Category: Business Advice

The "FORCE MULTIPLIER" Most Sales Teams Don't Bother to Deploy

9/21/2023

By Cal Thomas, Sandler Morristown
One of the most powerful ideas for maximizing team sales productivity is a surprisingly simple one: “Don’t buy back tomorrow what you sold today.” At Sandler, we believe that sales process and methodology ought to be consistent across all seller roles. Having different parts of the sales team learning and executing different approaches results in a siloed strategy. That not only wastes resources, but it also sends inconsistent signals to clients and customers, and it undermines the customer experience.

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The One Technique That Empowers You to Run a Great Sales Meeting

8/21/2023

By Cal Thomas, Sandler Morristown
What’s the key to running a great sales meeting? At Sandler, we teach that success in this critical area lies in learning to propose a specific type of agreement before anything of consequence happens between the participants -- an agreement about what, exactly, is going to take place during the discussion that’s about to unfold. The act of proposing this agreement levels the psychological playing field between buyer and seller. Which is why this particular technique, known as the up-front contract, is such a game-changer.

Say Goodbye to Burning Out

7/20/2023

By John Allen Mollenhauer “JAM” Founder of Regenus Center
Let me briefly introduce you to the idea of living a Performance Lifestyle® (PL). A performance lifestyle is for individuals who are driven and aspire to achieve their ambitious goals without burning out, or coping with a hidden downward spiral, that causes many high achievers to sacrifice their health for success. In a Performance Lifestyle, the primary emphasis is staying grounded in what you really are, in the right relationship with who you are, so that you’ve got the highest level of control over how you achieve your goals. Also, making sure your body is regularly recharged, recovered, restored, and rejuvenated with what’s becoming more popularly known as life force energy. You need high levels of life force energy to maintain the health and high performance you need to succeed with good quality of life. Gone are the days when willing yourself through tiredness, exhaustion or fatigue is a smart strategy for performing well.

Ask This One Powerful Question … Before You Agree to Deliver A Presentation

7/20/2023

By Cal Thomas, Sandler Morristown
When a prospect asks you to deliver a presentation, do you instantly agree? Lots of salespeople do. Sometimes it’s because they’re excited about the possibility of engaging directly with a person they haven’t been able to meet yet. Sometimes it’s because they think that any sign of interest from a prospect should be quickly rewarded. And sometimes it’s because they just love being the center of attention! But in reality, none of these justifications are strategically sound reasons for a salesperson to agree to deliver a formal presentation. Here’s why.

Are Sales and Marketing Working Together?

7/13/2023

By Allan Berger, Berger Business Advisors
We have seen countless examples of uncoordinated sales and marketing activities resulted in wasting both time and money. Here’s one example. A company exhibits at a trade show. Leads are collected but not distributed to sales reps until long after the trade show ends. By the time the sales rep contacts the attendee, the attendee no longer remembers why they were drawn to the company’s exhibit. How does this happen? It is easy to understand when sales and marketing are not working in harmony.

Ask This Simple Question Before You Finalize Any Meeting with a Buyer or Influencer

6/15/2023

By Cal Thomas, Sandler Morristown

There’s one simple, easy-to-pose question that will, if you use it consistently, simultaneously improve your closing ratio, shorten your sales cycle, and deepen your relationship and impact within the buying organization.

And yet most salespeople hardly ever ask this question.

The Budget Step...and the Monsters Under the Bed

5/25/2023

By Cal Thomas, Sandler Training
A critical part of the Sandler qualification process is finding out what the available budget is. One of the things we’ve found consistently is that most salespeople are deeply uncomfortable with the idea of coming right out and asking a decision-maker how much money is available to solve a problem. Most of them skip the discussion entirely, then try to sneak in their pricing at the end of their presentation. Does that work? No. The big question is: Why are so many salespeople so resistant to initiating this discussion? And the answer is: there is a monster under their bed.

Is YOUR business ready for the June 9th FTC Safeguards Rule Deadline? It's not just for banks.

5/1/2023

By Bob Michie, MetroMSP
Is YOUR business ready for the June 9th FTC Safeguards Rule Deadline? It's not just for banks. The June 9th Federal Trade Commission (FTC) Safeguards Rule deadline is on the horizon. While it might appear to primarily concern financial institutions, the regulation's scope is far more extensive, covering a wide array of businesses. Even if your sector isn't explicitly listed, understanding whether your enterprise falls under the Rule's jurisdiction is crucial. Here's how to determine if your business needs to comply with the FTC Safeguards Rule.

Coaching Up and Coaching Out

5/1/2023

by Laura Osborn Crothers, Crothers Consulting

In a recent study, CEOs only rated 38% of their mid-level leaders as “very good” or “excellent.” Clearly, there’s a disconnect in employees being groomed to possess those leadership qualities and current leadership. To rectify this, creating specific strategies to build strong leaders within the company is the first step. We believe that implementing a culture of coaching is a proven way.

