Teneo

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

2009-06-29T16:10:00.003-04:00

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?

2009-06-02T15:23:00.004-04:00

“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?

2009-03-11T10:21:00.006-04:00

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?

2009-02-13T15:03:00.000-05:00

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?

2009-01-08T14:00:00.001-05:00

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:

Document Your Value: determine the unique value and benefits your services provide (i.e. increased sales productivity, increased market exposure & ROI)
Create a Campaign: develop a pro-active sales stimulus campaign and execute with your Ideal Profitable Customers
Market, Market, Market: don’t cut your marketing dollars, invest now when your competitors are retreating
Sell, Sell, Sell: allocate more time to selling and face-to-face meetings with your clients
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…”)
Stay Close to Your Clients: pick up the phone (on Fridays!), be personable and show them you care about their business
Add Time Limits: offer something more valuable to inspire your customers to buy NOW
Invest in Your Skills: re-invent, re-calibrate and re-tool your sales approach, check out how our new Sales Revolution program can help!
Be True: keep your values in check, be professional and be ethical - even when your competitors are slamming you and dropping prices
Collaborate: involve your clients in the solution creating process, when you co-create solutions with your clients they are more apt to buy in
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!

A Season to Soar!

2008-12-15T09:10:00.000-05:00

At the beginning of the year, I had the opportunity to hear Mike Lipkin speak. His message was simple; “Make this your best year ever!” After being in business for 5 years, I had a burning desire to do just that. It’s been a tumultuous economic year, and it would have been easy to blame the bad economy and settle for an “ok year” - but we chose to think and act differently, we persevered, and it has been our best year ever!

In our work with businesses and sales teams this fall, I’ve re-discovered an interesting phenomenon – the power of a positive attitude. Those companies that choose to stay positive and look for opportunities in the tough times, are the companies who thrive. In comparison, those companies and salespeople who spend their time blaming the economy and finding excuses, seem to be the ones who struggle the most.

As you reflect on 2008 and get ready to ring in a new year, what will you choose? In order to secure a prosperous 2009, I challenge you to think outside the box about yourself, and your business, and look for opportunities in places you haven’t looked before. Develop compelling reasons for why your products/services will help companies grow their business in 2009. Uncover new Ideal Profitable Customers in growing industry sectors, or re-invent your sales approach to be more consultative, allowing you to co-creating solutions with your customers – the future lies in your capable hands, make 2009 your best year yet!

The Teneo Results team thrives on helping people grow and achieve their professional and personal goals, and we are extremely grateful for the opportunity to serve you this past year. On your behalf -Teneo has furnished two classrooms and helped two families start a new business through World Vision.

What Do Your Customers Really Want?

2008-11-08T12:55:00.000-05:00

In our last posting we discussed the New World of Selling and the need for salespeople to truly identifying a customer’s needs in order to thrive in the Sales Revolution.

As you plan for 2009 you’re probably wondering – like everyone else – what the economic future will look like, and what the next level of selling will look like. To ensure you will continue to be successful, and get to that next level - we recommend you take the time to ask your clients what they REALLY want from YOU.

Many of the sales teams we work with are apprehensive to interview their clients. They say, “My clients don’t take time to return my phone calls or emails – they’ll never take time for this interview.” In our experience, your clients will take time to meet with you, if you show them you are more interested in their needs, than in selling them more stuff. You may even be surprised at how your clients will feel honoured that you have taken the time to ask them what they want, and you’ll be amazed at what they are willing to share with you.

How do you interview your clients to find out what they really want? Ask them for 15 minutes of their time for a short ‘interview’. Here are 5 key questions you can ask them to better understand how to become their strategic partner.

What are the three biggest challenges your business is facing? What is the biggest challenge in your job?
What qualities do you like in a salesperson? What qualities don’t you like?
What value and/or expertise can a salesperson bring to move the relationship from buyer/seller to a trusted advisor/partner?
What is most important to you? a) price b)on-time delivery c) great service d)solutions to your challenges Why?
What type of marketing is most effective, if a salesperson is looking to get your attention and set up a meeting with you?

