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Sales Rev October 2009 In this issue:I Sell, You Sell, We all Sell The Apprentice Australia Sales Tips from the Top Social Media Overhyped? The Regional Road Show Rocks On Sales Training - Miller Heiman Events Want to Share? Where's Rob? "It's easier to rein in an idea than it is to slowly build it up. Think about outrageous possibilities rather than next step solutions." Adam Zammit |  |
Sales is a noble profession. As evidence of this Miller Heiman's Sales Performance workshops have been recognised by the University of Phoenix.
Too many people I hear from talk about selling as if it is something to be avoided at all costs. It still astounds me how many organisations have so little focus on their own top line performance i.e. sales and revenue.
Now I don't expect everyone in an organisation to sell, however I do believe it is vital that everyone understands the importance of selling, the sales process and the role they play in it.
People also need to understand the ramifications of not winning business. When an organisation of any size does not sell enough there are consequences. There has to be. If the money does not come in then it cannot go out in the form of salaries, purchases and asset building. Zig Ziglar the US speaker once said that before he got good at sales he was good at selling ... he sold his stereo, his car, his house because he had not learned how to become a true sales professional.
Even Not for Profits sell, charities sell. If they don't secure funding from government or other sources then they cannot continue the great work they do.
If you are have great products or services then you should be excited about people buying them. Not everyone will, not everyone should, but that should not deter you from being passionate about what you do. Coping with "no" is part of life. Don't take a no personally and make sure you don't lose focus on the top line.
Good to see an Australian version of The Apprentice on TV despite the fact that Mark "Wizard" Bouris is missing the Donald's signature hair. More importantly great to see Selling Strategies friend & author of Superleaders Carmen Parnos on the show. Best of luck Carmen - You go girrrlllll !
We have an amazing response to my new ebook Sales Tips from the Top which has content from my new book Million Dollar Selling.
If you would like a free copy of the ebook sent to you in late October 2009 please email leisa@sellingstrategies.com.au.
There is a lot of debate over whether Social Media is a fad or at least over hyped. It is a fad. Forrester Research believe in North America that by 2014 social media advertising will exceed email marketing by some 30%. Email will still be big; it is just that targeted social media advertising will be bigger. So saying it is fad means you simply don't understand the power of Web 2.0.
The second question really depends on the purpose. To think Social Media could be a single lead generation strategy to rely upon for your business, then it is definitely over hyped. However as a tool that can provide low cost high touch relationships with new prospects and current clients it has a number of advantages when used in conjunction with other marketing strategies.
The first point as always is define your ideal client, uncover what they do, what they read, when they do it and then interact with them in a way that delivers real value for them and drives up your trustworthiness and your brand value. Have a read of a recent blog from Yaro Starak on this subject at http://www.entrepreneurs-journey.com/1665/social-media-mistakes/
The Regional Road Show Rocks On
Due to the popularity of the Marketing in Difficult Times Regional Roadshow conducted in August we are pleased to announce the small business sales and marketing roadshow continues. In partnership with Regional Development Victoria and a number of key government agencies such as Skills Victoria, ATO and Austrade, we will be in the following cities and towns kicking off from 6.00pm on the dates below,Warragul October 7th
Bairnsdale October 8th
Yarrawonga October 28th
Seymour October 29th
Kerang November 4th
Castlemaine November 18th
Bacchus Marsh November 19th
If you or someone you know is a business owner in these regions please let them know and RSVP to http://www.business.vic.gov.au or call 13 22 15 or leisa@sellingstrategies.com.au
Sales Training - Miller Heiman Events
Managing Your Greatest AssetThe greatest asset of any business are your key customers and the bigger they are and more loyal they are, the more important they are to the value of your business. Today managing large accounts cannot be left to chance or one or two key relationships. To that end I recommend you have a solid process that enables you to professionally manage these assets.
I am running a two day workshop on managing Large Accounts using the award winning Miller Heiman methodology. This process is used globally by businesses of all sizes and industries. The Melbourne dates are November 23rd & 24th 2009 in the CBD.
Win More Business Now
If you are involved in business-to-business complex sales environments then today's market is not one to operate in without a strategy of how to manage opportunities. It still astounds me how many organisations spend significant funds on winning business yet have no strategy about how to manage and drive the conversations with their prospects. Don't put this off any longer.
Attend a Miller Heiman Strategic Selling and or Conceptual Selling workshop and put some science and process with your selling skills.
There is a three day workshop covering managing and winning major business opportunities and professional call planning strategy on December 1-3rd 2009 in the Melbourne CBD.
If you take digital pics for your business and want to share them, be they product shots, pics of your team, venues, office space etc. and are constantly running out of space and storage I strongly recommend you look at using Flickr. We have started a Flickr channel for all the pics that were taken during speaking engagements, our Miller Heiman Sales Performance Workshops. Check it out at http://www.flickr.com/photos/robhartnettlive and sign up for an account for your business - its free.
You can always find out where I am and what I am up to at http://www.twitter.com/robhartnett if you have a Twitter account (and if not why not?) make sure you follow me and I will follow you back.
Contact: www.sellingstrategies.com.au | www.robhartnett.com
Email: rob@sellingstrategies.com.au
Office: 61 3 9560 1188