Roy's Blog: Sales

May 13, 2016

FOR LOAN (and for free) guest writer

I love writing and I would be pleased to write for you!

I have my own blog and I post weekly.

I have had the good fortune to achieve success in virtually every aspect of organizational performance; this makes me different than most other writers who talk to some particular aspect of organizational “life” such as leadership, marketing, human resources and so on.

I speak to all organizational functions from the point of view of having demonstrated success; the benefit of a 30+ year career as an executive leader. I speak to want actually works not what theoretically SHOULD work.

My passion is to help others who are looking to improve themselves personally and their organization.

To offer my perspective on what works because it worked for me.

I am looking to continue to “spread my word” through as many channels as possible, and to do it as a complimentary service.

Here’s a sample of the posts I have written for other channels…

On leadership...
16 secrets of mind-blowing leaders
What differentiates an exceptional boss from the rest

On career development...
How online dating can help your #career
4 steps to building a killer resume

On public speaking...
5 reasons why I don’t listen when you speak
8 things I do to make my story compelling

On sales...
Self-assessment: Are you a sales stand-out?
Shattering Sales Stereotypes: The Six Rules of Un-Sales

On marketing...
Playing the price cutting game isn’t good marketing, it’s insanity
8 ways to build marketing muscle

On organizational culture...
10 workplace dysfunctions that must be eliminated.
How to cure a sick company culture

On strategic planning...
Traditional strategic #planning is all screwed up
Why benchmarking sucks
#StrategicPlanning: 8 ways to dump your CRAP

On competitive advantage and differentiation...
How to create a competitive claim that is more than just hot air
How NOT to have a competitive position

On customer service and the service experience...
3 essentials to provide stand-out #customerservice
Customer complaints are a #PAIN or…

On small business and entrepreneurs...
6 tips for bucking the small business failure rate
6 steps that will prevent your startup from going down in flames

On recruitment...
If you want to dazzle your customers, hire for goosebumps

If you are interested in my complementary writing expertise just ask.

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

More examples of my work...
Chart your #sales success with this library
Your #leadership library
How to take your #career beyond the crowd
Roy’s tips for #business success

  • Posted 5.13.16 at 04:00 pm by Roy Osing
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January 19, 2016

Get more revenue growth the fast and 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: how to easily step up your winning game

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

‼️NEW POST‼️ Loyalty can come from bad service ... How to really disappoint a customer but delight them

A perfect sales leader isn’t always needed ... How can an imperfect sales leader be your best asset?

Avoid these if you want to make quota ... 5 deadly mistakes that will really kill sales quotas

Teamwork is a competitive advantage ... How to make an amazing marketing and sales team

You need a performance improvement plan ... 7 insanely easy ways to actually improve sales results

Under promising is dishonest ... What happens when salespeople under promise?

Easy sales has consequences ... What happens when you get sales fast and easy?

Sales tips2

Building relationships is the key sales role ... 3 ways to build sales relationships that last forever

Do you consistently achieve your quota? ... What simple mistakes screw sales out of their quota?

You need a training plan that is out of this world ... How to build a bloody amazing sales program

This what can happen when you screw up ... How to pull a sales victory from a service disaster

Never give up ... Sales: never give up if you want a mammoth deal

How to make your quota ... 10 proven methods for sales to have quota success

If you copy others you can’t say you’re innovative ... Which sales practise should you beware of?

How do you take the prospect to the next step? ... 4 questions to help you engage with a prospect

What’s your brand? ... Create your own personal sales brand by following these 10 proven steps

Does your sales leader DAZZLE? ... 3 ways sales leaders can dazzle customers

Are you productive? ... 5 essentials for a VERY productive day

Is your team the best it can be? ... How a sales leader can develop a remarkable team

Are you listening? ... Sales listening 101 - critical and often missing

Are you a sales standout? ... 7 things salespeople do to stand out

How to talk… How do you perfect the art of sales conversation?

Conform and be boring… Bring on sales people who are masters of nonconformity

Dazzle your leader… How to knock the socks off your boss

Some have it… 10 human acts exceptional sales leaders perform that others don’t

HUGE errors in judgement… The 6 BIGGEST mistakes sales leaders make

Lose the sale and win… Sales success (sometimes) depends on losing the sale

  • Posted 1.18.16 at 04:44 am by Roy Osing
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January 11, 2016

Do salespeople really know anything about great service?

Sales = serving.

Serve and receive.

Flog and be rebuffed.

Who wants stuff flogged at them?

Who wants the slick sales pitch?

Who wants to be beaten into submission by someone who is motivated only by their monthly sales quota?

I am very tired of all the rhetoric on what it takes to succeed at sales. How to cold call. How to manage your sales funnel. How to overcome customer resistance. How to “get to yes”.

All micro stuff aimed at “enhancing sales efficiency” not at taking care of fellow humans and reaping the rewards from doing so over the long term.

Crap.

Sales is still all about how to grease the skids to push as much product as they can. How to break the customer down to accept a sales proposition.

How to appeal to someone’s psychological profile to intrude, penetrate and drive sales volume.

The emotional side of sales is MIA.

The side where the “seller” actually gives a damn about the potential buyer.

Sales should be about connecting and engaging NOT pushing and transacting.

Sales should be about listening and solving a problem even if the solution involves someone else’s product or service.

Sales should have no agenda other than responding to what customers desire. To follow their lead.

And trust that the revenue will flow as a result of this effort.

Serve and sell.

Why don’t they teach that in school?

Cheers,
Roy

Check out my BE DiFFERENT or be dead Book Series

  • Posted 1.11.16 at 04:17 am by Roy Osing
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