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Case Study: Garvin Industries
02.20.2012
Bart Garvin, the President and CEO of Garvin Industries had attended a supplier meeting held by one of their largest clients. During this meeting, their client suggested to their suppliers there was more that could be done to improve their overall relationship. The main concern was how to improve communication between the suppliers and more than 700 local branch offices that often purchased products from suppliers independently.
Garvin Industries wanted to develop a plan to directly and individually reach out to each these local branches. However, they did not have the internal resources to do so.
Understanding Differences: The Key to Sales Compensation Planning
02.13.2012
No two companies are alike. They are made up of different types of employees with different beliefs, goals, etc. creating different cultures. Their behavioral styles may differ, as may their motivations. Some might jump right into the sale whereas others may take the time to comprehensively understand their every client or prospect in great detail. Some may be driven by desires of wealth, others seek power and control, and still others may simply want to help people with the product or service they are selling. Perhaps there may not truly be one approach to selling that is better than another, and perhaps a person’s motivation cannot be summarized in only a few words, however, knowing which approach is best with a particular client or prospect, or within a particular industry, can be key to a company’s success, and knowing what motivates each member of your team can be crucial for keeping that team together.
Is Coaching the Right People More Important Than How You Coach Them?
01.30.2012
I recently read an excellent article on sales coaching by organizational psychologist, Richard Ruff of the blog Sales Training Connection. The article was called “Sales coaching – who to and not to coach” In it, Richard Ruff discussed something we at Randolph Sterling have been telling clients for quite some time.
To Outsource or Not To Outsource? That Is the Question…
01.18.2012
What is outsourcing? You hear about it all the time from talking heads on the news, but do you really know what it is? I consider outsourcing to be something that can be part of a key strategic move, if done correctly and with a well defined business objective. More specifically, I define outsourcing as a cost effective way to hire an outside firm to handle support services, manufacturing, sales, engineering, or any number of other tasks. Truth be told, there is no limit of verticles supported by the outsourcing model in 2012 and beyond. More and more companies have turned to “specialists” while maintaining their company’s core competencies.
Are You Offering Something Great, But Wondering Why No One Knows about It?
01.16.2012
Do you have a great product or service everyone wants? Can you offer your product or service at a fair market price?
Now, if only people knew about what you are offering. Of course there is the whole marketing side of things which is very important and plays a big role in the success of your business, but what about the sales side? How is your marketing team complimenting your sales team? Are your sales people using any marketing concepts to sell your product or service? Perhaps you are saying – what sales and marketing team?
Special Guest Blog by Sandy Fehte: If I Haven’t Angered at Least One Person Today then I’m Not Doing My Job
01.03.2012
There’s an expression I often use with my teenage son: “If you aren’t angry with me at least once a day, I’m not doing my job.” As a parent, it is my responsibility to make the difficult, and often unpopular, decisions that I feel are ultimately in his best interest and that fall in line with our family expectations.
The same holds true professionally. As an administrator in education, I work with many groups of people, including parents, secretaries, and teachers. Often, the needs of one group can only be met at the expense of another.
Holiday Movies with Daniel
12.20.2011
For those of you who don’t know me, I have long considered myself a bit of a cinephile. I have seen most of Kubrick, almost a full third of Hitchcock’s 60+ masterpieces, and even served as the “Sheriff” of my high school movie club. My tastes are rather eclectic, and I can gladly enjoy a Billy Wilder classic like Sunset Boulevard or the most recent European imports (e.g. Le Quattro Volte, La Doppia Ora, Even the Rain, or The Guard to name a few), as well as a relatively low brow comedy like Horrible Bosses or Bad Teacher, yet when I do encounter a horrible film (e.g. The Beaver, Larry Crowne, Captain America, Crazy Stupid Love, Paranormal Activity 3, or Immortals 3D which currently grace my “Worst of 2011 So Far” list), I will take pleasure in endlessly berating them.
Holidays with Abby
12.15.2011
Walking into our home, one may be amused or somewhat confused as to the decorations that fill the rooms.
Our family loves to decorate the Christmas tree, which sits within our living room and is filled with ornaments that our children have made over the years and other treasures we have collected.
But not too far away on the dining room table, we also proudly display a gold menorah and ceramic dreidels that the children have painted.
Ever Notice how Some of the Greatest Holiday Memories Are of when Things Go Wrong?
12.14.2011
Have you ever noticed that as much as we all want things to be perfect for the holidays, some of your greatest memories happen when things go wrong?
I remember one year coming home from college a few days before Christmas. It was my dad’s job to pick up the Italian pastries for Christmas Eve, and since he didn’t want the cannoli shells to soften up in the refrigerator if we bought them too soon, he waited until Christmas Eve to go and get them. He asked me if I wanted to come along, so I made the trip from Fair Lawn to Lodi (about a 20 minute drive, so not exactly over the river and through the woods) to the bakery to get the pastries with him.
The Pratt Family Holiday Tradition
12.13.2011
As a child, I remember the holidays as unwrapping gifts and comparing notes on who got the best toys, clothes, etc. between my sister and my friends. I have great memories of Christmas and spending time with my family, however, I don’t have many memories of the true meaning of Christmas. The true meaning of Christmas means different things to different people, to me it means a time of family, tradition, and giving.
Networking, A Few Simple Ideas
11.30.2011
About two months ago I decided to conduct a quick study on how people approached a popular networking event. Knowing some of the participants as prospects, co-workers and competitors I felt like it was well worth my time to see how I can further educate myself on “working the room.” I first focused on the participants who looked like they would rather be home cleaning out their closets or preparing their taxes. I saw and knew a “Director of Sales” who clearly did her time, made an appearance, had a glass of wine, and chalked it to an activity she could document on her weekly report….I next witnessed one of the most successful owners in the industry; truth be told he was a bit obnoxious but clearly was on a mission to provide his staff with a list of prospects and/or leads to follow up on later that week or within the next ten days. As in life, in business we have to put our own spin on things. Networking is no different. Be true to yourself. Be consistent. Be honest. And have a plan. Here’s some ideas to implement the next time you go out, but remember, have fun with them!
Case Study: BtB Marketing Communications
11.21.2011
Case Study: BtB Marketing Communications
BtB Marketing Communications is a full-service business-to-business marketing communications firm. BtB provides media planning and buying, creative tradeshow design, website development, interactive marketing and much more!
Challenge
In business for more than 20 years, BtB Marketing Communications is proud to say that a majority of their new business comes from referrals. As we all know, we cannot count on referrals for 100% of our business, so just like most companies, BtB has always used inside sales professionals to keep the flow of business coming in. In 2009, when one of their internal inside sales professionals who handled much of the new business efforts for BtB decided to move on in her career, BtB was faced with the question as to continue this position internally or outsource it externally.
When Was the Last Time You Tried Something New?
10.17.2011
When was the last time you tried a new approach to prospecting? Looked into what social media could do for your business? Tried that new software your tech company has been telling you about? With our ever changing economy we need to be constantly thinking of new, more creative ways of making our business stand out from the crowd. How do we do this? By accepting the change that is all around us.
Changing Your Sales Process By Strengthening It
10.11.2011
In the short amount of time I have been working at Randolph Sterling I have paid much attention to our clients and their structure. All of them are very different types of companies with different types of offerings. Yet, one thing I notice they all have in common is the value they perceive in Randolph Sterling. We are not only their outsourced sales solution, but we are also their solution to ‘Think outside of the Box.’ With a fresh set of eyes looking in, we are not only able to help our clients develop and implement strategic sales processes resulting in increased revenue, but we are also able to take a fresh look at the core of their business by discussing with our clients their beliefs and values, reviewing their attitudes and behaviors, and really examining the existing foundation of their company and the way things are done. From there, we suggest changes/additions to portions of their sales process that we feel will help make it stronger. We have found that by re-examining a new client, as well as existing ones from time to time, we can build strong motivation in the owners, manager and employees. Without this motivation, we could not get the buy-in and participation necessary to effect any meaningful change for our clients.