When you better understand your client’s business challenges, you can successfully position your products and services to help them achieve their goals. This will go a long way in helping your clients see you as a Trusted Advisor and Value Add Sales Expert – and that’s a sure fire way to thrive in any economy.

Are You Ready for the New World of Sales?

2008-10-02T09:50:00.000-04:00

Earlier this year, I interviewed over 10 Sales Leaders to uncover their biggest challenges with their sales teams. The results of these interviews have confirmed that the sales world is rapidly changing and that as sales professionals we must adapt and invest in improving our skills to stay ahead and thrive in the new sales world.

The overwhelming theme that appeared throughout my interviews was that sales teams have gone through the traditional sales training, but there seems to be a huge gap between what they know and what they are actually doing in the marketplace.

As sales professionals, we are so busy ‘reacting’ to our demanding customers, that we don’t have time to look at the big picture and develop a sales strategy to pro-actively grow our accounts, especially with each individual account. One sales leader described it as “All the plates are spinning – just waiting for the crash to happen.”

Detailed below are 5 of the Top 10 Issues identified by the sales leaders interviewed. To read the next 5 issues click here.

TOP 5 Issues Identified:

Commoditization of products has made it difficult for each salesperson to effectively articulate the value of what they bring to the client’s business and how their products are different from the competition.
The inability of today’s average salespeople to complete a needs analysis, (informally – by asking the right questions) to fully understand their client’s business challenges.
Increasing sales productivity with more engaged F2F selling time. We are all busy, but are we truly productive?
Sales Process is changing. It’s more complex and longer than ever before. More structure, business acumen and discipline are required to navigate through the complex selling cycle.
Salespeople can no longer wing-it in front of their clients. They have to develop their consultative selling skills to co-create solutions with their clients.

There is a fundamental shift happening in the sales and marketing worlds today. This shift has made identifying a customer’s needs a true art form for marketers and salespeople. In order to survive and thrive in the Sales Revolution and the tough economy, salespeople must adapt their time management skills and sales methodologies.

Is it time for you to transition from an average salesperson or order taker, to the ultimate Sales Expert so you can gain a competitive EDGE in today’s crowded and demanding marketplace?

Is It Time To Sharpen Your Sales Skills?

2008-09-17T10:45:00.000-04:00

Today’s customer is more sophisticated, knowledgeable and demanding, thus changing the way they buy. Have you changed how you approach today’s arduous customer?

Is it time to go back to school and sharpen your sales skills, or use different tools to change your Sales Approach? Take a moment to assess your sales skills with the Teneo Sales Report Card and see how your skills measure up! (click here to download a hard copy of the Report Card)

One highly successful sales professional recently downloaded the Sales Report Card and admitted that a few years ago he would have gotten mostly A’s, but with today’s changing business climate, he rated himself with mostly B’s. After 10 years this seasoned sales professional is investing in our Phone Factor programs to sharpen his skills.

Is it time for you to go back to school to enhance your value, knowledge and credibility as a sales professional? See how our new Phone Factor Programs can help!

How Will Your Vacation Inspire You?

2008-07-17T13:43:00.000-04:00

A few years ago during my summer vacation, I took a few hours to sit by the lake and strategize goals for both my business and personal life. I was amazed at how the view of the lake, and the sounds of the birds in the trees, inspired me to think differently and helped me to creatively generate new ideas that were aligned with my overall visions.

One of the ideas inspired by this ‘lake reflection’ moment was creating an off-site Strategic Planning Session for our Teneo team and our client’s in a quaint resort, overlooking the water. As a result, our past three Teneo planning sessions have been held at amazing locations like on the edge of Lake Muskoka, overlooking a Niagara Winery and at the banks of the Elora Gorge.

