (Thank goodness!)

It is OK to demand of my created business that it be fun and that I enjoy doing what we’re doing. I can always get a job that demands me to do stuff I don’t like. Why would I dare bring that into my own creation?

And then I saw, if I am patient and I keep doing the things I love, the money WILL take care of itself. I don’t need to worry about that right now. (Fortunately, I don’t need to worry about that now).

The point is – I realized how quickly I build prisons for myself when I am pursuing the the things I love. I approach my beloved projects with conversations from THE PAST which is exactly where I am moving away FROM!

Today, I will have the courage to envision my ideal future and keep trusting that it is mine to claim!

Hand me those keys, will you?

Appearance, Creativity, Customer Service, Dignity, Goals, Irreverence, Loving Life, Top Ten Principles of Selling, Winning, Wisdom

Are you HOT?

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Hot Selling
Be hot, sell more

Are you HOT? Let me clarify.

When you are HOT, you have great attitude! People want to buy from confident, self-possessed, passionate people. That’s HOT!

You do NOT need to look like the woman in this pic (who does, really, look like her?) But, the attitude is there!

She is confident, knows who she is, and is going to make sure that YOU look like a ROCK STAR when you buy her products. (This applies to men, too, BTW!)

You may “feel” less-than-confident when you are selling. We all do. Seriously!

One of my best friends once told me — “You can’t judge a person’s insides by their outsides”…meaning, they may LOOK all put together, but it doesn’t mean they are.

Go find your attitude. Find your passion. Find where YOU are HOT (and it may be that you are the EXPERT who CANNOT be denied! See Mike Kunkle as an example)

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Find it. And go forth and be awesome! Let your HOT shine through (everyone’s got it!)

Love your hot UP!

The Irreverent Sales Girl

 

 

 

 

Goals, Irreverence, Loving Life, Performance, Purpose, Winning, Wisdom

A common sense reminder: Urgent v. Important

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Any of us who have read anything about time management, success principles, and managing activities know this one. Be sure you know how to distinguish between Urgent action items and Important action items.

Urgent items keep the ball in play.

Important items move the ball forward.

What can you move onto your list and do it before 5 pm today that is IMPORTANT and would move the ball forward in YOUR game?

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

I am placing a personal call directly to a Fortune 500 CEO today. What about you?

Love the Important stuff UP!

The Irreverent Sales Girl

Creativity, Goals, Loving Life, Performance, Winning

Time for the whiteboard…the end of the year CRUSH IT!

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Tomorrow I bring out my favorite FOURTH QUARTER sales weapon. My way to Bring It On Home for the end of the year.

My good old tried and true magnetic whiteboard.

I will write the goal I intend to reach on the far right. I will list every deal I have closed underneath and subtract to get me to the number I desire.

Then, I will create a magnet for each and every prospective customer in conversations with me right now. I will divide my whiteboard into Monday _ Tuesday_ Wednesday_Thursday_Friday and I will move my magnets to the last day I interacted with my pipeline peeps!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Nothing slips through the cracks. I can visually see where I am at all times. It works like a charm.

What I can move, I can measure. What I can measure, I can manage.

What do YOU do to keep your business in front of you and moving? I would love to hear!

Love your systems UP!

The Irreverent Sales Girl

Buyers, Creativity, Customer Service, Dignity, Education, Goals, Irreverence, Performance, Presentation, Top Ten Principles of Selling, Winning, Wisdom

Everybody skims…

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This post is designed for YOU to get your message across to the customers that matter.

A recent a-ha moment! 
I recently got advice from the SPECTACULAR Erika Napoletano (of www.redheadwriting.com fame – or infamy – you choose).

Erika gave me the AWESOME offer of submitting a guest post to her blog. So I submitted one. And she generously front-stabbed me (Front-Stabbing: the generosity you offer when you tell people how it REALLY is – to their face. Antonym: back-stabbing..you get the picture).

Her advice about the article I had submitted? Her words…”… try adding some subheadings that make it easy for the reader to skim (we ALL skim!)”

Then I realized…

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

I may not be a great author, but I DO THIS IN SALES!
It occurred to me. I am CRYSTAL CLEAR that people SKIM my messages … in email, letters, and voice mail.

That’s why I get such a high level of response in my sales messages. I give it to ’em the way they want it.

I use BOLDED text for each new point. I use bullet points to make my points. It works!

The best part of the story…
In fact! I had a very interesting challenge a few years back. My “prospect” (for lack of a better term) was WILDLY busy. Beyond busy.

So, every email I sent her was the whole message in the subject line without scrolling. With back-up support in the body – if she could get to it. 20 words MAX.

She LOVED it. She told me that I was the ONLY person who “got” the way she wanted to be communicated with! She always got right back to me – a salesperson’s dream.

Still no guest post
Nearly every day, I revisit the guest post I am to send to Erika. Thank goodness, she is not counting on me for content!

But a great realization!
Please, please, please…when you are sending sales emails, think of the sheer amount of emails that everyone has to read. Put your requests first! Put your backup information in clear, concise terms. GET TO THE POINT!  Remember that the reader is probably emailing from her phone.

This requires work, you will have to think about what is IMPORTANT to THEM. Do NOT expect them to read every line. Boil it down to the juice.

You will ROCK over those TEDIOUS emails your competition is sending.

They will love you. They will read you. They will get back to you. They will buy from you.

And you will WIN!

Love your peeps UP!

And remember, EVERYBODY SKIMS! 

The Irreverent Sales Girl

Creativity, Goals, Loving Life, Self Care, Winning, Wisdom

What am I doing anyway?

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I woke up yesterday morning feeling a bit bemused. Can I stay in bed just a little longer? What would it hurt?

