Would your clients give you an “A” on your sales report card?

Great news - More than 90% of economists predict the recession will end this year, although the recovery is likely to be bumpy. About 74% of the forecasters expect the recession to end in the third quarter. Another 19% predict the turning point will come in the final three months of this year.*

But some buyers aren't taking any chances. Even though budgets are slowly being loosened, clients are carefully choosing how to spend them. This is your opportunity to assist your clients, and influence how they spend their money. One of our clients shared this story with us:

"A client was on "Cost Containment Mode" which means they have a budget, but they are not allowed to spend it. With the recession starting to recover, the cost containment mode was lifted. This buyer made just one phone call to his trusted supplier and spent his entire budget of $200,000 for the year - in just one day. This buyer was afraid that the lift on cost containment mode could be just temporary and he wanted to ensure he had all his marketing tools for the rest of the year."

If a buyers is going to make just one telephone call, what are the chances that the call will be to you? When it comes to being a trusted, go-to provider, do you know where you stand with your clients & prospects? In short, would they give you an 'A' on your sales report card?

Find out with our new Sales Revolution Assessment tool. It's quick, easy, and best of all, you'll get your grade right away. It only takes about 2 minutes to learn how you're doing, where you need a little help, and what exactly you can do to rank at the top of your client's priority list. School's out, but there's still time to make the grade. With recession recovery looming, now is the best time to re-invent, re-calibrate and re-tool your sales approach for a strong selling season.

What kind of seeds are you planting?

“Whatever we plant in our subconscious mind and nourish with repetition and emotion will one day become reality. We can plant any seed we want in the soil, and if it's’ given enough time and attention, it will grow into a flower, vegetable or tree. The same goes for our mind. We can plant misery and negative thoughts, or we can choose to plant the most hopeful, success-focused thoughts we can muster. With enough time and attention, those seeds will grow as well. Will they grow into a promising future or a mediocre life? That depends on what you planted.” Earl Nightingale

Sales professionals know that May & June are The next 60 days are the optimalbest time to be planting seeds to grow sales for a bountiful fall harvest of sales. But you can't just throw the same old seeds out there year after year and expect them to sprout – just like a gardener, you have to know the growing conditions you're dealing with, and choose accordingly.

Recently, Oon behalf of the CPSA, I interviewed Sirius Decisions VPJoe Galvin – Vice President of Sirius Decisions about Recovery after Recession. He informed me that when the recession is in recovery modeJoe stated,, there will soon be a pent uprush of demand from buyers who have not been spending during the past several months. Great news, right? However, he noted, the sales cycle will be much, much shorter. and bBuyers will make decisions quickly because they have already done theirextensive research. What's more, and/or they will remember whoand choose vendors who were was most tenacious, memorable and able to articulate value with a solutions approach. To listen to the podcast, visit http://www.cpsa.com/

So Now more than ever, the conditions are perfect for start plantingsowing seeds of hope and optimism in your mind – and of value-add solutions with your planting seeds of how your products & services will help your prospects & clients. Instead of telling & selling, show them how together, you can co-create solutions that will help them grow their business. These next two months May & June is a great time to be planting seeds( before clients begin thinking about summer holidays!). It’soffer a great opportunity for you to gain a competitive edge and market share, and ensure that you yield a healthy for a great fall harvest of sales. when the recession is in recovery mode.

Can Salespeople Create a Paradigm Shift in the Economy?

There is so much pressure weighing on world leaders to turn the economy around – however, there is another group of powerful people who can do the job – salespeople!

We’ve all heard the old cliché, “people don’t like to be sold to, but they love to buy.” In today’s economy many individuals and companies are hesitant to buy. As a Sales Professional you have the power to help your customers feel at ease and make educated buying decisions. Individuals and companies have the same needs in a tough economy as they do in a strong economy. They will continue to buy, but they will certainly be more cautiously about weighing every buying decision carefully.

In the last year, we’ve tried to drive the message home that you can no longer sell the way you used, and this becomes more evident every day. In order to thrive in this economy, you must be able to: educate your customers on the added value that your products and services bring to the table, and partner with them to create solutions that will solve their most pressing business issues. Those that take this opportunity to hone their consultative selling skills so they can effectively articulate their unique selling proposition and provide additional value for their customers, will be the most successful over the coming years. As a savvy, strategic and influential salesperson YOU have the power to create a paradigm shift in this economy.

