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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Steve Jobs was a great visionary, innovator and driver.

But above all else, he was the best sales person Apple had.

 

What are you doing to keep your sales team sharp, productive and successful?  No matter what size organization you have, sales is still the key driver of success and should be the number one priority of the CEO.  You cannot grow an organization by cutting costs.

 

Whether it is just you, a team of one, or a team of 10, 100, or anything in between, sales teams have to be led to be great.

They have to be trained and motivated to be effective.

They have to be accountable to be successful.

 

Today I want to look at these 3 points to consider what we can learn to make our sales teams better and increase our top line.

 

 

1/        The sales team has to be led.

Led by you, the CEO.

Yes, your sales leadership team has to do the job you put them there to do, but so do you.

You have to get the message out from the top of the organization.

Companies grow by increasing sales.

Cutting costs does nothing to grow the company.

 

The single most important key in any company is sales growth.

And sales growth doesn’t just happen.

When sales are up, the rest follows suit.

As the CEO, that is the message you must spread.

Send the message out to the sales team – the CEO’s top priority is increasing business.  Don’t just use words, use action.

 

 

2/        The sales team has to be trained and motivated.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

Why do large corporations spend so much time, effort and money training and motivating their sales teams?

Because they know it works.

Because it helps them become better, stronger and more successful.

Because it fires them up.

Even if you are your only sales person, you still need to go to a couple of conferences a year and learn and get fired up.

Hang out and get pumped.

Again, as the CEO, get out there with the sales team sometimes.  Show them how important you believe their efforts and energy are.  Show them you understand what they do and respect it.

A CEO with sales vision, inspiration, and motivation can create unbelievable sales numbers from the team.

 

 

3/        The sales team has to be accountable.

They must be held to the numbers.

As I always preach, sales are a numbers game.

Math is simple.

Either you are doing it or you are not.

The numbers do not lie.

And not just the final numbers, but all those numbers in between.

Making calls.

Prospecting every day.

Doing follow up.

Closing business.

Networking.

 

You must have metrics and use them to hold your sales teams accountable.

You have to make the tough decisions.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

Again, as CEO, you live and breathe this every day.

You support it.

There is no doubt at all – the CEO expects the numbers, period.

 

Great sales teams are led by sales driven CEO’s.

Inspired and driven.

 

Want to grow your organization?

 

Then put on the sales hat.

It is a big part of your job.

 

Need some help.

Give me a call.

Let’s talk.

 

Set up a short call with me.

Schedule it today, click.

http://meetme.so/coachmannynowak

“Cold Calling is not dead.”

A great quote from my interview with VSA CEO Valarie Schlitt this week on Targeted Lead Generation Podcast.

Click here to listen to the interview with Valerie and learn more.

headshot_valerie 

Valerie has built and runs a very successful call center that does cold calls and other calling for you.  So, if you don’t want to do your own calls – her firm can make it happen.

           

We are now two weeks into the 90 day cold calling challenge, and we are beginning to see that consistency is the key to success.

 

Most participants have made over 200 calls and are starting to see that consistency does pay off.

 

Today I want to share a few more of the benefits that a consistent cold calling program can add to your lead generation process helping you build your business.

 

1/        By practicing and making cold calls, you become so much better at communicating over the phone at all times (not just during cold calls).

 

            I have also become the new President Elect for the Toastmasters of Rowan University.  One of the key Toastmaster exercises is what we call table topics.  The exercise teaches you to be quick on your feet.  You are given a topic and must talk about it for 2 minutes or so.  This gives you the confidence to think and adapt as you talk, a crucial skill required for cold calling.

 

            Cold calling is full of surprises and questions and emotion, and you never know what you are going to encounter.  These constant challenges make you so much better on the phone and at answering questions and thinking on your feet.

 

            I guarantee that if you do a 100 cold calls a week you will be better on the phone and better at getting on the phone to do whatever else you need to.

2/        Your phone skills transfer across your daily sales process in many other areas.