What SHOULD I be doing?
And, then, it struck me! I am living with far too many SHOULDS in my day. Nothing is pulling me out of bed – no voice saying “let’s do this today” “let’s take a chance” “let’s GO FOR IT”.

Huh! I wonder where that voice went? As I canoodled with this question, it started to become clear. So many things I do in my life are “in order to get somewhere else”…well, maybe not quite that. More like “in order to have my life NOT suck” just keep the wheels in motion to not backslide, to prevent chaos and dismay.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Then, I thought, well….what IF I sat down and thought about what I would LOVE my life to look like in a year, three years, five years. I started to canoodle on this, too. Little alarms started going off in my head. “Danger! Danger! Danger!” I found out that I don’t know WHAT I want my life to look like in five years. Or even tomorrow.

This is the pitfall of living a life I always imagined. I have the great job that I do pretty well. I have the love of my life. I have a beautiful home. I have amazing friends. I have three wonderful dogs.

So, why do I feel so “blah”?
Well, I think the reason I feel so “blah” is that my life is just far too much about me. My eye is far too much on my stuff.

Do I have everything handled? Is my home in perfect shape? Am I financially free? Am I in optimum health? Is my business even remotely where I want it to be? Absolutely not! But getting by seems to be suiting me just fine.

What is going to fire me up? It is not going to be a new car…that’s just not enough. It is not going to be more money…I would LOVE more money, but it’s not enough to get out of the lovely cocoon of my warm and happy bed.

Is there life beyond FEAR?
In the past, what always got me out of bed was ABJECT FEAR. Fear that I was going to lose my job if I didn’t perform. Fear that I wouldn’t be able to pay the bills. Fear that I would look bad if I didn’t show up on time. Fear that I would fail a presentation if I wasn’t prepared. Surviving.

Now, I am faced with the challenge of living a truly invented life. Designed for no other reason than that I say it is important. I have to look inside and outside to see … what am I here for?

I have gotten so good at performing for others on their agenda. Do I have enough character to strike out on my own and claim a created life. Do I have what it takes to LIVE LIFE?

Learning a new skill
It is time to learn a new skill. And, what is that new skill? The one I have no facility with?

I don’t know how to have FUN. I take everything far too seriously. No wonder I want to keep the status quo and do the bare minimum. No wonder it all looks like drudgery. I KNOW how to do that! I know how to be stressed out. I know how to “pull it off”.

I don’t know how to be free! In love with life! Kick-up-my-heels delighted!

Frankly, I am not sure even where to start. What if I start having fun and everything else falls apart? (Can you hear the survival kicking in?)

Today I declare that I am learning the new skill of HAVING FUN. That is worth going for. That will be the voice that whispers in my ear and gets me out of bed in the early morning hours to go dance in the dew of the new day. It is my new mission.

Any suggestions on where to start? Are you good at having fun and living a full, abundant life where it all works? I want to hear from you. I want to interview you. I want to learn.

Love your life UP!

The Irreverent Sales Girl

Education, Goals, Guest Posts, Loving Life, Top Ten Principles of Selling, Winning, Wisdom

Boy, do I have a surprise for you!

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We have got some COOL stuff about to happen.

The amazing Robert Terson received delivery of his BRAND NEW book Selling Fearlessly today. I wish I could have seen his face when he opened the box…smelled the fresh new pages…saw the colorful covers…the completion of many, many hours of loving work.

Here is what I LOVE about this book. It is written by one of the most generous men I know. Someone whose writing chops are a match for his selling chops. Someone who ACTUALLY sold his whole career. (Go to http://www.sellingfearlessly.com/mound-road/ and read The Mound Road story he has avaialable on the site – it will draw you in!)

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Bob doesn’t tell you how to sell, he SHOWS you how to sell.

So, the cool thing that is happening is that Robert is going to do a VaVaVaVoom (Vicarious, Virtual, Voyeuristic) Interview with me, The Irreverent Sales Girl, later this month. The interview will be fun, inspiring, will share some highlights and give you at LEAST one thing that will make a difference in your success.

It is my privilege to help this amazing man introduce his masterpiece to the world. Stay tuned for more information!

Love your stories UP!

The Irreverent Sales Girl

Goals, Loving Life, Performance, Purpose, Self Care, Winning

The pursuit of happiness…are we getting closer?

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I had dinner with a GREAT friend of mine tonight. A few years back this wonderful friend abandoned the Corporate World for her bright, shiny future as a business owner. She has created some amazing stuff. And it is just getting better.

She looked me straight in the face and said, “I have never worked harder, made less money, or been any happier!”

This experience of hard work and being broke while being HAPPY has put her on an interesting quest. She is becoming an expert in HAPPINESS.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Know what she discovered? FORTY-SEVEN percent of people are unhappy in their work. (This figure should scare the daylights out of Human Resources and CEOs.  WAKE UP CALL: nearly ONE out of every TWO workers is unhappy – which has a direct impact on your bottom line. You might want to connect with my friend and get some advice.)

Know what else she discovered? A lot of the reason people are unhappy is because they have less and less HUMAN interaction. She says, “People sit in cubicles and have no idea who is on the other side of the wall. They check on their Facebook and think they have caught up with their friends – instead of sitting across from them and seeing more than a sound byte of how it really is…hell…just picking up the phone to hear their voice and what is happening right now!”

And it is making them UNHAPPY.

Want to get happy? Do like AT&T used to tell you to do. Reach out and touch someone.

We were joined by another fantastic girlfriend tonight. The last time we had all gotten together was over three years ago. But, it worked! We had a great night. We were in person. And, tonight, I am very happy!

I wish you the same.

Love your peeps UP (in person)!

The Irreverent Sales Girl