The Power of Change
10.10.2011
Before joining the Randolph Sterling team, I worked for a turnaround management firm, helping distressed manufacturing and distribution companies. Many of these companies had a high level of distress, presenting special strategic management challenges. In some situations, a company may have even been either in or near bankruptcy when the turnaround consultants at our firm were brought in to devise and execute a plan of corporate renewal.
Case Study: Two Reps from One Company Compete for the Same Prospect
10.04.2011
One of the ways we see a difficulty in changing is when companies get ready to bring us on to implement sales processes. Usually, they have determined a while ago that they need to develop a better process. A telltale sign of this is that as the company grew, they did what we call “throwing money at a problem.” Usually this means that they hired more salespeople to feed off of the growth but didn’t really change the process so they ended up treating twenty salespeople the same way they treated five. They know this is an issue, but oftentimes they are just not ready to pull the trigger yet.
The Value of a Graduate Degree
09.12.2011
The other week Gini Dietrich of Arment Dietrich, and long time friend of Randolph Sterling, posted on her blog, Spin Sucks, a link to an article by Penelope Trunk on why NOT to hire people who have gone to grad school. Needless to say, many people disagreed with Trunk’s opinion. Personally, I have to say that as someone who just started working on their Master’s degree, who also maintains a position as the director of social media here at Randolph Sterling, I actually I half agree with much of what Trunk said.
Are You Calling Your Prospects too much or not Enough?
08.22.2011
How many times is appropriate to call and not reach someone?
My theory on calling is that (within reason) you cannot call too much. I am not advocating calling every day or every hour, but my main response if someone asks why I have called so many times is, “If I am trying this hard to earn your business, how hard do you think I will work to keep it?”
Summer Doldrums…What Summer Doldrums?
08.04.2011
I have been hearing a few people lately speak about the “summer doldrums” when discussing their business. Luckily, none of these people are our clients! I guess I shouldn’t say “luckily,” because much of that is by design.
When I look at the work we do for our clients, there is not a whole lot of difference between April, August, or December. They have a growth plan (that we worked with them to develop) to help them develop new opportunities throughout the year. I will admit that sometimes it seems more difficult to reach decision makers since people actually do take a vacation every now and then, but let’s face it, when reaching out to someone new, is there ever a good time to reach them? A lot of that part of the process is trial and error—we now know that these particular people are easier to reach on Tuesday afternoon rather than Friday morning, this topic drew more interest than that one did, or this size company has more of a need than another size. All of that information comes from us reaching out for our clients and learning that information, and all of it helps to progress a sale.
Utilizing Objections to Make Progress with Prospects
08.01.2011
Unfortunately, not everyone you speak with wants to talk to you or currently needs what you are selling at that point in time. I’m sure most, if not all of you have heard me tell stories of my days selling IT staffing where I called on prospects every week for 2 years before they finally returned a call, so I understand that a note of “left message—again!” doesn’t seem like progress. But it is, if we make it progress.
Get Past the Gatekeeper or Gain a Valuable Ally: Which Would You Rather Do?
07.31.2011
I would imagine that every sales book written has information on getting past the gatekeeper. However, since I know you all have read “Closing the Deal: Hot Sales Strategies That Make Money,” may I refer you to page 42 where we talk about Acknowledging the Assistant’s Influence (for those who need a refresher, click here). Anyway, we referenced a Wall Street Journal article that mentioned two surveys conducted by the trade association, Professional Secretaries International, which revealed that many of the gatekeepers we are trying to “get past” either make the buying decision or have a level of influence on those buying decisions. Give the gatekeeper the benefit of the doubt until you know for certain that they are not involved in the buying decision. Showing them respect right from the start and asking them questions will not only put you head and shoulders above the competitor who does not show them respect, but heck, in some cases, you may have just found the real decision maker.
Larry Crowne, Poorly Executed and Out of Touch
07.10.2011
You don’t need to go to college to stock shelves at Wal-Mart. You can’t live off of 500k indefinitely. Scooter gangs don’t act like teenage girls, assuming they even exist. And college students do not act in a way that makes Joel McHale and the gang on Community appear to be a realistic depiction of college life. Yet the new Tom Hanks film Larry Crowne, which Hanks not only starred in, but co-wrote and directed, begs to differ.
In Sales Failure Is a Part of Life
07.05.2011
As a sales professional, I always like it when I see that the person I am interviewing for a sales position has played a sport or competed at something. That means that they usually have failed at one time or another.
The person that hasn’t failed hasn’t tried. Like the old saying goes, “a ship in harbor is safe, but that’s not what ships were made for.”
Salespeople live with failure all of the time. It may be as simple as failing to reach a person on the phone, or as complex as failing to close a deal because the decision maker told you that your company didn’t do right by him years before you worked there. It can be any number of reasons.
Sales Is Simple
06.06.2011
People often attempt to make a relatively simple issue more complex. At the end of the day, sales is pretty simple. I’m not saying anyone can do it, but I’ve been doing it my whole life so that fact alone means there must be some simplicity to it!
If You Build It, They Will Not Always Come
06.05.2011
Over the years I have encountered many clients who fell prey to the “Field of Dreams Theory” of “If you build it, they will come.” Now the “it” in this sentence can be practically anything: a new website, a new blog, an e-newsletter, new social media profiles, or simply one’s business itself, or any number of other things. The “they,” of course, is new business. However, many forget the importance of personal interaction with all of these “its.” There may be many ways that the person who may need your product or service can find you, but how do those pathways to you or your website help you make a sale?
Gatekeepers: Keepers of the Road Map to Success
05.08.2011
Many sales trainers and managers talk about “getting past the gatekeeper.”
While I completely agree that we need to be talking to decision makers to make the sale (it is one of the 4 cornerstones we use to close the deal–working with the right person), my experience has been that in some instances the gatekeeper is the key not just in talking to the right person, but in making sure your message is heard properly.
Should Your Inside Sales Team Be Listening to Music?
05.03.2011
As the owner of a company that not only has their own inside sales team that is outsourced to clients but also works with companies on sales process and the overall professionalism and productivity of their sales teams, I am often asked the question: “Do you think it is OK for the team to have music on in the background while making sales calls?”
What Percentage of Your Trade Show Leads Do you Follow Up On? (Video)
04.06.2011
What percentage of trade show leads are actually followed up on? Typically only 20% percent! Many people just don’t have the time after spending a week at a trade show. If you are one of these people, we can help. (Video)
Telemarketing vs. Inside Sales (Video)
03.30.2011
What is the difference between telemarketing and inside sales? Watch this video and find out. (Video)
Thinking of Buying Some Contacts from a Sales List Service? If So, You Better Have a Trained Professional to Scrub Them!
03.14.2011
Two of the questions we are most often asked when it comes to our Outsourced Sales Service are questions about list services such as Jigsaw, Sales Genie, etc. and the specificity of the information they provide (e.g. contact information, demographics, currency of data etc.) and whether a company such as ours who “scrubs” these lists and finds opportunities for clients will work “success based.”
The Luck of the Irish or the Luck of Having Lisa Pickens and a Strong Sales Team?
03.09.2011
With St. Patrick’s Day just around the corner I tend to hear a lot this time of year about “The Luck Of The Irish!” I never thought that it was the 1/4 of me that is Irish that made me particularly lucky, and not specifically during March. I had thought it was hard and smart work.
