Comments on: How to Organize a Sales Blitz http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/ sales 2.0 tools to help you sell more Fri, 16 May 2008 03:14:15 +0000 http://wordpress.org/?v=2.5 By: Jan Visser http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20879 Jan Visser Wed, 16 Apr 2008 22:36:37 +0000 http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20879 The answer to your questions would be far beyond what I can fit in a comment - but I think one of the main problems with "cold calling" is that salespeople have completely unrealistic expectations about the outcome. I think it starts with what's in their heads. People often expect to get from "complete stranger" to "most valued vendor" in one call. And when that doesn't happen, they get all flustered, lose motivation and suffer from call reluctance. I think it's a bit of a self inflicted wound. Look at it this way. You have 40 hours a week to achieve your income goals. The last thing you need is appointments with people that don't have a business fit with the product you sell, are not in the market, don't have any money, don't have a problem you can solve or simply don't want to talk to you - yes, there are people like that as well. So why should the outcome of a cold call always be an appointment and why would that even be desirable? Finding out that the prospect doesn't have a significant problem is just as good as far as I am concerned. Wouldn't it make more sense to look at cold calling as a way to investigate if a prospect is even remotely worth pursuing? That's how I would approach the cold call as well. You're not looking for an appointment. You're not looking to sell. You're looking for a brief conversation during which you can get to know them, they get to know you - and if that leads to an appointment, great. If not, that's more than OK as well. "I am X with company XYZ - I am not calling you for an appointment but we have done some business in your industry in the past. I am calling you to see if you're interested in a very brief phone conversation between you and I - during which you can get to know me and perhaps some new developments in the industry and I have a chance to learn about you and your business. If we both decide at the end that this should lead to an appointment, great - if not, that's perfectly fine with me". See where that takes you. The answer to your questions would be far beyond what I can fit in a comment - but I think one of the main problems with “cold calling” is that salespeople have completely unrealistic expectations about the outcome.

I think it starts with what’s in their heads. People often expect to get from “complete stranger” to “most valued vendor” in one call. And when that doesn’t happen, they get all flustered, lose motivation and suffer from call reluctance. I think it’s a bit of a self inflicted wound.

Look at it this way. You have 40 hours a week to achieve your income goals. The last thing you need is appointments with people that don’t have a business fit with the product you sell, are not in the market, don’t have any money, don’t have a problem you can solve or simply don’t want to talk to you - yes, there are people like that as well.

So why should the outcome of a cold call always be an appointment and why would that even be desirable? Finding out that the prospect doesn’t have a significant problem is just as good as far as I am concerned. Wouldn’t it make more sense to look at cold calling as a way to investigate if a prospect is even remotely worth pursuing?

That’s how I would approach the cold call as well. You’re not looking for an appointment. You’re not looking to sell. You’re looking for a brief conversation during which you can get to know them, they get to know you - and if that leads to an appointment, great. If not, that’s more than OK as well.

“I am X with company XYZ - I am not calling you for an appointment but we have done some business in your industry in the past. I am calling you to see if you’re interested in a very brief phone conversation between you and I - during which you can get to know me and perhaps some new developments in the industry and I have a chance to learn about you and your business. If we both decide at the end that this should lead to an appointment, great - if not, that’s perfectly fine with me”.

See where that takes you.

]]> By: Jeffrey Zhang http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20848 Jeffrey Zhang Sun, 13 Apr 2008 12:29:20 +0000 http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20848 Due to the fact of the growing distain for cold calls, many customers, especially corporate accounts, are more likely to turn sales people down even in a very rude way. In this case, therefore, sales team must be well-prepared psychologically. I'm a DOS of a 5-start pre-opening hotel in Beijing, China. And I'm running a sales team conprised of many green sales staff. From your experience, what suggestions would you like to offer me to help those young guys successfully overcome their psychological obstacles, fear, and shyness. And what should I do ,in a more effective way, to spur up their courage to push open a door and face strangers. Thank you Due to the fact of the growing distain for cold calls, many customers,
especially corporate accounts, are more likely to turn sales people down
even in a very rude way. In this case, therefore, sales team must be
well-prepared psychologically.

I’m a DOS of a 5-start pre-opening hotel in Beijing, China. And I’m running a sales team conprised of many green sales staff. From your experience,
what suggestions would you like to offer me to help those young guys
successfully overcome their psychological obstacles, fear, and shyness.
And what should I do ,in a more effective way, to spur up their courage to
push open a door and face strangers.

Thank you

]]> By: Craig Klein http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20796 Craig Klein Mon, 07 Apr 2008 15:43:07 +0000 http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20796 Here Here Jan! Figure out where non sales related tasks can be reassigned or minimized and keep the team focused on generating leads and closing business. Measuring their performance of these tasks in the most efficient and automated way should always be a priority. Here Here Jan!

Figure out where non sales related tasks can be reassigned or minimized and keep the team focused on generating leads and closing business.

Measuring their performance of these tasks in the most efficient and automated way should always be a priority.

]]> By: Jan Visser http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20795 Jan Visser Mon, 07 Apr 2008 14:06:10 +0000 http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20795 Well, I think you have a valid point that applies for more than just the sales blitz. But here's the thing. If you feel your reps are overburdened, you should look at their current tasks and re-prioritize them. As far as I am concerned, the task of generating new business (and a sales blitz is just one of the ways to do that) is only surpassed in importance by the responsibility of bringing in revenue. So, while I feel your pain - the thing to do is to limit their responsibility for and involvement in "non-business generating" work. If you cut lead generation activities to save time, you'll shoot yourself in the foot. Well, I think you have a valid point that applies for more than just the sales blitz. But here’s the thing. If you feel your reps are overburdened, you should look at their current tasks and re-prioritize them. As far as I am concerned, the task of generating new business (and a sales blitz is just one of the ways to do that) is only surpassed in importance by the responsibility of bringing in revenue.

