0

Using DISC in the Sales Process

Personality assessments have become an increasingly important tool in businesses. In the past, such assessments were usually introduced in an academic setting or after someone has already begun their jobs as a training tool or an ice-breaker of sorts. More and more companies are using them as a screening device prior to hiring as well.

In sales, you will interact with a wide variety of personalities and unique individuals. Having a skill set to manage these personalities effectively becomes crucial because cookie cutter sales people are a thing of the past. If you want to succeed as a sales manager, you cannot expect your sales team to do and think as you do. You have to develop techniques that help you manage them based on their traits and habits.

DISC can help with that. One of the most used assessment tools, it is a fun and interesting way to learn more about your team and yourself. It also provides useful information as to how to interact, communicate and manage people based on their DISC styles.

What exactly is DISC? DISC Insights provides an overview. A DISC Profile uses a method for understanding behavior, temperament, and personality and provides a detailed overview of the way that people think, act, and interact. The assessment evaluates traits based on dominance, influence, steadiness, and conscientiousness.

DISC-Personality-Breakdown

Within each of us, these 4 items exist in some degree, some more than others.   Each characteristic lends to our ability to be active and outgoing, people oriented, task oriented, or passive and reserved. Most people are dominant in one style; however, it is not unusual to have people overlap in styles. This is usually attributed to growth and personal and professional development over time. For example, a person may take the assessment and be more task-oriented and a bit passive. Then, they become involved in a career like sales, education, management, etc. that requires them to become more outgoing and more people oriented. In business, we are often required to be chameleons.

By knowing a person’s style, a sales team leader or manager can identify best practices for coaching the sales team in the areas of communication, leadership, conflict resolution, goal setting, motivation, teamwork, critical thinking and decision making.

Even further, your sales team then can use what they learn from the assessment to help in the field. Now, they won’t be able to assess their customers to determine their styles. They will, however, be able to get a feel for how the person is presenting themselves and be able to adapt. We’ve all had the customer who was “all about business” who didn’t respond well to the overly friendly and talkative salesperson. The analytical customer wants facts and information to make their decision not a lot of talk and traditional sales technique. In fact, an analytical customer tends to lose trust and feel like they are being manipulated by the overly friendly and “Hey, this is the most wonderful thing for you” type sales person. By being aware of the characteristics of these styles, a sales person will be able to take a step back and say, “Oh, wait, they are not responding well to me. Let me regroup.” Being adaptable leads to more sales and more success in the field.

If you are unfamiliar with administering and interpreting personality assessments such as DISC, we can help. Our sales coaching program guarantees success for you and your sales team. We can help you develop an assessment strategy and then use what you learn to guide your sales team to success.

0

Excuses Sales Managers Buy

Businessman Making Excuses

Making Excuses

 

Although we’re a month into the New Year, a lot of sales managers are still reviewing results from last year and setting goals for the New Year. As they reflect on what worked and didn’t work so well last year, one area that will undoubtedly come under scrutiny is the sales team.

According to bizjournals.com writer Colleen Stanley, there are three excuses that the sales team gives for less than stellar performance.

Time – Sales team members often complain about a lack of time to search out new leads. They cite managing current clients and/or handling unexpected issues. If these are true conditions within a business, then the sales manager may need to revamp the sales model and team structure to identify if there is a need for specialized roles to handle leads, client relations, and account management.

If time management is the real reason why the sales team is unable to multi-task, then some coaching may be needed. A good time study and calendar review during the coaching session may identify missed opportunities or poor use of time.

Leads – Sales and marketing both have input when it comes to leads. Sales may say that they are not getting enough “good” or qualified leads; however, the marketing team will insist that they generated plenty of valuable leads and that the sales team just didn’t know how to close the deal.

Ms. Stanley suggests that instead of getting caught in the middle of this debate, involve the marketing team in sales and involve sales in marketing. Invite someone from marketing to shadow a sales call to get a better understanding. Encourage the sales team to provide suggestions and ideas to marketing.

