Our Next Meeting - October 21
The next regularly scheduled LIEG meeting is October 21. The full year’s schedule is here. LIEG thanks Regus and Stacey Williamson for the use its meeting room in Rexcorp Plaza.
Topics: ** OUR NEXT MEETING **
Top Tips for Building a Salesforce
One of the few positive aspects of this current recession is that there has been a flurry of new business growth. Entrepreneurial-spirited individuals, frustrated with the corporate world, are testing the waters with their new ideas, and startups are challenging large, slow-moving organizations by developing innovative products and services.
While many of these streamlined, smarter enterprises will succeed, others will fail. Why? There are many reasons for business failure. However, it’s almost always due to the lack of building a successful sales force.
Some entrepreneurs think that they are the only ones who can possibly sell. Giving over the sale of their product or service to someone else is akin to handing over their baby. Others get so immersed in day-to-day execution of their business that they simply don’t make the time for big picture projects like working on the growth of the company and building a successful sales team.
The reality is that, at some point, business owners need to spread out the sales efforts and bring in talent if they’re going to be successful. It’s not about hiring a support person who will only get the overflow sales “dregs”. Instead, it’s about hiring one or more sales superstars who share the vision of the organization and use their experience and professionalism to take the business to a higher level.
Finding those superstars can be challenging, but they’re out there. In fact, since the rash of layoffs in the last year, there has never been a better time to hire a salesperson. Many qualified professionals would jump at the chance of working with a company that is growing instead of teetering on the brink of failure. How can you build the best sales force for your specific needs? Here’s how:
Find Someone Who is Compatible with the Company Culture
Startups can be chaotic, and not everyone is cut out to work in one. Make sure that any candidate you’re considering is comfortable with multi-tasking and pitching in at a variety of levels and thrives in an environment where there might not always be a lot of structure. Oftentimes, successful “big company” salespeople are like fish out of water when they don’t have multi-layers of management and corporate structure around them. Others are ready to spread their wings in a startup. Find out their comfort level before you make the commitment of bringing them on board.
Look for Someone with Connections and Contacts
Besides having a desire to work for an up and coming company, your potential new hire will be substantially more successful if he or she has a fat Rolodex of connections and contacts. Where do you find such a person? Go out into the field and attend some industry events to see who might be interested in a new opportunity.
Don’t Micromanage the New Hire
If you’ve hired the right person, they should be able to hit the ground running without the need of being hovered over for an extended period of time. Sure, you’ll need to make sure that they’re completely up to speed on what they’ll be selling. However, once they are, it’s time to give up some of the control, and let them go out and hit the ground running.
Work on the Company and Not in It
While making sales is vital to the success of your business, you also need to devote time to working on its overall growth and direction. Successful entrepreneurs and company owners understand the need to have enough company resources so that they can be the leader and not get bogged down by the nitty-gritty of day-to-day operations.
ARTICLE AUTHOR
Adrian Miller is President and Founder of Adrian Miller Sales Training, a sales consultancy that she launched in 1989. Adrian is also the author of “The Blatant Truth: 50 Ways to Sales Success” and is a well-known and highly regarded speaker and consultant. Always entertaining and rigorously practical, Adrian can energize and motivate your sales force to reach new heights. She also works with solopreneurs and professional services providers to help them grow their business using high-impact sales process.
Topics: Business Improvement
Video of Ellis Henican’s Sept 16th Interview of Fred Seibert
Ellis Henican’s interview of Fred Seibert was very entertaining and informative. The audience heard Fred tell of his experiences in numerous media and his advice to “try things using the Internet and get new ideas” for your business.
Topics: Uncategorized
Briefing on “The New ADA & Its Implications for Employers”
Jules Halpern, Esq. will be speaking on a topic that is relevant for Human Resources professionals. Titled “The New ADA and Its Implications for Employers,” the presentation will be held on Thursday October 1, 2009 at 8:30 am at The Bristal, 40 Merrick Avenue, East Meadow, NY 11554. To RSVP, please e-mail Cynthia Powers at cpowers@thebristal.com or call 516-233-3146.