Big Whale Accounts Are Great, But Developing Relationships with Referral Sources Can Pay the Bills
03.07.2011
When you work in sales one of your primary goals is to get big accounts and yearly contracts: “the big whale accounts.” However, it is also important to keep an eye open for smaller, regular, everyday opportunities because many times these are the ones that pay the bills.
A Few Additional Thoughts on Executive Leadership
02.24.2011
I’d like to start this post by thanking Russ Riendeau for his great stories and lessons, and for his contribution to our blog as our first guest blogger. We appreciate it, and hope he is not our last.
Now, here’s a few thoughts of mine on Russ’ lessons.
Sales or Marketing? Why Not Combine Both with Email Marketing Follow Ups? (Video)
01.19.2011
Some companies are sales oriented. Others are marketing oriented. But the best find ways to combine both. One of the best tools to implement for this is an email marketing service such as Constant Contact combined with a good follow up campaign. Learn more in our video.
6 Lessons in Sales and Executive Leadership from the World of Retained Search, From Special Guest Blogger Russ Riendeau
01.10.2011
Our colleague and friend, Russ Riendeau from East Wing Search Group had helped us with an article as our “guest blogger.” I hope you enjoy it and if any of our loyal readers would like to become a “guest blogger,” please let us know as we are always interested in content that will help our clients.
Need Help with Sales Management? We Offer Much More than just Sales Training! (Video)
01.06.2011
Rich explains the difference between sales management and sales training, as well as how we can help your mid-level sales people. (Video)
Did You Develop Relationships Over the Holiday Season? Or Did You just Wake Up on January Third?
01.04.2011
For the past several weeks now, we at Randolph Sterling have been talking about getting more of our team members active in our social media efforts so our clients and prospects can get to know us better. This began with a series of Holiday stories (scroll down once you click on the link) that we posted at the end of last month, and will hopefully continue with regular contributions to the blog and newsletter from all of us.
Should You Downsize Your Sales Force and Implement a More Automated and Online Marketing System Instead?
12.27.2010
This is a question that came up in an online Vistage discussion group recently, and those who know me, or regularly read my blog or newsletter already know my answer: NO! An online or automated marketing system will never replace a strong sales force!!!
We’ve spent months and months in our Vistage groups talking about attracting more clients through online marketing systems and at the end of the day what was determined was what we already knew…some companies are sales focused while others are marketing focused, but the most successful companies integrated an approach using both.
A Question of Business Ethics
12.20.2010
I was reading a LinkedIn question about business ethics recently and wanted to share with all of you my thoughts on the subject. While the question of ethics in business is not new, I feel that it is an issue that not only will not go away anytime soon, but will play an even larger role in how businesses are run in the next decade as we continue through economic recovery, and as our society seems to come more and more from a position of “entitlement” vs. “work hard, do the right thing, and you will be rewarded by a job well done.”
Santa Claus Conquers the Martians!
12.14.2010
Have you ever wondered what would happen if Martians armed with tickle rays and sleep sprays abducted Santa because they felt Earth has had him for too long? Our director of social media, Daniel Nuccio has. And, unlike It’s a Wonderful Life, the superior Santa Claus Conquers the Martians isn’t afraid to tackle such questions.
Holiday Stories: Kim Doherty's Family Tradition
12.14.2010
I cannot think of only one holiday story that I would like to share, so I opted to tell about our holiday tradition. The sacred white wafers, much like those used for Holy Communion, are shared with each person present. During the exchange, good wishes are expressed, such as health, happiness and wealth. This is the most emotional time of the holiday for the Polish family. Those who are no longer alive are particularly remembered at this moment. The tradition has carried on and my children are able to share one of the holiday traditions that I grew up with.
Holiday Stories: Becky Maccini and the Three-Wheeler
12.14.2010
I remember this Christmas like it was yesterday. It was the Christmas that I was 13. Earlier that year my Grandfather had bought my cousin a Brand new three-wheeler. It was beautiful. Red and black. Back in those days when I was a bit of a Tom Boy and I wanted one terribly. I hinted around all year to my parents. Closer to Christmas I started making my Christmas list. I only had one item and that was the beautiful red three-wheeler. My parents kept telling me to add other items because this was probably not going to happen, but I knew my parents and they always came through. Christmas morning arrived. I woke and went to see what was under the tree maybe a key to the three-wheeler or something that would indicate that I did in fact get it. Nothing!!!
Holiday Stories: Monica Rosales and the Undercooked Turkey
12.14.2010
I invited my husband’s family, as well as mine, to have Christmas with us for the first time in our home after getting married. I went ahead and bought a big turkey, seasoned it, and left it marinading a day before trying to save myself some time. So, I told everyone to come around 4:30. I read the instructions on how many hours it takes per pound so it would be cooked evenly.
Holiday Stories: Lisa Pickens Searches for Santa
12.13.2010
One of my most vivid memories from childhood Christmases is the long hallway from my bedroom to the family room. Now I know this seems like a strange thing to remember, however I spent many a Christmas crawling along that shag green carpet trying to get up enough nerve to see if Santa Clause really existed.
Holiday Stories: Rich Burghgraef's "It's a Wonderful Life" Trivia
12.13.2010
You would think that, with all of the traditions I have, that my parents would have given me the middle name of “Tradition” (which, for the record, they did not). I guess everybody hates change so I would combat this by telling my parents it was “tradition” that we do this or that, even if some of these “traditions” were just minutes old. Here, however, is the story of one tradition that started when I was a boy and still continues today.
Is Cold Calling Dead (Video)
12.01.2010
Is cold calling dead? At Randolph Sterling we are asked this question quite often, and our answer is absolutely not, at least when done correctly. Watch our video to find out more. (Video)
Let the Holiday Season, and Games, Begin!!!
11.29.2010
Contest 1: Did You See Mommy Kissing Santa Claus?
Hopefully not! As you know, I‘m not a fan. And I will give a $25 restaurant gift card to one lucky winner who can find a better Holiday song and tell me why it’s great. Just post a link and a message on our Randolph Sterling Facebook Fan Page between December 1st and December 24th . Our winner will be announced in early January.
Contest 2: What Is, “It’s a Wonderful Life?”
Our second contest is a trivia contest to test your knowledge about one of my favorite Christmas movies, Frank Capra’s It’s a Wonderful Life. Every day at 10:00am EST from December 1st through December 24th, I will post a trivia question about It’s a Wonderful Life on my personal Facebook page. Answers will be posted Sunday morning. The person to correctly answer the most questions will be declared the winner and receive a $25 restaurant gift card in January of next year.
When a Smile Is Your Umbrella, You Get a Lot More Than a Mouthful of Rain
11.20.2010
I was reading a post on LinkedIn that discussed the value of a smile to closing more deals. I found it interesting.
It is surprising how a smile can change someone’s day for the positive– and certainly help in closing a deal. Of course, we are talking about a genuine smile, one that shows compassion, caring, and a genuine love for what you are doing. Sad to say it, but I’m sure we have all encountered those people who smile and look like the “The Joker” because they really are not showing enjoyment for what they do.
Help Wanted (Video)
11.17.2010
Randolph Sterling, Inc. is looking for some excellent professionals interested in working in inside and outside sales. (Video)
Selling in November (Video)
11.10.2010
Rich explains how selling in November and December can lead to a good January and February. (Video)
Has Mad Men Run Its Course?
11.07.2010
When Mad Men first came on the air the consensus was that it was perhaps one of the most groundbreaking and innovative shows to premiere in years (translation: it was less formulaic than most of what was on the major networks). It was and is well acted, believably recreates 1950s and 1960s America, handles major [...]
