Daily Archives: Saturday, December 26, 2015

  • Social Selling the Winning Combination

    Social Selling Importance

    I read another article this morning predicting that by 2020 fifty percent of salespeople will be looking for new careers. By the way, some pundits predict that number will be much higher. With a buyer’s ability to do early stage product and solutions research, and often a disdain for being forced to work with salespeople (who waste their time) just to make a purchase, I believe it.

    While the buyer’s journey has been evolving, salespeople have been slow to wake up and change how they do things. Now that the concept of social selling is being touted as the ONLY thing you need in selling, I fear that salespeople are in danger of making themselves even more irrelevant. After all, it takes more than a well written social profile or a few connections, clicks and likes to achieve sales objectives.

    There is no easy button called social selling. Like all aspects of being good in sales, how you utilize social channels as part of your sales process takes work. Patience, planning, the right mindset and sales and technology skills all factor into the success equation too. In response to a different kind of buyer, salespeople and their leaders need to change their mindset and selling behavior. You cannot slap new technology – social channels – onto outdated sales approaches and expect to win. Cheesy selling, or is that sleazy selling, is still cheesy and buyers hate it. Adopting a new type of selling mindset means change. It means doing things differently, regardless of what worked back in the day.

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    Like anything new, there is a learning curve. Adoption takes effort, time and planning. As I’ve written about often, jumping straight to tactics is one of the primary reasons that many salespeople are floundering around trying to figure out how to make social selling work for them. From my point of view, you need three things to succeed: strategy, skills and execution.

    Strategy – It is tempting to want to skip right over this important first step. You may be thinking that there isn’t time to create a strategy; you need more sales now. Make time. If you want different sales results, you need to do things differently. In less than thirty minutes and on one page, as a salesperson you can determine the ideal characteristics of your buyer, what social channels they are likely to use, figure out what training help you need, determine your core goals and establish metrics that you will track.

    If you are a sales leader, do not assume that your marketing team has this covered. Even if they have a plan for using social media on behalf of the business, it probably does not address the specific needs of your sales organization.

    The planning process should answer questions like these and more:

    • Are our sales and marketing goals aligned?
    • Who is our target audience and what do they care about?
    • What social channels are our prospects likely to be engaging in?
    • How can we make it easy for salespeople to track their online connections and track conversations as part of our current CRM process?
    • Do we have a process for capturing leads that come from non-traditional sources like Twitter?
    • Have we created and clearly communicated social communication guidelines to our salespeople?
    • What social networking platforms should our salespeople use?
    • Have we created a training plan to ensure that salespeople are properly prepared and have the right sales and technology skills?
    • How do we define success and what will we monitor, measure and track?

    With more variables to consider in today’s selling environment, there is great risk in ignoring these questions and others. Blindly jumping forward is not the answer.

    Skills – Sellers today need a combination of great sales skills and the ability to use technology to strategically support their goals.

    In a Digital Marketing Digest released by Silverpop last year, they say that “Buyers, fed up with crowded inboxes and irrelevant advertising noise, are shutting out content that isn’t relevant to them and using search and social to control their own buyer journeys.” Salespeople need to develop a completely different approach, but don’t throw the baby out with the bath water. If you are a cold calling fan (I’m not) and it works for you, so be it. But ignore what buyers are telling you – loudly – at your own peril. They’ve had it with salespeople whose only approach is to pitch through feature/benefit/demo dances. Those routines are out of date and waste their time.

    Without training and guidance, many salespeople are short circuiting sound selling principles by using social media to cast a wider net to reach prospective buyers while simultaneously trying to sell to them. This spray and pray mentality only serves to push buyers away. Second chances are hard to come by.

    To solve the skills gap, implement a training curriculum focused on:

    1. Teaching salespeople consultative selling skills, which includes focus on communication, listening, good questioning, strategic thinking, planning and presentation.
    2. Teaching salespeople the effective and strategic use of social media to support their sales process.

    Execution – This is the step that brings everything else together. Execution is about disciplined behavior – salespeople engaging in the right activities consistently and using technology in the right way. It takes sweat equity and any expert who tells you otherwise is a fool. Don’t believe them!

    A variety of sales and social media activities must be well executed. Salespeople need to represent the brand online, generate new leads, reach decision makers fast, differentiate themselves from competitors, present solutions, demonstrate business acumen, manage multiple relationships with decision makers, negotiate deals and close them quickly. Social media plays an important role in today’s selling process, but it is NOT the only thing you need.

    To determine what’s working and what isn’t, sales leaders must diligently monitor and measure the effective execution of sales activities, which includes constantly evaluating the skills of their people and providing the ongoing training, coaching and support that they need to succeed.

    I will close by saying that I’d like you to think of social selling as you might a winning sports team. You need a strategic play book, salespeople with the right skills who execute well at all phases of the game. Would you send a football team out on the field with players in no particular order, hand them a ball and expect them to win the Super Bowl?

    Without the trinity of Strategy, Skills and Execution, salespeople may be seen by more prospects or bring in a few new leads, but they won’t win the big game over time!