We have found this to be so much more effective than a typical hotel meeting room. At these sessions, we set our 3-Year, 1-Year, 90 Day and 7 Day goals and tasks. This off-site format has resulted in discussions, strategic directions, goals and results that are over the top! We are consistently amazed at the new and innovative ideas that come to mind when we take the time to turn off the office, relax and rejuvenate.

Now, we are doing the same for our clients with our Strategic 3 Year Vision Planning Sessions and 90 Day Goal Process. These unique team meetings allow you to get away from the every day hectic nature of your offices and open your mind to new, creative possibilities for your business.

So, on your summer vacation this year, if you feel the need to accomplish a work task, rather than spending a few minutes every hour or every day to check your blackberry – truly take a holiday and see how an hour in your lake’s reflection can inspire your next brilliant idea. We know you will find it fruitful. And just imagine what it could do for your entire team this fall when planning for 2009. It could take your business to a whole new horizon!

Were You Born With Sales Skills?

2008-06-25T15:36:00.001-04:00

You can learn so much when you surround yourself with people who are better than you – Top Sales Performers, CEOs and even kids! Many of us are born as natural salespeople, leaders and great negotiators but something happens as we grow up - we become complacent and stop using those natural skills we are born with.

During the past month, I’ve spent time at my kid’s track and field meets and school trips. Surprisingly, going back to school was a great learning experience that generated a few ah-ha moments.

Kids Are Born Master Negotiators:
You offer to treat your kids to an ice cream and they somehow convince you to buy them the large size! Offer to buy them a new shirt and they provide you with a compelling reason why they need two shirts for the latest layering fashion look. So as adults, why do we lose or become afraid to continue to apply these same negotiation skills?

Kids Are Natural Cheerleaders:
It’s the final lap of the race and all the kids are cheering and encouraging the final runners to cross the finish line. As adults, why do we forget the importance of cheering for our team?

This summer have some fun being a kid again. Take yourself back to your youth and remember all those things you did, and skills you employed, that made you so successful and made your job and life so much fun!

And if you feel the need to go back to school and become re-acquainted with those necessary skills, watch for Teneo’s Back-to-School, Back to Business Programs this fall.

Have a splash this summer!

What Do You Say?

2008-05-15T09:47:00.000-04:00

Teneo’s popular Phone Factor program is based on the principle of being pro-active and reaching out to your ideal profitable customers by making warm telephone calls on Friday mornings (especially in B2B markets). But one of the most common questions we are asked is “What do I say when making my warm, pro-active sales calls?”

In an effort to answer that common burning question, here is an example of a strong warm call opening that will ensure your phone call is returned, help you take the sales cycle to the next step or land that appointment.

“Good morning (reference their name – people always like to hear their name). I’m calling to tell you about how we helped (insert company name) increase their sales by (insert number or ROI) in just (xxxx) months and how a similar program might be of interest to you.”

Here is how that opening sounds in action:
“Good morning Joe, I’m calling to tell you about we helped one of the leading edge promotional consulting companies increase their sales by 25% in just 90 days with a fun, committed approach involving their entire sales team. (Pause 3 seconds and wait for their response) I would like to set up an appointment with you (either a call or meeting) to discuss how a similar program might be of interest to you.”

Is this scripting? Not exactly, you don’t want it to sound like a scripted message. This is simply an attention grabbing success story. People don’t want to hear about you or your company, they want to hear what you’ve successfully done for other clients that can also help their business.

So what success story can you integrate into your next warm call? How will you capture your client’s or prospects attention and make them want to know more?

This summer – we’ll be adding some new exciting elements to the Phone Factor program – like webinars that focus on creating marketing campaigns, developing a lead management system and yes, crafting a compelling warm phone call. More details will be announced during the next month.

Are You Ready to Plant the Seeds for Sales Success?

2008-04-11T13:44:00.000-04:00

Spring is in the air! And with this new season comes new opportunities to grow your business. Many of the clients we work with say growing their business is their number one goal! In Phase 3 of Teneo’s Integrated Marketing & Sales Approach; “Ignite, Integrate & Accelerate” we work with clients to create an integrated marketing and sales campaign to catapult their sales.