What We Do (Video)
11.04.2010
Rich Burghgraef, Randolph Sterling’s founder and president explains what we can do for your company with our management services, our inside sales team, and our Sales and Marketing (SAM) Peer Advisory Groups. (Video)
“Catfish”…the Other Facebook Movie
10.21.2010
Most of us when we think of “The Facebook Movie,” likely think of David Fincher’s The Social Network, based on the controversial book, The Accidental Billionaires, by Ben Mezrich. It spent two weeks at the top of the box office, and has generated a considerable amount of Oscar buzz, and rightfully so.
However, there is another Facebook film out there as well which has stirred up some controversy of its own. The film I speak of is Catfish, a recent documentary that has left many asking “What did I just see? Was that real?”
The Importance of 10 Second Mission Statements…and Showering Before You Go to the Gym
10.20.2010
Earlier this year I requested that all of Randolph Sterling’s team members commit our mission statement to memory:
Randolph Sterling, Inc. is a sales solutions company whose main goal is to assist growth oriented clients improve their overall sales and sales process through management services, process development/improvement, inside sales, and sales peer advisory groups.
Ultimately, we would like to change the perception of salespeople by the public by always promoting solution based conversations and continued learning.
Here is why:
“I Want Your Money,” The Capitalist Answer to Michael Moore
10.19.2010
Last year around this time Michael Moore’s Capitalism: A Love Story, was released. Generally speaking it was amusing at times, albeit highly biased. But ultimately it lost me as Moore persisted in using extreme examples of capitalism at its worst, usually coupled with some form of highly unethical or illegal activity, to convey the message that capitalism is fundamentally opposed democracy, and some form of soft socialism is an inherent part of true democracy. By no means was it his best work as a filmmaker, nor as a social commentator.
"Wall Street: Money Never Sleeps," Relevance or an Amateurish Attempt at It?
10.04.2010
After seeing Oliver Stone’s latest film last week, Wall Street: Money Never Sleeps, I chose not to review it, partly because I’m not sure how much my boss really wants to pay me to write about movies, but perhaps more importantly, at least for me, because I wasn’t really sure how to articulate my thoughts on it…that is until I saw The Social Network.
Using Your Time to Your Advantage
09.21.2010
This past March I ran into my friend Jim down in Virginia Beach where he and his fiancé Sue were running a half marathon. This was the second time that I met up with Jim at a race (the first being the day he actually met Sue), however, I have always been content with grabbing a beer with him after a run. Sure, I play softball, basketball, and bike ride, but I never considered myself much of a runner.
Should You Adjust Sales Compensation in a Declining Revenue Environment?
09.15.2010
How one adjusts the compensation of their salesforce is something many people have been talking about recently, both on business oriented discussion boards online and in person, privately as well as at well attended events. On the surface, these are simple questions with several variables. In general, I have always been a supporter of lower salaries with the majority of the upside in total compensation coming from commission, especially when the salesperson controls the sale from start to finish. However, if the product or service being sold has quite a long sales cycle, 9-18+ months perhaps, and is a pretty high ticket item, I would usually say a larger base salary is needed because people do need to eat while they are developing a long term relationship.
Case Study: “Help Me to Help You”
08.30.2010
It is so hard at times to determine who your ideal client really is. Let’s face it, the true qualities of an ideal client rarely are the ones you can go to a Dun & Bradstreet list and search for. I can find things like the number of employees, sales volume, and even location, but can you find easy to work with, quick to get back to you, or values what you do?
Case Study: Working With Associations, a Two-Sided Benefit
07.29.2010
As part of our sales management solutions, we are often asked to go to other areas of the country to work with some of our clients’ outside salespeople. In our downtime, we have two options…sit in the hotel room and watch old movies or get out and meet new companies to work with.
Randolph Sterling Welcomes a New Account Manager!
06.29.2010
Becky Maccini joined our team at Randolph Sterling last month as our new account manager to help us introduce ourselves to potential clients, strengthen our relationships with current clients, and help our clients build their own lists of clients. With her, she brings thirteen years of experience in the mortgage industry, which she describes as [...]
Due to Popular Demand…a New Service from Randolph Sterling Inc.
06.21.2010
Sales is about one thing…relationships.
How can you build a relationship with a prospect that you don’t talk to? For over 7 years, we at Randolph Sterling Inc. have talked about the value of relationships, about how you need to integrate emails, social media, phone conversations, and meetings to learn more about your prospects so you can better help them. Sometimes, however, you just don’t have the time necessary to reach out to all of the people you need to. You get busy with your current clients and don’t follow up on that referral a colleague gave you, or the business cards you collected at the trade show. Now we have made it even easier for Randolph Sterling, Inc. to help you.
Panera Fun
06.10.2010
Everyone who know me, knows I am a huge fan of Panera. Those who are friends with me on Facebook also know that there has been much discussion recently about how crazy people always seem to find me, especially when I’m at places such as Panera, Corner Bakery, and various airports. Some of my friends suggested I compile my misadventures into a book. However, since work occupies much of my time, and my blogs, a second addition to Closing the Deal, and an idea I have for a book on improving one’s sales force are slightly higher writing-priorities for me right now, I thought I would put together a blog post containing this month’s highlights. (Also, please note I mean no offense to the businesses these events take place at. If it weren’t for them I’d have nowhere to stop while on the road for free Wi-Fi, some good coffee, breakfast, and a show).
Success Or Excellence: Which Do You Strive For?
06.07.2010
I was recently asked an interesting question: which would I prefer, success or excellence?
Closing the Deal on the Go: What Do You Do When Your Loyal Buyer Leaves?
06.03.2010
Maybe there was a merger or acquisition. Perhaps there was some restructuring. Maybe your loyal buyer took another job for twice the pay. Regardless, he is no longer with the company you do business with. Someone is there in his place. There’s a chance this new person will wish to continue doing business with you. There’s also a chance he will want to leave his mark on everything he touches, and that keeping his predecessor’s supplier is not part of that equation.
What do you do?
Can’t Invest in Sales Rep Development? How Can You Afford not To?
06.02.2010
I went to visit a prospect last week who started out his conversation with me by saying, “I’m not really sure why you are here, we have a sales manager and our reps are supposed to be doing their own phone calls. What can you do for us?”
Spring, Baseball, and Sales
05.23.2010
It looks as though spring may have finally sprung in Chicago after a long wait. Of course, I was playing softball last Monday night and we were still factoring in a wind chill. At least it should be warmer in Raleigh, where daytime highs are already hitting 90. Thinking about our softball team (which hopefully [...]
What Is Your Strategy to Strive in the Recovery?
05.19.2010
So…what is it? One thing is for certain: even if you continued to grow over the past few years, you will be continuing to look for different ways to reach new prospects and turn them into clients. Have you developed a plan yet?
You Survived the Recession! So Where Do You Go from Here?
05.17.2010
I have been reading more and more that the recession is over and that we are finally in recovery. I decided awhile back to choose not to take part in the recession (with the exception, of course, of being trapped by a bad real estate economy, but that’s a different story entirely) and to continue to push ahead with our business. Many of my colleagues—clients, referral partners, and members of Vistage and Business Clubs of America—joined me. It is nice to see more and more people coming around.
Case Study: What Does Losing a Sales Opportunity Cost You?
05.12.2010
Problem: A provider of used packaging and process equipment machinery has a top notch marketing system for generating new leads. The system also will develop and send a quote out to the prospect looking for a particular piece of machinery, then send a copy to the assigned sales executive, averaging about 200 quotes per day. The sales executives process orders from the prospects who either request more information about a particular machine or are interested in purchasing one.
Randolph Sterling Announcement
05.06.2010
This is the first blog entry for the brand new Randolph Sterling website. We hope you enjoy reading our future posts.
