Love

It Just Takes One

What means the most to you in life?

What does it take for everything to be put on hold, without any questions asked.

What if every time we said, “I don’t have time,” we replaced it with the words, “ It’s not my priority.”

How do we prioritize and make time in our lives for what’s important and what isn’t?

No matter how busy or how important something might be to us, there will be certain times in our lives where we will be the closest to heaven we will ever be, until we actually make it there.

When we get to that point the only 3 things that will truly matter is Family, God, and our Health.

Love

We close our eyes when we pray because the most beautiful and powerful things in life are not always seen but can sometimes be felt……

Therefore we do not lose heart. Though outwardly we are wasting away, yet inwardly we are being renewed day by day. For our light and momentary troubles are achieving for us an eternal glory that far outweighs them all. So we fix our eyes not on what is seen, but on what is unseen, since what is seen is temporary, but what is unseen is eternal.Be Kind

Movements

Non Verbal Movements That Help You Sell

You don’t get a second chance to make a first impression.

A well known phrase, but often not taken seriously enough.

When you present your solution to a prospective client, you need to make the best impression possible. No matter how good your product or service is, you need to make sure that a simple little thing like body language doesn’t let you down.

Selling doesn’t just come down to price product, product, promotion, place etc. Presentation is key and poor body language is often the reason many people fail to make the most of this really important stage of the sales process.

Body Language Tips To Impress Your Prospects

You have worked hard to get in front of your prospect. Websites, social media strategies and networking all take time and money before you can even start to think about getting that little MacBook Pro out in front of your red hot prospect to sell.

Think About The Following To Make The Most Of Every Customer Facing Opportunity

And don’t just think this works face to face. Try these tips next time you are trying to sell over the phone or on a conference call. They work whether the prospect can see you or not!

  1. Lean forward – By doing so you will appear committed and interested in what your prospect has to say. It shows you are well engaged and paying attention.
  2. Open your arms – This will help you to appear honest and welcoming to those who don’t know you very well.
  3. Don’t point – If you need to use your hand to indicate something, use your whole hand rather than just one finger. Much less offensive.
  4. Smile – This might seem obvious, but make sure your smile is genuine. You might think that curling your lips up at either end tick the smile criteria, but a full on grin using your eyes will melt the heart of even the coldest prospect.
  5. Positive eye contact – Who believes anyone who doesn’t look at them in the eye? Do your best to present eye to eye in order to build trust in what you are selling. If you are on the phone then just focus on the phone or Skype picture. Believe it or not, that will really help get a positive result for you both.
  6. Use fewer gestures – Think about some of the best interviews ever. Neither the interviewer or the famous person sat opposite fidgeted in their seats, which meant the results were incredibly powerful. If you like waving your hands about to explain a point then try holding something like your pen or your other hand.
  7. Talk low and slow – You have a lot of important benefits to share with your prospect. Talk too fast or with a high voice and they won’t hear or remember anything. If you think you are talking a shade too slow then you are probably speaking at a perfect speed for your presentation.
  8. Strike a pose – People in power always know how to stand. When they walk in a room everyone knows they have arrived. You can do the same. Think Wonder Woman or Superman and your prospect will respect your confidence.
  9. Power of touch – Touching someone gently, in a professional manner is more likely to encourage them to comply with your request. It is a bonding thing. However, be sure that your prospect is a kinaesthetic person first.

If you want to know if you have got your body language right, then try filming your next presentation before you go in front of your prospect. It might feel weird, but it will give you the chance to catch and bin the negative body language, before you need to make it count.

Woman Boss

Women Breaking Barriers

Growing up, I had sales all wrong. I believed salespeople were life-of-the-party types – extroverts who could talk to a wall. I wasn’t like that, and I’m still not. But charisma isn’t what makes a good salesperson.

Top salespeople build strong, ongoing, trusting relationships. We’re not the center of attention. We ask probing questions, listen intently, have engaging conversations, and make connections – which gives women in sales a strong advantage.

Women know how to build relationships. We are hardwired to be nurturers, connectors, and collaborators.

“The best salespeople I know are women.” That’s what men tell me. Why?

Because women:

  • Build strong relationships and earn clients’ trust
  • Have intuition and listen to our gut feelings
  • See the complexities in a deal and dig deeper to find the best solution for each client

Women in sales build relationships differently than men. We love to share stories and delight in pulling out the details, rather than getting straight to the point or being told to “net it out.” We tend to consider the long-term implications of any decision, where men tend to focus on results and completing tasks.