Here’s a new and creative twist on an old idea; a 2-part strategic and relevant direct mail campaign. Last spring we too wanted to catapult our sales, so we created a unique 2-part direct mail campaign. The first package we sent contained a packet of seeds for a money plant and a letter with the headline “It’s Time to Plant…and Produce a Bumper Crop of Sales!” all enclosed in a dark green envelope (since green is the colour of money and spring!)

A week letter, we sent out a second package that contained a garden shovel and a letter with the headline “Do you have the Tools to Cultivate Your Bumper Crop of Sales?” Within this letter we included three success stories that detailed how we’ve worked with clients to grow their sales. As we all know, a typical response rate for a direct mail campaign is around 2% - but we wanted more! So, we integrated a sales strategy into our campaign that included placing a follow-up telephone call to each recipient. And yes, for those of you who know me it was scheduled for Friday morning - the best time to reach people in B2B environments! As a result, the response rate for our campaign was a whopping 34% and we landed 6 new clients! The biggest ah-ah moment was during the follow-up phone calls, when people not only liked the campaign, but they recited the stats from our client success stories and they wanted to know more!

How will you Ignite, Integrate and Accelerate your sales this Spring? Be creative, be innovative and add some zest to your marketing and sales approach and you too will cultivate a bumper crop of sales!

Are You Stuck On a Treadmill?

2008-03-14T09:11:00.000-04:00

Two years ago, I joined the gym to finally get in shape…my last kick at the old can before I turned 40! Today, I’ve hit my endurance and fitness goals – but can’t seem to lose any weight. In frustration, I had a conversation with my personal trainer and she quickly had me complete an extensive fit test. Surprisingly, I’m in better shape than I thought! My body had simply become complacent with my workout, even though I was attempting to work harder. I’ve changed my workout from power walking to running to increase my heart rate, burn more calories – and I’m decreasing my workout time from 75 minutes to 60 minutes. A great example of how to Work Smarter, Not Harder to increase results!

When Teneo begins working with marketing and sales teams, many of them say they feel like they’re stuck on a treadmill, spinning their wheels without moving forward. To help our clients jump off the success treadmill, better understand their client’s buying cycle, adjust their marketing and sales strategies and ultimately close more business we begin by analyzing their team members and clients using various assessments. This helps us determine where they are today, and is the backbone for developing a plan to get them where they want to be tomorrow.

Making sure you have the right people in the right positions, interviewing your clients (as mentioned in our February newsletter) and fully evaluating the current economic scenario - before developing your strategic plan or investing in training, is key. Assessments will help you benchmark yourself, your team and your business – and hey, you may even be better than you think!

Now, is the ideal time to take stock of where you are and create an action plan for the fast approaching spring season. So what will you do to assess your current situation? And how will you adjust your marketing and sales strategies or invest in training your people to achieve better results, get off the treadmill and put rubber to the road?

Stop Cold Calling: Identify & Sell to Your Ideal Profitable Clients

2008-02-19T15:16:00.001-05:00

Virtually every salesperson is extremely busy. In fact, in today's business world, too many sales people complain that they have too much to get done on any given day. Visiting clients, submitting orders, responding to customers requests, and completing paperwork leaves you exhausted by the end of the day. Finding time to prospect and cold call for new business seems next to impossible.

It doesn't have to be like that!
You see, most sales people make the common mistake of treating all of their customers equally. This is usually because they mistakenly believe that all of their customers are profitable. While this may be true in some cases, research has shown that a select few customers will generate most of your profit. Doesn't it make sense to focus your attention on this group of customers and clients?

Join me on March 5th at 3:00 PM EST as I talk to sales expert Lisa Leitch and we discuss how to increase your sales from your existing clients and customers. Lisa will present some outstanding ideas that will help you drive your business forward and grow it every week. Here's an idea of what we'll discuss during this tele-seminar.

