Three Word Podcast

Episode 127, The Proven System to creating new customers!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 127, The Proven System to finding new customers!

 

Last weekend we all turned our clocks back an hour, and many of you are listening, maybe excited about gaining another hour of sleep. ( Sign me up) Others may be saying I am not a fan of the clocks turning back because we lose an hour of sunlight at the end of the day. 

 

Well, we may not be in control of Daylight Savings Time, but we are in control of not letting our business fall back. 

 

There is a mindset to how you approach your day and your customers. It is taking control of your day and not letting others distract you from progressing. It's your approach to how you run your business. We have to pay attention to our daily activities that allow our business to move forward, grow and not fall back because we can't afford to be in that space of compliance.

 

One sure way to assure your business doesn't retract to make sure you are focused on your pipeline of clients. Each one of us will face some level of attrition. The typical percentage thrown around for years has been 20%. The percentage will vary, but it's coming. So what do you do to protect your income and success? Every day, you have to spend time looking for clients with a problem you can solve, have the resources to implement your strategy, and meet with a decision-maker who can say yes!

 

How do you build the pipeline of new customers? It becomes a part of your solution selling DNA. A University College London study reported, "It takes 66 days on average for a person to get accustomed to a new habit." It is the routines you create that keep your business from falling back.

 

Let me ask you a question.  

Is keeping your sales pipeline full become more challenging?

 

I am meeting my budget and having a great year. 

 

Maybe you are focused on closing your current business? But if you don't have any prospects, you can't close any deals.

 

Or are you so busy you can't find the time to prospect?

 

I have been selling and managing for over 35 years, and one thing I can be sure of is that your current client someday will go away! Your one phone call away from someone canceling. Yes, that cancellation has nothing to do with you and your product or services. But it does impact you and your income. So how do you take control back?

 

So I was thinking about what you can do today to assure you have a strong sales pipeline.

 

What is a sales pipeline?

It's a list of new prospects, customers, opportunities that have determined that you can confidently help solve a problem! The secret is that they just have not met you yet. But you will if you take action to meet them.

 

Why Should your Sales Pipeline Always Be Full

Because you want to control your business, having plenty of sales opportunities prevents you from relying on your current customers or the price-sensitive clients, or the clients that consume your time spend very little. A focused sales pipeline allows you to confidently set the price your product deserves, knowing that there are plenty of other opportunities you can fall back on. 

 

Always be prospecting

Spend time every day to look for new leads on LinkedIn, look for buying triggers in the news, and reach out to new prospects. Your prospecting efforts need to be consistent. Please don't fall into the trap that I am busy with my current client's needs. Or my day is slammed, and I will prospect tomorrow. You see, if you let yourself take a day off one time before you know it, you won't have new leads in your pipeline anymore.

 

Hold yourself  accountable to prospect daily—whatever it takes to make it a habit. Try blocking some time on your calendar, set your phone to remind you that it is time to control your destiny! Ask your manager to hold you accountable or challenge another salesperson to join you in building their pipeline.

 

Be More Social.

Social selling is necessary to survive and thrive in today's modern, digital sales environment. The sooner you embrace this, the faster you will meet quotas, grow your pipeline, gain introductions to decision-makers, maximize profitability.

 

Ask for referrals.

Your current customers are the best source of your next customers. They believe in your product or service, and more importantly, they believe in you. Linkedin is a platform full of introductions to you. You have to identify whom you want to meet. Spend time reviewing your top spending clients on Linkedin to see whom they know too that you see an opportunity. You then ask for an introduction or the ability to use their name when calling or emailing for a meeting.

 

Go Vertical! 

You have account categories that are having tremendous success with you. Build off that success? You own that Vertical. You invest more time becoming an expert in that category. Interview your current client and ask them for the top three challenges they are facing today. You may discover a new challenge that you can help them solve. Use those challenges as opportunities to create a dialogue with new prospects. You will build momentum and have the ability to learn something new from each call. Set up google alerts on that category, so you stay on top of all trends and news on that category.

 

You have to be intentional when building your pipeline of clients. Creating and maintaining your sales pipeline takes focused time and energy. It has to happen when your sales or soaring, not just when your sales are sliding.

 

Pipeline prospecting has to become a way of life for you.  

It is the one thing you do have control over!

 

If you think someone could benefit from this episode, share it, do me a favor, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

 

Episode 126, Learn how Winning Changes Everything!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 126, Learn how Winning Changes Everything!