 

            Those skills that you have learn and developed on the phone will quickly transplant and translate to other relevant areas in your daily sales life. 

            When you are asked a question on the spot, you are more comfortable answering it.

            When you call a client or a hot lead, you can more effectively talk with them.

 

            There is only one way to get great on the phone – Get On The Phone.

 

 

 

3/        You will begin wanting to get on that phone every day – your hesitation ceases

 

            Many of you are former or current athletes and love competition.  Eventually, competition is what this becomes.  You develop an urge to make the calls.  It becomes a real challenge that you are not willing to lose.

You are already very self-disciplined, and this kicks it into high gear. You have to see how much better you can get.  You have to cold call simple because you refuse to lose.

            And that, my friend, makes you amazing and creates even more success.

 

Your top line will begin to increase.

If you are not doing cold calls, if your team is not doing them, you are missing out on a great opportunity to become so much better and make so much more money.

One hour a day is all we are asking, but on a consistent basis.

 

You will be amazed.FrontCover

 

If you are not in on the 90 day cold calling challenge yet, you can still get in.

Click this link to learn more and sign up today.

 

 

 

 

 

Finding good sales people is very difficult today.

Ask almost any sales leader out there, and they will tell you it is one of their biggest problems in moving sales forward within their organization.

They cannot find good sales people.

 

However, is that the real problem?

 

You now have tests that can tell you if a person can sell.

You check the history of the candidate and find they have sold.

You check with other people, and they give them thumbs up on selling skills.

 

Still, the new rep does not work out.

Their results are nowhere near your expectations.

 

Watch on video:

 

 

Perhaps the problem is not there are no good sales people, but instead that:

 

1/        You have no consistently updated system defined for selling your products and services.

2/        You do not have sales people who can follow a system.

3/        You do not have sales leaders who can make sure it gets done.

 

 

What if you had a standard sales process for your company?

This is how we sell, step by step.

This is what we do and when.

This is how you handle this.

 

Defining what the sales person must do based on a history of what has worked; a consistently updated history.

 

 

A system that defines this is how we sell our product/service.

This is how we manage our sales process.

 

A detailed system that gives the sales person answers to:

their questions,

the prospect’s questions,

questions about the competition.

 

A detailed database that gives them a step by step of how to sell the product.

 

A system with a history of what has happened – both good and bad.

 

A system that learns from each sale and teaches it to the team.

 

Not an outdated sales manual, but a database which your reps add to and update every month, as a team.

 

Making it better and better.

Taking the lessons they learn and making them part of the process.

Making it easier and easier to get the results you want and so much more.

 

If you had a standard sales process, then you could take a good sales person who can learn to follow the process.

 

Who stops trying to do it their way.

Who stops thinking they know so much better.

Instead, they take what has been learned and apply it seamlessly.

They follow the system.

When they learn something new, it gets added to the system, and everyone now knows it.

 

Then, sales leaders could:

Teach them the process.

And they would generate sales.

Meeting and exceeding the expectations.

 

Kind of follows the Tony Dungy process of coaching NFL football.

Building habits that become second nature.

Consistency, persistence and knowing what to watch for and what to do.

 

It might be hard to learn, but once learned, it is totally effective.

 

As a CEO, business owner or sales leader:

 

1/        Do you have a system that keeps learning and teaching the sales team?

 

2/        Do you have sales people who can follow a system?

 

3/        Do you have sales leaders who can make sure it gets done right?

 

Are you ready to learn more about how to make this happen in your organization?

 

Reach out to me and let’s have that discussion.

Schedule a 15-30 minute call with Coach Manny today.  Click here:

 

On the 10th day before the New Year: 12/22

Write down your goals for the next year.

Make sure they are measurable

Make sure you set up the method to measure them.merry-christmas-manny-and-cheryl-3

One to three goals in each of these areas:

Business/career

Home/family

Faith

Financial

Personal

 

On the 9th day before the New Year: 12/23

Add the tasks to each goal.

