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I did it! I gave myself a totally tech free holiday for 10 days and was amazed how it recharged my batteries!
It was exactly what I needed after a busy year and before we moved into 2015 with more lofty goals!
During the Christmas holidays, my family went on a Caribbean cruise to celebrate my parents 50th Wedding Anniversary. My parents, my 3 brothers and our families – total of 16 people (everyone got along and no one even thought of throwing anyone overboard!)
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Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.
Blog
How many selling days do you have available to you this year?
During my tenure as a sales trainer, I have heard countless excuses why sales people did not reach their monthly, quarterly or annual targets. Aside from the traditional “competitor”, “price” and “economy” reasons, I have also heard reps say things like, “I was at a trade show for four days this month”, “The sales meeting took me away from my territory” or other such excuses.
Long-term success in sales doesn’t just happen; it takes planning and strategizing and part of that planning is calculating the actual number of selling days you have available.
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Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.
Blog
I used to think that my aspirations or “dreams” were goals, and at the time that was good enough for me.
Then I started to work at Teneo where I learned that having a dream wasn’t going to make it a reality, but having goals would! I have been practicing developing SMART goals ever since!
Having goals is important in every aspect of your life, from professional to personal. You are never too young to start setting and achieving your goals – so get your family involved too! It can be so inspiring to watch and help others achieve their goals and being a part of the goals process can be rewarding in more ways than 1!
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Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.
Blog
November and December are an optimal time of the year to conduct Business Review Meetings
with your current clients – especially your top clients. A business review meeting is valuable to your clients too! In my years in sales, I found this to be a game-changer to move my relationships from vendor to a more trusting partnership. You can even ask them to invite others from their company to this meeting –other divisions or department heads, perhaps their boss or even key employees.
Here are 7 reasons how a business review meeting can improve your sales results.
- It is a great opportunity to have a purposeful sales conversation with your valuable clients and find out what is working, what is not working and your recommendations to improve the relationship or the services you provide.
- Understand their goals & initiatives for 2015. This is most important – when they start talking listen for opportunities on how you can help them.
- Position you as a valuable resource to review the year and begin planning for the entire next year, rather than project by project or visit by visit.
- Many companies are in planning and budgeting mode, right now which makes it an ideal time to secure your services for next year.
- Your clients are challenged as to what they are going to do better or differently next year. A business review meeting is a great opportunity to brainstorm with them and provide recommendations. This positions you as a business resource, not just as someone who sells a product or service.
- Your competitors are not doing it!!! This is an incredibly effective way to keep your competitors from getting in the door with your top clients.
- Your client relationship might be a bit rocky. That means a pro-active approach on your part to discuss the current issues and how you can resolve them will position you more favorably.
Here’s how you position the meeting.
I recommend a personal telephone call and you can leave them a personalized voice mail message (yes – they still like it!) and then send them an email with at least 2-3 date options and times.
“We have been working with you during the past xxx years, we would like to schedule a Business Review Meeting with you to review the past year and your plans for next year…”
Business Review Meeting Agenda
Like the idea, but not sure where to start? We have created a Business Review Template for you to use. Click here to download it.
Now…create a list of your top 3-10 clients, pick up the phone and schedule this Business Review Meeting. You’ll be amazed at how well this meeting is received and how you’ll secure a stronger partnership (and revenue) for 2015…or fix a rocky client situation. Let us know how your Business Meetings go with your client. Email me at lisa@teneoresults.com
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.
Blog
I just ran my 5th half marathon (21.1 km).
The training and actual sales race allowed me to do lots of thinking during the run and how it relates to sales – especially as we move into the fourth quarter and get closer to the sales finish line.
Let me share what I learned about sales during this half marathon…
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.