5 Benefits of Canvassing
05.06.2010
5 Benefits of Canvassing Saves time driving to businesses Saves money on gas, tolls, and depreciation Receptionists almost always answer your calls. False starts are avoided because the info you gather helps you decide how to proceed. When the literature you requested arrives, you have even more info to go off of. This post is [...]
Happy Birthday to Randolph Sterling!
04.22.2010
Seven years ago today, April 22, 2003, the papers were approved and Randolph Sterling, Inc. was born. In some ways it seems like yesterday while in others, it seems like a million years ago!
Closing the Deal on the Go: Questionnaires
04.21.2010
During the last couple weeks our director of social media, Daniel Nuccio, has been preparing a survey to help us better answer some questions about the readers of our company e-newsletter and the level of value they find in it as a whole, as well as its individual parts. As I have been keeping an [...]
Closing the Deal on the Go: Canvassing
04.19.2010
When you obtain a list of businesses, check the names, addresses, and the names and number of employees. This should be enough for you to significantly shrink your list to a manageable size after you weed out the companies that may be too small to need your product or service, or do not appear to [...]
Are You The Best In The World At What You Do?
04.15.2010
Since I was a kid, I could always sell. Quite frankly, I thought it was pretty easy…talk to the right people, find out what they want, give it to them and they will pay you. This process, as simple as I have made it out to be, is not always that easy, usually for one very important reason—the salespeople get in their own way.
Closing the Deal on the Go: Telemarketing Strategies
04.11.2010
When is it best to try to sell over the phone? What are the best products to sell over the phone? The answers to such questions could be useful in significantly boosting your sales. To begin finding the answers to these questions you should begin by examining your products, markets, accounts, territories, and selling patterns. [...]
Closing the Deal on the Go: Ask the Right Questions, Avoid Nasty Surprises!
04.05.2010
Some people hesitate to ask certain questions when they fear asking such questions could lead to answers they don’t want to hear, usually involving the loss of a sale, a call back, or a smaller than anticipated sale. Inexperienced sales reps tend to be most reluctant to ask these kinds of questions, especially when they are dealing with larger purchases. However, whether you are one of these people, or have reps who are, there are some important things that every sales person should be reminded of.
5 Years and Counting
04.05.2010
My career with Randolph Sterling began as I was looking for a fresh opportunity. The company offered me unlimited growth potential and a completely different career path, however I recall feeling hesitant to leave a position and company where I had built a solid foundation. Would a young company like Randolph Sterling really be a good fit for me, would I be successful? I was unsure of how it would all work out but I decided on a leap of faith.
Chasing the Sun
03.24.2010
I have learned to get used to my travel schedule, which usually entails leaving on a Thursday morning before the sun rises and leaving late in the day the following Tuesday or Wednesday to return back to the Chicago office. There is something about chasing the sunset home after a week on the road that just gives you a different perspective on things. It lets me be a poet, a little.
You Don’t Have to be a Basketball Superpower to be Successful
03.24.2010
Well, it’s that time of year again. March Madness, to many sports fans, is the best season of them all. Numerous games over a three week period, every game means something, loser leaves town, the highest high and the lowest low, and players shedding tears, some for joy, most for sorrow. If you like sports, it’s hard not to get a lot of enjoyment out of the tournament.
Check Out Our New Look
03.23.2010
Have you noticed something different about us lately, but just can’t put your finger on it? Perhaps you saw it on Rich’s Facebook page? Or maybe on Twitter instead? You might just be noticing it now? If you haven’t here’s the answer…or at least one of them: Yep, we have a new logo and it [...]
March Madness: On the Court and at the Office
03.18.2010
I was walking through the airport this morning and as I was going through security I overheard a few guys talking. “Duke is looking strong,” one of the men waiting to be screened said. “Nah, Kansas is going all the way!” Immediately I knew that these guys were not talking grad school here because it [...]
The Light Is Getting Brighter…What Will You Do?
03.09.2010
While talking with a large number of manufacturing companies the last few weeks, I have noticed a positive change in attitude. Most companies were optimistic about their business as we started the new year. The feeling seemed to be that things were getting better and 2010 would certainly show productivity to be on an increase.
A Night at Marcello’s with the Midwest Society of Professional Consultants
03.09.2010
Last Wednesday I attended Rich’s talk at the Midwest Society of Professional Consultants’ monthly meeting at Marcello’s in Chicago, titled “The Last Day of the Project Is the First Day of Unemployment.” Rich initiated a conversation, gave his audience a few questions to related to the topic to think about, then moderated a highly [...]
…and the Oscar Goes To….5 Years as a Vistage Member
03.08.2010
Last Wednesday I attended my monthly Vistage meeting. For those of you unfamiliar with Vistage, it is a peer advisory group for CEOs of similar sized companies. We discuss issues that are going on in our respective businesses. Sometimes you are the teacher, explaining how you handled a particular growth issue and sometimes you are the [...]
Special Event:Lucky's Pot of Leads
03.07.2010
Lucky’s Pot of Leads Order tickets via Eventbrite: http://luckyleads-efbevent.eventbrite.com In conjunction with Business Club America and Randolph Sterling, Inc., Hummingbird Creative Group invites you to the second of a series of 9 roundtable events in 2010 to celebrate Hummingbird’s 15th Anniversary. Friday, March 12, 2010 from 11:30am – 1:00pm at 1705 Prime, join industry expert panelists: Wendy [...]
Special Event: Lucky's Pot of Leads
03.07.2010
Lucky’s Pot of Leads Order tickets via Eventbrite: http://luckyleads-efbevent.eventbrite.com In conjunction with Business Club America and Randolph Sterling, Inc., Hummingbird Creative Group invites you to the second of a series of 9 roundtable events in 2010 to celebrate Hummingbird’s 15th Anniversary. Friday, March 12, 2010 from 11:30am – 1:00pm at 1705 Prime, join industry expert panelists: [...]
“The Performance is Only as Good as the Audience”…And We Have a Great Audience!
03.03.2010
Remember back in the days of elementary school, on those special days when you would have an assembly? We would pile into the gym—or as our principal used to call it, the “all purpose room” to either see one of the other grades perform a play or an outside group come in to perform for the whole school? Mr. Campbell, the principal at Westmoreland School in Fair Lawn, New Jersey where I grew up used to start out each assembly by reminding us kids to be respectful of the performers…”the performance is only as good as the audience” he would always tell us.
Those words have never rung more true than at the SAM Peer Advisory Group meeting that we held in our office in Cary, NC the other day.
When to Grow ?
02.24.2010
Since the first of the year, I have been talking to a lot of companies. Their success is across the board. Some are closing after years of providing a product or service. Others are busier than they have ever been and are at their manufacturing capacity. However, the majority of companies I have talked to are somewhere in between.
Case Study: A Lackadaisical Sales Force Reenergized
02.23.2010
Not long ago we were hired by a component manufacturer. This company specializes in developing solutions for complex components with challenging material requirements including heat treatable stainless steel, titanium, and nickel alloys. They specialize in the areas of medical instruments, aerospace, defense, electrical motors, business equipment, hydraulics, and pneumatics.
Outsourcing Your Sales and Sales Management Needs
02.22.2010
I have been reading lately that temporary staffing is on the rise. It makes perfect sense. As the economy recovers, more work needs to be done but companies are not yet confident enough to start hiring people so they bring in the people that they need to do the work they need to do. This [...]
On The Road Again…From Chicago to Raleigh to DC to perhaps Detroit and Kuala Lumpur
02.17.2010
It’s been a busy couple of weeks. After some time back at the Chicago office, was back on the road again. It kind of made me feel a little like Willie Nelson, who made the song “On the Road Again” famous, talking about his travels around the world, and also because I had been so [...]