Topics: Events & Meetings
Lessons in Brand Development and Innovation
What: LIEG and Bill Sobel of SobelMedia present a highly informative event:
“Lessons in Brand Development and Innovation“
Learn how to create a “buzz” for your business and create your personal brand.
Who: Ellis Henican** of Newsday will be interviewing
Fred Siebert** of Next New Network Online TV
When: 6:00 PM to 8:30 PM
Wed Sept 16, 2009
Where: RXR Executive Park
68 South Service Rd
Melville NY 11747
(Lower Level Auditorium)
As of 12:01 AM Tuesday Sept 15th, registration is available only at the door for $35.
**Fred Seibert is the founder and creative director of Next New Networks online TV. He was the original director of MTV, the president of Hanna-Barbera Cartoons, and has produced more than 50 jazz albums.
**Ellis Henican is a Newsday columnist and a political analyst for the Fox News Channel. He also hosts a show on the Talk Radio Network.
Topics: Events & Meetings
Our Next Meeting - September 16
The next regularly scheduled LIEG meeting is September 16. The full year’s schedule is here.
Topics: ** OUR NEXT MEETING **
Our Next Meeting - August 19th
August 19th is the next regularly scheduled LIEG meeting.
Click here for the full year’s LIEG meeting schedule.
LIEG thanks Regus and Stacey Williamson for allowing us to use its meeting room in Rexcorp Plaza. Photo courtesy of Regus. Please contact Stacey for any of your office, meeting or conference needs.
Please note that the regularly scheduled LIEG meetings are NOT open to the public. You MUST contact us if you would like to attend one of our meetings. You can contact us through our online form here. We do sponsor two public meetings each year and these are open to the general public.
Topics: ** OUR NEXT MEETING **
Mental Health Association Honors Bloom Family & Sir Speedy
Jack, Evan and Brandon Bloom are proud to announce they are being honored by the Mental Health Association as “Corporate Citizens of the Year.” This years Miracle Makers Ball will take place at the Garden City Hotel on November 12, 2009. For over 50 years the Mental Health Association has served our community. Now by helping us support the MHA, you will play a vital role in helping adults and children with psychiatric disabilities.
For more information on this wonderful event please click here.
Topics: Events & Meetings
How to Get ROI from Your Networking Efforts
Have you noticed the ever-growing number of networking groups? While there was once only a handful of opportunities to network at Chamber of Commerce breakfasts and local trade association get-togethers, you know have to decide among the thousands of online and offline groups that seem to be sprouting up on a daily basis.
The problem is that you only have so much time in the day. If you joined every networking group out there, you’d inevitably be meeting some useful contacts, but you’d have little time for anything else. To effectively make connections and save your sanity in this age of hyper-networking, you need to be selective. The following five tips will help you filter through the vast and sometimes murky world of business networking to find the groups that can offer you the greatest ROI from your networking efforts.
Define Your Networking Style
With countless networking events, you have the ability to choose what type works best for you. Speed networking, cocktail parties, conferences, informative seminars, online get-togethers – each format has its own unique advantages and disadvantages. You most likely will gravitate to one or two types of events. That’s ok. You’re better off sticking with attending only the activities in which you have the highest comfort level.
Do Your Homework before You Commit
Once you’ve found a handful of groups that are in line with your networking style, research the types of members, their companies, and the focus of the group. Don’t be afraid to attend a group’s events two or three times to get a feel for their dynamics. You may love it, or you might find that it’s not in synch with your goals, interests, or personality. The key is not to commit yourself to anything until you are confident that it’s a good fit for you.
Stay Focused on What You Can Give
Many networkers leave groups frustrated because they feel that they are not getting enough. Yet, they haven’t put any effort into giving. As in the famous words of the Beatles, “The love you take is equal to the love you make.” This certainly applies to networking. Always think about what you can give and offer to your contacts before you ask for or expect anything from them. Once you begin to focus your energy on helping others, you’ll quickly find that they are enthusiastic about helping you!
