Alan Weiss

Benevolent Floods

Alan Weiss

We had a huge storm overnight. Our two-acre pond flooded over the driveway and nearly up to our bridge. The flooding “cleansed” the pond, and washes out some of the detritus on the bottom, the decaying leaves, and so forth.

Introductions

Alan Weiss

The key to successfully eliciting quality referrals is to ask for specific names or titles. Example: Would you introduce me to your counterpart in Europe? Would you introduce me to Mary Jones, your CFO?

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Right and Wrong

Alan Weiss

Don’t set out to prove someone wrong, focus on proving you’re right with evidence and examples. Otherwise, you’re involving others’ egos and emotions and you’re going to make your battle more difficult, despite the merits. That’s especially true in groups.

The New Reality About Service

Alan Weiss

We’re enjoying a family vacation here in Vegas. Employees are working very hard, clearly understaffed, especially in restaurants. But it’s all about management. When you give people support and empower them, they can make decisions “on the front line” that are sensible and positive for the customer. But if that doesn’t happen, the labor intensifies and the customer satisfaction declines. I’m spending a lot of money here and needed a power strip for the suite.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

I’ll Have the No Normal® Please

Alan Weiss

The people who talk about “returning to normal” are those people who are going to be bringing up the rear in the new marketplaces. How do conference centers and hotels lure back millions of dollars in convention business when organizations can meet virtually?

The New Sales Alchemy

Alan Weiss

About two years ago I became more disciplined about asking how new clients found me. Over 90% were from a referral from a colleague or reading one of my books (often because of a referral from a colleague). Marketing is not rocket science.

Sales 83

Fire, Aim, Ready

Alan Weiss

I stopped in my hobby store here today to give the owner some business and to stock up. My total would have come to a couple of hundred dollars. But Charlie was morose. I asked what was wrong.

Ideally

Alan Weiss

Years ago an experiment showed that Dunkin’ Donuts customers and Starbucks customers, asked to use the other coffeeshop for a month with all their coffee paid for, all refused to change to the other store at the end of the month. These are tribes, set in their ways and preferences.

Develop the Stars

Alan Weiss

The mistake most organizations make with their investments is in desperately trying to develop all performers to perform at the top levels.

Going to Market Smarter in the New Economy

In 2021, as companies continue to move more functions online, employees will take a more virtual -- and flexible -- mindset and lifestyle in parallel to the digitization of businesses. To succeed, you must change the way you conceive and build new products as a digital business. Download the report today to discover more!

One Step At A Time

Alan Weiss

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

Wait A Minute, People Pay Me, I Don’t Pay You!!

Alan Weiss

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.

Refer to This

Alan Weiss

The next time a prospect asks for references: • “Every person I give you will rave about me. What is that going to prove?”

Evangelism

Alan Weiss

The future of selling is all about evangelism. Are your customers and clients “marketing” for you by word-of-mouth and unsolicited referrals?

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

Consulting 301

Alan Weiss

Most organizations (and consultants) make the mistake of looking externally for “best practices” to apply. In fact, most organizations have internal best practices that are not shared for a number of reasons. I had an auto client who wanted me to study the competition to find out why their service ratings were higher. I asked if any of his own dealerships reached those heights and he admitted that a few did.

Consulting 201

Alan Weiss

If you don’t have a value proposition that is appealing, relevant, and engaging, the point of your arrow is blunted. The aerodynamics are poor and it won’t penetrate anything. It will merely bounce off. If you have a strong brand, people will flock to you, no worries. But to build toward that kind of powerful brand you need a value proposition that provides direction and power for your talents and abilities.

The Best Customers

Alan Weiss

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).

Who’s the First and Last Person You See?

Alan Weiss

When you hire a hostess (over 85% are female, so all you gender-counters forgive me) for your restaurant, wouldn’t a basic criterion be a pleasant demeanor? Isn’t the job basically about getting people seated rapidly and politely (notwithstanding vaccine checks)? If you have a long line of reservations awaiting seating, or constant arguments about treatment from customers, isn’t that a sign of a poor hire (or poorly trained hire)?