We are also curious creatures; we love to “peel the onion” and get to the root cause of a problem. Maybe that comes from being mothers and aunts. When talking to children, we rarely believe the first words out of their mouths. We ask questions, put the pieces together, fill in the gaps, figure out what really happened, and find a solution – another ability that serves us well in sales.

Ready To Change The Sales Game?

Gender discrimination isn’t nearly as overt as it was years ago. Now instead of being harassed or insulted, women are more likely to be overlooked. To eliminate these subtle gender barriers, leaders and hiring managers must identify and address any hidden biases they have towards women.

Just as importantly, women must take their careers into their own hands. It’s up to us to demonstrate behaviours that change perceptions, contribute to company goals, and accelerate our own success.

Ready To Change Your Sales Future? Here’s how to start:

  1. Get your voice heard. Your ideas and insights are just as valid as your male colleagues’. Yet, every woman I’ve spoken with shares this story: “I’m at a meeting, and I offer a perfect solution to the problem being discussed. No one comments. Then 10 minutes later, a man says almost the same thing, and everyone thinks it’s a terrific idea.” One of my business partners always has her response ready whenever this scenario occurs. She immediately says, “I’m so glad you liked my idea.” The room goes quiet after that.
  2. Ask for advice from people you respect men or women. Listen carefully and adopt what makes sense based on your unique personality and selling style. We all need advice and guidance, and women are way more open to asking for help. We also like to give help. I never thought of myself as a mentor until a fellow blogger challenged me on this. “We are mentors for everyone,” she told me. “We write profusely and speak about sales. People take wisdom and insights from what we share”. How do you find a mentor? Ask. People aren’t mind-readers. Find someone you trust and admire, and start building a relationship.
  3. Step out of your comfort zone to test new ways of working. It’s better to apologize than to ask for permission. Always ask why you’re selling the way you’re selling. If your current sales plan is working, keep doing it. Otherwise, change it up. What works well for one salesperson might not be the right style for you. Find your own groove.
  4. Dress for the job you want, not for the job you have. Even if most of your colleagues show up in jeans and flip-flops, smart saleswomen dress for success. You don’t have to wear a suit and high heels every day, but consider what you need to do to step it up. If you want to advance in your career, you’d better not look and sound like everyone else. You might be the best thinker and innovator, but if you look like you just rolled out of bed, you’ll never get face time with clients…or with people more senior than you.
  5. Make time for yourself and people you care about. Don’t let the corporate world gobble up all your energy and dull your creativity. To be successful in sales, you’ll need plenty of both.

Successful sales organizations in the 21st century will facilitate teams that leverage the strengths of both men and women. Smart sales leaders want diverse teams who bring different skills, experiences, and perspectives to the table. Women are just plain naturals at selling. We know that. Now it’s time to tap into our innate strengths, build confidence, and get out of our own way.

Laptop

Get People To Read Your Emails

Question: How do you know your buyer will open your prospecting emails?

Answer: You don’t. What the buyer does with your message once you hit “send” is beyond your control. But what is in your control is making your email stand out by getting creative.

Your prospects and buyers get emails all day long. Think about that for a minute. If you cannot get your buyer to open your carefully crafted and personalized message, then all of your research and ideas on how you might be able to help go to waste.

With this in mind, the subject line is arguably the most important part of your email because it’s what gets the buyer to open and read. The secret to writing an intriguing subject line isn’t so difficult – you simply need to write something that would be interesting to the potential buyer.

*Note* not something that necessarily interests you. Remember: sales isn’t about you – it’s about them. Always.

I want to zero in on one subject line in particular. In my experience, buyers always say the best way for a salesperson to reach out is through a referral.

Again, put yourself in the prospect’s shoes. Would you rather receive an email from someone you never heard of before, or would you rather receive an email from someone that a trusted friend knows and vouches for? It’s a no-brainer.

Here are three email subject lines that draw on the power of referrals. They work like a charm for me, and I’m sure they will work for you too:

  • “(Name) from X company told me to talk to you”
  • “Alex Brown” (Just put the full name of the person in the subject line and nothing else)
  • “You are connected to Alex – I sold his (product)”

However, these subject lines only work when the connection between your referral source and prospect is legitimate, and the referral source has authorized you to use their name. Don’t go trolling through a buyer’s LinkedIn network to find an obscure common connection, and then drop this person’s name as if you are all best friends. That will just make your prospect mad – not to mention your “referral.”