What do you need to do to make it happen?

Write the task, give it a priority, and schedule it.

Goals don’t happen unless they have tasks.

 

On the 8thday before the New Year: 12/24

Created a measurement for each goal.

How will you know if did it, if you do not measure?bread

Stop being afraid to measure.

If you are not doing well – then what has to change?

If you are doing well, then what can you do to do more of it.

 

On the 7th day before the New Year: 12/25

Take the day to enjoy your family, friends and the blessings in your life.

Everyone needs a break – you too.

Take time to look at all you have and to be thankful for it.

 

On the 6th day before the New Year: 12/26

Commit to do follow up in the New Year.

Follow up when you said you would.

Follow up the leads you get.

Follow up, follow up, and follow up some more.

You will be amazed at the results.

Click here to get a free copy of my book: My Sales Follow up Sucks

 

On the 5th day before the New Year: 12/27

Expect it to happen this year.dog

Accept nothing less than success and accomplishment of these goals.

This is not a wishing game; it is a serious game that you are committed to win.

Believe it is going to happen.

Set you attitude to know it is going to happen.

Then move forward – knowing not wishing or dreaming.

 

On the 4th day before the New Year: 12/28

Commitment to hire a great coach in January.

You cannot do it yourself.

You tried that before and it did not work.

We all need help.

This year you need to hire a great coach.

Find the money.

Make the commitment.

Go for the gold in 2017.

Click here to watch this 18 Minutes and 8 seconds to change your life.

 

 

 

On the 3rd day before the New Year: 12/29

Commit to start hanging out with people who are where you want to be.tree

The key to success is to surround yourself with people who are more successful than you.

Join our Facebook Group and stay up with daily posts and information to make 2017 your best year ever.

Double Your Sales

 https://www.facebook.com/groups/595664083947814/

 

 

On the 2nd day before the New Year: 12/30

Commit that you will not work harder or smarter, but this year you will work RIGHT.

Doing the right things at the right time, the right way.

Every time.

Consistently.

With Character.

 

On the 1st day before the New Year: 12/31

Commit that you will play hard and enjoy life.

Everyone is not a winner.

It takes courage, commitment, persistence and self-discipline.santa

Go for the gold in 2017.

Click here to download the free checklist

on over 40 Lead Generation Techniques you can use this year to generate business.

 

 

 

Merry Christmas.

Happy Hanukkah.

 

Happy New Year.

 

Now go do it.

Is social media driving you crazy?

Don’t really understand where to go?

Don’t really understand what to do next?

Wondering how you’re supposed to work social media?

 

Well, today I want to share with you three real simple concepts that, put into place with the right tools and the right systems, will allow social media to generate all the business you are ever going to want.

 

But these principles are not anything new.

They are not anything that salespeople don’t already understand.

And they are not anything that can or should scare you.

 

Let’s take a look at the 3 simple keys to success with social media.

 

1/       You need the numbers.

 

How do you get the numbers in social media?

You’ve got to build the connections.

You’ve got to connect with people.

Whether it is LinkedIn connections,

Facebook friends or

Twitter followers…

 

Or whatever they are called in your selected social media tool.

 

First you have to build the connections.

Until you have a connection, you have not started.

 

 

2/       You have to build relationships

 

People are always saying to me, “Well, I’ve got 500/1000/1500 LinkedIn connections.”

Listen.

I don’t care how many you’ve got – how many relationships do you have with those connections?

Do you get it? That is the true question.

You can have a million connections, but if you have no relationships, you don’t have anything.

 

You see, sales is still a relationship game.

So how many relationships do you have in that number of connections?

 

Because, you see, the second step is you’ve now got to take that connection, follower or friend, and build a relationship.

Just like in real life.

Social media is still about relationships.

 

And if you can turn that connection into a relationship?

 

If you can build a relationship with the person or people you are connected with, then you get to point three.

 

 

3/       You close some business or a partnership or a referral network.