Price – Sales team members may state that the cost of a product or service is not allowing them to find customers. The sales manager may adjust the pricing and yet the customers are still not buying. It becomes a question of maybe it’s the product or the sales person and not the price.

A solution for this is to identify common themes among those who do buy the product or service and find out why and then apply that reasoning to get new customers. Perhaps you offer a unique customer service experience that is priceless to the buyer. Market that. Sell that. The sales team will be able to use features over price to sell the product or service and then this excuse can be eliminated.

Sales Managers should strive to get out of the business of buying the excuses the sales team is selling them. There’s a saying that when someone wants to do something, they will find a way and when they don’t, they’ll find an excuse.

During sales coaching sessions, the Sales Managers will need to make sure that they listen to what their sales team is saying and then make sure that they make it clear that they want to be focused on end results and not the excuses.

Einstein Marketing Group can help you begin the conversation about managing your sales team for maximum results. Contact us today!

0

Using Your Newsletter to Generate Leads

The visit counter on your website indicates that people are coming to your site; however, the number of clients and new customers are not increasing.

How do you get those people who stop by your site to become a consumer base for your business to tap into for future clients?

Your newsletter.

Since the invention of Twitter, Facebook, LinkedIn, and other social media sites, the newsletter is often overlooked as a tool for generating leads. Those avenues are not to be overlooked or ignored, but the newsletter is still a valuable source of information about your company, your products, your goals and your mission. It is an incredible tool for gathering names, email addresses and other contact information as well.

How many times have you read a newsletter and then entered your email address into the “Subscribe” box? You were someone’s lead. It’s that simple. It can be that simple for you as well.

Subscribe

Writing a newsletter may seem daunting. It doesn’t have to be. That’s where Einstein Marketing Group can help you.

We can write the newsletter for you, upload it to your site on your schedule and then perform the behind the scenes maintenance such as:

  • Tracking opens, views, opt-outs and bounces
  • Make follow up calls after each e-newsletter is sent
  • Include a coupon

Contact Einstein Marketing Group today to start tapping into a new pool of potential customers.

 

0

3 Ways Marketing Helps Sales Close the Deal

 

Your leads are as good as dead if Sales doesn’t have good marketing materials to aid them through the buying cycle. Having great content isn’t just needed during the first step for capturing leads, but it’s also key to earning the buyer’s trust and then ultimately their money.

Without the right materials, the sales funnel will look more like a dunce cap

 

A recent study published bySiriusDecisions
found that 70% of the buyer’s decision is already made before they engage with a salesperson.
That means your sales team needs quality content they can use at
every stage of the sales funnel, not just the beginning.

 

Not sure what marketing materials are best to provide at various stages of the buying cycle? Here’s our list of recommendations:

 

 

1.   Buying Cycle Stage: Awareness

Marketing Materials needed: Professionally written and designed brochures, presentations and proposals.

 

The Awareness stage is when Sales lets the buyer know know they have a solution to their problem. In order to eventually nurture the lead, Sales must have good leave-behinds that establish credibility with the buyer, and reinforce what makes your product/services exceptional.

 

2.      Buying Cycle Stage: Consideration

Marketing Materials Needed: Case Studies, Whitepapers

 

Buyers in the Consideration Stage are already aware of what they need to solve their problem, they just need evidence YOUR business has the answer. Since most buyers at this stage are conducting online searches, you should provide easy access Case Studies and downloadable white papers on your website that reinforce the message of how your products will help them.

 

3.      Buying Cycle Stage: Purchase

Marketing Materials Needed: Referrals, Testimonials

 

The customer needs to have a trusted relationship established with Sales in order to complete this step. That is where referrals and testimonials help. The evidence of previous successes and satisfied customers will trigger buyers into ultimately making a purchase.  It’s the proof buyers need to decide your product WILL solve their problem.

 

0

Is your Elevator Speech making you money?

Your hands are sweaty. You are standing awkwardly between your chair and the table. You silently clear your throat and quickly decide which version of your 30- second commercial you are going to recite.