Identifying your ideal profitable client (it may not be who you think!)
Discover the most effective way to stay in touch with your clients
The best time to reach your customers and prospects
How to find the time to call existing clients and new prospects without working more hours
Strategies to use marketing emails and voice mail messages so that people will buy from you
Three proven techniques to close more business right away
How to do all this and more-without stalking!

This tele-seminar will explain exactly what you need to do to improve your sales results without having to spend more time in the office, on the road, or meeting with customers. Start working smarter, not harder!

Go ahead. Register for this tele-seminar right now. When you attend this live session, you will be able to get answers to your most pressing questions and concerns on this topic. Plus, you will also get an audio CD version of the session so you can listen to it over and over again.

If you can't attend the live session due to a scheduling conflict you can order the CD here. It will be recorded the day of the tele-conference and will be sent to you the next day.

Don't wait. Take action now. Sign up for the tele-seminar or order the CD now.

You won't be disappointed. I guarantee it!

What Do Your Clients Love?

2008-02-14T09:07:00.000-05:00

We know they love great service, and they may even love your products, but how can you find out what your clients really want? …and no, it’s not always the best price! Here’s the reality. Salespeople are rarely aware of where their client’s business is headed, what targets they are trying to reach or how they plan to reach them.

At Teneo, we’ve developed an interesting approach to help you better understand what clients really want. In Phase 1 of our 5 Phase Integrated Marketing & Sales Approach, we help you create customized Client Interviews to obtain the information you need to create better solutions for your clients. You would be surprised at the kind of information your clients are willing to share if you only ask – including upcoming opportunities and their latest business challenges. You’re probably thinking – my clients don’t have very much time for me as it is, they won’t take the time for this client interview. We’ve discovered in fact that people feel honoured when you ask them for their opinion to help you grow your business. With just 15 minutes of their time and a few key open ended questions, you’ll be surprised at what they’ll share.

Applying this process will provide you with incredible insight and will help you to translate your client’s needs into a unique solution, with clear business benefits. Your clients will suddenly feel like you are speaking their language and it will become clear to them that you’re a valuable trusted advisor. So take the time to get to know your client’s business and even your client’s, clients – it will not only help grow your sales but theirs too!

How Will You Integrate Your Marketing & Sales In 2008?

2008-01-18T09:03:00.000-05:00

For 2008, our Work Smart, Sell Smart newsletter will be focused on providing you with techniques and strategies for applying an Integrated Marketing and Sales Approach to grow your business. Derived from Teneo’s 21-Point Integrated Marketing and Sales Plan we’ll provide you with thought provoking ideas on topics such as: developing a holistic brand, increasing the ROI of your marketing campaigns, creating customer experiences not just transactions, landing more business with your Ideal Profitable Clients and much more!

When using the 21-Point Integrated Plan with out clients, the first step is to ask them “Where would you like to be in 3-years?”, “What is the vision for yourself and/or your business?”. From there we help them implement the 21 points of the plan based on their overall vision and goals.

Before you begin to make a long, or even a short list of goals to accomplish in 2008, I want you to think about your VISION first. In just three years, we will ring in a new decade, the year 2011. Give some thought as to who, and what, you would like to be in three years time. It’s a tough question, so try to have some fun with it and explore all the possibilities.

What do you want for Christmas?

2007-12-12T09:35:00.000-05:00

Dear Santa,

How are the reindeer and the elves? I’m sure they are very busy preparing for the big trip on December 24th.

I have been a very good salesperson this year. I have picked up a few new clients, grown many of my clients’ sales and I’m close to achieving my yearly sales goal! Sometimes, I do forget to submit my sales reports on time – but I eventually get them in… and if I don’t, it’s because I’m too busy trying to increase sales.

