techslog

Break up the work into module's so that progress in one location is not overly dependent on progress in another location....

You know how that can work- your raking the leaves and someone else is bagging them. If you go to fast, they can't keep up and if they can't keep up then your waiting for them to catch up.
Well coordinating work or a sales process across distant time zones can also be a battle. Many teams sank in acrimony as one part of the team waitied for another to complete a part, or maybe one person has more bandwidth and can address the project quicker than another.
Whenever possible, assign tasks to team members in different locations that allow them to move ahead at their own pace.
Visualize how you want this effort to proceed, and be pro-active in designing the work flow so that contributions from the different locations/team members can come together into the "whole" toward the end of the process.
This will allow you to bypass any "clogs" in the process, if possible.

Posted by hope at 01:56 PM | Permalink | Comments (0) | TrackBacks (0)

Suzi answers....As sales people we are trained in everything from targeting to prospecting to closing, yet in Seal the Deal you talk about closing for the small edge of the wedge and then falling off a log to seal the deal...can you say more about that?

As sales people we are trained in everything from targeting to prospecting to closing, yet in Seal the Deal you talk about closing for the small edge of the wedge and then falling off a log to seal the deal...can you say more about that?

Sure! Glad you asked. The basic point here is that we need not be intimidated or overwhelmed by the need to sell a huge contract on our first meeting with a prospective client. Even if the potential sale is enormous in terms of scope and dollars, there is always the option of closing for a smaller piece of the pie, and then, once we have proven ourselves (our service, our products, our people, etc.) in that client's experience, we can then expand the sale from within. The terminology I used in the book about the "small edge of the wedge" referred specifically to a model I use called the Bowtie Model. It is a sales and service model that is shaped like a bowtie. The small edge of the wedge literally is the small edge of the wedge of the service triangle on the bowtie model, but figuratively means to close for a smaller deal than the whole enchilada. So, let's say you are exploring the options with a prospect and you become aware that your company could provide $80,000 worth of services to meet the needs you hear the prospect describing. But, they don't know you, haven't had any experience with your firm, and are not clear about the return on value for them with that sort of a price tag. The small edge of the wedge concept is a win-win. They get to "try you guys out" for a smaller investment, and if you are performing, say, a $5000 service instead, they get to see you in action, you can have a quick win, and then you can leverage that success as well as the relationships you've built internally at the client site to expand the sale.

The "falling off a log" idea is that closing, or sealing the deal, needn't be a huge ordeal or annoying task involving great effort and struggle. It can be as easy as falling off of a log if you've cued it up that way. If you've made the value proposition clear, if you've handled all the moments of truth with exceptional service, if you've cued up the sales conversations and achieved depth and breadth in the client organization, and if you have performed exceptionally in whatever small deal you closed, then to seal the major deal, it becomes simply a matter of asking when they'd like to start and then getting the paperwork signed.

Here's a question to ask yourself. What beliefs or mindsets do I have about these prospects (or about closing in general) that keep me stuck?

If you find you struggle with closing, or can't seal the big deals, or have a hard time asking for the buy, try the small edge of the wedge approach. It reduces some of that pressure, and gives you and the client an experience of success. Then, onward and upward!

For more about Suzi and Seal the Deal Visit her website here

Posted by hope at 01:51 PM | Permalink | Comments (0) | TrackBacks (0)

Geoffrey Moore addresses how scrimping on IT is “dumber than dirt” how can you use this intelligence to your advantage?

When asked by Computerworld magazine about innovation within corporations, Mr. Moore had this to say…..
Is innovation inherently disruptive?
Only one type of innovation is disruptive, but it gets a lot of press because disruptive innovations bring about new categories of business. They’re spectacular, and they’re fun to write about. Another kind of innovation is around neutralizing your competitor’s efforts against you. A third is around productivity. But the standard of innovation that companies should be using is differentiation that creates in the customers mind a dramatic gap between you and your competitors. That’s what creates superior economic return.

