Sales & Leadership Videos!
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Want your sales team to sell more? Have a repeatable sales process and...
In order to be successful, sales professionals need to be supported. How? 1) A repeatable sales process 2) Proper integration with, and support from Marketing 3) Proper support and coaching from a sales leader (To be discussed in a future video) Can you describe your sales process? Can everyone on the sales team? Why does it work well (or not work well)? |
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What is your sales cadence?
This topic comes up often in sales coaching calls and in my mentoring calls for the North Forge Technology Exchange Founders I work with. Many people do not have a plan on how they are going to maximize their ability to connect and meet with target customers.
Do you have a sales cadence? What is your plan to get in front of more of your potential clients? |
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Coaching works.
It's not just for executives and it's not scary or intimidating. It shouldn't be anyway Here are what my coaching clients say about the value they receive by working with me as their coach: * Independent or external (new) perspective * Performance improvement/professional development via accountability * Ability to talk freely and openly (no judgement) |
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Matt & Scott talk about tips for Time Management and Productivity.
Last year our intro to time management and productivity was one of our most popular videos. So we did another! One of the most common challenges Matt O'Keefe and I hear about in our coaching calls has to do with not having enough time to get things done. We can't give you more time in the day, but we can help you get better control of your calendar and your day. Enjoy the Top 10 Tips and the bonus tip |
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Recognize and acknowledge the good (give yourself some credit!)
My first video of 2022 is about making the time to acknowledge the good work you are doing and give yourself credit. Even the small 'victories'. Additional take-aways: Develop (and refine) your game plan and relentlessly execute and stick to it Be yourself. Have some fun (ALWAYS!) |
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What KPI's are you measuring?
Are they the best ones? Are they the RIGHT ones? Measuring sales activity such as phone calls, meetings and proposals makes sense but that is not the entire picture of sales behavior we want to measure and encourage. How about building KPI's around behaviors like asking really good discovery questions and ensuring you learn about the proper information you need to learn about to qualify a potential customer How do you measure behavior that maximizes the value qualifying a prospect and good client discovery? Good question, let's chat |
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Everyone likes top 10 lists right?
Here are 10 (actually 11) sales tips that will will:
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I am confused. According to all the articles I read and videos I watch:
1) Companies want more revenue and higher margins 2) Sales reps want to sell more with shorter sales cycles 3) Sales reps also want more support in the way of training, coaching 4) Sales managers say they often don't have time or don't really know how to most effectively support their team If this is true, and so much of what comes across my desk tells me with exact stats that it is, what do we do? Good thing is there is a better way! |
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What are you doing to get better? Professional athletes train, practice, work in the gym, watch film etc. daily, weekly and year round. So as a professional yourself, what kinds of activities are you doing to get even better? |
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Want to earn more sales?
Want to shorten your sales cycle? Want to earn higher margins? SLOW DOWN, be curious and plan ahead! Many of us are often guilty racing to our destination (presentation or 'close'). If we want to 'enjoy the ride' or sales and ultimately earn more business by being better able to help our clients, what can we can learn from a ride on a motorcycle? In this video I describe lessons learned from enjoying my motorcycle and how that can help us on our sales journey with our prospective clients. (Special thanks to Tim Phelan for his great video and sound work) |
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Want to be even more productive? Take (more) breaks. Seriously
Science shows us that working long hours every day and/or 50+ hour work weeks has been proven to hurt productivity. Why? Your brain gets tired and: *You lose focus and concentration *You are not as creative *You will make more mistakes So what should you do? *Work in 75-90 minute intervals or blocks *Take regular breaks to refresh and recharge *Walking is a great way to recharge. Why not walk while you work! *Science says we think better & are more creative when we walk vs sit Work SMARTER not harder. Part of working smarter - take breaks to be more productive. |
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Leadership chat with Scott & Matt presents: Time Boxing - How does it help you be more productive?