 

As most of you know, I am a huge NFL fan, and my team is The Cincinnati Bengals - Who Dey!!! Well, the Who- Dey the past seven years have not given their fans a reason to cheer. In 2019 we finished 2-14. Two wins and in 2018 six wins.

 

Well, it's a new year, and The Bengals are off to a great start with a winning record. Who is responsible for this shift? Joe Burrow, our QB, and the other great players are surrounding him. But, one person, Joe Burrow, re-engaged Who Dey nation by showing his leadership, confidence, and winning. Yes, Winning Changes Everything! How we show up, our mindset, our focus, and our belief in doing. Now watching the Bengals, you have a sense they are never out of the Game. They are focused on Winning! And they are Winning with one play at a time.

 

So you may be thinking, Lisa, what do the Bengals winning have to do with me and my business. A lot! Let me ask you a question. 

Do you feel like you are winning?  

What does winning look like for you?

How is your performance this year? 

Are you exceeding your goals? 

Are you making progress?

 

November is the month you have a clear picture of winning. It's a time where you focus on renewals and new business for the following year. You discover whether you will make your goals or fall short?  

 

I was in a coaching session with a sales executive. We were reviewing his year and renewals for next year. I asked him how he felt about his year and the direction of his business. He was a bit disappointed in his performance for the year. He had some uncertainty on several significant accounts renewing their contracts. It was at that moment; I realized I needed to get him back in the Game. 

 

If you are a manager or coach of a team, it is critical to pay attention to your team and notice if one of your players or sellers is going down a path you need to shift. 

 

I had an honest conversation with him. I shared with him that I thought he was at a point of decision. That he perhaps was considering changing careers after 15 years because of his lack of certainty. He agreed, and then I said, you know what I know about you? I know you're driven to be the best! Your key strengths are that you are competitive, relationships with your clients are important to you, and you're a problem solver, and you don't like to lose- you prefer to win!  

 

I said, I understand where you are today, and thanks for being honest with yourself and me. Together we need to create some wins and get you back in the Game! Winning does Change Everything!

 

So we began, designing what that victory path looked like for him. We started with what he could control. He started by scheduling time with his current clients, who have confidence in him, and have the best relationships. He needed to ensure nothing has changed with their business and he the opportunity to discover new challenges they may be facing.

 

His new business plan focuses on verticals he has experience working with and can help them win. He created the list of new prospects, timelines of connecting with them in a very thoughtful strategy. He started setting new meetings, building momentum, and closing business.  

 

See, sometimes it is the little wins like changing your mindset to Impossible vs. Possible. It's taking action, building confidence with those you work with, and discovering how to help other companies succeed by solving their biggest problem—celebrating your daily wins to build momentum for you the next day.   

 

Our days in sales consist of daily cold calls, emails, presentations, problem-solving, and client meetings. The winning routines we establish, the foundation of a successful work ethic and winning mindset. It's what salespeople do beyond selling that makes a difference.

 

Winning does change Everything! So what can you do today to start winning? To perhaps inspire others around you and impact those you Lead! My recommendation is to commit yourself!

Winning begins with YOU!

 

If you think someone could benefit from the Winning Changes Everything episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

Episode 125, Impact your sales and revenue by Seeing The People!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 125, The fastest way to grow your revenue is solving your client's problems. You start with seeing your clients!

 

I wanted to share the impact of seeing a client face to face. I had lunch with one of my account executives and several clients. They call that client-Facing! Yeah, not the old Zoom or Teams calls. I was sitting across from our clients and discussing them personally and their business. You have a tremendous opportunity to solidify your next year if you prioritize this over the next 30 days! 

 

See, many of our clients are working remotely or in some form of Hybrid role and working from home. But we all crave some human connection. Not to mention it may be more fun to get out of the house and have lunch with another human being versus eating at your kitchen counter or your desk! 

 

So let me ask you a question? How many face-to-face calls did you have last week? Last month with current or new clients? It is important to know that number, and I would like you not to count Zoom or Teams calls unless they were out of the market.

 

A new study by global staffing firm Robert Half shows video calls may be wearing on workers. More than (76%) of professionals surveyed say they participate in virtual meetings. Those respondents report spending nearly one-third of their workday (30%) on camera with business contacts or colleagues. Meanwhile, 38% say they've experienced video call fatigue since the start of the pandemic; 26% note that the practicality and novelty of videoconferencing have worn off over the past eight months; and 24% confirm they find virtual meetings inefficient and exhausting and prefer to communicate via other channels, like email or phone. Or in person!

