Archive for the ‘SAM Peer Group’ Category

Are You The Best In The World At What You Do?

April 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.

Who is the best in the world at what you do? If you don’t think that you are, neither will anyone else.

Salespeople often stop their own sale because they have talked themselves out of it. They start thinking that maybe they don’t understand their product or service as well as they should, or that a competitor may do it better. There are a million ways to talk yourself out of closing the deal…no one that doesn’t improve by knowing that you are the absolute best at what you do.

I know our company—even if I am learning something new every day about it—and I know we are the absolute best in the world at what we do. Our sales management and process work–it is the best out there because we work with our clients to achieve their objectives. We don’t come in with a premeditated plan of attack or a multiple point plan, but rather we work with our clients in their environment to achieve their goals as they continue to grow.

Our outsourced sales team is made up of professional salespeople who have worked in the business and know how to develop a relationship. They don’t just try to get an appointment for our clients; they find the right person in the right company and develop a rapport to see if they are the best fit for our client. When the conversation between the two gets to a point where they need to bring in the expert, we get our client involved to close the deal. That’s something you only get from the best of the best.

Our SAM Peer Advisory Groups. If you want networking, there are plenty of places to go, but how many places offer an advisory board to the people in your company who are directly involved, right at the front line, in the growth of the company? CEOs have been involved in advisory boards for years, but salespeople have been left to fend for themselves many times. We bring these dynamic personalities together, in one room, and help them achieve or continue their greatness.

Do I think we are the best in the world at what we do? Absolutely I do. Mediocrity is for someone else.

Would you really want to work with someone who didn’t know they were the best at helping you grow?

Advertisements

“The Performance is Only as Good as the Audience”…And We Have a Great Audience!

March 3, 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.

We had a great meeting, and, as with all SAM Groups where each member is an equal participant and can give and/or receive advice, the participants determine the value of the meeting. Since the value of the meeting is that the discussions are confidential, allow me to take a minute to tell you about some of the participants:

Draughon Cranford of Xpress Image: Draughon is very well connected throughout Raleigh. So, when an issue comes up, he not only has his opinion about it, which he offers in a very professional manner, but he also knows someone else through all of the networking he has done in all the right places, that he can usually offer a recommendation of someone he can bring in to help with the issue.

Will Webb of Dupree & Webb: Will is one of the first people I met when I joined Business Clubs of America. In a world where people sometimes blur ethical lines (especially in the insurance industry where he lives) Will’s ethics are beyond reproach. Will is the kind of guy who would walk away from a profitable piece of business if it meant he wouldn’t feel good at the end of the day when he came home to his wife and 2 year old daughter to tell them about it.

Rob Pulley of Talent Management Solutions: Rob is the second person I met when I joined BCA. Rob is the kind of guy who doesn’t just speak to hear his own voice. Trust me, he has a lot to say, but nothing he says is not the result of careful thought to the issue at hand. Rob is also a guy who is very well connected and will make a recommendation for what he truly feels is best for his colleague, looking for nothing to gain other than respect of his peers. He definitely has it.

Danny Worthy of North Carolina Central University: Some of you basketball fans might be thinking…wait a second…North Carolina? Worthy? Is he related to former Tar Heel and Los Angeles Laker great James Worthy? Actually, yes, Danny and James Worthy are brothers. Danny, after a successful career at Verizon, decided to come back to his alma mater, NCCU, with the sole goal of helping them achieve growth as their athletic teams move into division I. Danny works to partner businesses with the university through various sponsorship opportunities. Danny is one of the most polite and respectful people I have met. He adds great insight and experience into every topic and isn’t afraid to ask for assistance as well as give his opinion.

And, I can’t forget to mention our very own Angela King: Angela has been very helpful in getting the SAM Groups up and running in Raleigh as well as assisting me in facilitating the meetings. As a facilitator, it is our job to keep the meetings on topic, but to also know when to go off of the agenda if a topic is being bounced around where everyone is contributing and getting a lot out of the discussion. Angela’s vast experience, both professionally and as a working mom who runs a household of four kids ranging in age from 18 to four, allows her to not only give insight that many of us have not had experience with, but it allows her to keep us all in line.

These core members of our Raleigh SAM groups are class acts, every last one of them. I would have no reservation in recommending any of them and I certainly appreciate the assistance they give me every time I am privileged to meet with them.

We still have a few seats available in this particular SAM group and we are starting new groups every day in both Chicago and in Raleigh; and we are working on “virtual SAM groups” to be able to serve sales and marketing professionals around the world. If you would like more information, please do not hesitate to contact Angela directly at aking@randolphsterling.com.

The Ketchup is Out of the Bottle: Our First SAM Peer Group Meeting!

January 27, 2010

We had our first SAM peer advisory group meetings this week in Raleigh. I had mentioned in my last article that the anticipation of getting these groups up and running is a lot like waiting for the Heinz ketchup to come out of the bottle. Now the ketchup is out…so how did it go?

