This blog contains ideas, comments and links to people who inspire me in the world of communication, media, leadership and personal success.
january 05, 2014 01:08pm
NEW YEAR NEW PLANS
Right now several clients want a dynamic and practical approach to account planning. My slant puts the focus on the Customer, how my client wants to be positioned in the Customer’s eyes and clear actions (now and long-term) to get there.
(The revenue drops out of the bottom as does increased satisfaction). ☺
december 12, 2013 02:50pm
GOING OUT WITH YOUR SALES TEAM? WHAT TO LOOK FOR
A friend of mine, K, recently took a senior role in a financial services company. The CEO has asked her to look at what development the sales team might need in terms of skills and drills.
Her instincts immediately told her to go on out some client meetings with some of the sales people. She asked me what to look for.
Here are the things you can look for when doing those accompanied sales visits - a diagnostic.
1 Is the sales person (he/she) going into the meeting with clearly defined, practical objectives?
2. Are his/her key messages and key questions mapped out?
3. When reflecting back on the meeting what was the proportion of the time the sales person speaking and what proportion was he listening?
4. Was the message, pitch or offer to the client backed up by evidence that it would bring the benefit implied in the idea/pitch?
5. In the was the sales person asking questions to build rapport or gain a greater understanding of the Client and his situation and ambitions - to really understand the customer
I hope this helps. Let me know how you get on.
november 26, 2013 07:39am
MANAGING YOUR PEOPLE REMOTELY
I was casting around for advice on remotely managing a member of the team (manager is often at HQ and the individual is out in the field or at a regional office.
Friend and former Microsoft colleague TRACY PHILLIPS provided some great advice
HOW I LIKE TO BE MANAGED
Face to face visits if/whenever possible
Ensure I have the option to be included in everything relevant to me, even if I can't physically be there
Temperature check at every meeting
HOW I MANAGE
Take a bit of extra time to build rapport and find out about the person outside of work
Ensure that the conversation isn't all day to day business, but includes developmental and career discussions discussions (schedule these in)
Collect specific feedback from colleagues who work closely with this person and use in these discussions
use an agenda to ensure topics are covered
november 01, 2013 05:50pm
SELL LIKE GLADWELL
Jonah Berger is a professor at the Wharton School and author of the New York Times bestseller Contagious: Why Things Catch On shares this:
“Whether you like him or not, Malcolm Gladwell does an amazing job of communicating ideas. Here are three tips we can learn about selling our own ideas.
1) KISS – Keep It Simple, Stupid
When sharing ideas we have a tendency to slip into jargon. To talk in ways that only insiders can understand. We know so much about the idea that we assume others do as well.
2) Stories Beat Information Every Time
Information is great. Facts can be useful, enlightening, and help us make better decisions. But they can also be overwhelming, boring, and hard to remember.
3) A Good Tease Holds Attention
Most plays have three acts. The first act introduces things, the second act develops them, and the third resolves them. Movies, while not as explicit, usually follow a similar pattern.
Here is the full stories link
october 21, 2013 07:20am
PREPARING FOR THE PANEL
The other day a client, Richard, asked for guidance, as he was part of a major conference Panel that was important to him and his company.
Here was the checklist through which we ran.
1. Beforehand, establish your five key company messages on the topics likely to come up and be prepared to ‘bridge’ across to them, delicately.
2. When it is not your turn to speak look really interested in what the other panellists are saying.
3. Worst fear questions; if you think a question will arise that will stump you, ask colleagues for input before you leave for the conference
4. Use eye contact to ‘send’ a question (back) to the Chairperson or another member of the panel
5. Take notes throughout, you can refer to them in subsequent responses, later in the session to demonstrate you are really listening throughout the Panel.