 

Click below to see the entire report:

https://hrexecutive.com/hres-number-of-the-day-video-meeting-fatigue/

 

One of the most valuable ways you and your sales team can spend their time is in front of your clients. Nothing helps you build strong relationships and ensure customer success and renewals like face time. I have found you gain more information when meeting in person, whether for coffee, lunch, or happy hour. A more meaningful conversation happens versus video calls or emails. 

 

Every meeting has a purpose!

Now, you may schedule most customer meetings for a specific purpose, such as product training, discussing services, or a quarterly or year-end business review. But, each session is also an opportunity to build trust, deepen your relationship and identify ways to grow your customer base.

 

We want to be the person they call when they are facing challenges. We want to be the problem-solver!

 

How do you figure out customers' problems?

Many times, you know what they are. One advantage is finding out the problems your client is experiencing way before they experience it. How do you do it? You use AI and keyword research to help guide you. Those of us in Marketing do this every day. You have to understand the buyers' intent to provide a road map to reach those consumers. 

 

Use online research and tools.

I want to share a tool called http://Answer the Public. 

 

AnswerThePublic listens to autocomplete data from search engines like Google, then quickly produces useful phrases and questions people ask around your keyword. The categories consist of the 5 W's, 'how', 'can', 'are', 'which' and 'will'. 

It's a goldmine of consumer insight you can use to create a more meaningful conversation and connect your product and service to your customer.

 

For example, I put in Marketing, and I Clicked on Why is Marketing important?

 

Five reasons why marketing is so important

• Marketing informs. A wAy at attracting consumers in a crowded marketplace, your target audience needs to know why they should choose your business over someone else's.
• Marketing engages. 
• Marketing builds reputations.
• Marketing sells. 
• Marketing grows businesses.

 

You and your sales team can create so many ideas to help you discover so many reasons why clients should meet with you! Find a way to start the conversation, make the competition irrelevant, and provide solutions to your client's challenges.

 

Interview your customers

Getting on the phone and interviewing your clients is invaluable. What a great way to encourage them to help them tell you not only what their challenges are but, more importantly, what problem you are solving for them. You want to ask them, "What good service looks like to them, or tell me a story about a time when we provided good service." That's when you'll start hearing things like, "You are a great listener and provide solutions to my business challenges." 

 

Be a Problem Solver.

Today and every day is an excellent time of year to meet with your current clients and ask when looking at next month, three months, or next year have things changed? You want to ensure you are aware of any issues or challenges they may be experiencing. Like they have a new product launch, they hired a new analytic CEO who needs to see the data on what we are currently doing. The benefit of being a problem-solver is that every innovation creates another opportunity to solve another problem every time a problem gets solved. 

 

So how do we start to See The People? One person at a time. I am asking you to join me on the 30 for 30 challenge. Schedule 30 in-person meetings over the thirty days. Discussions with your key accounts and face-to-face meetings with new accounts. You have the tools you need to earn that conversation. The approach will be refreshing to your customers. And I will leave you with these three words: See The People!

 

If you think someone could benefit from the See The People episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

 

 

 

Episode 124, Questions to ask that will get your prospects talking to you!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 124, The best questions to ask that will get your prospects talking with you!

 

I just attended my Niece Gabrielle and Ryan's wedding! What an exciting weekend away, sharing in their special celebration of Love for each other! 

Although they are only 30, their journey together started 13 years earlier. Just like many of you listening that are in a relationship, you experience so many phrases. The first time you meet, the second date, time passes, and for some, you live together, and you decide to get married for others. A significant moment in your relationship centers around how you got engaged. How did they Pop The Question - "Will you Marry Me?"

 

It is this moment that leads you down the aisle months later. You proclaim your Love in front of family, friends, and those you want to share this special day, just as we did with Gabe and Ryan. As I was watching Gabe walk down the aisle, it brought tears of joy to my eyes. I was so incredibly happy for her. As the ceremony progressed, it was time for the exchange of the rings. This is the big moment we all came to see. The exchange of the rings, the intention, and vows they promise each other before their marriage is made official. 

 

It came to me as I was sitting in this beautiful church, thinking about the journey between them, all the experiences, and, more importantly, the questions they asked each other along the way to get to this commitment.

