Setting Clear Sales Objectives and Goals: Establish targets to drive sales team efforts – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 6

Setting Clear Sales Objectives and Goals: Establish targets to drive sales team efforts – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 6

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Welcome to a pivotal episode of “Driving New Sales: Transforming Small Businesses into Sales Powerhouses.” This episode, perfect for CEOs, sales managers, and sales teams, delves into defining clear sales objectives and goals. Our expert Sean O’Shaughnessey, backed by decades of sales consultancy experience, unravels the secrets to crafting impactful sales strategies.

We’re also excited to have Jeff Clair of ClairVoyant Consulting as our sponsor, offering expert sales consulting for business growth.

Key Topics Discussed

  • The Importance of SMART Goals: Sean highlights how SMART goals — Specific, Measurable, Achievable, Relevant, and Time-bound — are fundamental in creating objectives that are both ambitious and realistic.
  • Balancing Short-Term and Long-Term Objectives: Discover the art of aligning immediate targets with overarching strategic ambitions, ensuring a cohesive sales approach.
  • Linking Team Goals to Individual KPIs: Understand the necessity of breaking down collective objectives into individual targets, fostering clarity and accountability within the sales team.
  • Quantitative Goals vs. Qualitative Milestones: Sean emphasizes that success isn’t solely measured in numbers. Metrics like customer satisfaction and brand reputation are pivotal predictors of future growth.
  • Aligning Sales Goals with Business Strategy: Learn how to ensure your sales activities support and enhance your broader business goals, contributing to long-term sustainability and growth.
  • Regular Monitoring and Tracking: Tools like CRM systems and routine check-ins are critical in assessing progress and realigning strategies.

Key Quotes

  • “Setting clear sales objectives and goals is the North Star guiding your team through the corporate sales world.”
  • “Balancing short-term and long-term objectives is vital to maintaining a steady pace towards your ultimate goals.”
  • “High customer satisfaction today can lead to more referrals tomorrow.”

Our sponsor:

  • Jeff Clair of ClairVoyant Consulting LLC can be reached at jclair@salesxceleration.com and https://www.linkedin.com/in/jeffclair/

Action Items You Can Do Today

  • Monthly Performance Review: Regularly analyze each goal, utilizing the SMART framework for continuous improvement.
  • Align Individual KPIs with Team Objectives: Ensure each team member knows their targets and role in achieving the collective goal.
  • Balance Short-term and Long-term Goals: Strategically use short-term objectives as stepping stones for long-term achievements.
  • Incorporate Qualitative Milestones: Pay equal attention to metrics like customer satisfaction alongside traditional revenue goals.
  • Ensure Sales Goals Reflect Business Strategy: Continually review and align your sales objectives with the broader aims of your business.

Today’s episode with Sean O’Shaughnessey has been a deep dive into setting clear objectives and goals, a compass guiding sales teams to remarkable success. As Sean pointed out, crafting a well-orchestrated sales strategy where every element harmoniously contributes to your business’s success is essential.

Contact Information

  • Sean O’Shaughnessey: Sean@NewSales.Expert
  • www.NewSales.Expert
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Two of Spades: Understanding your client’s business: Identifying Key Decision Makers: Know who holds influence to target presentations and pitches effectively.

Two of Spades: Understanding your client’s business: Identifying Key Decision Makers: Know who holds influence to target presentations and pitches effectively.

By soshaughnessey0 Comments

Precision in Sales: Identifying Key Decision Makers

Navigating the labyrinth of modern sales requires more than just a sharp understanding of your product. It requires clarity about your audience – the pivotal decision-makers who shape the trajectory of business deals. Drawing an analogy, consider a seasoned archer. The archer’s prowess is not merely in the pull of the bow but in the precision with which he identifies and hits the target. For those vested in sales, this target comprises the key decision-makers within a prospective client’s organization.