To get great at referral selling, the #1 thing to do is grow your network. Connect with people you know, people you have worked with in the past, people you work with now, customers, prospects, and anyone else you have a bond with. Then, before you reach out to a new buyer, search them on LinkedIn and see if they’re connected to someone you know.

Finally, ask that person two things:

  • How well they know your potential buyer ( if they barely know each other, don’t use them as a referral).
  • If you can use them as a referral, or better yet, if they will introduce you to the buyer themselves.
Sales Changing

Changing Roles Of Salespeople

The art of great prospecting across different industries and across different kinds of sales reps differs. Though, there is one thing that remains the consistent: the way we as sales reps prospect today (from industry to industry) remains similar.

All prospecting is outbound.

Regardless of if the sales rep found the prospect or the prospect found your company, you (the sales rep) have to reach out to the prospect somehow to connect with them. That in itself is very outbound. It is on the sales rep to connect with the prospect. That process of connecting takes time and effort. You (the sales rep) are the one trying to connect with the prospect regardless of if the prospect knows about your company or not. Regardless of if the prospect sought out your company for your services or not.

Any outlet that could potentially be a way for me to connect or get in front of my prospect I have embraced and will continue to embrace.

I will do anything and everything (off the beaten path) to get in front of a prospect that I think based on my research could see potential value in what we help with.

When I first started working in sales in my early 20’s I did the traditional things a sales rep would do when prospecting. I still do those things and what frustrates me is there are only a handful of outlets that we have added to the traditional mix that a sales rep uses when prospecting.

The normal means of communication when prospecting as a sales rep are:

  • Phone calls
  • Voicemails
  • Emails
  • Direct mail (maybe)

Slowly but surely other outlets of communication have been introduced to sales reps. There are now things like:

  • LinkedIn Inmails
  • Twitter
  • Medium
  • LinkedIn pulse posts from your prospects

Just as buyers have blocked out our voicemails (no phones at their desks, or the voicemail goes straight to email), just like how our buyers have spam filters for emails from people they don’t know, etc. (I could go on and on).

Even if we the sales reps have potential value we can demonstrate to a company, it is getting harder and harder to get those conversations going in the first place.

These things that I see day to day doing my job prospecting not working make me wonder if a change is coming.

Great sales reps don’t just pick up the phone and dial a number. Great sales reps are the ones who research companies and from that research strongly believe they could potentially help that company they researched. We as sales reps need to all become seen as way more helpful. We have to change the stigma of a sales rep from one as salesy to one of helpful.

How will sales prospecting change in the near term and longer term future?

What does 1 year look like from now in the world of sales prospecting?

What about 2–3 years? 5 years? 10 years? 20 years? 50 years?

I am someone who likes to question the way things are done and why they are done the way they are done.

I always have questioned things that I do. Why is it done this way? Why is it not done that way? Why? Why? Why?

I am a curious person with questions that I want answers to. I like to think about the future of the world and future of how sales people will do their jobs.

The thing I love and care about in the world of sales is how we can better help our prospects.

I truly enjoy helping people find something that will help them in their job, change the way they do their job for the better.

This is what sales is for me. For me, sales is about helping and always has been about helping.

Sales is helping people who don’t know they are doing something inefficiently or ineffectively find a better way to do that thing they are doing.

Here is where I see a problem and where in that problem, I see an opportunity that I want to solve.

  • Even if you as the sales rep do all the research in the world.
  • Even if you have great triggers and reasons to reach out to a company because you know that you can help based on what you have researched.
  • Even if those reasons are very timely.
  • Even if that prospect has come to your site a million times, researched your company…

There are still only so many ways for a sales rep to reach out to a prospect and well, prospect them.

Sales reps put so much effort into prospecting a company and the mapped out people in the account but here is what happens to your outreach…

  • 1/2 the time your email won’t even get through to their inbox.
  • They don’t pick up their phones, or they don’t have a phone at their desk, or the receptionist doesn’t let you through.
  • The prospect doesn’t answer inmails. Or let’s be more precise – the prospect just denies your inmail on LinkedIn without even reading it.
  • They scan your Tweet. But don’t respond.
  • They throw your book out that you send to them in the mail because why are you sending this to them in the first place? They have no clue who you are?
  • They block you.

Even if you are the most helpful person, they do not know that because sales people have a stigma of not being helpful.