Case Study: Following Up on Leads
02.11.2010
One of the companies we work with sells new and used machinery. Some of their machines are very small. Others are very large. Their products are used by a variety of customers that range from bakeries to construction companies. Prior to contacting Randolph Sterling, their used equipment sales were strong, however, there was a concern that they [...]
When Growing Too Fast Becomes a Concern
02.10.2010
I was sitting in a meeting one day when the topic of business growth came up. OK, so it always comes up in meetings I have with clients and colleagues because we all want to grow, don’t we?
This conversation was a little different and eventually changed the way we provide our Virtual Sales Manager Service by simply asking the question…what will you do if your growth dreams do come true?
This is an interesting question that usually is met with answers of additional benefits for employees and vacations and early retirement for business owners. But what happens when you look a little deeper? How will you maintain growth? Will you be able to provide the services that you could when you were smaller?
February Fury Hits the Midwest: What a Strange Day It Has Been!
02.10.2010
Usually I try to keep my blog posts and articles as much about business as I can, but for this, I will take a little deviation and tell you about the last couple days or so in dealing with the February Fury Snowstorm, which hit Chicago. Tuesday is basketball night in the winter, so I [...]
Closing the Deal on the Go: A Few Quick Tips for Winning at Phone Tag
02.09.2010
Phone tag is worse than ever these days. We use voicemail to reduce human error, but in doing so we reduce human contact.
Making things more difficult, many companies now use an automated list options that do not always include a live person to talk to who can provide such information as a person’s schedule or whereabouts.
To help, here a few quick tips to help you win at phone tag.
Calling All Entrepreneurs and Business Owners
02.09.2010
I recently attended an event for small business owners and people who are looking to start their own business. It was sponsored by The Executives Profit and American Chartered Bank. The goal of the event was to take businesses and individuals from where they are to where they want to be. The Executives Profit consults [...]
Closing the Deal on the Go: Telemarketing for Appointments
02.08.2010
Winning an appointment with a decision maker usually requires you to win over both the decision maker and their secretary. When winning over the secretary it is best to treat the secretary with respect. Learn their name. Be honest with them. And, be willing to speak with them in the same manner as you would [...]
The Ketchup is Out of the Bottle: Our First SAM Peer Group Meeting!
01.27.2010
Every SAM group meeting is different because the meeting belongs to the members. It is their time to discuss their own issues, challenges, opportunities and goals. BCA members are a strong group so starting out with them as the base and adding members from there makes a lot of sense.
Why Work in Sales?
01.27.2010
Have you ever wondered why you are doing what you do? Did you grow up knowing what you wanted to be as an adult? I mean, of course, after the cowboy, fireman, and hairdresser stages. While some of us might have planned our career when we were young, does anyone dream of being in human [...]
Anticipation: Bringing SAM Peer Groups to the Triangle
01.26.2010
Salespeople crave an additional outlet beyond their sales manager to bounce around ideas. This is for several reasons, but mainly because they don’t want their sales manager to know they are struggling or have questions. In a SAM group, they can talk with other people out on the same front lines they are, dealing with the same issues as they sell their own products and services.
Closing the Deal on the Go: What to Do When Your Salespeople Are Dealing with Difficult Clients: Showing Support in Difficult Times
01.20.2010
The other day I posted an article about what to do when you deal with difficult clients. Today I thought I would write about what to do when your salespeople encounter such clients.
Closing the Deal on the Go: What to Do When Dealing With Difficult Clients
01.18.2010
As a sales person you have to work with all your clients. Some you will enjoy doing business with. Others will prove to be a challenge. Of these more difficult clients, there will be several types, each bringing with them their own challenges that will require their own solutions. However, when dealing with any of these more challenging clients, it will always help if you have researched them thoroughly and are prepared to listen.
Master of Memory: How to Build Rapport, Increase Familiarity, and Get People to Like You
01.17.2010
During my junior year of high school I took a college prep course which met everyday during first period. During this class we’d typically spend our time learning ACT and SAT strategies, but sometimes we’d have a special guest speaker come in to tell us about life as a professional in one field or another [...]
Marketing or Sales? The Good Companies Do Both!
01.13.2010
One of the first questions we ask a client when we start working with them is what does their ideal client look like to them? What are the characteristics that they all share? It is a simple enough question but sometimes very difficult to answer as many of these traits are not exactly something you [...]
Happy New Year 2010…Now It’s Time to Get Back to Work!
01.12.2010
I hope you all had a wonderful holiday season filled with joy, laughter, and happiness of every kind. Hopefully you are well rested because now it is time to get back to work. If you remember back in November, I wrote an article about the holidays coming and how many salespeople get into “nobody is [...]
Closing the Deal on the Go: Why Are So Many Sales Professionals Opposed to Telemarketing???
01.03.2010
Why are so many professional sales people opposed to telemarketing? Perhaps it is because of their less than fond memories of having dinner with their family interrupted by poorly trained sales reps who want to discuss a product they never heard of, that they usually won’t want, even if they do agree to suffer through [...]
IT’S A NEW YEAR!!!
12.30.2009
Christmas is finally over. The shopping can stop. The relatives have gone home. We can go back to having a normal diet, not one filled with large meals where we eat and eat. But, before we start that post holiday diet and exercise program, we have one more 24 hour period of indulgence. Yes, it [...]
Thanks to the Niles Chamber of Commerce for a Nice Christmas Party
12.29.2009
This December the Niles Chamber of Commerce hosted their annual holiday party, which is a great opportunity to not only network but to catch up with friends. This year, I invited Art and Daniel to join me at the festivities. Never too much holiday cheer for Randolph Sterling, Inc., especially when there are clients and [...]
Holidays With Art: A Merry Mood and a Merry Christmas
12.15.2009
It’s the holiday season and we are busier than ever. Gifts to buy and company to prepare for consume our waking hours. Despite this, have you ever noticed that people seem to be just a little bit nicer to each other around this time of year? You wonder with everything going on, why? I don’t [...]
Did you see mommy kissing Santa Claus? Help us find a better Holiday song and win a $25 gift card!
12.14.2009
OK, so I finally went out and bought an iPhone, much to the delight of my good friend, iPhone app developer extroidenaire, and client, Alex Bratton, CEO of Lextech Global Services. My plan was to just use it for business purposes, so when I was assisting Alex in bringing in new clients, I could show [...]
Closing the Deal on the Go: Honing Your Telephone Skills
12.09.2009
In these economic times more than ever companies are looking for ways to cut costs. Business travel is a prime target. Conducting business by phone is a solution. It is a quick and inexpensive way to keep in touch with accounts. You are not calling to make small talk, but you are not calling to [...]
More Information on SAM Peer Groups
12.02.2009
Sales & Marketing Peer Groups In a trusted and confidential setting, members discuss the issues that can make or break their businesses. They share hard-earned expertise and newly acquired ideas to help each other reach better decisions. The Executive SAM (eSAM) Peer Group: Directors of Sales, VP’s of Sales and Sales Executive Managers join the [...]
A Special Opportunity for BCA Members
12.01.2009
BCA-Triangle members know the importance of building relationships and looking to other BCA members as a valuable resource to help you grow your business. Our members have tools to offer each other that compliment the educational component of BCA and enhance the value of your membership. As an added membership benefit to you, Rich Burghgraef, President of [...]
FabTech 2009
11.24.2009
Recently, I attended FabTech, a large trade show at McCormick Place in Chicago. It got me thinking about how important these shows are and the value to a company when they attend. If the economy is in a slump, it certainly isn’t evident at these shows. A single booth is expensive and there were a [...]
