Infocusselling’s Blog

December 15, 2009

Nearly Free Workshop

Filed under: ACTUM Group,Other Sales Issues — Educated and Aware @ 10:49 pm
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Kim Brand & Jeff Bowe speak at Business Ownership Initiative:

Sales & Marketing 2010 (and Beyond)

How I wasted over $200,000 and three years on

ineffective marketing schemes and inept sales strategies

and why you don’t have to.”   Kim Brand, Co-Presenter.

“You can learn selling the hard way which is having

hundreds of prospects telling you no without telling

you why or you can learn it the easy way which is to

have someone give you the tactics and strategies that

lead to yes now. It’s your choice.”  Jeff Bowe, Co-Presenter.

What: Business Ownership Initiative (BOI) presents Sales & Marketing 2010 (and Beyond).

This four hour seminar will be conducted over two days and will be co-presented by Kim Brand, Serial Entrepreneur and President of Computer Experts and File Engine and Jeff Bowe, Chief Sales Strategist at ACTUM Group, a leading sales training and sales management company.

When: January 27-28th, 6-8PM each day.

Where: 4755 Kingsway Dr., Suite 314. (Near 46th & Keystone)

Why: You won’t get a better ‘reality check’ than to hear us talk about real world sales and marketing problems and solutions for small businesses from the perspective of an entrepreneur and sales pro.

Special Bonus: BOI normally charges $20 for this class…that’s cheap!  But everyone that attends will receive a $20 discount coupon from Computer Experts – your net cost is zero and your upside potential is huge and a free chapter from Jeff’s book, Get INFOCUS Get Cash!

You need to call now to register:  (317) 917-3266 ext. 100.

Space is limited, call today

December 7, 2009

Launch 2010 Now–A New Way to Create Your Sales Plan

Filed under: Uncategorized — Educated and Aware @ 11:11 am
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The best time to start 2010 selling was about a month ago. Unfortunately most people will start 2010 selling just after they recover from New Year’s. That is way too late and a great way to miss a strong first quarter.

This will be the first of three articles to help you launch your 2010 sales today with a plan that will launch you towards success now.

First, start by making a written list of every customer you sold in 2009. If you have a CRM (and if you don’t, you should) then print out a 2009 sales activity report. As you write down the name, pick up the telephone and call them to say thank you. Don’t ask them about 2010 opportunities, don’t ask them for referrals, just tell them how much you appreciated the opportunity to serve them in 2009.

As you check that client off the list, make a note by their name regarding how you acquired the client—referral by whom, a business group, cold calling, email marketing, prior client, etc. Use a consistent abbreviation system as this will come back in step two.

If anyone mentions 2010 sales, go ahead and have the conversation and either log it and the appropriate follow through telephone call in your CRM or make a big red star on your printout next to that customer’s name. Repeat the process until you are all the way through the list. A CRM sure makes this part easy.

You have 300 customers and this call process will take too long? First, congrats on having a long client list. Second, since many of your calls will result in you leaving a voice mail, you should be able to make 50-100 calls a day so this is a week-long project. And, can you think of anything more important than touching every single client one more time this year as they reflect on 2009 and start to think about 2010? I can’t.

Step 2. Tally up your “where did it come from notes” so you know where your business is coming from. Look for trends and blocks of business from one source. You may find one advertising campaign was really successful. You might find that one group is more beneficial than others. One person may be your best referral source. You won’t do anything else with this yet, but you will want to know this for step 4.

Step 3. Look closely at those who brought up 2010 sales opportunities during your thank you calls. Why did that group bring them up? What characteristics make them different from your other customers? Which industries are they in—maybe part of your client base is doing better than another. What specifically did they talk about? Did certain product lines or options get more attention than others? You should spend significant time on this step and really think about why this group is already talking positively about 2010. As you generate a sales plan (step 5), it is much easier and much more realistic if you base it on what you know instead of what you guess.

Step 4 and step 5 will be here in about a week. Between now and then, your best activity is contact and analyze. Touch your customers and listen to them about their plans for 2010 before you create your own sales plan. While you are at it, get a CRM (such as http://www.addresstwo.com) because what you think of as just at tool will soon become your best friend.

September 27, 2009

Putting Our Mouth in front of Your Money

Filed under: ACTUM Group — Educated and Aware @ 4:23 pm
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23% Off is one thing. 23% In is quite another.

Our belief in our economy has been proven over the past year. We are clearly rebounding due to good old fashioned hard work. Some segments remain pretty tough but no industry has disappeared. As our economy turns around, those who plot the right course now will grow during this blip and come out geometrically stronger than their competition—some of whom will not make it out at all. To grow a business now means taking market share from the competition. It happens every day and you can be on the winning end or losing end—it’s your choice.

We believe in ourselves. We know the last thing people are doing right now is looking for places to spend money, regardless of how bad their sales trend is. But the bottom line is your sales skills have never been more important. The more competition you have, the more you have to out sell them. Our track record tells us that when our clients show up, pay attention, apply and integrate new behaviors and tactics, amazing things happen. We’re confident that record will continue.

We want to believe in you. We are looking for up to 20 sales people, teams or individuals, who want to be high earning sales professionals but right now are more like struggling sales workers. If you want to be a successful sales professional, or if you want your team to be successful, we’re willing to let you go 23% in and we’ll earn the rest. That’s right. You invest only 23% of our normal training fees, and we’ll get paid more only if we can change your sales results. Email us at jeffbowe@actumgroup.com to find out how to get started

I bet you and your team get paid for results, why shouldn’t your sales trainer?

August 11, 2009

Business Development Today Goes Way Beyond Sales

Business development is often a nice term for a job that involves finding new customers from lots of prospecting and cold calling. Without a doubt, business development involves sales.

Business development also has bigger and more important definition. Business development is the process of creating a successful and profitable entity that has value for the owner which goes beyond the income that is made from sweating it out year after year. Business development requires many successful activities beyond just sales.

To successfully develop your business, you must capitalize on your strengths and find a way to work with your weaknesses, and build a business model that can work without you there 24/7 or even 12/6. Too many people spend too much time working on their weaknesses. The problem is the time and energy it takes for small improvement on a weakness is better spent on making your strengths even stronger.

When we work on activities that use our weaknesses, we end up emotionally and mentally drained and our business suffers. Your best approach is to outsource your weakness or hire someone who has that skill or task as a strength. For example, if you are chronically bad at accounting and it drags on you, don’t ruin your day and put yourself in the wrong attitude for other critical activities. If marketing is time consuming, hire a marketing expert—they are available from free to very expensive and can make your life easier and more profitable.

Clients pay for A+ performance. If you have a strength in the B range, practice, take classes or find coaching to get to an A or better level where you can command more money and higher margins. Business development is finding where you can maximize your profit per hour.

 Over the next months, we are going to profile company owners and successful professionals who figured out what they were good at and how they built their day and business around it, while dumping what they were bad at to someone else. If you read enough of the stories, you’ll probably find someone who describes themselves yesterday like you are today. Feel free to steal their strategy and call me. I’m always looking for good stories for next month.

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