The prospect knows you are a sales rep.

And a sales person is not who they want to talk to.

Even if you know something the prospect doesn’t know and have a way to help them, they don’t care because once again, you are a sales rep! Sales reps are not usually seen as helpful.

Or at least that is how the sales reps of the past have made the sales reps of the future seem.

What if the prospect that you have researched doesn’t even know a solution exists to their problem? What if the prospect doesn’t even know they have a problem?

But, you as the sales rep think you know something the prospect doesn’t know. You know that you can help them. If only they would pick up the phone and hear you out. If only the prospect would read your email. You put so much work learning about them to find good reasons you might be able to help them.

I would bet that most decision makers would want to know about products and services that could help them in their role or help their team to do better work.

This is why we have a problem in sales prospecting that is begging to be solved.

From both sides there is a need.

The prospect who cares about learning about new technology and new solutions that could help them in their roles…and…the sales rep who does research and has timely reasons to reach out and believe they can help.

This is where the next generation of sales prospecting comes in.

I don’t know what this looks like completely yet. I just know there has to be a change.

What I do know is this…

Prospecting and the way you get in front of your prospect is changing. It is not working the way it used to. People are blocking sales reps out.

In sales we tend to do things over, and over, and over, and over…even if the results aren’t there. Why? Because that is how sales works.

How will we communicate our message and reasons we as sales people are prospecting a company in the first place?

There has got to be a better way, a better way that prospecting should work for the prospect and the sales rep. There has to be a middle ground where it is a prospecting process that helps both sides of the table.

Think of a world where it is all about HELPING and not about necessarily SELLING.

Sure the sales prospecting process might end up in a sale. I envision a world of sales where it is about showing how you could help your prospect. Then the prospect decides if they see value. (The important part is that the prospect might not know you exist. They might not be searching for you or doing research on something like you. Or if they are, maybe they didn’t think of you as an option).

Instead of waiting for the prospect to come to you, it is about you as the sales rep being seen as a more research driven, more helpful and proactive person who presents solutions to potential problems that they might have based on your research that you have done.

I am not talking with the traditional methods we use now. Don’t even think about prospecting with our traditional tools we have today like email, with phone, with Twitter, with LinkedIn, etc…

It is something that doesn’t exist yet. It is something that we don’t use today but will be helpful to both sides of prospecting equation: helpful to the prospect and helpful for the sales rep in getting through to the prospect.

I would love to hear your thoughts.

Conference

Follow Up After Attending A Conference

I’ve just recently returned from a conference and it was an incredible experience.

So it can be pretty overwhelming to return home with a suitcase full of business cards and a ton of great ideas for collaborating, but not have any clue on where to start. For a lot of us, those business cards end up in a drawer, along with all our plans to follow up. So, how do you go about prioritizing your contacts and coming up with a game plan for connecting with them after the conference is over?

Here are seven steps that will help you make gains for your business from your networking efforts:

1. Organize all the business cards you collected into two piles: Now and Later. In the “Now” pile you should put the cards of people to whom you plan to reach out within a few days of the conference taking place; these are your “high priority” contacts. All of the other cards go in the “Later” pile. This will help you to prioritize and feel less overwhelmed by the amount of follow-ups you want to do.

2. Make notes on the back of the business cards you collected to help you with your follow-up. If you have an idea about how you might work with someone you met, write it down. If you talked about something you want to remember, write it down. Memory fades faster than you think, especially if you are meeting lots of different people.

3. Don’t send out any follow-up emails the day immediately following the conference. Everyone who attended is overwhelmed with a full inbox of unanswered emails – your email could simply get lost or ignored among all those other unanswered messages.

4. Personalize every follow-up email you write. People like to feel that you truly remember them so include one sentence in your email that draws upon a conversation you had at the conference or is in some way specific to this particular person. (This is where note-taking comes in handy).

5. Offer something in your email that is useful for your contact. Example: I really enjoyed talking to you about (insert topic here) and I thought you would find this resource (insert name of book, website, blogger, etc.) useful or relevant.

6. Don’t kiss up (too much) in your emails. If you met a great contact – Author, CEO – avoid blatant kissing up. It will come off fake. Keep it real and if you want to pay someone a compliment about something they said or did, do it without overdoing it.

7. When you send follow-up emails, keep them short and include an action step or a question that leads to continued communication. Keep the conversation going to develop a relationship with a contact that you made.

