Archive | Sales Engineer RSS for this section

Top Sales Books to Read in 2013

Hey Peeps,

Are you looking for incentives for employees? Incentives is the reward you can give for their hard work and if you are going to ask me what kind of incentives I wanted to receive this year, I will answer “Top Sales Books”. I love reading and I read books that help me to become better with my craft. I find here a list of the “Top Sales Books to Read in 2013”, compiled and written by Miles Austin. I think they are all great books to keep my 2013 occupied and productive. They are all sales book so people in the sales industry will surely benefit from these.

Top Sales Books to Read in 2013

By Miles Austin

This years Top Sales Books to Read in 2013 consists of books that were published between October 2011 and December 2012. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. While the title says “Sales Books” I encourage marketing pro’s, business executives and entrepreneurs that need to win the support and dollars from others to read these books as well. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person.

Please note that myTop Sales Books to Read in 2013does not include any of the “classics” in sales. There are several of these that I believe everyone in sales should read to help establish a solid selling foundation from which to base a sales career. Books such as Neil Rackham’s Spin Selling and Jill Konrath’s Selling to Big Companies are included in this group. The books listed this year can provide that tweak or adjustment that might be lacking in your current skill-set and approach. I believe several on this years list will become future additions to the sales “classics” list. If you are interested in reviewing the entire selection of books on Sales, I recommend the website:  Top Sales Books as the place to begin or even last years Top Sales Books to Read in 2012.

Most of these authors are new voices, with fresh ideas and perspectives that will expand your thinking about how you approach your professional life.

You have probably observed and read that buyers have changed, and anyone in sales will most likely agree. Sales people  have changed as well. Having a CRM solution installed in your organization is no longer enough. Social Media platforms now provide access to more customer data than ever before. Sales pro’s now understand that web tools are a critical must-have for their success. LinkedIn has become a “cool” tool. The authors included in this years list of Top Sales Books to Read in 2013 address everything from strategy to day to day tactics, and even thoughts on keeping organized and maintaining a positive attitude.

We lost one of my all time sales and motivational guru’s at the end of 2012 – Zig Ziglar. He served as a primary thought-leader for my entire sales career as well as life in general. Having had the privilege to have met him and sat with him and his terrific wife at dinner and seeing first hand that he was walking his talk, reminds me that books can and should claim a significant portion of the education and self-improvement for everyone. My all-time favorite audio book is his Born To Win: The Ultimate Seminar and my favorite book of his is See You At The Top, now in a 25th Anniversary edition. R.I.P. Mr. Ziglar, you were one of a kind!

The books below are not listed in any particular order. Each comes packed with it’s own unique gifts of insight and wisdom to share with you if you take the time to read them.

If you are not in sales yourself but looking for a gift for someone that is, give one of these and you will receive thank you’s for years to come.

Top Sales Books to Read in 2013

 1. Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales

Customers today have a simple request of all sellers: “Just give me the information I need. Now. Don’t dress it up, don’t overdo it, don’t take me to lunch. The time I have to invest in you is limited, and all your extraneous activity just wastes my time.”  Zero-Time Selling gives every sales professional, sales manager, entrepreneur and CEO the tools to be completely responsive to that customer request. And win more orders in less time. Author Andy Paul clearly understands that neither sales people nor buyers have the luxury of time. If you know you are leaving business on the table, or missing opportunities due to the pace of your day, you will gain significant improvement and understanding after reading this book.

2. Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories

To be honest, when I received this book, I was concerned about comparing sales to military tactics but my concerned left after the first 30 pages. Through the use of historical battles, author Golden brings home the point time after time about the importance of strategy in the outcome of your sales efforts. There’s no way to look up the best tactic to use to close a deal when the critical moment has arrived. Golden recognizes this challenge, and he writes about war to address it.  Humans remember by association, Golden writes, by mentally linking concepts to images and stories. By connecting proven techniques to close sales with vivid historical anecdotes, he not only conveys information, he conveys it in a way that will make readers remember it when they need it most.  Don’t let the references to war and battle keep you from reading this book, you will loose some thought-provoking insight.

