52 Refer to This
Alan Weiss
NOVEMBER 5, 2020
The next time a prospect asks for references: • “Every person I give you will rave about me. What is that going to prove?”
Alan Weiss
Wait A Minute, People Pay Me, I Don’t Pay You!!
Alan Weiss
OCTOBER 28, 2020
I’m happy to provide interviews for both broadcast and print sources. About 99% of them are run by honest, well-intentioned organizations, some of whom have vast networks that help me, and some of whom I’m helping by building their networks. Fine with me.
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Get Out on the Field
Alan Weiss
NOVEMBER 16, 2020
I was watching a football game played in a torrential downpour last night. Everyone showed up, no one complained, they did their jobs. It was decided on the final plays.
One Step At A Time
Alan Weiss
OCTOBER 13, 2020
Focus your buyer. If there is “overwhelm” or chaos, or simply too many priorities, just suggest: “Here’s what I think we should do first. Then we’ll see about the rest.” ” Business of Consulting
The Best Sales Forecasting Models for Weathering Your Goals
Advertiser: ZoomInfo
Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!
Evangelism
Alan Weiss
SEPTEMBER 19, 2020
The future of selling is all about evangelism. Are your customers and clients “marketing” for you by word-of-mouth and unsolicited referrals?
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The Best Customers
Alan Weiss
NOVEMBER 4, 2020
We have patronized a restaurant in town here since it opened (as well as two of its sister restaurants in New York and one in Palm Beach).
A Little Education
Alan Weiss
AUGUST 13, 2020
If your proposal isn’t accepted, ask the buyer: “What could I have done better or differently to have been successful in working with you?” ” If you find a pattern, you’ll know what you have to change.
Seismic Shifts
Alan Weiss
NOVEMBER 9, 2020
There was a 3.6 magnitude earthquake in this area of New England yesterday, only the ninth of its kind since the 1700s. We’ve never had a stronger one. In California, it wouldn’t even merit discussion.
Power
Alan Weiss
NOVEMBER 2, 2020
As I see it, the main sources of power in business and society: Hierarchy/bureaucracy: What you can control. Leverage: Who you know. Money: What you can buy. Expertise/talent: What you can do. Bullying: Who you can intimidate. Charisma: Whom you can attract.
B2B Pocket Playbook: End-to-End Guide to Sales Enablement
Advertiser: ZoomInfo
Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.
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Guess What?
Alan Weiss
AUGUST 31, 2020
Marshall Goldsmith and I, writing Lifestorming together, agreed that if someone intent on improving something can’t get it done (or substantially begun) in 30 days, they’re not able to do it without help.
I’m Not from the IRS and I AM Here to Help You
Alan Weiss
OCTOBER 30, 2020
It’s stunning how many people go into consulting who don’t feel comfortable approaching people to offer help. Why else are you here? If you just want to prance on a stage, or direct projects in an organization, or conduct interviews, then you can get a job as a subcontractor who never has to market personally. Of course, that will pay much less.
Confirming
Alan Weiss
OCTOBER 25, 2020
Since I began my Crisis Coaching programs I’ve also begun confirming all my calls for the following day, either the prior afternoon or early in the morning. I simply send a BCC email to maintain privacy to those scheduled, asking for a reply only if someone needs to reschedule.
Non-Mediation
Alan Weiss
OCTOBER 18, 2020
I’ve been called upon, as I’m sure many of you have, to mediate disagreements within client organizations.
Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection
Advertiser: ZoomInfo
This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.
Where Did You Hear That?
Alan Weiss
OCTOBER 16, 2020
If you read something in the public domain, e.g., a newspaper or magazine, hard copy or electronic, you may use the facts therein.
Weaponizing Volatility
Alan Weiss
SEPTEMBER 18, 2020
People who have communities, formal or informal, have been far more successful during the pandemic restrictions. By “successful” I don’t mean sustaining themselves, or minimizing losses, I mean growing their businesses.
TDTC
Alan Weiss
OCTOBER 7, 2020
Total Days to Cash (TDTC) is the amount of time that elapses between your being paid and the signed proposal or agreement. If it’s “net, 30 days,” your TDTC is 30. But if the client takes an additional 30, then it becomes 60.
Value Is Not Diminished by Distance
Alan Weiss
OCTOBER 5, 2020
I spoke on (my) Saturday morning via Zoom for the virtual meeting of the Professional Speakers Association of South Africa. They are a wonderful group of people and were a great audience. My session was exactly on time and I had excellent questions from the group.
Marketing-Led Post-COVID-19 Growth Strategies
Advertiser: ZoomInfo
Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.
Business Thermometer
Alan Weiss
SEPTEMBER 2, 2020
I’m coaching people at the moment in 16 countries and all across the US and Canada. Here is my anecdotal finding at this point: 40%: Doing quite well, either at the same high business level as pre-pandemic or at a higher level.
Archimedes and Sales
Alan Weiss
SEPTEMBER 28, 2020
We hear a lot today about “scalability.” ” I prefer the word “leveraging.” ” I believe you achieve the former thought the latter. For example, there are three monetary components potentially present in any “sale”: The immediate assignment or project.
Emergence
Alan Weiss
SEPTEMBER 26, 2020
Join me for a free livestream event on Emergence, Sept. 29 at 11 Eastern US time: [link]. It will be recorded so you can watch it at your convenience. I’ll be talking about what to expect in the months ahead, how to leverage success, and how to prepare for next time!