To lay the foundation, it’s essential to grasp that today’s corporations are not simplistic entities with a lone decision-making authority. I spend time explaining this in my book Eliminate Your Competition and in the blog posts supporting that book. Picture modern corporations as sprawling metropolises. Yes, there’s a mayor, but a host of other influencers – the business tycoons, policy advisors, and community leaders – each plays a part. Translating this to a corporate setting, beyond the towering presence of the CEO are the department heads, procurement officers, and sometimes, external consultants who play a role in decision-making. A revealing statistic notes that in many large corporations, the buying decision isn’t just the purview of one but a collective of 7-8 individuals, each bringing their perspective to the table.

Dive deeper into the implications of this. Operating blindfolded, with a broad target group of 100 potential influencers in the prospective corporation, your chances of engaging the right decision-makers is a mere 7-8%. However, with precise identification, you amplify your engagement effectiveness to over 90%. The magnitude of this difference in approach isn’t just quantitative but profoundly qualitative, influencing the trajectory of the sales process.

But the path to this precision is laden with challenges. Today’s organizations are evolving, with flatter hierarchies and collaborative decision-making. Unlike earlier times, the decision-making power is not solely with the top-tier executives; influence has become democratized. Though not wearing any significant title, stealth influencers can sometimes significantly steer decisions.

So, how does one maneuver through this intricate maze? The key lies in a blend of practical action and analytical discernment:

  • Industry-Specific Acumen: Every industry has its unique structural DNA. Understand this. The decision-making dynamics in a budding tech startup differ vastly from a century-old manufacturing giant.
  • Relationship Building: Frontline managers and executives, often overlooked, are reservoirs of insights. Their vantage point provides a clearer picture of the organization’s internal decision-making landscape.
  • Digital Platforms: Tools like LinkedIn are not just professional networking platforms but a goldmine for insights. Here, you can go beyond official titles and delve into an individual’s influence, judging by their professional endorsements, content shared, and network strength.
  • Networking at Industry Events: Beyond product showcases, industry events serve as platforms to understand the industry’s influencers.
  • Direct Queries: In your interactions, never hesitate to ask, “Who are the other decision stakeholders?” This showcases your earnestness and intention to cater to all relevant influencers. It is also worthwhile to ask, “The last time you bought a product like mine, can you describe how that decision-making process worked and who was involved?”

Using a tool like the Power Matrix, which I explain in great detail in my book, Eliminate Your Competiton, is worthwhile. The Power Matrix is an excellent tool for understanding the organization. I promise that if you can successfully fill out the Power Matrix in every account, you will be phenomenally successful.

Armed with this understanding, the sales strategy transforms. Recognizing that each decision-maker brings a unique perspective, sales pitches can be tailored. The concerns of a CFO would differ from those of a CTO. Precision targeting ensures your sales narrative addresses these nuances, elevating the pitch from a generic presentation to a tailored engagement.

For CEOs and sales professionals attuned to this discourse, the path to success in sales is akin to a symphony. Each note, each pause, and each crescendo is intentional. By understanding who pulls the strings in decision-making, you elevate your position. Your transition from being just another vendor to a strategic partner who doesn’t just aim to sell but aims to resonate. It’s about precision. It’s about forming lasting relationships. It’s about being in sync with the orchestra of decision-makers, ensuring your notes are pitch-perfect every single time.

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers, such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at retailers like Amazon, Barnes & Noble, and Books A Million.

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Two Tall Guys Talking Sales Podcast – From Slump to Success: Guiding Salespeople through Tough Times – Episode 30

Two Tall Guys Talking Sales Podcast – From Slump to Success: Guiding Salespeople through Tough Times – Episode 30

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In this podcast episode, Kevin and Sean discuss how to help a top-performing salesperson get through a slump and get back on track. They emphasize the importance of a time-based sales strategy and keeping an eye on the early stages of a sale, such as lead generation and relationship building. They recommend reinforcing the positive aspects of a salesperson’s work and ensuring they follow the right process to build an effective pipeline.