 

It reminded me of the conversation in episode 123 with Wade Kingsley on being more curious with your clients to help them solve their biggest challenges. Wade shared that when you become more curious, it shows the other person you care about and invest in their best interest.  

 

See, we, too, are setting intentions when we meet a new prospect. We intend to help them solve their biggest business challenges. And how do we do it? By asking questions that show we care. Many of us start with questions like we would ask when meeting someone we were interested in dating for the first time. So, where did you grow up? If you live in Ohio or Kentucky, you will likely ask where you went to High School or College. Most clients expect the typical questions: Tell me about your business? We can google some of those details before engaging in a discussion.  

 

Showing you care about them and their needs, whether a romantic or business relationship, includes asking more profound and open-ended questions.

 

In a relationship, you may go further asking:

What do you want out of a relationship? How do you feel about kids? How many do you envision? What makes you feel inspired? Share a time in your life that brought you such joy and happiness? Share a time that you struggled? Share more. We all have been there, wanting to go deeper in learning more about that other person. I would call it sharing is caring!

 

The same should apply to those you want to do business with or the relationships with your current customers. They deserve to feel the same level of care. Sales is a game of open-ended questions. Unless you ask the right questions, you won't uncover the right needs or understand the correct problems to solve. Not having that information could cost you the deal from the very beginning. We need to ask Open -End questions. A tremendous open-ended question will ensure your prospect answers with enough detail that you can create a follow-up that'll get you closer to solving your client's most significant challenges.

 

I decided to research the best 20 Open-Ended Sales questions to ask that will get your prospects talking to you. Tony Alessandra @TonyAlessandra from Hubspot wrote a great article.

 

Here are a few open-ended questions to get you started.

 

1. May I ask you some questions about your business?
2. You specialize in X. Why did you choose that niche?
3. What are your goals for the following [3, 6, or 12] months?
4. What does your boss hope to accomplish in the next year?
5. How does your company evaluate new products or services before buying?
6. What's holding your team back from reaching your goals?
7. Who are you doing business with now? Why did you choose that vendor?
8. What is the business problem you're trying to solve?
9. What are the priorities for your business/team this quarter?
10. Where do you see the most significant growth opportunities?
11. When is a reasonable date to follow up?

 

https://blog.hubspot.com/sales/10-tips-ask-sales-questions-si

 

So start Popping the Questions to your clients. The answers to the thought-provoking questions you will ask your new prospect or current customers will  show you care and have them saying, " I will do business with you."

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

 

 

 

Episode 123, The Process to Solving Your Clients Problems!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 123, You will learn the process of solving your client's biggest challenges!

 

I have a question for you. Are you looking for creative ideas that will solve your client's business challenges? I think I hear you all saying Yes!!! I share my conversation with Wade Kingsley, who shares his process and how you can apply it to your business.

 

Here is a little fact to consider, Companies that foster creativity are 3.5x more likely to achieve revenue growth of 10% or more than their peers.

 

Wade walks us through the Three-Word process in greater detail.

1. Curiosity- Ask questions to seek to understand where your client's challenge is occurring. Be curious and ask really interesting questions. When you are more curious, it shows you care.
2. Connection - There are no original ideas. It's the connection you create to those ideas in solving problems. 
3. Courage - Be courageous and share your idea with one person and then others.   

 

Wade Kingsley is a Creative Coach and Consultant. Over 25 years, he's worked in the media and marketing industries - with national leadership responsibilities at media publishers and agencies across the globe, including Nova, Dentsu, and Southern Cross Austereo.

 

 In 2017 he founded 'The Ideas Business .' He serves as a consultant to brands by creating ideas that solve business challenges. In 2020, he developed the 'Creative Champions Course,' taking his experience in creative methodology to help empower creative problem-solving in people. 

 

Wade believes everyone is born creative, and he focuses on giving people the confidence to unlock and share their natural creative abilities. In 2021, he was named Australian Ambassador for World Creativity & Innovation Week, a United Nations observed event.

 

To learn more and connect with Wade:

https://www.theideasbusiness.com/

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

 

 

 

Episode 122, The 90-Day Advantage!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 122, You will learn the five questions you need to answer to set yourself up for a record-breaking 2022!