 

Somehow, because you connected and built a relationship, there are dollars at the end of the rainbow.

 

These 3 things are what people don’t seem to understand about social media.

These 3 things are what we have been doing in sales since time began.

They are the simple principles of selling.

 

It doesn’t matter if it is social media or any other process.

You have to…

 

1/        Connect.

2/        Build a relationship.

3/        Close some business.

 

So get out there and do it.

 

If you need some help – this is what we do.

This is what we help people to do.

 

Whether it’s through social media or any other platform.

 

So if you are being driven crazy by any of this – give us a call.

Because “Double Your Sales” is exactly what it does.

 

It helps you take all the pieces of the puzzle and put them in the right place.

Click here to learn more about doubling your sales.

 

 

I don’t have time to do one on one meetings, beside, I never get anything out of them anyway?

 

The person will never be a customer or even a referral source, why should I waste my time sitting with them in a one on one?

 

Just not worth the time and effort – beside, what do I say?

 

Wake up and listen very carefully, “the single most important piece in building relationships that will make you successful are having 1v1 meetings.”

 

Period.

 

End of discussion.

 

Further, if you don’t have time, then you can settle for being average or al little bit better.  If that works for you, you are reading the wrong article anyway.

 

Powerful relationships that make you money and create success start with regular, effective one on one meetings.

 

I will answer the 3 above questions later.  First lets look at these 3 keys.  Yes, there are many more, but these will get you rolling to success.

Don’t miss our free weekly webinar to help you Double Your Sales – Click to learn more.

 

1/        Shut up/Listen/Focus

            How many times I go to a one on one and the other person does almost all the talking.  Am I upset?   No way, they just told me everything I need to build a relationship with them, help them and help me.  Plus they think I am a great person to talk with.

Keep them talking, it is one of the keys.  But you cannot do that if you keep talking, so shut up and listen.  I don’t mean look like you are listening, I mean listen, pay attention, focus.  Repeat back.  Open them up.  

Make them understand you care and you are listening.

 

2/        Prepare/Do Your Research

            Every go to a one on one meeting and the first question they ask is.  So, Manny, what is it you do for a living.  Second question, tell me a bit about yourself?  Da!  Go to Linkedin, Facebook and the Internet.  Do some research?  Learn everything and anything you can about the person.

            Then go into the meeting and ask questions based on what you know.  Ask questions that let them know, “hey, this person actually spent time researching me, must be interested.”

            Ya, it really is that simple.  Yet most people fail to do it.

 

3/        Have plenty of questions

            What do I say?  First, there are a hundred generic questions you can ask.  Then there are all the questions you come up with based on your research.  Write them down and take them with you.  Then ask them.  Plus based on the answer to almost every question, there are more questions that come to mine.  Get them talking, keep them talking.  They will love you and you will do business together.

 

No brain surgery.  Not every hard.

Take your presentation Skills to new levels of success – learn more click here. 

Now back to the first 3 questions.

 

 

I don’t have time to do one on one meetings, beside, I never get anything out of them anyway?    Perhaps sales in not for you?  Perhaps middle management is as far as you will ever go.

 

The person will never be a customer or even a referral source, why should I waste my time sitting with them in a one on one?  Because they know 100’s if not thousands of people you will never get to without knowing them.  Because their brother, mom, sister, dad, son – is the CEO of?

 

Just not worth the time and effort – beside, what do I say?  Better come to coach Manny for some training.

 

How many one on one’s will you do this month?  Pick a number and do them.

“Great victories are won when ordinary people execute their assigned tasks.”  Phillip Yancey

 

Video Link:

How to Fix Sales Follow up – Click here

 

 

What does follow up consist of?

 

I was talking with some people the other day about follow up, and they asked me the critical question.  “Manny, you always talk about follow up and follow up and follow up.  You are always busting on us to do more and more and more.  But wait a minute; what is follow up – really?