They also suggest an intellectually honest approach to pipeline management to evaluate the pipeline’s health and identify areas that need improvement. This involves looking at close rates and the average time taken to close deals. Moreover, they discuss setting realistic goals for salespeople, focusing on the right activities for the right prospects, and practicing delivering the right message to the target market.

They stress the importance of patience and confidence-building for salespeople in a slump, as well as celebrating successes. Lastly, they highlight the role of a sales leader in supporting their team members rather than taking over their tasks.

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Two Tall Guys Talking Sales Podcast – Part 2 of Communicate Your Value Proposition to Win More Deals with Kelly Crandall of Sales Xceleration and Next Level Strategies – Episode 25

Two Tall Guys Talking Sales Podcast – Part 2 of Communicate Your Value Proposition to Win More Deals with Kelly Crandall of Sales Xceleration and Next Level Strategies – Episode 25

By soshaughnessey0 Comments

Kelly Crandall returns to Two Tall Guys Talking Sales for her second episode in two weeks. Kelly is an expert in sales after working in the corporate world, running a small business, providing Fractional Sales Leadership for her customers in Florida, and now is the Visionary for Sales Xceleration. 

This episode centers around building a strong value proposition and creating a sales strategy that resonates with customers. In this particular episode, the topic of discussion is the third area of the sales process and how it can help build trust with customers.

Kelly has agreed to stick around for the second episode, where she focuses on the validation needed to create trust.

A great sales strategy starts with answering the questions of why act and why act now. Then answer the question of why choose us. Then you need to validate that your product solves the problem so that you can have the conversation about trust (because #b2bsales is simply the transferring of the trust from the sales team to the prospect). The hosts and the guest emphasize the importance of covering all three areas to create a strong value proposition.

Kelly explains that proof is the key. Salespeople should be authentic, transparent, and empathetic while using data and statistics to support their claims. Testimonials, case studies, and stories help build trust with customers. The goal is to anticipate objections and provide proof in advance.

Salespeople transfer their trust in the product to the prospect. The hosts also explain that salespeople sell three things: the product, the company that makes the product, and themselves as salespeople. Building trust is an essential part of the selling process.

Validation events can be expensive for young companies. Owners should help get customer testimonials and create case studies to leverage for future sales pitches.

This podcast episode provides a comprehensive overview of creating trust and how it can help build customer revenue. Kelly emphasizes the importance of covering all three areas to create a strong value proposition. She provides practical tips on using proof to build trust and anticipate objections.

This podcast episode is a valuable resource for anyone looking to improve their sales strategy and build a stronger value proposition.

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20 Activities That a Virtual Assistant Can Perform To Help a Sales Leader Be More Effective

20 Activities That a Virtual Assistant Can Perform To Help a Sales Leader Be More Effective

By soshaughnessey0 Comments

A Vice President of Sales plays a critical role in the success of a business by overseeing and leading the sales team to achieve revenue targets. To be effective in their position, the VP of Sales must be able to focus on strategic decision-making and high-level planning while delegating operational tasks to a capable team. One way to facilitate this delegation is through a virtual assistant, who can perform various functions that support the VP of Sales and the sales team.

A virtual assistant is a professional who provides a range of administrative, technical, or creative assistance to clients remotely. Utilizing digital tools, they can handle tasks such as email and calendar management, data entry, event planning, and more complex tasks such as market research and report creation. This remote support allows business leaders and teams to delegate routine tasks, freeing them to focus on strategic responsibilities and higher-level work. Virtual assistants can work with individuals or organizations across various industries, offering flexibility and efficiency that can significantly contribute to productivity and business growth.

A virtual assistant can alleviate the routine tasks that often sidetrack a VP of Sales from their pivotal duties. Such an assistant could oversee the VP of Sales’ agenda, arrange meetings, and undertake administrative tasks like managing emails and inputting data. This delegation of duties allows the VP of Sales to concentrate on higher-level tasks, such as crafting sales tactics and nurturing relationships with critical clients.