Getting The Most from Your Broker Or Investment Banker When Selling Your Business

4/27/2023

By Norman D. Kallen, Brown Moskowitz & Kallen, P.C.

Selling a business can be a complex and daunting task, and having a broker or investment banker to guide you through the process can be invaluable.

Here are some tips to help you get the most out of your broker or investment banker.

Sell Like You Don't Need the Business

3/23/2023

By Cal Thomas, Sandler Training

You may have heard the old saying that 90 percent of success happens between the ears. That’s easy enough to say.

But what does putting this principle into practice really mean? What does it look like when it shows up, in a discussion with a prospective buyer, as part of who we really are?

Three Big Ideas That Create Prospecting Breakthroughs

2/23/2023

By Cal Thomas, Sandler Training
To sell effectively to the modern buyer, we need to identify and set aside all the head trash that keeps us from engaging effectively, and often, to uncover new opportunities. This means understanding the power of our own behavior. Behavior is basically our muscle memory in action, which we regularly turn to and do as a matter of course, time after time. Behavior is quantifiable, meaning we can count it when it happens. Our prospecting behaviors drive our income. It’s that simple.

Why VoIP Call Quality & Reliability is Vital to Your Business

10/5/2022

By Mike Galkin, VoiceNEXT
If you’re like most business owners, you rely on your phone system to stay connected with clients, customers, and employees. Whether you’re making a sales call, setting up a meeting, or just trying to get work done, you need to know that your calls will go through clearly and reliably. That’s why choosing a VoIP provider, like VoiceNEXT, is essential to ensure your business experiences high-quality call service and reliability. In this blog post, we’ll explain why VoIP call quality is vital for your business and how to ensure you’re getting the best possible service.

You Don’t Have to Like Prospecting … You Just Have to Do It

8/18/2022

By Cal Thomas, Sandler Training
The salesperson who claims to “like” prospecting hasn’t ever done it. How can anyone “like” a process that produces such an arena for rejection? When salespeople say they like prospecting, what they might mean is this: “I don’t mind paying the price of prospecting to reach my objectives.” Many salespeople haven’t reached that stage. If you’re still at the stage where prospecting means dialing a number and hoping the line is busy… don’t worry. You’re okay. You just haven’t learned to focus on the end result.

Sham Paper Trail Won’t Protect You if You Misclassify Employees

8/11/2022

By Lisa I. Fried-Grodin, Esq., Fried-Grodin Employment Law
In early August, the New Jersey Supreme Court has just sent a strong message to companies that try to justify classifying workers as independent contractors without a legitimate basis to do so. The message: Don’t try to cover up an actual employment relationship by relying on a document trail designed to make a worker look like a contractor when the documents do not reflect reality.

How a Small Business Can Boost Strengths

8/8/2022

By Jennifer Musser, JLM & Associates Consulting, LLC
Small business owners share many strengths. However, when we intentionally prioritize, delegate, and execute we don’t personally have to excel at all facets and details of running a business. Think back to prior jobs or schooling when we weren’t expected to specialize in everything. This concept applies to entrepreneurship.

The Healthy, High-Achiever℠

7/21/2022

by John Allen Mollenhauer, Lifestyle Coach JAM
Performance Lifestyles So You and Your Team Can Achieve Ambitious Goals, Full Out, Without Burning 🔥 Out or Trading Your Health and Well Being For Success.
I want to introduce you to an approach to goal achievement and an ever-better quality of life, even as you age. I’m borrowing a page from the world of athletics, but for his article, understand that the term “athlete,” which goes back to Bible (2 Timothy2:5 and Psalms19:5) and beyond, does not need to evoke visions of grueling preparation for a sporting event. Bill Bowerman of Nike said, “if you have a body, you are an athlete.” So how I would like you to interpret my use of the term “athlete” is as someone who has a lifestyle that enables them to manage their energy, stay healthy and both function and perform at higher levels in life—family, career/business, art, sport, ministry etc.
Ok, let’s get into it.

Speak More Languages, Close More Sales

7/21/2022

By Cal Thomas, Sandler Training
Have you ever noticed that some people jump to quick conclusions, don’t like to get bogged down with details, and like to take the 30,000-foot view of issues? Or that others prioritize making and keeping friends? Or that still others just don’t like change and conflict, and want to avoid making decisions? If you’ve ever noticed people who fit those descriptions, then you’re in a good position to expand your repertoire of selling languages!

It Takes Heart

6/23/2022

By Jennifer Musser, JLM & Associates Consulting

Launching a business is an interesting, challenging growth experience. Thousands of books are available to read. Podcasts are plentiful. The internet holds a sea of information. Folks offer advice and opinions. Some want to see you succeed. Others, not so much. At the end of the day, none of that matters. A founder chooses what they find.