Closing the Deal on the Go: Clarifying Your Cold Calling Objectives
11.23.2009
When you begin cold calling, do you know your objective? Is it to prequalify a prospect? Make an appointment? Close a sale? The more complex your product or service, and the larger the account, the more likely your goal is to prequalify than sell. Here are some questions to ask yourself before you make your cold [...]
Art's Initial Thoughts on the FabTech & AWS Welding Show
11.20.2009
Went to trade show in Chicago the other day. The Fab Tech & AWS Welding Show was held at McCormick Place. Among the many exhibitors, there were some outlandish display booths, including a small semi trailer truck with the center cut out for their display. Everyday there were various presentations, including ones about the industry, [...]
Closing the Deal on the Go: Snooping around an Office
11.18.2009
The recent popular psychology book Snoop by Sam Gosling, a professor at the University of Texas, describes how you can learn a lot about a person from such seemingly meaningless things as they way a person dresses, the manner in which they decorate their office, and their taste in music. In fact, the author holds [...]
Closing the Deal on the Go: When Secretaries Are the Decision Makers
11.12.2009
Think of Joan Holloway on the AMC hit series Mad Men. How much do you think she was responsible for when she worked at Sterling Cooper? She definitely had the ear of Roger Sterling, Jr. and also had a lot of authority around the office, including the ability to make certain hiring and firing decisions. [...]
Selling in November and December…the Most Wonderful Time of the Year!
11.09.2009
“Nobody is buying anything this time of year,” a fellow account executive said to me many years ago as he asked me to meet him at the mall to help him find a Christmas present for his girlfriend. “I think I’ll stay here and get a couple things done. Maybe I can meet you a [...]
Closing the Deal on the Go: The Sales Letter
11.06.2009
If you decide to write a sales letter to a prospect, this first step can determine the success or failure of the relationship. When writing the letter, keep it simple. Stick to a single goal such as setting an appointment. Without being there you cannot see how your prospect responds to the information you give [...]
Closing the Deal on the Go: The Sales Letter
11.04.2009
If you decide to write a sales letter to a prospect, this first step can determine the success or failure of the relationship. When writing the letter, keep it simple. Stick to a single goal such as setting an appointment. Without being there you cannot see how your prospect responds to the information you give [...]
Randolph Sterling Inc. and Talent Management Solutions Team up to Present a Great Roundtable Event in Durham, North Carolina
10.26.2009
About six months ago I was approached by my friend, President of Talent Management Solutions, Rob Pulley. He was interested in the two of us collaborating on a seminar about attracting the right sales team for your company and helping them become and maintain being a strong, productive sales force. Last week we had the [...]
First the North Carolina Office: What’s Next? Randolph Sterling Inc. Welcomes a New Account Executive to the Team
10.25.2009
As a small business owner, many decisions that larger companies make with ease are met with a great deal of consideration at our level. Hiring new people has always been a challenge for me. Some will say it is because I may be a bit more controlling than I give myself credit for, but I [...]
Closing the Deal on the Go: 7 Rules for Examining Prospects
10.23.2009
Research each prospect. Qualify each prospect. Ask yourself what you have that your prospect needs, wants, or can use. Ask yourself how much your prospect may be worth over time. Ask yourself how much of your time and energy is your prospect worth. Find out who is the best person to contact. Never get caught [...]
Overcoming Voicemail? Why? Voicemail can be your friend!
10.12.2009
Recently I received an email inviting me to a seminar on how to “overcome” voicemail and become an effective sales generator. This seminar promised to teach how to: Reach More Decision Makers Overcome Voice-Mail Jail Get Past Gatekeepers Oh, how I love these seminars! Why would you want to “overcome” voicemail? Voicemail is one of [...]
Are Your Salespeople Not As Successful As You Would Like?
10.11.2009
I was recently asked by a Vistage member for my thoughts on new client sales activity in the IT consulting space. This member has two sales people dedicated to obtaining new clients (upper small/mid market) and over last year together they have brought in only four new clients. These were new positions in Aug 2008. [...]
The Economy Is Tough? Time to Raise Prices!
10.07.2009
Wait, did you read that correctly? I meant lower prices, right? Times are tough and we want to make it easier for people to buy from us, don’t we? No, I don’t live in a bubble and I’m not completely crazy. I understand that times are tough, people are tightening their belts, and spending is [...]
What's Best About North Carolina
09.30.2009
In a recent post I shared some of the reason why I felt The Triangle would be the perfect home for Randolph Sterling’s newest branch, and thought I’d give you the opportunity to tell me what you like best about NC! [polldaddy poll=2059718]
Where Have You Gone, Customer Service? Our Nation Turns Its Lonely Eyes to You.
09.30.2009
Paraphrasing a famous Simon and Garfunkel tune aside, I really would like to know where good customer service has gone? We spend so much time trying to find new and innovative ways to find new customers, from coupons to rewards programs to tweeting on Twitter (which still makes me feel like a fell into a [...]
Randolph Sterling Inc. Expands to North Carolina!
09.27.2009
In my previous post I mentioned Randolph Sterling’s expansion to North Carolina . Now, some people might ask “Why NC?” Well, there are several reasons. First, I’m an east coast guy. I was born and raised in New Jersey. Next, as I mentioned in my previous post, we found we were receiving an increasing number [...]
Randolph Sterling Inc: Sometimes Growth Can Be a Great Thing!
09.26.2009
Since starting Randolph Sterling, Inc. back in 2002, it has always been my goal to grow the business beyond our home base in the Chicagoland area. Back then, with no experience running a business–unless you count the lemonade stand I had when I was 7 (not the best business plan since I lived on a [...]
Closing the Deal on the Go: Referrals are Gems
09.22.2009
Referrals are gems. In prospecting they are crown jewels. However, many sales people are reluctant to ask for them. Why? They fear rejection and do not want to appear in need of help. But the truth is most people like to be asked for help and will likely be flattered by the request. In fact [...]
Closing the Deal on the Go: Where to Find New Leads
09.17.2009
Here’s a quick list of potential sources for finding new leads: Current Clients or Customers Non-Competing Sales People Newspaper Business Sections Industrial Directories Yellow Pages Employment Ads Company Generated Leads Friends, Relatives, and Social Acquaintances Land Developments and other Physical Indicators City and County Public Records Receptionists and Other Employees Lead Clubs Retailers and Other [...]
Closing New Business in a Recession
09.14.2009
The other day I let you in on my response to a discussion question on LinkedIn: How has the recession changed the way you look for and close new business? What I posted yesterday was part one of my answer to this two part question. As promised, here is part two, dealing with closing new [...]
Finding New Business in a Recession
09.13.2009
How has the recession changed the way you look for and close new business? The question came up in a group I belong to on LinkedIn and I thought I would share my responses with all of you. The first deals with finding new business. The second, which I will post here tomorrow, deals with closing new business. [...]
Closing the Deal on the Go: Making a Prospecting Notebook
09.11.2009
Here’s a great tool to help you in prospecting. Make a prospecting notebook. Set goals. List them. Ask yourself questions about how much business you need to make or exceed quota. Make a list of prospects. Note the following information for each prospect: Source of your lead Name, company, & contact information of the person you [...]
Closing the Deal on the Go: What Should I Know About My Prospects?
09.07.2009
Here is a quick list of some things you should know about your prospect and their company: 1) Name and proper pronunciation 2) Name(s) of shared friends, associates, and acquaintances 3) Name and background of the company’s CEO 4) Financial standing 5) Primary business 6) Size 7) Structure 8 ) Buying history 9) Customers 10) [...]