Now as you position your products/services how can you create a value statement that incorporates this “innovative edge”? Executives are risk adverse, in that they don’t tend to want to be the “trend setter” on their dime. However, if you can position your product/service as a differentiator, and an innovator such as Geoffrey Moore states, your message might be more apt to be heard.

For more on Geoffrey’s advice please read the full article at

Posted by hope at 02:26 PM | Permalink | Comments (0) | TrackBacks (0)

We want the comfort's that reduce the day's stresses- loving spouse, fuzzy slippers, but comfort in our job's???

A comfortable sales career? IS that an oxy moron? Who has one and why?

Frankly it sounds like a revenue killer-
First let's establish this- treat our worker’s the way we wish to be treated- this is NOT a masochistic entry to suggest we mistreat our sales reps.

But comfort in sales can be a killer. To your career......

Predictability is another one- “X” amount of calls equals “X” amount of business- follow this sales formula and you will yield “X” amount of dollars…..

Sure it is good to be disciplined to make your calls, and fill the pipeline- but when our daily work turns into year’s encrusted routine, we can find ourselves in the throws of a warm blanket of familiarity, all snug in what can become most likely a stagnated sales career.

Heck, it is not a knock- we seek comfort, as our lives can be riddled with turmoil. A career in sales is not for the faint of heart- it is a constant deadline, week after month after quarter after year. We might also seek this comfort because we direct our priorities to other things- volunteering as a soccer coach- spending more time with the family etc. At those times having a comfortable job can be a good strategy. But if you’re interested in advancement, keep this time as short as possible.

Posted by hope at 04:26 PM | Permalink | Comments (0) | TrackBacks (0)

Out of Sight, out of mind, but what about my career?

Jaclyn Kostner, The world’s foremost authority on the human side of virtual teamwork, states that the number 1 issue affecting remote workers was career implosion. The cause as she states is lack of communication.

What can a sales person do to keep themselves “In mind” for their next career move?

Dr Kostner advises, “Today, despite all of the new technology we have and a global economy that is changing drastically, there is still a ceiling for people who work remotely.”

How can you break through this ceiling and let it be known the incredible value you bring to your organization?
Kostner came up with the information that remote employees should regularly communicate to their geographically dispersed managers:

Changes in project status, working hours, partnership agreements and anything else that affects performance.

Accomplishments, both team related and individual.

Requests for tools, personnel and anything else you need to be more effective.
Environmental details that can affect productivity in the remote workplace.

Salespeople should not be afraid to “Blow their horn” but recognize the value in blowing it for the team- this shows your ability to motivate others, despite your remote location, as well as your skills in managing a sales cycle remotely.

Preparer your conversation before you speak to your boss- write down the key points and follow the call up with an e-mail. This gives you double coverage. Overall the key- is to simply get smarter about communicating about what your working on and the results you are getting”.

For more on Dr Kostner visit this web site The Distance website

Posted by hope at 04:02 PM | Permalink | Comments (0) | TrackBacks (0)

Part 2 concentrated on who the the team members might be- now let's hone in on these members to maximize your team......

Identify team members who can come connected- meaning people who, as a result of their personality, skills or work history, have lots of connections to useful people outside of your team.
These folks have a long history of colleagues outside the team from different business units working together to span the corporate boundaries that separate them.
Warning- to many of these connected folks can “water” down the team, in that it loses that ability to address the needs of this team, and can help your team lose sense of the shared goals.

Posted by hope at 03:51 PM | Permalink | Comments (0) | TrackBacks (0)

Suzi offers advice on productive networking with the C-level........

Q: Any advice on productive networking with the C-level?

Depending on what you mean by productive networking, I'd answer that several ways. Generally, I define networking as making human connections with no agenda other than mutual exploration of whats possible. So in that context, productive networking with the C-level means be nice, be genuine, and be curious about them, their commitments, and what's possible in getting to know them without any agenda for sales.

If the advice you are asking about is "where should we be focusing our networking time and how do we meet folks at the C-level?", that's a different question. You could get involved in the same activities that they are involved in (board positions, golf, executive roundtables, etc.) or you could use the six-degrees of separation method.