 

Wow, has this year gone fast. We are less than three months before 2022 arrives! It can be a difficult time mentally, especially if you are in sales. You navigated through a challenging nine months of unpredictability. Let me not state the obvious, but you managed through Covid your customer's fears and maybe at times your Fears. Let's take a moment to celebrate the emotional support you gave others and yourself!

 

Many of us have heard of the 90-day challenge. Today we focus on what I call the 90 Day Advantage!

 

How do you take the momentum you built and set yourself and your team as a manager to a better 2022? One word, yes, not three, Progress. See if you're not climbing towards your goal, then you sliding. If you are not learning and growing from each experience, then your slowly dying. We must continue to stretch ourselves at times, take uncomfortable action to progress.

 

See, most people, not the three-word podcasters, wait until New Year's Eve to set their intentions and resolutions for the following year. We want to make an impact long before the ball drops on New Year's Eve, what I call the 90-day advantage! You need to ask yourself today what you do now to make the next day, week, month, and year better.

 

It is essential to build a solid foundation for yourself. I recommend taking your business journal or computer to capture your thoughts. My recommendation is to go to that place where you feel inspired, whether it's a coffee shop, a park, by the ocean, a fire pit, or sitting outside with your favorite beverage—a place where it's quiet, and you have time to reflect and think. Think about your best time to be creative. Is it in the morning? Can you schedule lunch with yourself, or are you a late-night thinker?  

 

You will be way ahead of your expectations while getting a competitive jump on your competition when you answer the following Five questions to set you up for an epic 2022.

 

1. Let's start by looking at your first three quarters of the year. Let's analyze what worked, what stopped you and didn't give you the results you expected. What do you need to learn? What new capabilities do you need to make sure you keep making progress? Where did you feel you gained momentum, gained confidence? When did you feel inspired? 
2. What didn't work? What scared or stopped you? What held you back, and where did you think you fell short this year?
3. What Fear do you have to face to make next year better? What uncomfortable action didn't you take? What did you avoid or ignore this year that kept you from progressing?
4. What capabilities or knowledge do you need to overcome to push you forward? Be honest with yourself, take the next few minutes, and start writing down a list of items that could improve your business.
5. The final question you want to ask yourself. What emotions will you feel when you accomplish your goals? If you had a record income year this year, how did you feel? I am guessing you felt confident, secure, sure, fulfilled, and in control! What is the feeling and emotions you need to maintain into 2022? Lastly, what emotions did you feel because you fell short this year? Disappointment, lack of confidence, uncertainty, and lack of control.

Well, that is all about to change today! Because if not now - when? 

 

What is your next level? I encourage you to keep stretching yourself.

 

Commit to your 90-day advantage plan to set you up for a record-breaking 2022. The opportunities are there for you every day. Let go of the regrets and move forward. 

 

It is time to re-invent yourself! It's time to get a jump on your competitors. Get 1% better each day, gain the capabilities to get you back on track. I will leave you with this thought, Live and work hard today to live easy tomorrow.

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

Episode 126, Learn how Winning Changes Everything!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 126,  Learn how Winning Changes Everything!

 

As most of you know, I am a huge NFL fan, and my team is The Cincinnati Bengals - Who Dey!!! Well, the Who- Dey the past seven years have not given their fans a reason to cheer. In 2019 we finished 2-14. Two wins and in 2018 six wins.

 

Well, it's a new year, and The Bengals are off to a great start with a winning record. Who is responsible for this shift? Joe Burrow, our QB, and the other great players are surrounding him. But, one person, Joe Burrow, re-engaged Who Dey nation by showing his leadership, confidence, and winning. Yes, Winning Changes Everything! How we show up, our mindset, our focus, and our belief in doing. Now watching the Bengals, you have a sense they are never out of the Game. They are focused on Winning! And they are Winning with one play at a time.

 

So you may be thinking, Lisa, what do the Bengals winning have to do with me and my business. A lot! Let me ask you a question. 

Do you feel like you are winning?  

What does winning look like for you?

How is your performance this year? 

Are you exceeding your goals? 

Are you making progress?

 

November is the month you have a clear picture of winning. It's a time where you focus on renewals and new business for the following year. You discover whether you will make your goals or fall short?  

 

I was in a coaching session with a sales executive. We were reviewing his year and renewals for next year. I asked him how he felt about his year and the direction of his business. He was a bit disappointed in his performance for the year. He had some uncertainty on several significant accounts renewing their contracts. It was at that moment; I realized I needed to get him back in the Game. 