I’d love for some of the BCA members who attended to post their thoughts about the meetings, but from where I sat, they were fantastic. Attendance was good and will continue to grow, but most importantly, the people who were there really got involved and contributed. They came with issues to discuss and opinions based on their experiences for the other members.

As facilitators of the group, neither me nor my colleague Angela King are exempt from being on either side of the advice, so we too gave it out as much as we took it. I walked away with some great ideas of how to do things a little bit differently, both with our sales team and with the business in general.

What always amazes me is how at the beginning of the meeting, someone will always say “I think we all have the same problem…finding more business,” however inevitably as we continue to move from person to person and issue to issue it becomes abundantly clear that things run deeper than simply how to find more clients. We end up defining ideal clients, which are not always the same for the different members of the group; looking at ways each company finds those prospects and makes them clients, which is also not only unique from company to company, but from person to person within the company (which opens up a whole new can of worms discussing sales process!) We also talked about issues in motivating salespeople and came to the unanimous decision that if you have to spend too much time motivating a salesperson, he or she is probably not the right person to help your company grow.

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. I want to send a special thank you out to Penn Shore, market owner of BCA of the Triangle, for working with us to get these groups up and running. We hope as we continue to add more members to our SAM groups that we can also reciprocate by inviting them to other events that the BCA puts on every month.

Anticipation: Bringing SAM Peer Groups to the Triangle

January 26, 2010

Anticipation…remember the old Heinz ketchup commercials where they showed the ketchup slowly flowing out of the bottle and talked about the value of anticipation? That’s exactly how I feel as we start our new SAM Peer Advisory Groups.

The concept of our SAM groups is great. We provide an advisory board for salespeople and sales managers. Sounds simple enough, doesn’t it?

It was an idea brought to me by a mentor of mine who works with business owners and salespeople. He noticed that much of their internal pain revolved around bringing in new business and sales in general. We further noticed that many of the salespeople craved an additional outlet beyond their sales manager to bounce around ideas. This was for several reasons, but mainly because they didn’t want their sales manager to know they were struggling or had 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.

So what’s the problem? This is where my Heinz ketchup analogy comes in. SAM groups are great. Starting SAM groups are not.

Why? Well, there’s a couple of issues. One is that for a sales manager, VP, or President to commit to taking his sales rep out of the field for a four hour meeting once a month, he wants to see a return on his investment of both time and money. Another is that when we start a SAM group we may find two competing companies or two reps from the same company that want to join. This means starting another group for the second rep or the competing company.

The value of the SAM group is in its people. The agenda admittedly doesn’t look all that impressive, which is by design. In looking at the agenda the first thought that comes up is “this is going to take 4 hours?”

Agenda:

8:00    Welcome and Opening Announcements

8:15    Significant Sales and Marketing Events

8:45    2nd Half Annual Goals and Tracking of Quarterly Goals

9:45    Host Presentation

10:30  Sales and Marketing Issues–“Today’s Issues,” other issues

11:30  Guest Presentation on Topic of Interest for Entire Group

12:00  Adjourn Meeting

You see, the content of the meeting is determined by the needs of the people in the group, not by the group facilitator. When you start a group with 2 or 3 people, it does not look that impressive to management when the members get back to the office (although in reality, they probably got a lot out of the meeting because we were able to dig deeper into the issue they brought up).

We figured that the best way to build up even stronger SAM Groups was to partner with another association where what we do can benefit their members. The easy choice was to work with Penn Shore and Business Clubs of America (BCA). So I met with Penn, and after months of negotiations, starting this month…this week actually…we are offering SAM Group membership as an added benefit to the membership of BCA.

Anticipation…it’s making me wait, as the old Heinz slogan goes.

So here we are, on the precipice of our first BCA/SAM meeting and I wonder what I wonder every time we start a group: How many people will show up? Will they be good fits for the group? Do they understand the concept (the hardest part for us salespeople is trying to truly understand the problem before going right to trying to solve it?)

…it’s almost here, so I’ll let you know how it goes!

Event: Learn More About Our Sales and Marketing (SAM) Peer Groups This Thursday in Raleigh, NC

August 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 Concept – a peer-to-peer advisory group for professionals who are responsible for growing their company’s business and giving participants an opportunity to share experiences and obstacles to growth with other executives from non-competing businesses. The presentation will be followed by a mini group session illustrating how a SAM Group meeting is run and how we work through business issues.

Whether you are a start-up business or in a later stage of growth, peer-to-peer learning affords you the opportunity to have other business owners serve as your sounding board. Participants can help you develop strategic plans, define specific goals and become a trusted resource. Register today for this Roundtable and learn how the Randolph Sterling, Inc’s SAM Peer Advisory Group Concept can help you navigate growth through these challenging times

For more information, call Richard Burghgraef at 312-498-8340, visit http://www.randolphsterling.com, or click here.