 3.  Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson

If this title doesn’t catch your attention, then you aren’t in sales. Author Robert Terson has invested over 38 years in the sales profession and been extremely successful the entire time. During this time he has developed a well-honed talent of story-telling, of sharing useful information in ways that you will remember. I recommend you pick a long weekend with some quite time available to read this book. Once you begin the journey with Terson, you will keep reading until you get to the end, and then you will want to call him and continue the conversation! Chock-full of techniques, tips, quotes and life-lessons that you will be able to apply the moment you finish the book. And yes, he will lay out what it takes to accomplish the One-Call-Close with such clarity that you will be looking for the first opportunity to try this on your own.  I think you will find, as I have, that this is one of those surprising gems that you will remember for a long time.

4.  52 Sales Management Tips: The Sales Managers’ Success Guide

Sales Management has been called the loneliest job in the world. Pressure from above, below and sideways to deliver results through others is unrelenting. Industry veteran Steven Rosen provides 52 Sales Management Tips, each of which you will most likely be referencing throughout the year several times. Written with the hectic life of a front-line sales manager in mind, you can grab just what you need at the time, appreciating his specific, to the point writing style. It reminded me of a mentor that I can call any time and ask for some help with a particular challenge. This book will not be a “read-once and then put on the shelf” type of book. Mine is full of yellow sticky notes, highlighting those areas that pop of frequently in the day of a busy sales leader. Rosen consults with some of of the largest companies in North America and bills accordingly. Grab this book and you will save tens of thousands of dollars and drill right into the problem you are facing. You might want to buy three copies, two for you because you will wear them out and one for your boss so she/he can use the same approach with you.

5.  LinkedIn Marketing: An Hour a Day

This is an example of a book where the lines between marketing and selling become very fuzzy. This book could have just as easily been titled LinkedIn Sales: An Hour a Day. Author Viveka von Rosen delivers her extensive knowledge of LinkedIn in a fresh voice, using real-world examples that we can all relate to. Her passion for this topic is evident in every chapter, sharing her personal experiences as well as those of her contacts and customers. You won’t find `Rock Star’ or `Guru’ advice within these pages, but rather practical, actionable tips and techniques that can be applied immediately to achieve measurable results. In the swirling sea of “experts” on this topic, Viveka is a volcano of verifiable expertise, shooting out helpful information on every page. She needs not call herself an expert on LinkedIn, you will bestow that title on her yourself after reading this book.

6.   Small Message, Big Impact: The Elevator Speech Effect 

We have all heard of the Elevator Speech. Many of us have had to present it in front of our peers in sales training. In this day of Twitter and text messages, the importance of a short, tightly-focused message to potential clients and prospects is more important than ever. Author Sjodin describes an elevator pitch as “a brief presentation that introduces a product, service or idea.” She adds, Don’t just think of an elevator speech as a generic tool you use in chance moments-consider the concept a strategy to manage multiple talking points and to communicate more complex ideas as well.”  In any competitive endeavor, none of us is entitled to anyone’s time and attention. That means you must get serious about earning the right to be heard and making your brief time count.  I found her writing style very easy to digest, and noticed after I finished the book that there were many pages with more yellow highlighter than white paper showing. Get this book, read it, and put the information to use immediately. It is that practical and that important!

7.  New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

New Sales. Simplified. is one of those books that can change the path of your career. It is that good. Prospecting is a topic that every sales organization should be talking about every day. It has been the core focus of my entire sales career, so when I am introduced to an author and a book about sales prospecting and new client acquisition I will be eager to dive in. Mike Weinberg is someone I met online earlier this year, and then in person in Chicago several months ago. It became immediately clear that he not only has experience as a top notch sales hunter, but has a passion for the topic. At our meeting I learned that he was nearing the completion of his book titled New Sales. Simplified. and he wondered if I would be interested in reading it. Sold! It became clear in the first few pages of New Sales. Simplified. that Mike has paid his dues, walked in the B2B outside salesman’s shoes, facing challenging sales objectives all along the way. He has won (and lost a few) in the streets. In other words – he is credible. You simply need to buy the book and read it from front to back. There is a ton of useful information within it’s covers for anyone that has the need and desire to uncover new sales opportunities. He covers everything from identifying the right attitude for the role, to identifying the targeted prospects, to the tactics he uses to gain the appointment, the sale and eventually the relationship. There is no fluff in this book. He hits topics like “inside sales” and “Sales 2.0″ head on and with gusto. He believes in field sales, face to face and traditional selling. I don’t agree with everything that he writes, specifically around inside sales and Sales 2.0, but this book will still be a ready, frequent reference in my office. Sales is not easy, hunting is even tougher, and the rewards for being good at hunting are proof of it’s value. Buy it, read it, internalize what he recommends and I guarantee you that you will achieve greater sales success.