 

If you are a manager or coach of a team, it is critical to pay attention to your team and notice if one of your players or sellers is going down a path you need to shift. 

 

I had an honest conversation with him. I shared with him that I thought he was at a point of decision. That he perhaps was considering changing careers after 15 years because of his lack of certainty. He agreed, and then I said, you know what I know about you? I know you're driven to be the best! Your key strengths are that you are competitive, relationships with your clients are important to you, and you're a problem solver, and you don't like to lose- you prefer to win!  

 

I said, I understand where you are today, and thanks for being honest with yourself and me. Together we need to create some wins and get you back in the Game! Winning does Change Everything!

 

So we began, designing what that victory path looked like for him. We started with what he could control. He started by scheduling time with his current clients, who have confidence in him, and have the best relationships. He needed to ensure nothing has changed with their business and he the opportunity to discover new challenges they may be facing.

 

His new business plan focuses on verticals he has experience working with and can help them win. He created the list of new prospects, timelines of connecting with them in a very thoughtful strategy. He started setting new meetings, building momentum, and closing business.  

 

See, sometimes it is the little wins like changing your mindset to Impossible vs. Possible. It's taking action, building confidence with those you work with, and discovering how to help other companies succeed by solving their biggest problem—celebrating your daily wins to build momentum for you the next day.   

 

Our days in sales consist of daily cold calls, emails, presentations, problem-solving, and client meetings. The winning routines we establish, the foundation of a successful work ethic and winning mindset. It's what salespeople do beyond selling that makes a difference.

 

Winning does change Everything! So what can you do today to start winning? To perhaps inspire others around you and impact those you Lead! My recommendation is to commit yourself! Winning begins with YOU!

 

If you think someone could benefit from the Winning Changes Everything episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

Episode 121, Learn how to build a Ryder Cup Sales Team!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 121, Learn how to build a Ryder Cup Sales Team!

This episode focuses on building a better team while understanding that we are a better sales team when we work together!

 

As most of you know, I love golf! I love playing, competing, and watching golf. Many of you joined me in watching the Ryder Cup, Cheering the US team to victory over Europe.  

 

The Ryder Cup has become one of the world's most incredible sporting events. Twenty-four of the best players from Europe and the United States go head-to-head in match play competition every two years. Drama, tension, outstanding golf, camaraderie, and sportsmanship are displayed, captivating millions of us worldwide.

 

Just like the Ryder Cup, we, too, play for something every day. We play to win and make a difference in our customer's lives. 

 

Great teams had great leaders. 

The Ryder Cup has Team Captains. Each team Captain gets the opportunity to coach twelve players. Determine which of their two players best match up against Europes best two. If you're a manager, you hired your players to play for your companies Team. You have the opportunity to match your player's talents with other players on your team and with the best fit for your customers.  

 

Team Worker Makes the Dream Work! 

For a company to be successful, it takes a cohesive team. A team that inspires others to do more for others than themselves. They understand that they are a part of something bigger than themselves. In sales, it's a game of you understanding your role while supporting others on the team.

 

Brian Tracy, a greatly respected author a business expert, had this observation on the importance of being able to be a good team member: "Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, 'What's in it for me?' 

 

 

Who represents your team?

One of the biggest takeaways from the Ryder Cup for me is the makeup of a team. For Team USA, the players are a mix of Rookies ( 1st Time playing in the Ryder Cup), like Tony Finau, Daniel Berger, Scheffler, and Schauffele. Then you have your Veterans, experience players like Jordan, Justin, Johnson, and Koepka.

 

As a manager or coach, it is vital to understand every member of your team. Every sales team consists of individuals with different strengths. 

 

Each team member has varying skills and wills they bring each day. The goal for you is to understand where they are today and where they need to go and guide them there. Be open and listen to the entire team. I have experienced that The newest team members have new ideas and different outlooks that can bring a unique perspective or way of doing business. The experienced team members share a different perspective as well. They have been there and can share things they have learned that can bring a learning experience.

 

Great teams never stop learning.

In golf, you get to learn from every shot you take. You intend to hit the perfect shot each time. But let's face it, you miss a few. The same applies to sales. Successful sales teams thrive in environments where they continually learn and are encouraged to seek knowledge. Consistently effective sales teams are always up-to-date with comprehensive product knowledge, they practice and role-play sales call before they happen, and they're always learning better ways to do things, so they're at the top of their game. 