 

To us, it is just checking back to see if they are interested, but I think you believe it is so much more.  Please help us to understand better.”

 

First, let me talk about some of the types of follow up and give you some definition of each that can help you get a clearer idea of what follow up is.  In my book,  My Sales Follow Up Sucks – $2.99 on Amazon, we will give you even more detail on some of these.  But for now, here is an introduction to the elements of follow up.

 

1/         Initial Email

            Email the person you met to say how great it was to meet them.

 

2/         Send regular email to stay in touch, see how they are doing and just let them know you are thinking about them.

 

3/         Send an educational email to teach them something that you know they might need.

 

4/         Send them invitations to events, open houses, training and a dozen other things that you have going on.

 

5/         Request a one on one meeting with them.  This can be either by the phone, video or in person.  Just to get to know each other better and share information.

 

6/         Request to connect on LinkedIn, Facebook, Twitter, G+ and other platforms.

 

7/         Make a phone call just to touch base and see how they are doing.

 

8/         Stop by to visit because you are in the area.

 

9/         Share an article that you came across.

 

10/       Make a connection to someone you know that could help them or that they could help.

 

11/       Sending a small gift, perhaps a promotional item.

 

12/       Ask how things are going.

 

13/       Ask for an introduction to someone on his or her LinkedIn list.

 

14/       Ask them to review something you have written or are working on.

 

15/       Ask for advice in the area they are experts in.

 

16/       Use them for what they do.

 

 

Free Sales Follow up so much more webinar – Register today click here

 

 

 

This is just the start of what you can do.

Use your creativity to come up with more of these.

 

This is how you stay in front of people.

This is how, when they have a need, or when they talk with someone they know who has a need; you immediately pop to the top of their mind.

You are the person remembered.

You are the person they refer.

 

Want to learn more – for only $2.99 on Amazon get a copy of “My Sales Follow Up Sucks,” by Manny Nowak.

 

My Sales Follow Up sucks – click for Amazon Link

 

 

 

 

Free Sales Follow up so much more webinar– Register today click here

 

 

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Everybody wants more sales.  More sales and more profit.  However, what are you doing actively to take your sales up, not just take them up, but double them?

 

Today, let’s take a look at one tool, channels.

 

I am going to share with you today three simple channels that could, if effectively implemented, create a tremendous increase in sales for you and your organization.  This is one of the keys of Business results coaching with Coach Manny Nowak.

 

Channels are one of the key elements that I help my clients with.  Furthermore, we will be doing a great session on these at the boot camp.  Build and work your channels with Marketing Automation.

 

Today I want to look at just 3 of them.

 

 

1/        Networking

            Get out there and start meeting people.  Build relationships.  This requires you to put yourself out there and meet new people.  It then requires you to follow up with those people and start to build a relationship.  Do a one on one meeting.  Put yourself out there, take a chance.  Most people are just like you, so fearing it.

 

If you feel this is a weak area for you, then get some help.  We will be spending a great deal of time at the boot camp teaching this.

 

 

2/        Start working on LinkedIn.

            This is a goldmine sitting right in front of you.  This is an unbelievable source of leads.  I like to look at it the same as going to a networking event, but instead of talking to people who are not really qualified, I can spend my time trying to connect with people I have qualified – the kind of people who buy what I sell.

 

            Come to our boot camp and you will start to learn a great deal about this channel from some of the best in the business.

 

            But I want to tell you right now to start by picking a number in this channel.  Maybe 10, 20, 50, or 100 people to try and connect with everyday.  Then get on LinkedIn and ask to connect.  Do it everyday.  Watch what happens as a result.  Remember what I taught about consistency.

 

 

3/        Start asking for referrals.

            How many of you out there fail to do this? How many of you are afraid?  How many of you think you are bothering your clients?  I ask my clients, very simply, the following questions.

            Do you like what I am doing for you?

            Do you like the work?

            Would you recommend me to someone?

            Could you tell me some people you know that might need what I do?

            Or, here is a list of 10 companies, do you have any connections?