8.  Rules of the Hunt: Real-World Advice for Entrepreneurial and Business Success

I first came across the work of author Michael Dalton Johnson through his work on website and blog and have been following him ever since.  Michael brings his down-to-earth real world experience to readers that want to improve their business success. I mentioned in the intro to this list that I believe that sales and marketing activities are merging together. Not only do I find this especially true in the SMB and entrepreneur segments, but even enterprise sales reps as they realize that the techniques that are at work at their corporate marketing headquarters can be even more productive for them personally. Recommendations like “build your list” using email service providers like MailChimp or AWeber carry more weight when delivered in this book. Newsletters, social media activity and even webinars at the individual level are all explored. If you look at your role as sales professional as I do, that of an individual entrepreneur building a business and reputation, then you will thoroughly enjoy this book. Ignore it’s recommendations and you run the risk of having others that read it pass you by in the fast lane. Informative, concise and with real-world credibility makes this one a must read. If Garth Moulton, co-founder of of recommends it, you know you need to read it too!

9.  To Sell is Human: The Surprising Truth About Moving Others

To be honest, I read everything that Daniel H. Pink puts out. Drive, AWhole New Mind, and Free Agent Nation  are all on my bookshelf and read from front to back. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counter-intuitive insights. He reveals the new ABCs of moving others (it’s no longer “Always Be Closing”), explains why extroverts don’t make the best salespeople, and shows how giving people an “off-ramp” for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another’s perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book–one that will change how you see the world and transform what you do at work, at school, and at home.

10.  Insightful Selling: Learn The S.A.L.E.S. Formula To Differentiate Yourself And Create Customer Value

Do you know the new formula for success? Adon Rigg thinks so and delivers his message with a fresh voice to the market. In this book shares how to prepare for the changes now required to sell successfully in the 21st century. Rigg outlines an easy to apply 5-part formula that causes customers to see you as an Insightful Executive who understands their business. The language of any and all business is financial in nature. To be valuable to customers,  you need to know this language. Whether you call on CEO’s or purchasers of office supplies, your prospects have an obligation and desire to make a positive impact on their company’s income statement. Insightful Selling will show you how to demonstrate your value and how you can make the most substantial impact to their business. Ifyou are a sales representative, sales manager, entrepreneur or business owner desiring to drive revenuegrowth, this book is for you.

11.  Do YOU Mean Business? Technical/Non-Technical Collaboration, Business Development and YOU

Every Sales Engineer that I have ever worked with was a valuable part of the sales process, yet most of them did not feel comfortable with the “sales” label. If you, or someone that you know feels the same, buy them this book – it might just change their business life. The author, Babette Ten Haken has spent most of her career in the technical side of business. Her personal experience and empathy for those technical and in support roles comes through in every page. She leads the reader through the awareness of the current situation and how to leave your baggage and biases at the door, opening up significant personal and professional growth opportunities. Babette is a respected speaker and business coach, and mentors those that are navigating the business hurdles that develop in the technical to business development and sales areas.  If you are managing or leading a team of technical specialists, this book is guaranteed to flip on some light bulbs in areas that you might not have even known existed. Make a techie’s day – buy them this book.

12.  Emotional Intelligence for Sales Success: Connect with Customers and Get Results

This book has all the makings of a classic. With over 10,000 hours of research, author Colleen Stanley unveils what “the difference between a sales person who’s effective and a sales person who is truly outstanding” is. Stanley focuses not only on achieving immediate results but also how to make it in the long run, to flourish over time. Emotional Intelligence, “EI” as she refers to it, highlights her findings that sales is not just tactics and techniques, but understanding the entire environment. Lowering prices too early in the negotiations? Realizing the day after the client meeting that they were ready to buy but you missed the opportunity. This book will expand your thinking about sales, management and human interactions. If you like to challenge the status quo in your thinking and in your world, I recommend this book as a high priority.