The six degrees of separation method utilizes the concept that we are all within six other people of anyone we might want to meet. Once you find out who you know and who they know, you can request introductions. Not unlike Linked In or some of the other technology-based networking sites. Here's how it works. Let's say one of the companies on your target list is Monster.com and you want to get to know Sal Iannuzzi, their new CEO and Chairman. You might start with people you know and ask either who they know at Monster, or who they know who might know Sal. If you are systematic and methodological in your pursuit of leads within the six degrees concept, you will find that you can probably get to Sal in six or fewer steps. Meaning, someone you know likely knows someone who knows someone who knows someone who knows Sal. So go take inventory of your someones!

In the absence of a specific target individual, you can simply start taking stock of who you know and where they are connected. You can explore in conversation with those in your network to discover whom they know and where they are actively involved. You can also be very specific about the ideal profile of the referrals you seek. That way, people in your network can provide you with better leads.

Another networking vehicle I strongly recommend is the Informational Interview. You can reach out to any C-level executive you have access to and ask them informational questions to learn about where they meet people, what they do to network, what might be their philosophy of networking, and who do they know that you might also talk to? Informational interviews are great because they allow you to ask anyone for small doses of mentorship without a huge time commitment or other obligation, and you are not trying to sell them anything or get a job from them, you are simply asking them to talk about their favorite subject...themselves and their career path!

Additionally, there are nine basic mindsets of networking that I discuss in the book, Seal the Deal, so if you want more on networking you can find it there in chapter 8! Seal The Deal Book Site

Posted by hope at 03:35 PM | Permalink | Comments (0) | TrackBacks (0)

Is the new I-Phone valuable to sales reps?

The new I-phone is out and unless you live under a rock, everyone is talking about this cool looking cell phone. But is it worth all the hype?

I thought about this as I took my run the other day, with my ipod video in hand. Since my husband gave this to me for Christmas 2 years ago, as the first intro of the ipod video, I have suffered through the ipod NOT shutting off, and now it shuts off my music mid run. This is all after I had the original one replaced by ipod, and it is so darn buggy, I ended up with a Nano to replace it for my runs. I now dock the main Ipod, as it seems to be fine in docking stations, but not on the go.
Plus at a hefty $499 price tag, and running on the AT&T network, it would not be a wise decision for me, just based on my location. My husband had AT&T a few years past, but the network is not “baked” in my area OF Bucks County, so we constantly lost calls. Most people in are area have Verizon, even though they are a pricier carrier- due to the reliability of the network.

I expect that the i_Phone will branch out to other carriers, and mature in the technology, and at that time, I might take it for a spin. But as I ran with an Ipod the other day- minus music, the idea of having an iphone minus the ability to make calls is not very attractive. See what some other journalists have to say….

David Pogue had to learn to "use the force" while tapping out letters on the iPhone's virtual keyboard, but overall gives Apple its due: "As the ball player Dizzy Dean once said, 'It ain't bragging if you done it.'"
Walt Mossberg and Katherine Boehret said concerns about the lack of a physical keyboard "turned out in our tests to be a nonissue." After taking the iPhone to Starbucks, airports, and Fenway Park, the verdict: "Despite some flaws and feature omissions, the iPhone is, on balance, a beautiful and breakthrough handheld computer."
Edward Baig pointed out that the iPhone may not be for everyone: "It's pricey. It lacks certain features found on some rival devices… Your employer may prevent you from receiving corporate e-mail on the device." But he still reveres it as a "prodigy," and likes the idea of not having to schlep around with an iPod and a cellphone in your pocket.
Steven Levy was pleased he didn't have to crack a manual to use any of the iPhone features, and got a satisfying run of baseball scores, Neil Young concerts, YouTube videos and weather conditions before his battery ran out.

Mossberg Report Article

Posted by hope at 02:51 PM | Permalink | Comments (0) | TrackBacks (0)