Roy's Blog: January 2016

January 31, 2016

Market to ME! Marketing to the crowd sucks

I am not average.

I am not common.

I am NOT a digit in the lowest common denominator.

I am not like anyone else.

I am not a member of the herd; a part of the mass.

I am special.

My DNA is unique.

I have wants and desires like no other person.

Market to ME; serve ME and I will return the favour.

Continue to treat me like everyone else: like a “market segment”; like a common entity and I will avoid you.

Cheers,
Roy

Check out my BE DiFFERENT or be dead Book Series

Other articles you might like
That’s why there’s chocolate and vanilla
If you can’t pass this test you’re NOT customer focused
A person trumps a population

  • Posted 1.31.16 at 04:29 pm by Roy Osing
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January 25, 2016

5 steps to stay organized

@buizachristina during @10kcoffees Group Chat asked me “How do you stay organized?”

So many things to do.

So many people to satisfy.

So many demands on your time.

So many distractions.

In this milieu you can stay organized only if you START organized.

These are 5 critical steps to get you going on the right track.

1. Understand the objectives you’ve been asked to achieve. If they are vague ask for clarification. Chasing unclear objectives is a waste of your precious time and energy and will prevent you from being a high performance individual. All it does is increase your anxiety level.

2. Determine 3 priorities that will get you 80% there. Forget the to-do list; you can’t juggle 10 projects in the air and hope to accomplish anything brilliant in any one of them. Organization is all about being FOCUSED on a few things that really matter.

3. Eliminate the activities that don’t relate to your priorities. This is your to-don’t list. If it’s not related to your main agenda, kill it. Or it will kill you.

4. Don’t get sucked in with “yummy incoming”. Once you have set your priorities there will be new temptations that try and pull you off your course. Don’t go there. Yummy will force you back into the “run around” mode.

5. Stay in touch with your the results and adjust as you go. Plans rarely turn out the way you intend. Be prepared to modify what you are doing or completely change direction and go Plan “B”.

If you can be calm and still in the moment when the world swirls around you; if you can maintain your focus when there are so many other possibilities to chase, you will not only be organized you will stand apart from everyone else.

You will be noticed.

You will be successful.

Cheers,
Roy
Check out my BE DiFFERENT or be dead Book Series

Other articles you might like
Your #career will stand-out if you’re the Passionate Messenger of Change
A brilliant excuse for achieving nothing
Six big challenges Millennials face in their careers

  • Posted 1.25.16 at 04:09 am by Roy Osing
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January 19, 2016

Generate more #revenue the fast & easy way

Traditional strategic planning methodology is all screwed up.

First, it is woefully inadequate in terms of creating unique competitive advantage. The tools to define how one organization is DiFFERENT from their competition in a remarkable way are not provided to strategy developers; they don’t exist.
In fact the question is never asked. The conversation is replete with how to gain a market advantage but it never broaches how an organization can be
the ONLY one that does what it does.

Second, traditional planning typically is consumed with formulating the direction an organization should take and doesn’t address adequately how to execute on the tactics you need to get there.
Hours and hours of time is spent developing SWOTS and analyzing trends to land on the “perfect” strategy often leaving only a meagre morsel of time to determine how to make it live “in the trenches”.

A new strategy creation process is necessary; one that places the emphasis on plan execution and is content to get strategic direction “just about right”.

In my experience a strategy “built to execute” has a short planning horizon; I recommend 24 months. And it uses top line revenue as the simple and well understood growth metric.

The idea is to keep the term of your plan short to be able to quickly respond to unforeseen events and to keep daily execution activities in your face every moment.
A 5-year plan does little to motivate one to “keep their feet moving”; if you don’t achieve what you have to in year 1 you can hope to do it in year 4. The hockey stick lives on!

A plan consisting of 24 periods of 30 days each, on the other hand, puts the appropriate pressure on what one does TODAY with little tolerance for procrastination and over-analysis.

My principle of “fast and easy” is critical to ensuring your strategic game plan lives within the 24- month period and delivers the expected revenue results.

“F ‘n E” means targeting client groups that:

1. Can be “sold” quickly; segments you can get to FAST without building a new distribution channel network. Adding new channels consumes precious time in your 24- month plan period without generating additional revenue, at the expense of paying attention to other clients who can provide added revenue more easily within the 24-month period.

And look close to home. Explore your immediate territory before trying to exploit distant ones unless sales channels are already in place and high value clients have been qualified and ready to give you their business NOW. Dominate and penetrate your “Fast” markets before you wander afar.

2. Require a short sales cycle. Where closing a sale can occur relatively quickly and revenue realized soon thereafter. An opportunity requiring a 12-month sales cycle won’t be terribly productive when you only have less than half the plan period left to enjoy the revenue. Work with clients who will give you at least 18 months of revenue if you want to hit your revenue targets.

