Now, it's all about your closing tactics!

Including today, at the most, there's about 18 selling days left in the year...and that's assuming that your prospect is not leaving for the week after Christmas, which is, of course, classic family vacation time. 

With those precious 18 days on the calendar and with B2B sales cycles currently being what they are, whatever is going to happen between now and the end of the year, is going to occur after your "Discovery" step in whatever sales process funnel and CRM you're currently using.  Other than maximizing every hour you can in your calendar and consistently using your exacting value propositions, there's very little that you can do to collapse time given the need to now build your business cases with multiple stakeholders...except in the critical last step of closing the deal.  

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Tags: sales coach, sales management coach, sales enablement, marketing effectiveness, how to close sales, sales boot camps, improving sales productivity, how to write a sales plan, writing sales plans

Taint nothin'

After teaching yesterday and then attending a customer dinner, I drove here to Vermont late last night to run a 2022 sales planning meeting today.  Just stepping out of the car a bit before midnight with the headlights stretching to light up the barn between the dense fog, the rain and the pitch dark of November, I immediately sensed that in just the two weeks since I had been here last, it had become the Taint Season in Vermont. That very weird time between leaf peeping and skiing when it Taint Winta', Taint Summa', Taint Leaves. Taint Nothin'.

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Tags: sales effectiveness, how to close sales, value propositions, how to write a sales plan, writing sales plans, Derby Entrepreneurship Center@Tufts

What we're hearing about 2022

It's been a very exciting time during the last four months as our 2022 planning ramps with our customers.  What I thought might be helpful is to share with you some of the primary themes we are experiencing in our role as business planning consultants as management gears up for 2022.   The following bullets are not prioritized, plus they come from a wide cross-section of markets covering healthcare, tech, food, industrial commodities, financial services and not-for-profits.  

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Tags: sales producitivity, how to close sales, sales planning meetings, how to write a sales plan, writing sales plans, writing business plans, Derby Entrepreneurship Center@Tufts

The number is 40ish

Actually, the real number is 39, but I wanted to push, extend, and stretch it to 40, but in the real world of Sales, and more importantly in the world of our customers and prospects, it's impractical to think that we will actually have 40 selling days left in the year.  Definitely 39 but probably only 35 given travel and prep days before Thanksgiving and Christmas, and then no experienced salesperson would ever plan on any of those days between Christmas and New Year's as real selling days.  Even if all of the decision makers were working that week, experience has taught us that the forecasted probability of getting all the required signatures from the legal, finance and purchasing departments is lower than low!  

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Tags: sales coach, sales enablement, marketing effectiveness, sales management boot camp, how to close sales, sales success, how to write a sales plan, planningsalestodayinacovidworld

5 things you need to know about recruiting sales talent

The #1 or #2 issue we hear in all of our 2022 planning sessions this fall is the issue of the difficulty to find and retain talent. 

It is what it is, and we can debate for hours why it's occurring and the surrounding theories of the inflation impact on the economy. but the reality is that...

 

  • it's here, it's been here for 12 months, and we all see and read about it everywhere.
  • it's real, not a bubble, and it's not going away in 2022; maybe in '23 when the world flattens a bit.
  • this is a fundamental shift in the future of work, what represents "the office" and lifestyle
  • we need people now, onboarded and in place in Q1 if we're going to make out '22 numbers

From all of our 2022 planning sessions, what follows below are five non-prioritized tactics that you might want to think about.  Connect with me at any time, and I can walk you through any of the details, or just be a sounding board for best practices.

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Tags: sales enablement, sales tools, how to close sales, improving sales productivity, how to write a sales plan, sales effectivness, writing sales plans, hiring sales people

Congratulations on finishing the Q on plan!

First, and most importantly this morning is to congratulate you on finishing the Q on plan! 

I never use the word "hopefully on plan", since "hope" has no place in today's fast-paced environment of Sales or Marketing.  It's always great, of course, to be "lucky" every once in a while, but that's like hitting Powerball last Wednesday night or hoping the Patriots win this Sunday, so I'm going to stick with congratulations for finishing the Q on plan!  

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Tags: sales coaching, sales effectiveness, closing sales, how to close sales, best sales practices;, sales success, how to write a sales plan, writing sales plans

For planning for '22, first enjoy this weekend!

Just before we jump into the deep end of the pool next Tuesday, it might be worthwhile to think about approaching this year's planning season by looking out over two horizons and dividing your business plan into both the first and second halves of 2022.

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Tags: sales planning, marketing effectiveness, business planning, how to close sales, marketing planning, writing sales plans, writing business plans, 2022 business planning

The Dog Days of Summa'

For me, it's been a superb summa' even given this weekend's hurricane, the heat of August, the rains of July and the unsettling anticipation of what lies ahead when we return/don't return to offices and classrooms in a couple of weeks.  After all...it's the summa, and no matter who we are, or pretend to be, every summa brings all of us back to memories of time off from school, the rigors of multiple jobs, loves started and hearts broken,  and always the anticipation of gearing up for the faster, more demanding time of September.  And this September accelerating into this Q4 will not be any different !

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Tags: sales tools, sales training, how to close sales, how to write a sales plan, sales management productivity, sales effectivness, writing sales plans, Derby Entrepreneurship Center@Tufts

Sleep, Selling & Science-welcome to Friday!

1 thing Covid has done is to dramatically change my sleep & work patterns:

  • Pre-Covid  it was bed by 8 or 9, up at 3:30, car into Boston, gym at 5, go to work
  • Now, bed by 10, up at 5, Peloton downstairs, walk beach, work at 7 at the house

https://www.visualcapitalist.com/visualizing-worlds-sleeping-habits

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Tags: sales effectiveness, sales planning, improved sales management, how to close sales, sales management boot camps, improving sales productivity, how to write a sales plan, Derby Entrepreneurship Center@Tufts

9 to 5 ???  Are you still using typewriters also?

I enjoy receiving the HBR's "Management Tips of the Day" around 7:00 AM every morning.  First, I've been an avid reader of everything HBR ever since my first job as a purchasing expeditor at Honeywell, and second, it's one of those instant pop-ups that takes 10 seconds to read and often stimulates an idea or two.  My initial reaction was the headline that I then wrote for this blog since most probably none of us have ever worked in a 9-to-5 environment... certainly not as salespeople,  certainly not as entrepreneurs, and most probably just never in any position at any company we've worked in.

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Tags: sales coach, sales effectiveness, marketing effectiveness, how to close sales, sales boot camps, sales success, marketing planning, Derby Entrepreneurship Center@Tufts