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

A Little Education

Alan Weiss

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.

Consulting 301

Alan Weiss

There’s a lot of truth in the consulting advice, “If it hurts when you do that, stop doing that. That will be $50,000.” ” (The last part is my own value-based addition.). Here’s a current version: “Any strategy you had in place pre-pandemic is no longer even vaguely relevant. I’ll help you develop a new one. That will be $100,000.” ” Rinse and repeat. Business of Consulting

Real Interviewing

Alan Weiss

I’ve counseled executives for years to look for energy, enthusiasm, and a sense of humor in job candidates. These qualities can’t be taught or coached, they’re intrinsic. You can teach almost any content to people, but not these behaviors.

Raising Fees Is Step Two

Alan Weiss

If you want to increase your fees, start at the right place: First increase your value in the perception of the buyer. Business of Consulting

How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

Remember Me? The Customer?

Alan Weiss

I invite a contractor to come over and consider some work I need done on my property. You can tell in an instant that I can be a long-term and high-referral customer. He sends me a reasonable proposal three days later. I call, talk to his assistant, and leave my cell phone number. He doesn’t return my call for a week, and then does so on my business line, which is always forwarded. What am I supposed to believe about the quality of his work, responsiveness, and accountability?

A Little Advice

Alan Weiss

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.

The High Speed Lane

Alan Weiss

Stop “Selling”

Alan Weiss

If you can’t enthusiastically convince a prospective client that your points are important to consider and worth pursuing, then: • You’re not communicating well. • You’re scared or intimidated. Your value isn’t sufficient. • You’re not prepared. If you think your job is to “sell” you’re not going to make it. If you think your calling is to provide value and help people, you probably will make it. But you have to manifest and exemplify your value.

4 Data-Driven Steps To Drive Successful B2B Demand Generation

Fact: Good data lives at the core of every successful B2B demand generation strategy. Without quality data, it’s nearly impossible to identify and segment your target audience and create messaging that speaks to their values and interests. Whether you’re stepping into a new position or you’re new to demand generation, learning the tricks of the trade can be, well, tricky. In this eBook, you’ll discover how to improve your demand generation program—and your bottom line.

Money vs. Budgets

Alan Weiss

Don’t confuse “budget” with “money.” ” A “budget” is an estimate of income and outgo with allocations made accordingly.

Let’s Try “Business Media” Instead

Alan Weiss

I’m always asked in my sessions how valuable social media are for marketing consulting/coaching services to corporations. People know my answer, there’s a total silence, breath is held, and I reply, “Not valuable.” ” This is because corporate buyers— buyers —not HR people, don’t troll the internet looking for professional resources. They ask each other.

Media 40

Help Is Here

Alan Weiss

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.

Sales 77

Small Business Shouldn’t Mean Small Thinking

Alan Weiss

The stock market and the economy are two different things, not intimately related. While the market reaches record heights, businesses are closing on Main Street. One thing we can learn is this: The less money you have, the more important are critical thinking skills, particularly decision making. Apple can make a $40 million error, and it’s barely a footnote on the financial reports. But for a small business, making a $40,000 error can be fatal.

The Modern Customer Success Playbook

The evolution of every high-functioning, effective customer success strategy centers around three C’s: connected experiences, an engaging customer journey, and a culture built on customer-centricity. Satisfaction won’t cut it. Quarterbacking your customers to long-term success and growth is proven to combat churn and transform customer success teams into revenue-drivers. But where do you start? Download the playbook today!

Clearing the Decks

Alan Weiss

Triage your clients: 1 Top clients: highest future potential, spending much more than average now, provide referrals unsolicited, positive comments on line. 2 Average clients: some future potential, average spending, referrals sometimes if asked, no comments on line. 3 Poor clients: little future potential, below average spending, no referrals, tend to complain about everything on line. Invest in 1, sustain 2, jettison 3. Business of Consulting