If you don’t have a TARP, you will have to bail yourself out !!!

Banks have TARP (Troubled Asset Relief Program).  Insurance Companies are now going to receive TARP funds. The Automotive Industry has received $ 17.4 Billion in government loans to survive the economic downturn, and they are asking for another $ 22 Billion.  As a sales person, do you have a troubled asset (pipeline)?  If so, who is going to bail you out?  The answer is, and should always be, nobody but you! According to Mack Powers,  there will be no redeployed tax dollars coming your way!  Every sales person has to see himself as his own Department of the Treasury. Somehow you will have to bail yourself out!  TARP for you isn’t the Troubled Assets Relief Program.  For you, TARP means… Taking Additional Responsibility (for your) PipelineHow?

To succeed in tomorrow’s post-crisis business world you must become a Results-Focused Trusted Advisor.

David R Ednie, has posted Adapt your Selling Style to Today’s Buyer ThinkingTo succeed in helping today’s buying decision makers you must move your style to a results focused approach.: Buyer thinking has changed, forever. Pre-economic crisis buyer thinking rewarded relationship based selling. When the economy was strong, growing and things were relatively predictable, buyers rewarded continuity and business relationships.Today Decision Makers are reassessing every spending and investment decision they make. They are looking for ways to reduce, delay or cancel purchases and investment decisions and they are seeking certainty that desired results will be achieved as planned. Maintaining a predominantly relationship focused sales approach will not cut much sway or add relevant value to buyers with a ‘spend less, delay or cancel’ mindset. To succeed in helping today’s buying decision makers you must move your style to a results focused approach.


Should you call your prospect’s cell phone?

There is a lively debate underway in one of my LinkedIn groups about whether or not you should call your prospect’s cell phone if they’ve included the number in their outbound voice mail message – or on their email signature or business card for that matter – versus leaving a message.

To me, it’s a no-brainer. Call the cell phone.

They’ve provided you with a valid alternate contact number and an invitation to use it. Why would you even think twice? Top sales professionals know that it’s critical to get in front of their prospects by whatever appropriate means they can. These days, that often means calling their cell phone.

The reality is that voice mail – even messages left on cell phones – is quickly falling out of favor. Data from uReach Technologies (their operations include voice messaging systems for several major cell phone carriers) shows that more than 30 percent of voice mail messages go unheard for three or more days. More than 20 percent of people with messages in their mailboxes rarely, if ever, check them.

There are a number of reasons behind the decline of the voice mail message. Accessing messages is often a multi-step process that takes too long in today’s fast-paced business environment. It also takes longer to listen to a voice message than it does to read an email or text.

Voice mail is also one-way communication. You can’t forward or respond to a message directly, but rather must physically return the call and risk getting caught up in a game of phone tag.

Plus, many people are just plain bad at leaving voice mail messages. They tend to be long rambling affairs that are rushed to the point that it’s difficult to determine the actual purpose of the call or capture the call-back number.

I will add one caveat to my stance. If the prospect’s voice mail message makes it clear that calls to the cell phone number should be reserved for urgent matters, respect that or risk losing the sale. Instead, leave a short, clear and concise message and follow up again later on.

The Golden Rule in Interviewing Ettiquette

Jill Myrick, of Meeting to Win reminds us that “The Golden Rule” applies in so many areas of life and the interview process is no exception. As sales leaders, we need to recognize that while we are searching for our next top performer everyone we are interviewing is searching for their next home. A career move is a very important decision and sets a candidate on a path into a new future. As sales leaders we need to respect this and take a few extra steps to create a positive interview experience. Follow The Golden Rule link to read the full article.

Book Review: Digital Body Language, by Steven Woods


The Sales and Sales Management Blog: Digital Body Language: Deciphering Customer Intentions in an Online World  is a thought provoking look at how prospects are buying in today’s market and how marketing—and ultimately sales—must respond.  As more prospects move to self-education, analysis, and solution creation, a new understanding of the prospect must emerge.  And since it seems that every day brings an additional resource that allows prospects more control over their purchases, those companies who learn how to “read” their prospects and engage them with the information they are seeking in a manner they will respond to will be the companies who manage to maintain their margins and grow their business—even in a market where more and more “complex” products and services are moving into the realm of commodities to be bought at the lowest possible price.