Symbolism
Alan Weiss
SEPTEMBER 12, 2020
While it’s important to bring injustice and everyone’s accountability to eliminate it to public attention, I think you would agree that key is to do something about it and not merely acknowledge it.
How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales
Advertiser: ZoomInfo
Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”
Help Is Here
Alan Weiss
JULY 1, 2020
A meeting with a prospect is not an adversarial relationship. I’ve heard “sales experts” spout that someone makes a sale, either you with your product or service, or the prospect by rejecting you. That’s pretty sick, and I mean that in the conventional sense as dysfunctional. A meeting is an opportunity to try to help someone where, ultimately, the other party receives huge benefits and you receive equitable compensation.
Come Fly With Me. Not.
Alan Weiss
AUGUST 26, 2020
Yesterday, I had a 7 am coaching call with a client in Melbourne, the following one in Taipei, and a third in Oslo, all by Zoom. Later, I had one in Shanghai. Are you allowing “restrictions” to restrict your thinking and innovation?
Survival or “Thrival”?
Alan Weiss
JULY 14, 2020
If you allow yourself to deal with low-level people in organizations, you will be considered their peer and executives will not deal with you any more than they want to deal with them. If you seek to work with Human Resources because those people will talk to you, you won’t be talking to true buyers. HR people can say “no” but not “yes.” ” Your intellectual property, body of work, brand, and demeanor must be relevant to buyers and focused on them.
Speakers: You BUILD your value to raise fees, you don’t LOWER your fees because you fear reduced value
Alan Weiss
AUGUST 22, 2020
Stop viewing remote speaking as a disadvantage and of less value. Make a case that it’s more valuable. The speaking profession took a hit because most “professional speakers” are also lousy marketers (they give advice that they can’t follow themselves.). The client has fewer expenses, the logistics are easier. Be proactive: 1. Do not touch your fees and consider raising them for speaking (see below).
Marketing Ops: The New Revenue Hero
Advertiser: ZoomInfo
As data continues to play a starring role in today’s B2B organizations, both marketing and sales operations professionals are poised to solidify their place as critical revenue drivers. In particular, the evolution of the Marketing Operations (Ops) role has created a new standard in marketing and has become a vital component of an organization’s success.
Tennis or Chess?
Alan Weiss
AUGUST 5, 2020
People will agree to purchase your services, to engage with you, as a result of an intellectual, rational conversation. But they won’t necessarily agree to do it quickly.
Choices
Alan Weiss
JULY 30, 2020
If you approach a prospect as a sales person, or vender, with a program or service to sell, you will be seen as a commodity. The prospect will focus on price comparisons and decide whether your particular alternative is needed and appropriate under current conditions.
The High Speed Lane
Alan Weiss
MAY 14, 2020
Since I’ve offered a special coaching program for people during the pandemic, and combining this with the ongoing coaching I’ve been doing, I can report to you these empirical facts: People who call clients, recommenders, and prospects regularly (daily, at least 3-4 calls) have consistently obtained more substantive meetings and business than those who do not.
Following Up, Down, and Sideways
Alan Weiss
JULY 18, 2020
I received two separate apologies this week from people who owed me responses but had found my original email in their junk folders. Like me, they check their junk folders before erasing them.) I understand that these things happen, and was about to follow up anyway. Don’t assume someone has “gone dark.” ” And never assume that by following up you’re harassing or hounding someone.
What We Learned From Our Own Data-Driven ABM Strategy
Advertiser: ZoomInfo
ZoomInfo has created the following eBook to help other B2B organizations gain insights on how to launch their own data-driven ABM strategy. In this eBook, we will reveal the good and the bad from our own campaign and highlight some key takeaways on how to improve your ABM strategies moving forward.
Pitching
Alan Weiss
JUNE 4, 2020
Even people who purport to be sophisticated sales professionals or “experts” resort to using “pitch” to describe approaching a prospect. The dreaded—and fictitious—”elevator pitch” is supposed to represent how to influence someone between floors. To me, that’s a good technique to get thrown off the car between floors. If you develop a strong brand, people come to you. They seek you out.
Time and Money
Alan Weiss
JUNE 6, 2020
I think it’s time to remind everyone that money and time are priorities, not resources. In other words, “I don’t have the budget” or “This isn’t a good time” are specious excuses. There IS time and there IS money, but they are invested elsewhere. Your job is to demonstrate so much value (or have such a strong brand) that it becomes apparent that the money and time should be reallocated to you because you represent a greater return on that investment.
A Little Advice
Alan Weiss
MAY 16, 2020
People are asking me the same question over and over, so I’ve become pretty adept at the answer. Best practices as the economy reopens: Call everyone of consequence (buyers, recommenders, prospects) until you reach them on the phone. Offer help. Don’t talk about money or projects. Convert as many existing interventions and offerings as you can to remote work. Many of these you should continue even after personal meetings are common again.
Flight Speed
Alan Weiss
JUNE 9, 2020
This morning a very popular and professional local radio host commented that there was an article, he was told, in the New England Journal of Medicine, pointing out that masks were not an effective preventive for the coronavirus. Before posting this on any of my platforms, I thought I’d better check out the source.
Catch Them If You Can: The Passive Candidates Edition
Advertiser: ZoomInfo
With the right tools and mindset, it’s possible to track down this candidate (and many others like them!). How? Simple: By thinking like one. To get started on your search, we’ve gathered clues you’ll need to get in the mind of your passive prospects.
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