Been There, Done That
This year marks my 38th year in sales. I have had a great career. Selling afforded me an opportunity to, as has been said, to be what I could be”. A lot of these years I was off on entrepreneurial journeys, reaching for the gold ring. I grabbed it once in a while, lost it a few times.
Earn Baby Earn
There is nothing purer to me as a salesperson than to be compensated fairly for performance. No matter the details of the pay plan, selling more means earning more.
When my enlistment expired, I came home to Michigan and entered the workforce. There were more Aviation Electronics Technicians than available jobs. I had a young wife and baby girl to support, so I had to go to work. I took my first sales job…small salary with a nice commission plan. I was off on my excellent adventure.
Learn Baby Learn
My Sales Manager and Branch Manager, Joe Pessendorfer and George Gianacopolis, encouraged me to enroll in the Dale Carnegie Sales Training program. What good advice that was. If you’re fixing cars, a Motors Repair Manual is essential. If you are in sales, the “Five Great Rules of Selling” will show you the way. I attended Dale Carnegie and learned how to sell. Since 1970 I have participated in just about every other sales class, seminar, conference or event that came to town.
Take What You Need, Leave the Rest
Mark Thelen, Zig Ziglar, Brian Tracy, Tom Hopkins and Max Sachs are some of the great teachers of selling over my career. I have seen all of them and others. I have studied, absorbed and applied the best of their material. These great sales teachers speak to the spectrum of strategies, tactics and motivational issues that face salespeople on a real time basis. After all, how do endure a career where failure is the norm and success is an exception? To sustain and succeed as a professional salesperson you need to understand the lay of the land and you need to study and apply the lessons offered by those that have gone before. In my opinion, there is no bad sales training. There is good, better and best sales training. You don’t have to accept or agree with everything taught, just be sensitive to good ideas and advice and make them yours. Leave the rest behind.
You Don’t Know What You Don’t Know
I was at a meeting recently with the executives of a local automotive supplier. Others attending the meeting were representatives of the state and county. I was there as an independent sales “turn around” consultant. The company is in a free fall. Sales have disappeared. Many of their customers have gone bankrupt or have just closed their doors. The phone isn’t ringing and the clock is running. Their sales force needed a sales “tune up”, some strategic planning and intense hands-on support.
I just happened to be sitting at the end of the big conference table looking directly at the CEO who stared at me and declared that “You can’t teach selling”. The comment was directed at me. My initial thought was that people learn how to make biscuits and gravy, how to tune a guitar, how to throw a curve ball, how to grow tomatoes…and how to sell.
I wish the gentleman well. He was very successful in the old days. The old ways worked then, why not now? Pick up the phone…pound the rock. Reflecting on the moment, I had a vision of a Japanese Army Officer, in World War II, charging a Marine machine gun with a sword.
Shameless Self Promotion
In the spirit and in honor of all sales trainers and coaches that have gone before me, I am going to host sales training events on Tuesday morning’s beginning on October 14th. The material is about strategies, tactics and tools to sell more and win in a difficult economy. The first four Tuesdays will focus on salespeople and the sales process. The last two Tuesdays will focus on all of the issues related to employing salespeople, Building and managing a sales staff is a very difficult job, based on the reality that most sales people under perform or outright fail. The details are posted on www.davebilbrey.com
Zero Comments
Some of you have pointed out that I don’t have any comments posted to my blog. I know that you are “out there”. To comment, please register, or send me an e-mail dave@davebilbrey.com
Sunday, September 28, 2008
Thursday, September 25, 2008
Change and Reality
There are a couple of things I always try to stay in touch with. These two are change and reality. I can’t say that I really like either one, but they are real, they are formidable and can cause us lots of problems if we ignore them.
Change
Things are changing rapidly in the business world. In Michigan, the automotive industry has changed over time…not for the better. The trickle down effect of the domestic automotive decline has touched the lives of everyone from auto workers to my barber, Mike. Things have changed and will never be the same.
I remember a friend telling me how difficult it was to sell copy machines in the early days. More often than not, he was confronted with objections like “What do we do with all of this carbon paper?” We've fought change forever.