Everyone Is in Sales
09.06.2009
Everyone Is in Sales. Think about it. From the first time you tried to sell your teacher on the fact that the dog ate your homework, or tried to sell your parents that you didn’t have room for vegetables but you do have room for dessert, you’ve been selling. Many small or mid sized business [...]
Do You Know Who Your Ideal Customers Are?
09.06.2009
Still looking for a successful sales gimmick? A couple of weeks ago, I wrote an article about the best sales “gimmick” of all time: doing what you say you are going to do. I received some interesting comments on this, ranging from thanks for reminding everyone that good old fashioned values still remain the most [...]
Closing the Deal on the Go: Finding New Leads
09.04.2009
Here’s a quick list of potential sources for finding new leads: 1) Current Clients or Customers 2) Non-Competing Sales People 3) Newspaper Business Sections 4) Industrial Directories 5) Yellow Pages 6) Employment Ads 7) Company Generated Leads 8 ) Friends, Relatives, and Social Acquaintances 9) Land Developments and other Physical Indicators 10) City and County [...]
Closing the Deal on the Go: Am I a Good Prospector???
09.03.2009
Prospecting, despite its importance, is often pigeonholed and neglected, as well as misunderstood. It is seen as a last resort, something done when you are in a slump or under pressure from your boss. You might keep an eye open for new leads that present themselves or you might set aside a specific time every [...]
Closing the Deal on the Go
09.02.2009
A couple years ago I wrote the book Closing the Deal with the intention of helping sales people break out of their routines, refocus their attention, sharpen their skills, reenergize their personal selling, and make the numbers they need to meet their sales goals, make a profit for their company, and put money in their [...]
What Is Randolph Sterling’s Virtual Sales Manager?
09.02.2009
At Randolph Sterling we know that each company is different, each industry is unique, and each account executive has their own strengths and weaknesses. That is why we take the time to learn your business and those who are responsible for growing it by working with you. Randolph Sterling provides our virtual sales manager service [...]
What Is Outsourced Sales and Lead Generation?
08.31.2009
Prospects and customers are more knowledgeable. They are being asked to do more with fewer resources. Even with voicemail, e-mail, regular mail, cell phones, pagers, and an endless array of social media pages, they are more difficult to reach. You, on the other hand, are being asked to sell more than you did last year, [...]
Answers to Common Questions About Randolph Sterling
08.30.2009
1) What can Randolph Sterling show a good salesperson that they are not already doing? Sales is an art which needs to be constantly honed and practiced. The best in the business are always looking for ways to get that competitive edge and to look for that new technique to add to their arsenal. 2) [...]
Baseball: The Best Sales Training I Ever Had
08.27.2009
Working in the sales and outsourced sales management world, I am often asked about sales training. I have been working with sales teams for 17 years, and have been through and have run a variety of sales training programs. So, it is usually pretty quick in the process when I get asked about the value [...]
What Is the Latest Innovative Selling Strategy?
08.24.2009
What is the latest, innovative, selling strategy? I get asked this question a lot, as “innovative sales strategy” often times ends up being code for “what really cool, funky thing can we try to stay ahead of the pack?” Well, I have worked with companies who have brought breakfast to prospective clients in hopes of [...]
Randolph Sterling Introduces the SAM Peer Advisory Concept to the Raleigh/Durham Market
08.21.2009
Thursday, August, 13, 2009 marked Randolph Sterling’s launch of the SAM (Sales and Marketing) Peer Advisory concept in the Raleigh/Durham market with a seminar to introduce it, sponsored by Business Clubs of America. We have been running SAM groups in the Chicagoland area for 3 years, but with the launch of our new office in [...]
Can You Handle It? What Would Happen If You Actually Got the Business You Want?
08.19.2009
One of the first questions we at Randolph Sterling ask a prospective client when we start talking with them about either inside sales services or sales management is “What would happen if you get this additional business? Can you handle it?” You can imagine the response we usually get, which is most times “Absolutely. You [...]
Growing Pains: How Rapid Growth Can Hurt a Company
08.17.2009
Growth. Everyone is looking to grow their business, especially in today’s economy…so how can growth be a bad thing? Often in my work with clients, I see companies that have had growth hurt them because they hadn’t really planned for it. “We have grown so much that now we have a bunch of salespeople doing [...]
Event: Learn More About Our Sales and Marketing (SAM) Peer Groups This Thursday in Raleigh, NC
08.10.2009
Strategize with Your Peers to Grow Your Business Date: August 13th, 2009 Time: 11:30 am – 1:30 am Event Type: Roundtable Market: The Triangle, North Carolina Where: 1705 Prime, 1705 East Millbrook Road, Raleigh, North Carolina 27609 Details: Join us for lunch as we introduce Randolph Sterling, Inc.’s Sales and Marketing (SAM) Peer Advisory Group [...]
Event:Learn More About Our Sales and Marketing (SAM) Peer Groups This Thursday In Raleigh, NC
08.10.2009
Strategize with Your Peers to Grow Your Business Date: August 13th, 2009 Time: 11:30 am – 1:30 am Event Type: Roundtable Market: The Triangle, North Carolina Where: 1705 Prime, 1705 East Millbrook Road, Raleigh, North Carolina 27609 Details: Join us for lunch as we introduce Randolph Sterling, Inc.’s Sales and Marketing (SAM) Peer Advisory Group [...]
Is Cold Calling Dead?
08.05.2009
As president of a company who provides inside sales services, of course I am expected to say that cold calling will never die. It is the backbone of the sales process…well…only if done correctly. Let’s face it, salespeople hate to cold call for business. As soon as they get busy, the first thing that gets [...]
What Motivates You?
08.03.2009
What motivates you? Take our poll or leave a comment : ) Are You Intrinsically or Extrinsically Motivated to Go to Do Your Job?(polls)
Kicks in the Teeth, Mistakes to Learn From
08.03.2009
“You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you.” These words were once spoken by Walt Disney, and, as many of us have found, they hold quite a bit of truth. Not too long ago, a friend of mine, Glenn [...]
How to Keep Your Good Sales Reps
08.02.2009
People will leave jobs for a variety of reasons. It is just a matter of fact that you will not keep all of them to be able to have them receive their 25 year anniversary watch. How do you keep from losing too many of the good ones…keep investing in them. Here is my version [...]
Setting Goals in Business, Baseball, and Life
07.31.2009
Every successful person I’ve ever met has been a goal setter. Setting goals gives an individual a sense of purpose and a sense of direction at the same time. A baseball player, for example, must know how to distinguish between appropriate goals and inappropriate goals. Furthermore, he should know that what others expect of him [...]
What's Your Best Way to Get New Clients? (Poll)
07.30.2009
We told you what we think. Now it’s your turn to tell us! What’s Your Best Way to Get New Clients(polls)
How do I Find New Clients: An Easy Question with Many Answers
07.30.2009
How do I find new clients? This is something I am asked almost every day, a very easy question with a variety of correct answers. Traditionally, the best way to find new clients was to go out and knock on doors until you found a new client, then another and another. Back when I started in sales, selling business forms [...]
Six Secrets to Finding a Business Development Advisor
07.27.2009
A question companies often face is what qualities and qualifications should they look for in a business development advisor. To us at Randolph Sterling, there are six crucial, but simple, questions such companies should ask: (1) What are the advisor’s education, experience, and qualifications? Has the advisor had experience in dealing with the types of [...]
My Blog
07.26.2009
I have more than seventeen years experience in the sales industry, both in the trenches as a salesperson, and as a manager, consultant, and business coach. During that time I have worked with both major corporations and smaller and mid sized businesses. Through my blog I hope to share what I have learned over the [...]
Randolph Sterling 2.0
07.23.2009
Randolph Sterling is now on Word Press! We will begin blogging soon : )