We want to know what YOU are doing differently to help your customers with their buying decisions, stimulate the economy, and of course increase your sales numbers. What are your hottest tips for motivating your customers to buy?

Have Your Sales Hit a Plateau?

Have you ever had a person in your life who believed in you more than you believed in yourself? Who knew your greatest potential and helped you become better?

My 10 year old daughter Alexa has recently begun entering skating competitions. At her level, it’s mandatory for all skaters to have a coach. Alexa looks forward to skating, and every week she gets better and stronger. As her parents, we encourage her, but it’s her coach who really inspires her to reach her full potential.

Sales are the lifeblood of every business. As a sales professional, you have the ability to make the biggest impact – both within your own company and within your client’s. So how are you investing in reaching your full potential? A significant amount of time, effort and money are spent to exceed in sports. All of the best athletes in history had coaches – so why don’t we put the same emphasis on greatness in sales?

If you feel like you’ve hit a plateau, like you can’t go any further, hit higher sales targets, or approach that elusive Fortune 500 company; A mentor or coach can help you push beyond your plateau, provide a different perspective, and help you believe in yourself.

According to Profit Magazine’s 2009 “State of the Sales Nation” survey, 445 chief executives, sales managers and sales professionals said that one-on-one coaching is the most effective sales training method. During an economic downturn the best way to ensure you’ll come out on top is to invest in yourself. Commit to getting a coach or mentor who can inspire and support you to achieve your personal best both in your sales performance and in life.


If your sales have hit a plateau, check out how these program can catapult your success!

Sales Revolution Group Coaching Program
Re-Invent, Re-calibrate & Re-Tool your Sales Approach with this 12 week Interactive Group Coaching Program

1:1 Coaching
Accelerate Your Sales Performance and Maximize Your Effectiveness With Individual Sales Coaching

Are You Running an Offensive Sales Strategy?

Happy New Year!

Will 2009 be a better sales year than 2008? Are you nervously hoping we’ve hit the bottom of the recession? Or are you anticipating a deep freeze in spending for January?

In these precarious and unpredictable times, you have two choices; you can deploy a Defensive Sales Strategy or an Offensive Sales Strategy. If you choose to run Defense, you will sit and weather the storm, stop spending and buckle down for a tough year. On the other hand, if you choose to run Offense, you will become pro-active and savvy, and show your clients you are a Consultative Sales Expert by co-create solutions with that that will grow their business in 2009.

Here are some strategies to help you run a successful Offensive Sales Strategy and make 2009 your best year yet!

10 Offensive Sales Strategies for Thriving in 2009:

1. Document Your Value: determine the unique value and benefits your services provide (i.e. increased sales productivity, increased market exposure & ROI)
2. Create a Campaign: develop a pro-active sales stimulus campaign and execute with your Ideal Profitable Customers
3. Market, Market, Market: don’t cut your marketing dollars, invest now when your competitors are retreating
4. Sell, Sell, Sell: allocate more time to selling and face-to-face meetings with your clients
5. Sharpen Your Message: document what you will say to engage your client’s attention and make them want to hear more (i.e. “We helped ABC company improve their customer retention rate by 22% and we would like to help you…”)
6. Stay Close to Your Clients: pick up the phone (on Fridays!), be personable and show them you care about their business
7. Add Time Limits: offer something more valuable to inspire your customers to buy NOW
8. Invest in Your Skills: re-invent, re-calibrate and re-tool your sales approach, check out how our new Sales Revolution program can help!
9. Be True: keep your values in check, be professional and be ethical - even when your competitors are slamming you and dropping prices
10. Collaborate: involve your clients in the solution creating process, when you co-create solutions with your clients they are more apt to buy in
11. You: have confidence, a positive attitude, and most importantly be optimistic

Yes, you can make 2009 not just a good year, but a great year. Some companies will just survive these tough times, but you can thrive! Explore how we can help you create a great year and transform into a Sales Expert in 2009, contact us today!