In 1982 my company sold computer hardware and software to doctors. When 190 megabyte hard drives became available they retailed for $9,750. We made $3,000 on each sale and could not keep up with the demand. Those were the good old days for computer hardware (happy dreams material). Now I can buy a 4 gigabyte thumb drive for about $20 at the drug store. Somewhere along the line we stopped selling hardware. Things changed.
Ten years ago, my software vendor sold to a bigger company who dumped a bunch of rules on the reseller channel. The changes were not well received. There was a lot of complaining by the resellers. Matt Lefkowitz, a colleague from San Francisco, suggested that we all read “Who Moved My Cheese”. It was a small and expensive book that pointed out that the “cheese” was gone…get over it and move on.
Reality
I have sold and supported software for small manufacturers in Michigan for over a decade. My “cheese” is gone, at least for the foreseeable future. That is reality.
Software is just about the last thing on the mind of most Michigan manufacturers. Many are struggling to deal with the changes forced upon them by the downturn in the domestic automotive industry and because of other slow economy issues.
Change and Reality Create Opportunity
I love the sales profession. “The nuts and bolts of selling” is the tag line for my Sales Mechanics seminars, speeches and books that have been my hobby over the years. Selling is a science and an art that requires “blocking and tackling” skills. Selling can be taught and can be learned. I enjoy helping people analyze and solve sales problems. My clients and prospective software clients need sales support a lot more than software.
The Problem
My manufacturing software prospects can’t buy software because of slumping sales. Most are in survival mode.
My Solution
Help local manufacturers enter new markets, meet new customers and build their sales back to profitable levels.
The New Me
So, there you go. I’m making a difference, day-to-day, one company at a time. It is sure fun helping people understand, deal with and overcome the changes and the realities facing small manufacturers in Michigan. If you know a company that needs this type of help, please send them my way. dave@davebilbrey.com
Change
Things are changing rapidly in the business world. In Michigan, the automotive industry has changed over time…not for the better. The trickle down effect of the domestic automotive decline has touched the lives of everyone from auto workers to my barber, Mike. Things have changed and will never be the same.
I remember a friend telling me how difficult it was to sell copy machines in the early days. More often than not, he was confronted with objections like “What do we do with all of this carbon paper?” We've fought change forever.
In 1982 my company sold computer hardware and software to doctors. When 190 megabyte hard drives became available they retailed for $9,750. We made $3,000 on each sale and could not keep up with the demand. Those were the good old days for computer hardware (happy dreams material). Now I can buy a 4 gigabyte thumb drive for about $20 at the drug store. Somewhere along the line we stopped selling hardware. Things changed.
Ten years ago, my software vendor sold to a bigger company who dumped a bunch of rules on the reseller channel. The changes were not well received. There was a lot of complaining by the resellers. Matt Lefkowitz, a colleague from San Francisco, suggested that we all read “Who Moved My Cheese”. It was a small and expensive book that pointed out that the “cheese” was gone…get over it and move on.
Reality
I have sold and supported software for small manufacturers in Michigan for over a decade. My “cheese” is gone, at least for the foreseeable future. That is reality.
Software is just about the last thing on the mind of most Michigan manufacturers. Many are struggling to deal with the changes forced upon them by the downturn in the domestic automotive industry and because of other slow economy issues.
Change and Reality Create Opportunity
I love the sales profession. “The nuts and bolts of selling” is the tag line for my Sales Mechanics seminars, speeches and books that have been my hobby over the years. Selling is a science and an art that requires “blocking and tackling” skills. Selling can be taught and can be learned. I enjoy helping people analyze and solve sales problems. My clients and prospective software clients need sales support a lot more than software.
The Problem
My manufacturing software prospects can’t buy software because of slumping sales. Most are in survival mode.
My Solution
Help local manufacturers enter new markets, meet new customers and build their sales back to profitable levels.
The New Me
So, there you go. I’m making a difference, day-to-day, one company at a time. It is sure fun helping people understand, deal with and overcome the changes and the realities facing small manufacturers in Michigan. If you know a company that needs this type of help, please send them my way. dave@davebilbrey.com
Tuesday, September 9, 2008
Create New Business by Going A.P.E.
An Astute Observation
I got a haircut last week. Mike, my Barber, is certain that Michigan is in a recession. Mike is a pretty smart guy, so I always consider his opinion.