Avoid clients who decide to go the RFP route. Responding to the request and waiting for a decision will gobble up precious time you don’t have. The formal sales process is a time consumer; focus on clients who are willing to deal you their business based on trust and past success with you.                         

Define your high value clients who have shown their loyalty to you; look closely for outstanding needs and unfulfilled produce applications. These clients will not require significant convincing if you have worked with them effectively in the past, providing them with solutions proven to be critical to their business.

3. Represent a proven source of quality referrals. Again, a short planning period requires closing as many high value deals as possible which generally means getting to deal closure without a lengthy sales preamble. High quality referrals should mean that your brand comes recommended and you can get to solution presentation quickly.

Effective execution in a highly volatile environment requires a combination of short term and long term effort. A 24-month focus on “fast and easy” will generate the revenue you need to be here to witness the longer term.

Cheers,
Roy
Check out my BE DiFFERENT or be dead Book Series

Other articles you might like
#StrategicPlanning: 8 ways to dump your CRAP
Answer 3 questions and you have your #BusinessStrategy”
5 ways to clear the clutter

  • Posted 1.19.16 at 03:34 am by Roy Osing
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January 18, 2016

Sales tips for success

Checkout my collection of sales articles if you want to take your craft to the next level…

‼️‼️How should sales talk? ... How do you perfect the art of sales conversation?

Tips to stagger… 20 sales ideas that will stagger the imagination

Are your salespeople weird? ... Bring on sales people who are masters of nonconformity 

Want to impress your boss? ... How to knock the socks off your boss

Are you a mind blowing sales leader? ... What separates an exceptional sales leader from the ordinary one?

Sales leaders need to be human ... 10 human acts exceptional sales leaders perform that others don’t

Nonconformity

Sales leaders must avoid these mistakes ... The 6 BIGGEST mistakes sales leaders make

Success requires losing ... Sales success (sometimes) depends on losing the sale

Don’t warm them up ... How NOT to warm up a sales lead

Do these everyday to be successful ... 12 things to do everyday to be a sales success

Are you adaptable? ... Sales must adapt or die: 12 reasons why

Can a salesperson really avoid the chaos in their day? ... Sales: 5 ways to streamline your day

Are you a “customer secret addict”? ... Outstanding salespeople are customer secret addicts

We DON’T need sales rule followers ... We need sales people who DON’T follow the rules

Sales can help start-ups make it ... How sales can help a start-up dodge the grim reaper

If sales doesn’t change ... 12 reasons sales must change to survive

Smart sales leaders don’t look for perfection ... What smart sales leaders do

Mechanics of a great sales pitch ... How to deliver an effective sales pitch

What should your sales development priority be? ... Sales Development: Build on Strengths, Eliminate Weaknesses or Acquire New Competencies?

How about asking how it’s going and NOT selling ... 5 benefits from “How’s it going” calls

You have to get a sales prospect leaning your way ... How to build trust with a sales prospect

Sales must obsolete themselves to stay alive ... 5 ways sales can obsolete themselves as a buyer information source

How to ensure your startup survives ... 20 Sales Actions to Ensure Startup Survival

The tipping point for sales ... The sales dilemma: Do I push or do I build?

Plan A never works, so have a backup in mind ... Successful sales people are amazing Plan B Artists

Support of all employees is critical to achieving your revenue goals ... Sales strategies to engage all employees in your revenue growth goals

Rules to make you an un-salesperson ... Shattering sales stereotypes: the six rules of un-sales

Are you a sales pusher? ... The sales dilemma: do I push or do I build?

With chaos around you must stay focused ... 5 ways to stay focused and deliver results in the face of mayhem

Sales is NOT about deals ...  Stand-out salespeople NEVER close a deal

Success = get dirty ... 10 “get dirty” rules for sales success

If you’re not intimate you will lose sales ... Business sales: 4 clues to intimacy

Grandma is a great teacher for sales leaders ... What sales leaders can learn from Grandma

Great sales is about feelings ... Stand-out salespeople touch your heart

Great salespeople do DiFFERENT things to separate themselves from “the herd” ... What makes a great #salesperson?

When things change, survival is what you need to focus on ... 8 things to do to survive a major competitive shift

How good are you? ... Self-assessment: Are you a sales stand-out?

You must have a personal brand ... 10 ways to build your personal brand in sales

How to build your career ... 3 career-building actions for the ambitious #SDR

Sales must be addicted ... Are your sales people addicts?

Cheers,
Roy

Check out my BE DiFFERENT or be dead Book Series

  • Posted 1.18.16 at 04:44 am by Roy Osing
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