 

Great teams communicate and collaborate.

The best sales teams communicate with each other. Teams that communicate and collaborate build team rapport and ensure everyone is on the same page collaborate by sharing advice, overcoming obstacles, and providing genuine support. It's always helpful to get multiple perspectives on a particular sales challenge.

 

 

Great teams know what they are playing for every day.

The Ryder Cup players have a goal to win. They know precisely how many points the US Team needs, which is 14.5, to hold the Ryder Cup to share with all of us. Each member knows what they have to do, and so should each team member on your team. Does your team have clear and transparent goals? Find a way to get your team to rise to the occasion of doing something no other team has done. Most salespeople I know love a challenge and the opportunity to be a part of some historic " It's never been done" moment. Set stretch goals and start making history with your sales team.

 

 

Great teams like to celebrate their successes.

The phrase work hard and play hard applies to successful teams. Taking the time to recognize accomplishments creates better energy within the workplace and has a more significant effect on motivating the team to better their efforts. 

 

So, I ask you to join me in recruiting outstanding talent and building a solid team to represent you and your company. Find the players that have the Will and the Skill to take your team to the next level!

 

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

Episode 120, The story behind walking 10,000 steps a day!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 120, The story behind walking 10,000 steps a day and how you can apply the same principal to your business.

 

I was at work and saw a co-worker walking by my office. I said hello, how are you? She replied, getting my 10,000 steps in today. Then the next day, I played golf and asked Anne whom I playing with you riding or walking? Anne said, let's walk the course; I need to get my 10,000 steps in today. 

 

Well, my curiosity got the best of me, and I had to find out the story or who invented the term 10,000 steps? I am guessing many of you listening can relate to finding a way to hit that magical number. Or those over-achievers are listening who find a way to exceed 10,000 steps! 

 

The premise behind walking 10,000 steps is to focus on a goal to achieve each day.

 

So who invented the term 10,000 steps?

 

The 10,000 steps a day target seems to have come about from a trade name pedometer sold in 1965 by Yamasa Clock in Japan. The device was called "Manpo-key," which translates to "10,000 steps meter". 

 

It was a marketing tool for the device; you got to love great marketing! Fifty-six years later, it appears to become a way of life for many. It's even included in daily activity targets by popular smartwatches, like Fitbit, Garmin, or Apple watches.

 

Research has since investigated the 10,000 steps a day target. The fact that study has shown this step target improves heart health, mental health, and even lowers diabetes risk, may, to some extent, explain why we have stuck with this arbitrary number.

 

But while some research has shown health benefits at 10,000 steps, research from Harvard Medical School has shown that, on average, approximately 4,400 steps a day is enough to lower the risk of death and improve your overall health. 

 

So what do the 10,000 steps have to do with your business? It sets a daily goal for you. 

 

What steps and how many do you need to take to ensure you have a productive day—a day that you are mentally engaged and feel good about your efforts. Build momentum and consistency for your business.

 

I was thinking about how we could apply the same principal to our business. Most people don't walk the 10,000 steps at one time. They break it up throughout the entire day. What if you did the same. Break your day into four focuses: 8am-10am;     10 am-Noon: 2pm-4pm and 4pm-5pm.

 

Here are a few steps you can take to stay focused on each day!

 

Beginning of your day. Set Priorities for your day!

To some people, just showing up every day is a success! It's crucial that you take a few minutes to establish the main priorities in your day. 

 

But it is vital that you set your expectations for yourself.

 

Here are some good questions to ask yourself when setting your priorities:

 

*What would I need to accomplish today to make it a great day? Set an appointment with a new client? Convert a pending account? Renew a contract from a current client?

 

*How can I maximize my time today to have a productive day? Limit my distractions so I can focus on prospecting and growing my current accounts?

 

Taking a few minutes to clarify your priorities will significantly help you plan a prosperous day because you will know exactly where you should spend your time.

 

Do it every day! Drink Coffee - yes- but also Prospecting!

If you want to succeed in business or sales, you'll need to get good at prospecting and lead generation. Unless people are calling you, it's our job to create those opportunities. Make sure you schedule your prospecting time at a time during the day when you are most productive. Create focused time to do this and block out the distractions. Review at the end of your day how many prospects you connected. 

 

Keep track of your day.

A successful day starts with knowing where your time and energy are going. 

Do you know where your time goes every day?