It’s your turn to stand up and give your elevator speech to a room full of people that you know darn well will most likely not pay attention to what you are saying. They’re too busy thinking about what they are going to say or whispering to their neighbors.

Oh the joys of networking luncheons. Yeah, we’ve all been there before.

After attending a recent networking event, I began to wonder if an elevator speech is even necessary. I knew the answer. Of course it was necessary. I realized that I needed to get excited about giving my 30-second commercial. After all, if I wasn’t conveying interest and excitement in my work, how could I expect to peak someone else’s interest?

I began researching 30-second commercials and elevator speeches on the internet and came across a pretty cool video on YouTube.

While the video narrator suggests the reason for an elevator speech is to gain interest from investors, I believe you can use your elevator speech in a variety of ways including:

• Introduction at Networking Events
• Marketing Materials
• Newsletters
• Blogs
• Email Signature Line
• Back of Business Cards

Are you excited about your 30-second commercial? Do you incorporate it into any of the above-mentioned items?

If you are refining your elevator speech and would like a copy of the Six Questions Your “Elevator Pitch” Must Answer delivered directly to your inbox, fill out this form today!

0

Is Your Marketing Team Keeping Secrets From Sales

In order for Sales & Marketing to form a profitable alliance, the need to communicate comes to certain critical areas of the business.

Critical Information About Leads
Marketing cannot just hand Sales a sheet of leads without offering as much detailed info about them. While some information might seem irrelevant to you when looking at the “big picture,” it could be critical for sales to know in order to make the sale. For example being able to offer details such:

• Is the lead a B2B or B2C?
• Are they located close by or out-of-state?
• Do we know their existing service provider?

In addition to lead demographics, sales could also benefit greatly from other important analytics that you are capturing through marketing efforts. For example, are visits to the website primarily done on mobile devices? Are there certain service pages that get more views than others by region?

OLYMPUS DIGITAL CAMERA

What People Are Saying
If Marketing is responsible for having a dialogue with consumers on social media, then they need to let sales know what those conversations are about. Social media marketing is our best tool for having a two-way conversation with present and future customers. However, being on social media only works to drive business if the brand is good at both talking and listening. That’s why it’s critical for Marketers to share the comments, likes, and complains that come from conversing directly with the consumer about your brand.

Is your Sales and Marketing team discussing the most important topics of business? Are leads being clearly defined, and the customer’s feedback being heard? If you would like more information about improving the relationship between your Sales & Marketing team, don’t hesitate to contact us today!
Einstein Marketing Group believes that the foundation of all successful businesses is a solution to a problem. If marketed correctly, this solution can take you places you never imagined were possible.

0

Giving Sales Some Much-Needed Love

Our goal this month is to provide information and resources on how to get Sales and Marketing to work hand-in-hand. Let’s face it, you need both of them to thrive — but they don’t always play well in the sandbox. We want to give you ideas on bringing the two together for the betterment of your business.

EMG 4-2-14

Here are some ways that Marketing can show Sales they understand what it takes to close a deal in 2014:

Include Sales in the Development Process

That is, at least some part of it – whether be a quarterly “Blue Sky” brainstorming meeting, or an end-of-fiscal-year mixer to review what worked and what didn’t. Sales doesn’t need to actually create your actual marketing plans and materials, but they want to know that their input will be heard and be given validity.

Provide Mobile-Friendly Content

You’ve heard it time and again that Sales needs better marketing materials in order be successful, but that rule doesn’t just apply to posters, brochures, and pens. Think outside the “traditional marketing” box, and let this be a rule-of-thumb for your online efforts as well. In order to help drive conversions in 2014, Sales must have mobile-friendly content. They need every single piece of online material to have readability on tablets and phones, they need user-friendly apps (if applicable), and they need social media pages to be current.

Make sure the Bag of Tricks is fully loaded

With so many added choices in today’s marketplace, Sales needs extra resources to help close a deal. If you give them an arsenal of updated materials– such as videos, promotional offers, case studies, customer testimonials, buyer demographics etc. it will help them to reinforce the value of your products over the buying cycle.