This year for Christmas, there’s only a few things I would like:

Prospects and clients who return my calls
A new assistant who will do everything for me so I can spend all my time increasing sales.
The new Blackberry “Curve” to track all my client activities, schedule and contacts. I know I can be more organized if I have the right tools.
A direct mail campaign generating 42.8% response rate and over $100,000 in new business
If you are really generous and have room in your sleigh, a million dollar client would be really great, too!

I’ll leave out a Tim Hortons’ coffee for you on December 24th – they always help to get me through a busy day on the road.

Love,
A Hardworking Salesperson

P.S. If Santa doesn’t bring you any of the items on your list, the Teneo Elves are here to help!

How Good Are Your Client Presentations?

2007-11-15T09:33:00.000-05:00

How good are your client presentations?
· The sales cycle is 22% longer than in 2001*
· A salesperson is only spending on average 18% of his/her time in front of a client*
· The sales pipeline ratio is 3.46:1 – you need more opportunities to close just one deal*
· Only 50% of salespeople are making their sales plan*
· 75% of Marketing Dollars don’t generate revenue*
*Source: Sirius Decisions

What do these startling stats tell us? As a sales person you need to sharpen your presentation skills to close more business.

With increased competitiveness, and clients having less time for you – the need to be much better in front of your prospects and clients is painfully obvious. During the past few months, I’ve had the opportunity to spend time with sales reps on the road – and will admit I’m appalled and what salespeople will do to “wing it” in front of their clients.

So many times, I hear salespeople say they don’t have time or they don’t feel it’s necessary to rehearse their sales presentations. I would say you can’t afford not to practice and deliver a killer presentation every time. As one of my fellow sales trainers says, “It’s better to bruise in the playground than get hit in the street.”

What are you doing to prepare for your client presentations? Rehearsing in the car as you drive to your client doesn’t count!

Thanksgiving Is A Time To Be Grateful

2007-10-09T21:48:00.000-04:00

With the Thanksgiving season upon us, I would like to take the time to say ”Thanks” to all of you - my clients, supporters, advocates, seminar attendees and Teneo team members.

From the bottom of my heart, I thank you for the opportunity to work with you to achieve your marketing and sales successes. The goals that Teneo has achieved over the past 3 years wouldn’t be possible without you. It has allowed me to enjoy my work, my family and even some vacation time! I look forward to building our relationships with you and helping you achieve your future marketing, sales and personal goals.

As an expression of our gratitude, Teneo has decided to furnish a classroom through the World Vision Gift Catalogue on behalf of you - our clients. In North America, we take things like chairs, desks and blackboards for granted. But for countless children in rural schools around the world, their chair is a dirt floor and their desk is a lap. In the spirit of investing in and training people, we felt it was important to invest in children around the world and their education. The gift we’ve chosen this year will provide an entire rural school with the essential furnishings for teaching and learning.

From all of us at Teneo, we wish you and your families a wonderful Thanksgiving!

Is It Time For You To Go Back To School?

2007-09-05T21:40:00.000-04:00

Today’s customers are more knowledgeable, sophisticated and demanding - sometimes with a capitol “D”.

Teneo recently interviewed all types of customers for our new keynote presentation “What’s Keeping Customers Up At Night”. The customers we interviewed re-enforced what they are truly looking for in B2B environments; pro-active, consultative partners who understand their business, and its needs, and provide them with pro-active solutions.

What type of selling do you engage in with your customers? Is it transactional – just selling more of your products and services? Or are you using a consultative sales approach that allows you to truly understand your customer's needs and provide them with the appropriate solutions - giving them added value?

For many years, I too was guilty of “winging it ” in my sales approach, and was still very successfully in identifying opportunities and closing business. However, I’ve learned - and now train - sales teams to use the 7-Step Consultative Sales Approach: a proven step-by-step methodical process that moves the sale through today’s complex and longer sales cycle to earn more business.

Take a minute to stop and ask yourself, is it time for you to get Back to School and Back to Business by learning a new sales technique?

Are You Ready for the 4th Quarter Sales Sprint?