Having trouble getting things done? Want to get some of your time back? From the Harvard Business Review: "Timeboxing can give you a much greater sense of control over your workday. You decide what to do and when to do it, block out all distractions for that timeboxed period, and get it done." Challenges:
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Leadership chat with Scott & Matt presents: Intro to Time Management & Productivity
How are you doing with Managing your Time? Do you typically feel like you are able to get everything done? Do you get distracted (by yourself) and others?? What are your 'time suckers'? Matt O'Keefe and I had a recent discussion where we introduced the topic of Time Management. Huuuuuuge topic and lots of ways you can start to get a better handle on your time. More to come... |
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Leadership chat with Scott & Matt presents: Personal Purpose, Vision & Values
How does your Mission (Purpose) Vision and Values help guide you and your team to do more, stay aligned and grow together? What is your professional purpose or reason for doing what you do? What is your future image of yourself that you strive towards? What are the key values that guide your behavior? Matt O'Keefe and I recently had a chat about why we need to work on developing our own Purpose (Mission), Vision and Values. |
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Leadership chat with Scott & Matt presents: Benefits of Leadership by Living Above the Line
This leadership skill is for anyone who is looking for tools to grow as an influential leader. Tools that empower you to positively impact culture, drive positive change in challenging times and ultimately improve the success of your team or organization. When you have a group of engaged people operating above the line, you can expect far more effective team outcomes including: Better buy-in, Increased innovation and creativity, More effective collaboration, Improved time management, Greater ability to manage change, Stronger leadership succession and more Improved Time Management Greater Empowerment & Engagement Encouraging a culture of Creativity and Innovation Living Above the Line: Building a Succession Plan |
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Leadership chat with Scott & Matt presents: The MANY benefits of working with a Coach
Coaching isn't just for executives. People at all levels of the organization can (and do) benefit from working with a coach Statistics show productivity increases, more positive work culture and lower turn over Coaches help you grow and get out of your comfort zone People enjoy an independent perspective, the focus on YOUR professional development and ability to speak freely and openly without judgement Consider taking a coach for a test drive LinkedIn post of Benefits of working with a Coach |
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20 things you may (or may not) want to know about Scott
People chose to work with people. People they KNOW, LIKE and TRUST. Often we do this by researching people, asking them questions, asking other people about them etc. For those of you wondering what this Scott Donald character is all about, I am going to save you some trouble. For your information and amusement, I present: 20 things you may have wanted to know about Scott (or maybe not) 20 things about Scott blog |
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Lessons learned and what's around the corner on our professional journey?
I don’t know about you, but I am becoming more reflective and sentimental as I get older. Here’s my story, what I have learned and why it just may matter to you. Blog Post on The Professional Journey |
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Want to HEAT up your prospecting? Have a Plan!
If you want to shorten your sales cycles and earn more business, you need to PLAN. Planning is important so you don't freeze to death! Planning is also important in the sales process. Do you want to heat up your opportunities and earn more business? Are some accounts frozen in your funnel and not progressing? This video provides the life saving tips on the importance of PLANNING so that your accounts don't get frozen in your funnel LinkedIn article on Sales Call Planning |
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Sales professionals need to Practice
Practice in order to be a better leader or sales professional. Athletes practice all the time. They train in the gym, on the ice or field, the study game film. They do drills and drills and more drills to get it right. As a sales professional, what are the skills you need to practice to get better? |
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The launch of SBD Growth Strategies
January of 2021 SBD Growth launched a new name, logo and website describing how I can better help my clients ACHIEVE more. It's time to unveil the result of a lot of time, hard work, collaboration and evolution of how I can help my clients. As I described in my last blog: https://lnkd.in/eMEQ8Cr, 2020 forced me to reevaluate who I am able to help and how I can help them. I had to diversify or 2021 could continue to be a challenge. 2020 gave me time to work ON my business (vs just IN my business) Introducing: SBD Growth Strategies www.sbdgrowth.ca/ |