If You Want to Keep Employees, Try This Performance and Productivity Tool

6/23/2022

by John Allen Mollenhauer, Lifestyle Coach JAM
Possibly the #1 Way to Attract and Retain Top Talent for Your Company Amid the Great Resignation [Besides a Strong Financial Package, Incentives, and a Healthy Environment]! About one year ago, I penned an article-Now Hiring? 3 Ways to Attract and Maintain High-Performance Employees! I want to highlight one aspect of that article: having a proactive strategy to help employees avoid burning out and improving the quality of their work life. Put simply, tiring out and ultimately burning out is arguably the number one reason employees leave an organization.

No One Gets into Your Head Without Your Permission

6/23/2022

By Cal Thomas, Sandler Training
Have you ever volunteered a price reduction before someone asked for it? Have you ever felt less than okay about yourself because somebody didn’t decide to buy from you?

If you answered “Yes,” you should be aware that you let your buyer into your personal headspace, where the buyer didn’t belong. You chose to become emotionally involved in the sales process. And you know what? That usually doesn’t end well.

Why Selling Features and Benefits Doesn’t Work

5/19/2022

By Cal Thomas, Sandler Training
Here’s an interesting exercise: On a piece of paper, draw a vertical line down the center of the page. At the top left side, write your company’s name. On the top right side, write the name of your most important competitor. Down the left side of the page, write the numbers 1, 2 and 3. Do the same thing on the right side of the page. Under your company’s name, list the top three benefits of the product or service that you’re selling. Be sure these benefits explain why people buy from you. Is it because your product or service generates increased profits? Does it maximize efficiency? Is it easy to use? Is the service and support you offer fantastic?

Express Your Feelings Through Third-Party Stories

4/25/2022

By Cal Thomas, Sandler Training
Have you ever sat in front of a prospect and thought you should say something – but didn’t? If you’re like most of us, the answer to that question was “Yes.” You cut that thought short and chose not to put it into words. You recognized that you weren't confident enough to say what you wanted to say, because you thought it might jeopardize the sale. In that instant, your gut was talking to you and telling you about something important that needed to be communicated. A little voice inside you was telling you, “Say it, say it!” The problem was you didn’t know how to communicate what you wanted to say without.

Attitude: A Most Misunderstood Word

3/23/2022

by Tommy Hilcken, Tommy Hilcken Productions

Managers tell salespeople that their attitude controls their sales. Therapists tell couples to change their attitudes towards each other to improve their relationship. Doctors advise patients that when there’s no further treatment option, “now it's up to you. Have a positive attitude.”

But despite how frequently we use it, “attitude” is a most misunderstood word. What does “attitude” mean?

A Prospect Who Is Listening Is No Prospect At All

2/17/2022

By Cal Thomas, Sandler Training
Sometimes salespeople are a little surprised when we share a simple, time-tested selling principle: a prospect who is listening isn’t really a prospect. What on earth does this mean? Isn’t it a good thing when someone listens to what we have to say during a sales call? Maybe, maybe not. Think about it. Who’s doing the talking and who’s doing the listening? If we’re running our mouth 90% of the time during that sales call, and the other person is doing all the listening, that means they’re not engaging, which means we don’t learn anything, and we don’t understand what their issues are!

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MCCC Blog

The "FORCE MULTIPLIER" Most Sales Teams Don't Bother to Deploy

The One Technique That Empowers You to Run a Great Sales Meeting

Say Goodbye to Burning Out

Ask This One Powerful Question … Before You Agree to Deliver A Presentation

Are Sales and Marketing Working Together?

Ask This Simple Question Before You Finalize Any Meeting with a Buyer or Influencer

The Budget Step...and the Monsters Under the Bed

Is YOUR business ready for the June 9th FTC Safeguards Rule Deadline? It's not just for banks.

Coaching Up and Coaching Out

Getting The Most from Your Broker Or Investment Banker When Selling Your Business

Sell Like You Don't Need the Business

Three Big Ideas That Create Prospecting Breakthroughs

Why VoIP Call Quality & Reliability is Vital to Your Business

You Don’t Have to Like Prospecting … You Just Have to Do It

Sham Paper Trail Won’t Protect You if You Misclassify Employees

How a Small Business Can Boost Strengths

The Healthy, High-Achiever℠

Speak More Languages, Close More Sales

It Takes Heart

If You Want to Keep Employees, Try This Performance and Productivity Tool

No One Gets into Your Head Without Your Permission

Why Selling Features and Benefits Doesn’t Work

Express Your Feelings Through Third-Party Stories

Attitude: A Most Misunderstood Word

A Prospect Who Is Listening Is No Prospect At All

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