So, while I feel your pain - the thing to do is to limit their responsibility for and involvement in “non-business generating” work. If you cut lead generation activities to save time, you’ll shoot yourself in the foot.

]]> By: Account Hunter http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20794 Account Hunter Mon, 07 Apr 2008 12:58:05 +0000 http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20794 What do you do about busy schedules and the griping that results from one more management directive? In our office, the reps are responsible for making contact, giving proposals, follow up, selling the job, making sure the job goes in, issue follow up, issue resolution, and eventually trying to upsell them again. We also make sure the reps are giving reports to management on all of these activities, and a once a week sales meeting, a once a week individual meeting with direct manager, a once a week group meeting with district manager, and now the sales blitz. We expect a minimum of 11 sales per month so it seems like a lot for the rep to handle since we expect them to generate their "own business" and we give reps about 2.5 leads per month. What do you do about busy schedules and the griping that results from one more management directive? In our office, the reps are responsible for making contact, giving proposals, follow up, selling the job, making sure the job goes in, issue follow up, issue resolution, and eventually trying to upsell them again. We also make sure the reps are giving reports to management on all of these activities, and a once a week sales meeting, a once a week individual meeting with direct manager, a once a week group meeting with district manager, and now the sales blitz. We expect a minimum of 11 sales per month so it seems like a lot for the rep to handle since we expect them to generate their “own business” and we give reps about 2.5 leads per month.

]]> By: Brandon Hull http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20462 Brandon Hull Sat, 23 Feb 2008 16:59:02 +0000 http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20462 Karen, great question. The form can be cumbersome, especially if you don't need all that info. Why not have a central person collecting basic info on every call made, as they're being made? This could be a fun way to add instantaneous feedback. Let's say every person makes calls at least has a cell phone. What if each participant sent a text message in with brief details about each call? Something like the company name, the lead quality (hot, good, fair), and the contact name to begin with. Then that person brings in whatever backup info they have, along with the business card. The text message could state: "abc corporation, hot lead, met with judy jones re: full service, contract ends next month!" Karen, great question. The form can be cumbersome, especially if you don’t need all that info. Why not have a central person collecting basic info on every call made, as they’re being made? This could be a fun way to add instantaneous feedback.

Let’s say every person makes calls at least has a cell phone. What if each participant sent a text message in with brief details about each call? Something like the company name, the lead quality (hot, good, fair), and the contact name to begin with. Then that person brings in whatever backup info they have, along with the business card.

The text message could state: “abc corporation, hot lead, met with judy jones re: full service, contract ends next month!”

]]> By: Karen http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20449 Karen Fri, 22 Feb 2008 22:56:21 +0000 http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20449 I've been conducting sales blitzes much like this for years - but my BIG question is....Is there a more efficient way to track leads other than a piece of paper? It would seem in this day and age - there has GOT to be a better way. Comments please... I’ve been conducting sales blitzes much like this for years - but my BIG question is….Is there a more efficient way to track leads other than a piece of paper? It would seem in this day and age - there has GOT to be a better way. Comments please…

]]> By: Want to have some fun? | Sell, Sell, Sell! http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20439 Want to have some fun? | Sell, Sell, Sell! Thu, 21 Feb 2008 21:20:02 +0000 http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20439 [...] I found it pleasantly surprising to read Brandon Hull’s recent post on orchestrating a good old fashioned “Sales [...] […] I found it pleasantly surprising to read Brandon Hull’s recent post on orchestrating a good old fashioned “Sales […]

]]> By: Craig Klein http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20438 Craig Klein Thu, 21 Feb 2008 21:13:46 +0000 http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-20438 Sounds like a blast! When's the next one? Really a comprehensive "how to list". Nice job Brandon! Sounds like a blast! When’s the next one?

Really a comprehensive “how to list”. Nice job Brandon!

]]> By: Brandon http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-10854 Brandon Wed, 08 Aug 2007 07:53:40 +0000 http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-10854 Hi Ginny, I believe in one simple message per "blitzed" prospect. I don't believe in four-page, multicolor, text-ridden brochures, portfolios, or anything like that. Give your one main message and get on to the next possibility when pushing through your sales blitz. What would you rather do? I'm interested in hearing your thoughts. And thanks for stopping by! Hi Ginny,

I believe in one simple message per “blitzed” prospect. I don’t believe in four-page, multicolor, text-ridden brochures, portfolios, or anything like that. Give your one main message and get on to the next possibility when pushing through your sales blitz.

What would you rather do? I’m interested in hearing your thoughts.

And thanks for stopping by!

]]> By: Ginny http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-10493 Ginny Thu, 02 Aug 2007 14:57:37 +0000 http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-10493 How much material do you leave on a sales blitz? I have a manager wanting to leave several pieces and I think it is just too much for a "blitz"? How much material do you leave on a sales blitz? I have a manager wanting to leave several pieces and I think it is just too much for a “blitz”?

]]> By: Brandon http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-7082 Brandon Sun, 27 May 2007 05:31:37 +0000 http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-7082 PJ, Glad we could be of assistance. Good luck with those sales blitzes. PJ,

Glad we could be of assistance. Good luck with those sales blitzes.

]]> By: PJ Johnson http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-6994 PJ Johnson Fri, 25 May 2007 23:33:20 +0000 http://www.salesteamtools.com/2008/02/21/how-to-organize-a-sales-blitz/#comment-6994 Thank you for the information. I am starting a wave of Blitzes in different geographies, so your info. is helpful. Thank you for the information. I am starting a wave of Blitzes in different geographies, so your info. is helpful.

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