I Love You Mommy

Happy Mother’s Day

Flower Border

Happy Mother’s Day!

So I know we love them dearly all year round, but today is the day to really show it. Shower her with love and attention, spoil her rotten and of course abide by the number one Mother’s Day rule – she’s off duty and banned from lifting a finger.

Unfortunately, I will not be spending Mother’s Day with Momma this year but fear not she will be thoroughly pampered on my next visit to BC on her birthday.

She’s my best friend, my guardian angel, and one of the strongest women I know. I couldn’t live without her.

Look, she’s forever taking care of me…

Mommy

When I started writing this post, I was thinking about how inspiring and amazing Momma is. She has managed to put up with me for 34 years for a start.

But it got me thinking about all the incredible things she’s achieved – raising four children, working hard every single day, living in another country that isn’t the one she grew up in, caring for her own Mom, who is a world away when she became unwell and still being one of the most selfless people I know. She will move mountains for me, my siblings and her grandkids. In fact, she’ll try to move mountains for just about anybody.

We have also just celebrated International Women’s Day, which, at its heart, is about celebrating the achievements of women, past and present, from all around the world. It’s about praising those women who have broken through boundaries, inspired younger generations and given others a voice.

For me, my Mother is my strength, inspiration and support. She has been one of my biggest cheerleaders since I started this blogging adventure. During the times when I have stopped believing in myself, she has unlocked my strength within and encouraged me to keep on going.

Today we celebrate Mothers. But it’s equally important for us to celebrate ourselves.

Whoever you are, wherever you are reading this – you are capable of incredible things.

We can achieve anything we put our minds to. So, let’s continue to break through glass ceilings, chart new adventures, dream big dreams and lift each other. Because when we lift each other, we rise together.

And in the moments of doubt and uncertainty (which are bound to happen), our Mothers will always be there believing in us.

Mommy

Momma, I want to Thank You for helping me to grow into the strong woman I am today and for always having belief in my dreams. I am always thinking of you. Your encouragement on all of my endeavors is all that I hope for and my main goal in life is to make you and Dad proud.

We have been to hell and back and I can never repay you for everything you have done for me. You mean more to me than everything in the world.

When I grow up, I want to be like you – kind, beautiful, strong, wise and just pure awesome.

I LOVE YOU AND I CHERISH YOU MOMMY.

BIG BEARS HUGS, ALWAYS.

And BIG bear hugs to all Moms! I hope you enjoy a glass of Prosecco or two.

Have a cherished Mother’s Day!

New Friends

The World Is A Big Place

Beautiful

People often say that traveling alone is the best way to travel and I wholeheartedly agree. Not only do you have time to get to know yourself better, but you will also be forced to meet other people. Being abroad and having that sense of anonymity is surreal, and it is definitely an experience that everybody should have. I probably had the deepest moments of self-introspection during the few weeks that I traveled alone.

Heaven On Earth

You don’t need to be rich to travel. There are so many people who make excuses from fulfilling their life dreams due to fiscal reasons. However I am a true believer in that if you want something badly enough, you will make it happen.

Paddle Boarding

Don’t be afraid. This is what prevents most people from traveling in the first place. There are a million “what if’s” that cross a person’s mind before deciding to travel. “What if I run out of money?” “What if I get mugged?” “What if I don’t enjoy traveling?” All of these concerns may be legitimate to a certain degree, but most of the terrible stuff you hear happening to travelers are over-blown by the media anyways. Embrace your courage and explore!

Wander

Take the path off the beaten road. Sure the traditional landmarks may be nice and all, but the most beautiful things that I experienced were not the touristy places, but rather those hidden gems that you fall upon in a moment of serendipity. So do not always feel obliged to see what is popular, but just let your curiosity lead you down mysterious alleys, over gracious bridges, and through unexplored tunnels. Relive the child in yourself.

Views

Flying via Ryanair is one of the best ways to travel through Europe. If you book flights early enough, you could go on flights from Paris to Rome for $3.00 (including tax and misc. costs). How the heck do you do this? Well first of all, these seats are special promotion deals and the times that they offer are very limited (super early in the morning, or super late at night). Furthermore, if you are limited in terms of what you can bring (only one carry-on baggage, and it costs extra to bring luggage as well). They bombard you with advertising before, during, and after your flight. But with a little bit of planning, you could seriously have your transportation within Europe for nearly nothing. And it’s so worth it!