13.  Strategic Sales Presentations

When your leadership moment comes, will you be ready?  If you’ve been in sales for any length of time, you can probably look back on several moments in your sales career where you have had an extraordinary opportunity to close a large sale. As a result of your hard work and positioning you have managed to get the customer’s high-level decision makers together to listen to your presentation. Such moments are precious because they areleadershipmoments for two reasons. First, because they are occasions that have an outsized impact on your success – they may determine whether you make quota that year or even the path of your career. Second, regardless of the rank or position of the people in the room, when you are standing in front of them delivering your presentation, you are the leader in the room. If you can relate to this scenario, and the hair on the back of your neck tingles just a bit, then you will enjoy this book. Rather thank a how-to book about style, you will learn credible, real-world ideas and techniques to help you nail your next “extraordinary opportunity”. Your chances of success will be greatly increased after reading this book.

Each of the book titles listed is a link to the book on Last year we added a Kindle link at the end of each overview if a Kindle edition was available. This year Amazon changed their layout so that you can always select a Kindle version from the main link. These links are affiliate links in which I will receive a small commission from Amazon. How else can I afford to feed my Starbucks habit?

There are many other excellent books, so I encourage you to share them in the comments area below for others to read.
I copied and pasted everything here for you to have a better insights of each books and you can pick which do you think is suitable as an incentive for your employees or you can also have those as a gift for yourself. Which one do you like the most?




Focus on your Sales Meetings

Hi Folks,

I have interesting blog here about sales meeting. In any offices, sales meetings done frequently, this is where the sales vice president or other executives bring their agenda for the company and for their sales reps. It is hard to get the attentions of the people in the sales meeting, especially if you are always doing the same thing in your meeting. Your sales rep will get sleepy, annoyed or bored even before the meeting started. So how do you bring sharp focus on your meeting? Read this blog of Ken Thoreson of Your Sales Management Guru. Hit it!

Sales Leadership:  Bringing a Sharp Focus to Your Sales Meetings

By Ken Thoreson

During the past few months I have been consulting with several clients on a variety of issues and coaching others via our new “Acumen Project”. (more on that later), in both environments I have begun to revert to a similar sales management technique to achieve the desired results.   For this week, I thought I should share this fundamental concept with you.  If you are attempting to bring an increase focus on weekly sales and activity and exceeding your monthly sales goals, this idea will help you.

First, you should be using Acumen’s Sales Meeting Template, (if not check out our previous blog), when you get to the sales forecast section and opportunity discussion, you can either go to the “white board” or via Excel and a PC projector; you note your monthly sales objective. For example $250,000.

Second, you then ask each salesperson to forecast each account and dollar value on all sales opportunities greater than 75% probability of closure. Write each entry underneath your sales goal.

Third, total the overall sales to see if they exceed your sales goal.  If they don’t, list all additional opportunities greater than 50%.  If you still don’t have enough opportunities and potential sales to exceed your quota—you are in trouble-, see past blogs.

Fourth, discuss each opportunity as a team to ensure the salesperson has the next TWO sales steps planned to close the opportunity for this month-see Acumen’s 10 Magic Questions.

Fifth, perform this exercise each week of the month (save the list) and as certain opportunities close or are postponed, work to move other sales opportunities to the close list.  The 50% list becomes your “upside” list.

Six, track what your individual salespeople forecasted at the first of each month and what they actually ended up the month selling. This is called the Forecast Accuracy ratio, a great ratio to better understand your team’s ability to forecast and understand their prospects buying reality. You will be in a great position not only to forecast pipeline values to your management team with this historical view, but be a better coach for your sales team.

Seven, each week, each salesperson should be prepared to report on specific weekly activities. While this will vary by type of sales organization, by having a weekly reporting function, salespeople will have to be accountable.   As a rule we ask each salesperson to rate their previous week on a scale of 1-5 at the beginning of each sales meeting. In other teams, each salesperson must earn 25 points a week by performing certain level of variety of activity levels. If you would like to see a sample of the 25 point, send me an email:

What’s the bottom line?  Its fundamentals-back to basics;  salespeople pay attention to what sales management pays attention too. Discipline of focus always is the payoff to success,what is your commitment to success?   Let me know your idea’s to drive performance.

The Acumen Project?  I was watching the golf channel several months ago,  a show called theHaney Project where a golf coach would take a well-known celebrity for 6 weeks and provide customized coaching to improve their game. While it was somewhat a reality show, positive results occurred.   I thought about that program and have now created the Acumen Project.  Where using our online Interactive Sales Management Tool Kit, my books, DVD’s and 12 hours a month of consulting services over 5 months, we will turn executives or sales managers into leaders of sales teams.  We cover the strategies and tactics of successful sales management; recruiting, compensation, reporting and coaching and much, much more. For more details, ask.

Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. His latest book is titled: “Leading High Performance Sales Teams”.

The author also teaches us of Acumen Project. Are you willing to use it on your next meeting? Do you think it will bring a sharp focus to your meeting. It is important that you capture the attention of your people so that the message will be relayed accurately.





Run Contest Campaign Successfully!

Hello to all the visitors!

Thanks for visiting our page! As a sign of gratitude, I have a video here for you to watch. This is not mine, I just saw it in YouTube but I think that it is worthy of your time. We all know that contest is a good marketing campaign for any kind of businesses. However, most of us are struggling with contest ideas. This video not only gives you an idea on what contest to run but how you can effectively run it using Facebook Page. Any contest would be useless if not properly run. You can do it by yourself or you can get an assistant to do it for you. The only thing that matters is you have an idea, you execute it well and you get your desired results.

Here’s a quick video for you.

Facebook Contest Ideas | Ideas for Facebook Contests

This video might be old, in fact a year older but it does still makes sense. Admit or not social media is a great tool for marketing and Facebook is a leading platform. As stated in the video, many entrepreneurs use this because of its number of users. The speaker has shown different examples where you can get ideas from.  I write down the 10 steps to a FB contest for your reference.

10 Steps to a FB Contest

  1. Brainstorming
  2. Narrowing down the particulars
  3. Study Facebook compliance issues
  4. Plan your custom tab and overall graphic design
  5. Create a video for introduction and to state the details of the competition
  6. Write down your ads
  7. Determine Promotional Methods
  8. Optional: Promoting via Facebook Ads
  9. Choose a person who will create, maintain and manage the contest
  10. Determine your budget

It all goes down to careful planning and great execution to make an FB contest campaign successful!

Have you run a successful competition before? Share us your experience!

Best of Luck!


Gadget for Faster Daily Field Reporting

employee review 5Hi friends,

Are you into technology? I bet the answer is yes! Every one of us loves what technology brought us. It makes our life easier and makes our transaction faster!  Today, I just read something that is related to this that I want you to read and judge by yourself. It is a software sales gadget. Salespeople usually doing field work and I know that it takes so much time and effort to return to office and submit their reports. Salespod has offered something that makes your daily reporting easier. I will let you read the blog they have written about it.

Daily Field reporting

Salespod is a multifaceted tool for daily field reporting. Meaning, it allows you to manage all aspects of your field activities in one place while looking back at past events. Time tracking, data input, inventory and merchandising, purchase tracking, custom forms, and mobile crm for all your clients are all in one place for easy access. Importantly, all daily events can be seen through reporting and queried as needed.

Diary & Daily Reports

The Diary screen in Salespod allows reps and managers to see previous visits to clients and see events created in each visit under “Daily Reports”. It also allows reps and managers to see “Working Hours” which incorporates start of day, end of day, hour totals, and milage.

Field Data

All events (documents, photos, messages, visit notifications, time, mileage, notes, etc.) can be seen for reporting. Salespod allows for filtering based on:

  • Type of activity
  • Time period
  • Representative
  • Client
  • Tags

Managers are quickly able to pull up data from the field based on their specific query.

The Representative Card

The “Representative card” contains basic field activity reports for every representative. The periods shown in there are predefined (Today, Yesterday, Last Friday, This week, Last week, This month, Last month). This allows for reporting on team members down to specific activities and actions of that particular member.

Now, you see for yourself the advantages of using this gadget, so are you going to use it? Don’t get me wrong, I am not here to promote something but I’m here to bring you the latest things that can be handy with sales people. If anyone of you has this kind of gadget, you can leave us a comment so we can have first-hand information from the user itself.

Many thanks!


Increase Your Returned Calls and Get Ahead of your Competitors!

employee review 3Hello Readers,

I find something interesting to share for all of you today. You know in the sales industry, getting ahead with our sales competition is one of our primary goals and this is a tough one. This article from Radius really caught my attention, you know why? Because it says that you can get 50% returned calls from voicemails! Returned calls rarely happen right? If this is possible then you can get ahead of your competitors easily! Sounds good? Here’s the entire article written by Tibor Shanto entitledGet More Call Backs: How To Increase Returned Voicemails By 50%”. Enjoy it!

Get More Call Backs: How To Increase Returned Voicemails By 50%

By Tibor Shanto

My friends in the telecom industry tell me that voicemail isn’t going away any time soon. They will continue to offer it to all customers, often promoting it as a productivity tool, with one key value being your ability as a user to avoid and dodge sales people.

