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Category Archives: Selling


Inside Sales Power Tip 99 – Environment

by on February 4, 2013  

sell more with less - environmentIf you are at a desk in an office or working remotely there is no doubt something about your environment is distracting to your focus of making contact with potential buyers or talking with existing customers to grow revenues.

For this conversation, a toleration is an annoyance – something you put up with, and it adds to your stress, often making you less productive.  Some of us have dozens of these floating around our brain now. Did you just think of one?

The issues vary if you are in a noisy sales group environment (especially if the noise distracts you) or if you are in a home office that might be so quiet it doesn’t encourage you to pick up your pace a bit.  It is so much more than noise, though. It is everything from how organized you are or need to be, to how comfortable your chair is, to how much space you have for technology or documents, and other aspects of a work space.

Start thinking about what is making you less productive as you go about your day. Here are some tips to improve your environment.

Do you get interrupted a lot? If so, consider putting a sign on your chair that says, “DO NOT DISTURB – I’M SELLING” – I got this idea courtesy of Connect and Sell. Not sure if they still give these out. I got mine at a conference.

On interruptions: They are HUGE time-wasters. Let those around you know that you have blocks of time for calling and not to interrupt you unless it is an emergency. Your interruptions will reduce dramatically.

Are you ADD or ADD-ish? Lots of us are – spend some time sitting at your desk and looking around to see what it is that distracts you most. Fix that issue, because you can create an environment that will support you better. If not, see if you can move elsewhere in the office.

Fix your e-mail issues. Learn to check email 3 times a day. You’ll save hours each week if you do just this.

Do the least fun tasks first. If you feel like you run out of time each day, you’ll need to work on prioritizing (and re-prioritizing). What project or task is hanging over your head each day when you come in? Is there a way you can tackle that ONE thing? If so, you will feel less stress and more energy, which directly helps you come across better to potential customers and clients.

Make a list of the top ten things that annoy you. You probably can’t fix the fact that you are annoyed by the guy who sits at the desk next to you, unless you are a top producer. If so, let your sales leader know that you’ll be more productive in a better location somewhere else in the office space. If you are in a home office or remote office, you still need to make a list of the top 10 things you are annoyed by when it comes to you getting everything accomplished during the course of your day.

Better use your technology. There are new tools popping up every week. Are you in a good routine with them, or do some aspects overwhelm you? Perhaps you just don’t use them with a methodology or sequence which would help you get more done.

Read Thomas Leonard’s Top Ten Ways to Tolerate Nothing if you need more ideas. (note: he mentions a Rolodex, just substitute for a more current item, as the ideas are timeless!)

What one annoyance in your environment can you fix today?

What ten can you work on this month?

Lori Richardson - Score More SalesLori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management”. Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Introducing a Smart New Sales Site Called SalesProCentral

by on March 16, 2012  

salesprocentral.comWe like things in selling that are smarter than us. The new portal / sales blog aggregator called SalesProCentral is intriguing and interesting. [disclosure: Score More Sales blog is one of a bunch of sales blogs you can find here, and that’s our only connection to the site]

What you will find there is the ability to customize your view and the topics you are most interested in.  I asked Tony Karrer, PhD, and Founder of Aggregage – the  technology that makes all the magic happen here, to explain a bit more about what this new way of getting knowledge is all about.

LR: On the site it mentions that by using the Aggregage technology, SalesProCentral collects and organizes that content into topics and finds the best posts and articles using social signals  – What are social signals?

TK: Social Signals use activity of the audience as they click, view, tweet, save on delicious, like on Facebook, share on LinkedIn, etc.  We pay attention to what is normal levels of activity and when something spikes, we know that’s interesting to readers.  We’ve done a lot to prevent spamming kinds of behavior and definitely pay attention to who shares great content.

LR: You can opt in to a “personalization engine” – does that mean that no two people will see the same thing, and is that a good thing?

TK: People generally see the same things, but often in different order.  If we see that a user tweets a lot about insurance sales, we keep track of that “interest.” When article comes into our system that’s doing well based on social signals and is about insurance sales, then we want to make sure that user sees it at or near the top.  Likely the next articles down are the same as what other users are seeing. 

LR: This is not just another aggregation of blogs – it is different. Why get involved in another site for sales professionals?

TK: This all started because we see the amazing content getting created by thought leaders like yourself, Lori.  The problem professionals face is that they need to stay informed, but they also lack the time to go through all that content.  The purpose of this site is to take all this great content, figure out what’s the best, and sort it based on the specific interests of the professional.  Other sites are not as comprehensive nor are they personalized.

Take a look for yourself – and notice at the very top how you can change your edition to be last week’s, this week’s, today’s, or a specific date in the past. This gives the reader some interesting options and I think it will help sales bloggers get more views of some of their stories – easier than through Google Search.

Lori Richardson is recognized as one of the Top 25 Sales Influencers for 2012 and speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for tips and strategies in selling.

Thirty Thousand Dollar Haircut – Power of Referrals

by on January 14, 2012  

$30000 haircutIt was a random salon I chose when I first moved to  Boston  – I simply went to the internet and did a search, which back in 1998 yielded just a few results.  As soon as one relocates, you need to find certain services, and a hair salon with a great stylist was at the top of my list. Assigned to a stylist named Roz, I happily showed up and quickly became a loyal customer.

The salon was OK, but Roz was amazing. Her sense of style, competence, lightheartedness, and wonderful Irish brogue had me hooked.  A few short years later, I moved away, but before I did, I raved about her to my friend Mary. Mary is of Irish heritage so I knew she’d appreciate Roz, and I had a feeling she’d like her skill and personality.

As a master connector, I connect folks all the time – I mean almost daily. Sometimes it’s a match made in heaven (I’ve connected people who have gone on to be great business partners and I’ve connected consultants to their biggest new customer. I have come to accept over the years that this is one of my gifts and I embrace it). Did I ever underestimate this connection though.

Mary became one of Roz’s best clients as well as a good friend. Mary introduced many of her family members and friends to Roz and her style, cut, and color  services. It’s been more than 10 years of Mary’s referrals including hiring Roz on-site for weddings and other occasions. My loose ballpark math puts business done since my introduction of Mary to Roz around $30,000  – could be less, or more.

What’s great is that Roz moved a while back to an amazing home in a great neighborhood. I asked her how she found out about it – and she said with a smile, “Mary’s sister – she and I have become very good friends and she lives just down the street. When she heard the house was going on the market, she tipped me off – and we grabbed it.”

Priceless.

This is a reminder to mention those who give you great service to endorse them. Offer them testimonials. (Check out our scrolling testimonials at Score More Sales – we love the plug in that we use called Testimonial Director.)

Don’t ever underestimate the power of a referral – what worked for Roz can work for you and your business. Start by making a list of those who know and trust you. Keep in contact with them, and help them by referring others their way. Download our no-cost ebook on building strategic partners. Let us know your success stories.

Lori Richardson was recently ranked as one of the Top 25 Sales Influencers for 2012. Read the award-winning blog and sign up for the twice-monthly newsletter with sales tips to grow B2B revenues.