calehawley

Posts Tagged ‘new sales people’

One Man Wolfpack

In entrepreneur, Marketing, networking, Personal Branding, Personal Development, relationships, Sales on June 23, 2017 at 11:00 am

Remember the scene in The Hangover when Allen claims to be a “one man wolfpack”? Sales and entrepreneurship is not much different. Yes it can be lonely, but it does not have to be.

I love working with new or inexperienced sales and marketers. There is a twinkle in their eyes and a burning desire in their hearts. But when that fire starts to flicker and that twinkle dims a little, it can get lonely. I try to be that person with an open ear for these young professionals. Not because I think that I am just that good, but rather because I have empathy for them. More times than not, they just need someone to voice their frustrations to. I’ve been in sales and marketing for almost 20 years and have been an entrepreneur for nearly 6 years. I find it helpful to have someone I’d like mind to talk to when times get tough, and if you do this long enough, you will see tough times.

Start adding members to your wolfpack today.

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Me, Myself, and I

In Personal Development, Sales on July 12, 2016 at 8:36 am

It is easy to try to be what society wants you to be. To talk the way they want you to. To act the way they want you to act. Sometimes it can be difficult to just be yourself. Truthfully though, most people can see right through this facade. I have read book after book, blog after blog, and watched countless videos to show me and teach me how I should look, act, write, etc. to be a “good salesman”. Want to know what works best for me? Being myself.

The next time you send a cold email, or a cold call, or try to connect with a prospect on social media. Be yourself!!!

Audience of One

In Marketing, Sales on July 10, 2016 at 8:51 pm

There are times in sales and marketing when you wonder if anyone is listening to anything you have to say. Persistence is the key.

You could change up your approach, your messaging or your frequency. When I worked for Pfizer, we changed up our messaging once per quarter. The core message was the same, but we changed up the visuals and sometimes the order of the details. This kept the message fresh considering you would see the same doctor between 12 and 24 times per year. 

Though you may feel that you are merely repeating yourself to an audience of one, the prospect may be tuning some of your message out. On average it takes a prospect 9 times of hearing the same message to truly know what it is you are trying to sell them. It is one of the reasons that the B2B sales cycle is so long. 

Be patient, be persistent. What are some ways that you try to keep your message the same?

Make the Call

In Sales on July 7, 2016 at 10:54 pm

Yesterday I wrote about the voicemail that I received in which the caller read their script word for word. While I was somewhat critical about this, I neglected to give credit where credit was due. This young man made the call. No call reluctance. Just smilin’ and dialin’ as I like to call it. Many sales people find themselves experiencing call reluctance. I applaud this young sales rep for making the call. Knowing that the worst that could happen is I might say “no”.

Make the call. Walk through the door. Happy selling!

We’re Talking About Practice

In Sales on July 6, 2016 at 5:30 pm

And as the quote continues, “how silly is that?” 

I love this dialogue between Allen Iverson and a reporter back in 2001. As you know, great athletes become great with practice. We don’t see the practice, but trust me without it they would just be mediocre. 

As a sales person, it is important that you practice your pitch as often as possible while no one or at least only those close confidants and teammates of yours’ see. You really do need to come across as polished when you make that sales call either in person or over the phone. Just today I received a call from someone that used my voicemail as there practice field. They read straight from the script for 93 seconds. Normally, I would have just ignored the rest of this message, but I needed it for content. 

Should you have a script? Yes. Should you read directly from it? No. Learn it. Don’t just memorize it, learn it so you can work your way back if you get interrupted. Practice, practice, practice.

Yes AI, we’re still talking about practice.

Shhhh….Listen!

In Sales on July 5, 2016 at 5:30 pm

Do you hear that? That is called silence. Sales people often get rattled by silence. There is nothing wrong with not talking for the ENTIRE conversation. In fact, the best sales people usually say the least because they are busy listening and not just waiting for their next opportunity to talk. 

Be quiet and listen. Stop “showing up and throwing up.” Ask questions and listen to the answers. 

Who Are You?

In Personal Development on July 3, 2016 at 8:00 am

I’m sure you’ve heard this at least one hundred times: “Be yourself!”

You’re not going to find it any different here. Everyone else is already taken, just be you! Keep it real. Who cares what others think or have to say about it. The great Charles  Barkley once said in an interview with Jim Rome, “50% of the people gonna love me, 50% gonna hate me, I might as well be myself.

Know who you are.

Worries and Complaints

In Personal Development on July 1, 2016 at 6:52 pm

If there are two greater wastes of time, I have not yet identified them. I used to do both of these things, and on occasion find myself drifting back into those patterns. 

Recently I have realized that worrying caused me a great deal of stress and anger over the years. And for what? One would think that being diagnosed with anxiety and panic disorder would fix that. One would think.

I used to live to complain as well. I could find the negative in most anything. I realized I was pushing people away. Well, not complainers. They wanted to be around me so they could complain. What a beating.

I decided that the negative energy of complaining and worrying was doing me more psychological, emotional damage than any illness ever could. I decided to remedy myself by making a conscious choice to be positive. It really was that simple.

I challenge you if you’re reading this to do the same. Be a beacon that draws positive people more near to you. Stop complaining and worrying. They are both a zero sum game.