As a result, sellers have two choices:

1. Avoid leaving messages and develop calluses on your fingers from dialing a prospect over and over.
2. Learn an effective way to leave messages that get returned.

Number one is an obvious no-go. But, you are going to need a roadmap to succeed with number number two. Read on…

Take a step back to answer a fundamental question – what is the purpose of the exercise?  Most sales people get this wrong, and by virtue it is downhill from there. The aftermath is an onslaught of falsehoods spread that voicemail does not work.  The only goal for leaving a voicemail is to get a call back – period.  It is not to set the appointment, to convey information, or to sell; all you want is a call back.  When that call comes, that’s when you advance things to appointment, sales call, etc.

Most sellers leaving a voicemail reach way beyond just getting a call back. They tend to leave way to much information on their voicemails, and then crash and burn in the process.  Listen to most outbound messages and they’ll say something to this effect – “Please leave a detailed message”.  Why do they want all that detail, so they can know and rationalize why they should not call you back!

Think about it, the two most commonly used rejections while prospecting are “I’m all set” (Status Quo), or “Not interested”.  If you give them the details, that’s the reaction they’ll have, and you’re not there to deal with it, and, bam, no callback.  So don’t play into that – play smarter.

Here is a simple process for getting calls back:   Be counter intuitive and in the case of voicemail, less is truly more effective.

If they don’t have the detail they are looking for and their curiosity has been piqued, you create an environment to generate a return call.  Your goal is to create a bit of mystery, one they can solve with a phone call, so don’t hesitate to be cryptic.   You’ll need to be ready with names of companies you have worked with who are similar or in the same industry as your target.  No cheating – making things up is not allowed.

Let’s say you are calling a trucking company LMNOP to sell your product and you have done good business with ACME Transport.

Once you hear the beep:

1. Hi George, my name is Tibor Shanto, from Mountain View Company.

2. You can reach me at 416 822-7781.

There are a couple key factors to consider in this step.  Don’t say “Please call me back at your earliest convenience”.  Nothing, really nothing, smells more like a sales person on the phone than that statement.  Be firm, authoritative, like you demand a call back. Say, “you can reach me at…” or “I can be reached at…”.

Say your number slowly. It’s not a race – give them a chance to write it down. Don’t be one of these guys making them rewind two or three times.  The easiest way is to visualise yourself writing the number as you leave it.

Next steps are:

3. Leave their competitor as a reference. ”Please reference ACME Transport when you call back” or “It’s with reference to LMNOP Transport.”

4. Then hang up.  Again it is important that the reference you leave is in fact someone you have done business with.

Simple as that, and that is why it works – the simplicity.  How well does it work?  I have 50% of my voice mails returned within 72 hours – try me.  There are a number of other things to consider like additional techniques and coverage models to consider. Click here to watch a complete video.  Feel free to call me when you try and it works. Or if it does not work, call and I can help.

The steps are so simple, like what they have said “less is more”.  The author is right, you shouldn’t relay all the information in a voicemail, give them reason to call you back.  Do you believe that his steps are effective? What have you learned? Write it down in the comment box.



Hire the Best Sales Person!

employee review 6Hi Guys,

One quick question! Are you a sales manager or a person who is responsible for hiring sales representative for your company? If your answer is yes to this question, you better halt and take a minute on reading this blog. Nancy Martini (@Nancy_Martini), the writer of the blog “Hiring the Right Sales Pro for the Job share some facts about the cost you save on hiring the right individual as a sales representative of your company. You might be surprise to find out how much it costs you to hire the wrong person for the sales position. As a hiring sales manager, you have to know the right process and this is how she exactly writes her post.