Administrative and operational support to the sales team can also be delegated to a virtual assistant. They can contribute to tasks like lead generation, research, and qualification. They’re also capable of assisting with creating sales reports, managing the CRM, and conducting follow-up engagements with prospective clients post-sales meetings. By rendering these services, the virtual assistant permits the sales team to devote their efforts to their primary responsibilities, including fostering client relationships, closing sales, and driving revenue.

Virtual assistants can also be instrumental in helping VPs of Sales maintain organization and manage their responsibilities effectively. They can aid in preparing for meetings, orchestrating events, and arranging travel. They can also lend a hand in managing expenses and delegating tasks. This support enables the VP of Sales to remain on top of their obligations, leading to increased productivity and effectiveness.

VAs can inform the VP of Sales about industry trends and market intelligence. They can perform market research and competitor analysis, scrutinize sales performance metrics, and deliver insights to facilitate informed decision-making by the VP of Sales. By supplying this crucial information, the virtual assistant empowers the VP of Sales to make strategic decisions that bolster revenue growth.

Most importantly, a virtual assistant can assist the VP of Sales in fostering a robust sales culture. They can contribute to training the sales team on industry best practices, product knowledge, and sales techniques. They can also aid in organizing team-building activities and other initiatives to promote collaboration and teamwork. Through these efforts, the virtual assistant supports the VP of Sales in establishing a successful and efficient sales organization characterized by a powerful sales culture.

20 productivity-enhancing activities that a virtual assistant can perform to help a sales leader be:

  1. Scheduling and managing appointments: A virtual assistant can schedule appointments, manage calendars, and set reminders.
  2.  Lead generation and qualification: A virtual assistant can help with research and identify potential customers, contact them to qualify them, and keep a record of progress.
  3.  Data entry and management: A virtual assistant can manage and organize customer data and sales records, keeping them up-to-date and accurate.
  4.  Email management: A virtual assistant can manage and filter email correspondence, respond to routine inquiries, and forward important messages to the sales leader.
  5.  Social media management: A virtual assistant can manage social media accounts, create content, and monitor engagement.
  6.  Sales report creation: A virtual assistant can create reports on sales performance, market trends, and competitor analysis.
  7.  Proposal and contract drafting: A virtual assistant can help prepare client proposals and contracts.
  8.  Conducting market research: A virtual assistant can conduct market research on industry trends, competitor analysis, and customer preferences.
  9.  CRM management: A virtual assistant can manage the sales leader’s customer relationship management (CRM) system, update records, and track sales activities.
  10.  Call screening: A virtual assistant can screen incoming calls, filtering out cold calls and telemarketing solicitations.
  11.  Meeting preparation: A virtual assistant can prepare meeting materials, including agendas, presentations, and reports.
  12.  Client communication: A virtual assistant can communicate with clients, respond to inquiries, and provide updates on sales progress.
  13.  Sales follow-up: A virtual assistant can follow up with potential customers after sales meetings, and track leads through the sales funnel.
  14.  Sales training: A virtual assistant can help train sales teams on best practices, product knowledge, and sales techniques.
  15.  Event planning: A virtual assistant can assist with planning and coordinating sales events, such as trade shows or conferences.
  16.  Travel arrangements: A virtual assistant can assist with booking flights, hotels, and transportation for sales trips.
  17.  Expense management: A virtual assistant can help manage sales expenses, keep track of receipts, and create expense reports.
  18.  Task delegation: A virtual assistant can delegate tasks to sales team members, follow up on their progress, and ensure timely completion.
  19.  Lead nurturing: A virtual assistant can help nurture leads and build relationships with potential customers over time.
  20.  Analytics and performance tracking: A virtual assistant can help track sales performance metrics, analyze data, and provide insights to help the sales leader make more informed decisions.

A virtual assistant can add significant value to the role of VP of Sales by providing support and assistance that allows the VP of Sales to focus on their core responsibilities. From managing day-to-day tasks to supporting the sales team, providing market insights and analytics, and promoting a strong sales culture, a virtual assistant can help a VP of Sales build a successful and effective sales organization.

Photo by Kari Shea on Unsplash
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