Follow Up and Follow Through
Interestingly, it may seem like you’re networking at the events you attend, but in reality, the true networking doesn’t actually begin until afterwards. If you neglect to follow up or connect with the contacts you’ve made, you’re merely socializing and not networking at all. It’s 100% about how you maintain those connections that will determine your level of success.
Be Realistic
The reality is that not every networking connection you make will be able to produce leads and referrals to you. Yes, you need to be helping others, but you also have to devote the bulk of your energy to cultivating your most valuable resources. Assess each contact and determine how you can work together. If there just isn’t a great deal of potential with a particular connection, it’s ok to minimize your dealings with him or her. Both of you will be better off shifting energies to others who will be more beneficial.
ARTICLE AUTHOR
Adrian Miller is President and Founder of Adrian Miller Sales Training, a sales consultancy that she launched in 1989. Adrian is also the author of “The Blatant Truth: 50 Ways to Sales Success” and is a well-known and highly regarded speaker and consultant. Always entertaining and rigorously practical, Adrian can energize and motivate your sales force to reach new heights. She also works with solopreneurs and professional services providers to help them grow their business using high-impact sales process.
Topics: Business Improvement
The I’s Have It!
Staying on the radar screens of clients and prospects is more important than ever for salespeople. With demand for products and services only now beginning to pick up as the worst recession in decades slowly dissipates, it has become absolutely necessary for anyone involved in sales to be persistent, proactive, and patient.How can this best be achieved without also looking desperate?
Remember the following three “I” words as you navigate through the sales process to walk that fine line between pushiness and persistence. They will keep you on the radar in a way that positions you as a valuable ally and resource – exactly who you want to be now and as the economy begins to improve.
Invitations
If you’re like most sales professionals, you probably receive more invitations to tradeshows, industry and charity events, seminars, and get-togethers than you could ever possible attend. Don’t let them go to waste! Instead of “circular filing” them, dole them out to prospects and clients.
Of course, they have to be relevant to their particular industry or interests. But, by being generous with your invitations, you’re using a very non-obtrusive tactic to position yourself as someone who will go the extra mile to establish and grow a business relationship.
Don’t stop with the invitations that you’re not using. If you’re planning to attend an event or show, why not ask a potential or current client to join you? It’s the perfect opportunity to spend some quality time together, build the relationship, and learn more about their business needs.
Introductions
One of the most valuable tools in any salesperson’s arsenal is their Rolodex. If you’ve built up an impressive list of contacts, you should be facilitating introductions – either cyber or in-person. You’re golden in the eyes of those you’re selling to if you’re introducing them to someone of value. If you want to garner some positive attention – give a referral. No one deletes an email or ignores a voice mail from a person who sends introductions!
Information
We undoubtedly live in the information age. If you can be a true resource for information that is timely, interesting, and of value, you will not be forgotten. Utilize Google Alerts, and other online tools to stay as current as possible. Sign up for newsletters, journals, and blogs. And, generously pass along information that can help others with their businesses.
As you develop a reputation as a knowledgeable “go to” person, consider starting your own blog or signing up with Twitter where others can check in with what you’re deeming interesting and worth writing about.
What’s interesting about these three I’s is that they are free and readily available to each and every salesperson who is interested in maximizing their ability to provide great service. However, they require the ability to be engaged and interested in partnering with prospects and clients. At the end of the day, it’s not just about making a sale; it’s truly about forming a long-term relationship that is mutually beneficial.
ARTICLE AUTHOR
Adrian Miller is President and Founder of Adrian Miller Sales Training, a sales consultancy that she launched in 1989. Adrian is also the author of “The Blatant Truth: 50 Ways to Sales Success” and is a well-known and highly regarded speaker and consultant. Always entertaining and rigorously practical, Adrian can energize and motivate your sales force to reach new heights. She also works with solopreneurs and professional services providers to help them grow their business using high-impact sales process.
Topics: Business Improvement