 

            Or, back to LinkedIn, “I looked through your LinkedIn connections and found theses 5 people, could you connect me?”

 

            Ask.

 

            Again, great session dealing with this at the boot camp.

 

            Yes, you all do great work for people.  Why do you hesitate in asking for the referrals?

 

You would be amazed at how many channels you have.  A channel is just a method you have to get business.  A way to generate leads. 

 

But each time, you have to track how many leads you get and how many turn to business.  This will tell you the quality of the lead and how much more or less effort you should put into it.

 

I have just talked about 3 channels today.

 

However, just think of all the potential channels you have and could work.

 

First, define every single channel.

Make a list.

 

Then start working on figuring out how you are going to use them effectively.

 

We actually have some sheets that you can download.

Just go to this link.

 

And come to the boot camp to learn more.

We will be spending time on channels and helping you define them.

Including Mastermind time doing this.

 

Click here to learn more about this great event.  October 22 and 23.  Only $97.

“Most failure is simply due to the fact that we take the line of least persistence.”  Norman Vincent Peale

 

“Refuse to settle for anything less than everything God has for you.” Joyce Meyer

 

“No man is ever whipped until he quits – in his own mind.” Napoleon Hill

 

In everything you do in life, sports and business, it really
comes down to doing the basics.



When you are having a problem in a sport – the coach always
tells you to go back and work on the basics.

Practice the basics and then see what happens.

How come in sales, we always think we are way past that?

Let me ask you how much you practiced your skill last week?

Sales people are often offended when I mention practice.

Practice – are you kidding me? I have been doing this for
20 years.

Practice – do I look like a trainee?

Practice, me, what for? I am already great.

It is amazing how professional athletes practice more than they play.
In football they play 1 hour a week or less.  
In basketball, they might play 2 hours a week at most.

Do you know how much time professional football and basketball
players spend practicing?

Do you know how much time they spend on the basics?

Do you think that the two teams going to the Superbowl are not
going to be practicing all week?

So, what about you, when was the last time you practiced your
selling skills?

Start today and work on it for ½ hour every day, in the car, on the treadmill,
laying in bed – practice your selling skills.

You will be totally amazed by what happens and how much better you get.

Do you want to win the super bowl of sales or keep missing the playoffs?

Watch this video on today’s article – click here.

https://youtu.be/5aymokGqmOw

 

Some simple things to work on?


1.    Record yourself and then play it back.
       Do you really sound as good as you think?  
       Or have you become weak?
       How is your voice doing?
       How clear are you speaking?
       It sounds a whole lot different hearing yourself on a recorder.

2.    How well do you know your products?
       When was the last time you changed up your presentation –
       is it starting to sound like an old record?
       Add something new, change things around, practice and get it smooth.    

3.    How well do you know your competitors’ products?
       When was the last time you studied their stuff?
       Practice answering a question a client might ask.

4.    How is your listening?
       Take time and listen to some educational stuff or other people talking.
       Did you really get what they where saying?
       Take time and listen to your spouse.
       Take time and listen to your children.
       Practice understanding what was really said.

5.    Work with a partner.
       Let some else who is honest tell you how you are doing.
       Let them play the buyer.
       Would they buy from you?  
       Where do you need improvement?


These are just a few things that you can practice.
Remember that to be great in sports, music and most other things in life,
you need to practice – now apply that logic to selling.

I know you think you are that good.

And as I always say – it is very critical to be positive and have that great attitude.

However, just like in sports and entertainment – to stay on top you have
to practice.

If you want to stay on top in selling – then you better start practicing every day.

Could you use some help to get there?


Want to find out?
Come on out to our great event this October 22 and 23, 2015.

 

Marketing Automation Boot Camp

Right outside of Philadelphia, PA on on the Campus of Rowan University at the Marriott Hotel.

 

Two days of hands on, interactive training – all for only $97.

 

To learn more:

http://marketingautomationbootcamp.com