Hiring the Right Sales Pro for the Job

by Nancy Martini (PI Worldwide)

Did you know that it costs a company $370,000 to replace one employee with a base salary of $90,000 per year? According to the Bureau of Labor Statistics, this “replacement cost” is even higher for top performers or more senior positions. With these numbers, it’s no wonder why hiring the right person for the right position is more important than ever. Below are three basic recruiting tips to consider when selecting a sales person that can ultimately have an impact on job performance:

  1. Analyze the Job. Prior to recruiting, take the extra step to sit back and analyze the role thoroughly, and from different perspectives. This step enables you to collect information about the experience, knowledge, duties and behavior of a particular job, which is also fundamental to develop the job description. It’s also important to gain consensus by all vested individuals and peers to determine key accountabilities for the position. To help with the job description and beyond, , a job analysis instrument can also help you look at the behavioral requirements of a specific position. Behavioral assessments can even be incorporated into the application process using applicant tracking systems like Taleo. Armed with the right analysis, you now have a solid “target” to aim at with your recruiting efforts.
  2. Assess Candidates. Once you have a stream of candidates, screen them with a defined hiring process. Typical processes include: collecting resumes, rank ordering based on interest and conducting a telephone screen. Through this process you will have a good sense of what the person “can do” but to uncover the greatest predictor of performance,  administer a behavioral assessment to understand that person’s motivations and drives, in essence, how they “will do” the job. Along with other key criteria such as education, experience and background, behavioral assessment data provides a scientific element to the mix. The complete picture gives you an accurate view to select which candidates you want to interview.
  3. Determine Job Fit. Once you have your final group identified, conduct a fit/gap analysis between the role and the candidates. A validated and reliable behavioral assessment allows you to leverage the power of data to help predict the success of the sales reps. You are not after a “perfect fit”; that’s similar to finding a needle in a haystack. However, you’re looking to make a fact-based informed decision to find the best sales rep for the role. Conduct interviews that help confirm the “fits” and provide you evidence that the candidate can bridge their “gaps”.

Armed with these three key elements, you’ll increase your hiring accuracy, reduce your turnover, and enjoy the outcome of a producing sales rep!

Thanks for reading! Why you have to know this? I believe that as a sales manager, it would be easier for you to manage your team if you know that they are all fitted for the position. Less headaches and more to gain! Feel free to write down your comments!



Know What Motivates You and Stay Motivated!

employee review 2Hello Everyone,

I have something to share with you this week that might help you motivate sales. Getting sales that is above quota isn’t easy to get every day. There are down moments. These are the days when your team isn’t motivated enough to bring home the bacon. We all know that motivation is the key to keep us moving with full of enthusiasm every day and when we are motivated we can do wonders. So the question now is how to keep your team motivated or how to keep yourself motivated? I have a read a blog from Jonathan Farrington and I want you to read it too that’s why I keep all the details intact. Below is the blog’s full write-up. Read on!

What Motivates You? Want to Find Out?…

By Jonathan Farrington

When we feel motivated we are able to tap into the fuel that drives our performance.

Motivation gives us additional reasons to solve problems, overcome difficulties and persevere when the going gets tough.

Motivation can transform an ordinary performance into an extraordinary performance, because ultimately if an individual wants to achieve a particular goal badly enough they will be prepared to do whatever it takes to get it.

In sales environment where sales people are often on the receiving end of countless rejections and tend to work mainly alone, the individual’s level of motivation will be demonstrated by the results they achieve, not necessarily instantly, yet at some point in the future.

An important characteristic required for sales people is that they possess a positive mental attitude to support them through times of stress and difficulties. Yet their attitude is often a reflection of their inner drive; they know what they need to achieve and why achieving it benefits them.

Therefore, a Sales Leader who has the ability to ‘ramp up’ their sales peoples’ drive will generally be the Sales Leader who gets better results.

The art of motivation is to put it simply, understanding what is important to each individual. Every individual is motivated by different things yet can be generalized into their needs and wants. If their needs aren’t satisfied then the individual will become de-motivated. If their needs are satisfied then what they want becomes the driving force.

There are in fact, eight basic motivators or “hot buttons” i.e. what motivates and demotivates people in the workplace, and at the foot of this post, you have the opportunity to discover what your “hot buttons” are via a highly accurate interactive assessment.

The eight are:

  • Relationship with manager
  • Recognition & praise
  • Financial motives
  • Co-operation with others
  • Promotion
  • Achievement
  • Responsibility
  • Job content

Most non-sales people believe that high performing sales achievers are motivated solely by money. This is of course complete nonsense.

Top 5% achievers are totally focused on “Achievement” because they understand that providing they achieve all of their targets and commercial objectives, they can expect to be appropriately rewarded.

So finally, what motivates you? Want to find out? Take this quick online assessment, and get an instant score.

So there you are! What motivates you? Share here your motivations and let’s compare! I hope this blog I’ve shared helps you to keep on going and get sales or if you are a team leader I hope that you get something that will help you motivate your team. Keep motivated!