Regional manufacturers and suppliers, particularly those tied closely to the automotive industry, are struggling due to the slowdown in automotive sales and because of general economic conditions. In order to survive, many have downsized their operations leaving expensive machines and skilled workers idle. The trickle down effect on the community has been devastating
Most of these manufacturers acutely understand that they have to fight to secure new business in order to keep their doors open and to return to prosperity; and they must move quickly.
The obvious answer to the problem is to continue working with their remaining existing customer bases while searching for new customers in other industries where their products and services are needed. This is a tall order for any organization, regardless of industry sector.
For most, business has been secured over the years by referral, entertaining and through formal RFP processes. Often the business development for any manufacturing orders was often a long and time consuming process. The processes by which manufacturing services are sold and bought have changed; and they may never be quite the same again.
The business development challenge for most small to mid-sized manufacturers is crafting and implementing focused, hard hitting outreach programs and the time required to locate new markets and develop new customers. Most need to hire a professional talent to turn things around, while some are up to the challenge.
Proven Plans for Recovery
Sales recovery plans are based on the application of sound principles and the use of powerful sales and marketing tools that facilitate locating, approaching, engaging and closing new business from new customers.
Going “A.P.E.” and Getting Results
The “A.P.E.” process is a straightforward assault on what’s bothering Mike the Barber and everyone else in the region. The steps in the process are analysis, planning and execution.
1. Analysis
The process to develop new customers in new markets starts with analysis. The analysis includes an clear understanding of everything about a company’s history, their products and services, their customer base, their value proposition and any differential advantages. This information is fundamental to developing meaningful outreach programs and hard hitting messages for those programs.
2. Planning
After a clear understanding of the existing “environment” is established, specific business information can be used to identify new markets, potential customer profiles, compelling messages and a “connect the dots” plan to execute.
3. Execution
The final step to go “A.P.E.” is in the execution of the plan, including the acquisition of lists and tools, staff training and management of the staff and activities. This means sales calls, trade shows and other activities at the request of the manufacturer.
If you decide to go “A.P.E.”, focus on the process, work at breaking out of your current situation. You will see results and be on your way to turning things around permanently.
I got a haircut last week. Mike, my Barber, is certain that Michigan is in a recession. Mike is a pretty smart guy, so I always consider his opinion.
Regional manufacturers and suppliers, particularly those tied closely to the automotive industry, are struggling due to the slowdown in automotive sales and because of general economic conditions. In order to survive, many have downsized their operations leaving expensive machines and skilled workers idle. The trickle down effect on the community has been devastating
Most of these manufacturers acutely understand that they have to fight to secure new business in order to keep their doors open and to return to prosperity; and they must move quickly.
The obvious answer to the problem is to continue working with their remaining existing customer bases while searching for new customers in other industries where their products and services are needed. This is a tall order for any organization, regardless of industry sector.
For most, business has been secured over the years by referral, entertaining and through formal RFP processes. Often the business development for any manufacturing orders was often a long and time consuming process. The processes by which manufacturing services are sold and bought have changed; and they may never be quite the same again.
The business development challenge for most small to mid-sized manufacturers is crafting and implementing focused, hard hitting outreach programs and the time required to locate new markets and develop new customers. Most need to hire a professional talent to turn things around, while some are up to the challenge.
Proven Plans for Recovery
Sales recovery plans are based on the application of sound principles and the use of powerful sales and marketing tools that facilitate locating, approaching, engaging and closing new business from new customers.
Going “A.P.E.” and Getting Results
The “A.P.E.” process is a straightforward assault on what’s bothering Mike the Barber and everyone else in the region. The steps in the process are analysis, planning and execution.
1. Analysis
The process to develop new customers in new markets starts with analysis. The analysis includes an clear understanding of everything about a company’s history, their products and services, their customer base, their value proposition and any differential advantages. This information is fundamental to developing meaningful outreach programs and hard hitting messages for those programs.
2. Planning
After a clear understanding of the existing “environment” is established, specific business information can be used to identify new markets, potential customer profiles, compelling messages and a “connect the dots” plan to execute.
3. Execution
The final step to go “A.P.E.” is in the execution of the plan, including the acquisition of lists and tools, staff training and management of the staff and activities. This means sales calls, trade shows and other activities at the request of the manufacturer.
If you decide to go “A.P.E.”, focus on the process, work at breaking out of your current situation. You will see results and be on your way to turning things around permanently.
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