Are you aware of how you're spending your time? Could you be busy deleting emails, getting lost on social channels like Facebook and Tik Tok?

Are the activities your doing walking you closer to a conversion?

By tracking your day, you will realize which activities are helping you be more productive throughout the day.

 

Separate your sales calls from prospecting time

There is a difference! It is essential to spend time doing both. I recommend looking at your calendar each day. Do you have prospecting time scheduled, as I shared earlier? How many sales calls have you set for the day? Making sure you spend part of your day selling or providing solutions to your client's issues.    

 

Follow up with a couple of people every day.

Return on Relationship like my friend Ted Rubin says. Some of the most successful people always maintain relationships and cultivate new ones with potential clients and past clients.

 

How do you end your day?

One of the things that successful people have in common is how they end the day. Celebrate the wins and make adjustments to your next day!

 

Start each day by understanding your goals, and have a clear plan for how you'll accomplish them. Our happiness and fulfillment are all about stepping toward progress every day!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

Episode 119, What Filters do you use?

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 119, We discuss creating filters to help you focus your time and energy on the accounts with spending potential!

 

I have a question for you. Do you or your sales team spend their time chasing rabbits or elephants? I know, I hear you. Has Lisa lost it talking about Rabbits and Elephants versus Sales and Marketing?  

 

By the end of the podcast, you will have answered the question for yourself moving forward.

 

Let's see if this scenario sounds familiar, especially if you're in sales. You prospected an account and met with them to share how you could help them. Your thinking, I have the perfect recommendation for them based on their pain points and needs. Your thinking to yourself, this may be the easiest sale yet. And they share they have $4,000 to invest in your program. UGH.

 

So what do you? Go down the Rabbit Hole with the client. You want to make a sale! You give it your best effort to help them solve an issue that done right would cost $25,000. You know how the story ends. They don't get the results they need and either cancel or don't renew your program.

 

The topic of chasing Rabbits vs. Elephants was discussed with one of my account executives during our coaching session.

 

We were reviewing her target accounts she was looking at converting to customers. I always ask the question, Why are you targeting this particular account. Reasons tend to vary. So I asked her to look at her targets a little differently.  

 

I asked her, What Filters are you using when deciding who to call? She hesitated, well I think they are an excellent fit for our products. I said, tell me more. At that moment, I knew she might be spending time chasing Rabbits down holes versus looking for Elephants.  

 

This is a friendly reminder to revisit your sales filters. Discussing what filters you should use to determine your best customers is a great discussion in your next sales meeting or one-on-one coaching sessions if you are a manager.

 

What are your filters? I am not talking about Coffee filters. The filters you put in place that determines which accounts you should focus on getting a meeting!

 

The top three filters I recommend:

1. You want to review your or your companies most successful clients. Do they have the dollar potential and resources? How much do they spend to get results? It will help you understand the time of investment it takes to have a successful program. 
2. Access to the decision-makers.  You don't want to spend your valuable time sharing all your great ideas with the person that doesn't have the authority to say yes.   
3. Are they a fit for your product or service?   Are you stretching some of your clients to fit, or have you discovered specific categories that tend to excel when working with you?

 

Here are a few other filters you may want to consider when determining where to focus your time and energy.

 

Quality versus Quantity. You know the 80-20 Rule. 80% of your billing and income tend to come from 20% of your accounts. Success leaves clues. You want to focus your time on those accounts that make up your income and find more of them.

 

Schedule time on your calendar to focus on developing new accounts.  Spend focused time researching companies that you know you can help. It takes focused time to research and find the decision-maker to start a conversation about supporting and solving their needs.

 

Find the Elephants.  Think Big! It is a mindset. What you focus on, you tend to get. Identify the larger spending potential accounts. Yes, it may take more time, but we are looking for long-term, successful partnerships.

 

Happy Customers! If you missed Episode 115, I share how to get 10-12 referrals from one Happy Customer! Ask your best clients who are spending the most with you for referrals.

 

Market yourself!  Use social channels like Linkedin to position yourself as a resource. Share articles, write a blog, do a video on ideas to help companies grow. 

 

So I will leave you with this. What are you willing to do for your business? The year is ending, and a new one is right around the corner.

 

What will you do in the next 24 hours to create momentum and work smarter?

What filters can you put in place in the next seven days? 30 days? 60 days? 90 Days?

 

One piece of advice, stop chasing Rabbits and Keep focused on Elephants!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .