To a boring fault, I am all about planning...
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Being a disciple of the high priests of David Meerman Scott, the guys at Hubspot and the gurus of Jamie Turner, Mike Troiano, Dan Tyre and Mike Volpe over the past decade, I'm an Inbound Marketing kind of guy!.
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Thanksgiving is right around the corner and while most normal people are already thinking about the 3 F's of Family, Friends, and Football, guys like me are calculating just how many selling days there are left in the year. The Answer:
at Best, there are 22 selling days left in the year !
- First, you should thankful that there are 22 !
- Second, 22 is a maximum number !
-The obvious days of this Wednesday & the immediate days after any of the holidays are not included.
- Even if you and your Champion are around post-Christmas, the probability of everyone involved in the process is zero !
-And, btw, there are a huge amount of other end-of-year distractions much more important than you between now and then.
- So, now is the time to plan out every possible day that you can own of those 22 days.
One of our most highly respected, most resourceful and most energetic sales leaders, Colleen Honan, CRO at Brainshark, refers to this detailed selling process as "Your Plan to Make Plan", which gets right down to what I call "Selling on Streets not States":
- In a quarter, in a month, and certainly in these 22 days, planning is not about strategy !
- It's about planning out next week's daily activities and the following week's tight travel and calls !
- It's planning travel at a street-by-street, city-by-city level travel to maximize your efficiency !
- It's about re-doing your Discovery Checklist and asking questions about prospect's holiday plans.
- Nothing is worse than having a commit and then learning that the Purchasing Manager is skiing.
- It's about taking today/tomorrow and making tons of calls and emails to get December meetings,
- At the very least, you should be reaching out to wish your prospects "Happy Thanksgiving!"
Clearly, THE MOST ENERGETIC SALES LEADER I know anywhere, any company, at any time !
In addition to being a superb sales pro, a Hubspot evangelist and director, a highly experienced and acclaimed speaker, he has just published his most recent book on The Inbound Organization-How to Build Your Organization Using Inbound Principles, not just "another" inbound marketing book, but a fundamental guide for both selling and marketing in today's totally changed customer world !
Download now, skim over this weekend, see what nuggets you could use for these 22 days, then read it completely over the next couple of weeks !
So, that's it here on a Monday morning! Time to get moving, but before you do...
Tufts- "Content in Context" Marketing projects
Have a great day selling something today!
All about the team, a strong sales culture...and having fun
I was sitting in a board meeting at Brainshark yesterday and listening to Colleen Honan, the highly experienced and talented Chief Sales Officer, talk about activity planning. Colleen has all of the background, the years, and the depth of experience to truly be qualified as the head of sales of a leading tech company. She's disciplined in her approach, fluent in new processes and technology and unrelenting in her approach to sales coaching, sales planning, sales training while having fun at the same time.
So when I walked in to the headquarters in Waltham at 7:30 yesterday, I was not surprised to see the salespeople already at work planning out their activities for the day and getting in early morning calls. I was however, a bit taken back by the fact that one of the leading teams of 20 or so, was dressed in tuxes and gowns. And then I learned that Colleen had been talking to them about the Gatsby generation, which inspired this very hard working team of classic millennials to dress the part for the day. So very cool...and engaging...and being part cementing the team!
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