2007-08-15T09:00:00.000-04:00

Summer is an amazing time to relax, rejuvenate, revive – and prepare for the 4th Quarter Sales Sprint!

The next few weeks are an opportune time to strategically review your sales and marketing plans before the hectic fall selling season.

Consider the following exercises to help you get ready:
· Review your sales by client – Compare actual vs. target sales goals
· Pro-actively set-up meetings with your key clients
· Schedule your 2008 Strategic Planning Session
· Assess your sales skills – is it time to invest in upgrading your skills?

Enjoy these last few weeks of summer and find a tranquil place to think and review - a lake, walking trail or quiet rock - to map out your plans for a stellar fall selling season. Focus on attracting what you want most in your business and personal lives, write it down, and then make sure all of your decisions and actions are aligned with those goals.

On your marks… get set… go!

Enjoy the Summer With the Power of People!

2007-07-18T09:00:00.000-04:00

I love summer! With its warm weather, longer days, and the opportunity to spend more time outdoors.

Earlier this year, I committed to walking 60km in the “Weekend to End Breast Cancer”. It was my commitment to staying healthy as I turned 40. I knew one of my biggest challenges would be finding the time to train during the summer, when I want to enjoy more time with my kids, friends and of course boating.

Initially, I was hoping to recruit 1-2 friends to be a part of this walk. I was thrilled when five energetic and enthusiastic friends were willing to do this trek - especially when we had to commit to raising $2000 each in order to participate. Through creative brainstorming, we decided to host a summer outdoor fundraiser with live bands - and we’ve almost achieved our fundraising goal! When you surround yourself with the right people, I’m amazed at the increased energy level and momentum you gain.

The training schedule to prepare for a 2 day 60km walk consists of walking about 500km over 24 weeks. When I’m feeling too tired to walk at the end of the day, it just takes one of my fellow team walkers to call and say “Let’s go”. Even my kids are walking with me (walking 5km to the ice cream store is a good bribe!) The best part is how much I’m enjoying the walks. It gives me time to “think” and I’m amazed at the ideas and solutions you can create when you’re walking among the trees, water and fresh air, or the great chat time it provides with my kids, friends and team mates.

This summer, what sport or hobby can you enjoy with friends and family? It’s so worth it!

Enjoy your summer!

Are You Growing a Bumper Crop of Sales?

2007-06-20T09:00:00.000-04:00

We all hope to have a great sales year - and we’re already six months into 2007! Have you been planting the seeds of success with your clients and prospects during the past few months?

As summer quickly approaches, everyone begins thinking about vacation and I consistently hear salespeople say it’s not a good time to reach out and grow their business. On the contrary, this is the ideal time to nurture, fertilize and cultivate your clients and prospects to produce a bumper crop of sales this fall.

Today’s sales cycle is longer, more complex and involves several decision makers. Using an effective combination of marketing and sales tools like; strategically planned sales presentations, marketing e-mails, white papers, client testimonials, success stories and telephone calls, during the various stages of the sales cycle can help you and your teams move sales further down the sales funnel.

Utilizing strategic sales and marketing processes versus “winging it” will definitely help you to close more business, faster. Disciplined sales processes, consultative sales training and dashboard metrics are today’s necessary tools to outsell your competition.

The next 90 days are the ideal time to plant the seeds of success and implement strategic marketing and sales tools to harvest a bumper crop of sales in the 4th quarter.

Here’s to fertilizing and cultivating your prospect seeds!

Even Our Government Creates a Phenomenal Customer Experience!

2007-05-16T09:00:00.000-04:00

I marvel at companies who create phenomenal customer experiences like Walt Disney, Starbucks, WestJet and many others. I love researching their philosophies and leaders who guide their teams to deliver incredible customer experiences.

On a recent trip to our Nation’s capital, Ottawa – our family enjoyed a phenomenal experience.
A few weeks prior, we received a newsletter from our local MP Dave McKenzie, stating if you’re traveling to Ottawa to call ahead and let them know. We thought this would be a fun adventure and that the kids would really enjoy it.

When we arrived, our MP’s Executive Assistant Leslie gave us a tour of the office and then personally escorted us to the Parliament Buildings. We felt very privileged when our MP took time out from his busy schedule to greet us both before and after ‘Question Period’. We stopped briefly to take a snapshot of us in the Parliament Building, when suddenly our MP escorted our family to have a photo taken in the PM’s office with the Prime Minister himself – Stephen Harper.

Wow, it all happened so fast! Mr. Harper even took a personal interest in our daughters asking them their names, ages and grades. We didn’t have any personal agendas or hot political topics to discuss and I didn’t think there was any opportunity to sell sales training services (well maybe there could be an opportunity!) and he still took the time to make us feel welcome.

If our federal government can create a phenomenal experience for fellow Canadians – can you?

What Is The Secret Ingredient for Marketing & Sales Integration?

2007-04-18T09:00:00.000-04:00

In almost twenty years of working in both marketing and sales roles, I’m consistently perplexed by the cross-departmental relationships between marketing and sales teams. Recently, I’ve been working with a number of companies to learn more about the key factors involved in integrating marketing and sales and producing increased sales revenue and ROI.

It has become clear to me and the secret lies in training both your marketing and sales teams to truly listen to your customers. This allows you to better understand your customer, their needs and the solutions and/or experiences they are looking for. Armed with this valuable information you are able to develop a marketing and sales strategy that will target your ideal profitable customers using their own language.

I recently interviewed Purolator Canada to better understand the success they have realized with the implementation of their “Sales Effectiveness” team. I asked Shakeel Bharmal – the Director of Sales Effectiveness if the two year process of implementing this new team was worth it? “Absolutely, integrating Purolator’s marketing and sales by creating the Sales Effectiveness team has produced record breaking results in 2005 and 2006 for revenue, profitability and customer retention, making 2006 the best year in Purolator’s history.”

Purolator’s revolutionary approach was based on employing a more strategic methodology when considering their customer’s needs. During dozens of one-on-one interviews with Purolator’s clients, Bharmal discovered they possessed needs that went far beyond the delivery of packages. “The key to connecting with customers, concluded Bharmal, was for Purolator’s salespeople to figure out how they could help clients be successful in their business and then communicate that to them.”Integrating your marketing and sales and transitioning your teams from the traditional ‘transaction based’ selling into ‘value based’ selling, produces tangible benefits for your customers and increased sales revenue for your company… and that’s sales effectiveness at its best!

For more information, on Purolator’s success story read “Delivering Sales Effectiveness” in the April issue of Contact Magazine or visit our website at http://www.teneoresults.com/

Do You Have The Luck of The Irish?

2007-03-21T09:00:00.000-04:00

Do you have the luck of the Irish? Or are you hoping to find a four leaf clover that will bring you good sales luck? Or perhaps you’re waiting to kiss the Blarney Stone! After all, as the legend goes “kissing the Blarney Stone will bring the kisser the gift of persuasive eloquence.”

Today’s customers are more knowledgeable and sophisticated and have very little time to meet with you. With such limited opportunities, you can no longer “show up and throw up” with your sales pitch. In order for you to engage your customers, understand their business needs and provide strategic solutions, your communications skills have to be concise and full of persuasive eloquence.

You can chase rainbows and look for four leaf clovers but being successful in sales is no longer about luck – it’s about developing the skills necessary to gain the trust and confidence of your customers and prospects. Doing so will certainly help lead you to that pot of gold at the end of the rainbow.

So, what are you doing to develop your skills and invest in your sales profession? Earning your CSP (Certified Sales Professional) designation demonstrates your commitment to your professional growth and to providing your customers with strategic solutions. Make a commitment today to Work Smart, Sell Smart and communicate effectively and your pot of gold will soon be filled with increased sales and earnings… no clovers needed!