    Via: Social Selling

  • Boat Cleaning Products Supplier Shows You How to Read a Nautical Chart

    Boat Cleaning Products Supplier Shows You How to Read a Nautical Chart

    Boat Cleaning Products Professional Suggests The most effective Means to Discover The best ways to Read Maritime Charts

    Raritan Engineering Company your boat cleaning products  professionals want to discuss with you these subjects we thought would certainly be of passion to you this month regarding discovering ways to read nautical graphes.

    Your boat cleaning products specialists as well as lots of entertainment sailors in tiny watercrafts don't consider it essential to have charts onboard. Bad idea, also if you are just operating your regional lake. Perhaps you are not yet a boat navigator, but a chart onboard allows you to contrast exactly what you are seeing with just what you ought to be seeing and also could aid you keep your bearings.

    I did a trainer's clinic a year or two back on Lake Lanier in Georgia. This is a huge lake north of Atlanta. The institution that held the center had to borrow a few boats as well as products from another location on the lake as well as numerous of the trainer prospects volunteered to relocate the watercrafts.

    Nautical graphes are various from maps because they especially illustrate water locations, while maps concentrate on land location, roads, spots, etc. Land areas and also attributes on boat charts are questionable and also are kept in mind only for their passion to the seafarer.

    Numerous of our visitors (that includes you Judy, in your brand brand-new spiffy boat) have actually asked for a tip on reading maritime graphes so we believed we would certainly take a “non-navigators” trip from the Shark River bent on the Atlantic, down the Jersey Shore, in the Manasquan Inlet as well as down the Intracoastal to Ortley Beach.

    Essential pointers:

    Study your graph thoroughly.

    Take a look at the placement where you will certainly begin and also visually follow along the training course you desire to take.

    Try to find “notes” – water depths, obstructions (particularly under water), bridges, high-voltage line or other unusual items that might be a threat to your development.

    Make a note of each of these on a separate paper.

    Boat Cleaning Products Analyst Continues Discussion on Learning How to Read Nautical Charts

    Your  marine holding tanks specialists making use of the Shark River thorough inset, let's presume that we are leaving the Municipal Boat Basin on the south side of Shark River Island. We can see from the graph note that we have a managing width of 50 feet and 7.5' depth from the Boat Basin to the jetty stations. The channel after that widens to 100 feet with a deepness of 18 feet.

    You can discover even more information in addition to get help on marine holding tanks as well as just how finding out the best ways to check out nautical charts at Raritan Engineering Company.

    As we proceed towards the Atlantic, our initial concern will be the boat high-voltage line as well as 2 links that we will certainly encounter.

    The high-voltage line have a clearance of 31 feet so we are all right in our tiny cuddy log cabin cruiser. The first bridge has a straight clearance of 50 feet and also an upright allowance of 8 feet. The second bridge has a straight clearance of 50 feet and a vertical allowance of 13 feet.

    When we have removed these first two links we will be passing the Belmar Basin on the right and the Shark River CG on the. We then will certainly traverse one more bridge with a horizontal allowance of 90 feet and also an upright allowance of 15 feet. Once more, we are fine as we finish cleaning, and also as we pass under the bridge.

    We are currently coming close to a FL R 4sec 33ft 4M “2” HORN marker and a FL G 4sec 10ft 4M “1”. Exactly what do these collection of letters and numbers indicate? Simply put, we will be passing, on our port side, a flashing (FL) red (R) lighted buoy that flashes (at evening) every four seconds (4sec), which is 33 feet high (33ft), can be seen for 4 miles (4M), is noted with the number 2 (“2”), as well as is equipped with a horn.

    As we continue southern adhering to the 30 foot contour line and watching our deepness finder could appreciate the sight of the coastline. From this factor, you currently have the Manasquan Inlet entryway markers in site, particularly after completing cleaning. (Click to see bigger graph) You will transform west to go into the Inlet between the FL R 4sec 30ft 5M “4” and the FL 6sec 35ft 15M HORN.

    When inside the inlet we will simply follow the stations with a deepness of 8.5 feet till we reach R”2″ Fl R 4sec marker. This is where the stations begins to narrow up until we are filteringed system into the quite slim channel at pen C”3″ just before the initial bridge we see returning from sea.

    Despite the fact that the channel currently begins to enter a literally broader location of the Manasquan River, and after you finish cleaning, you note that the channel is noted much more regularly. This is since the water is very shallow (1- 1.5 feet in some areas) outside the network.

    Following we have actually passed R N”6A” and also C “7A” we turn southern into the Point Pleasant Canal, which starts the ICW, keeping FL R”8″ to starboard. This products marker must have a yellow triangle indicating that it is also a pen in the ICW.

    Away we are mindful and continually check our chart for pens and also objects from which we could aesthetically note our location – keeping red pens to starboard as well as environment-friendly to port.

    Although this was a boater-friendly travel covering only around 20 miles, hopefully you get the suggestion how important your maritime chart products can be in making your travels safer.

    So remember these useful suggestions when learning how you can read maritime charts. 1) Study your graph completely; 2) Look at the location where you will certainly start and visually adhere to along the program you want to take; and also 3) Make a note of each of these on a different item of paper.

    Raritan Engineering has more info on boat cleaning products, marine holding tanks, marine sanitation device, and on how to discover how to review nautical charts.

    Via: http://raritaneng.com/boat-cleaning-products-supplier-shows-you-how-to-read-a-nautical-chart/

  • Boat Cleaning Products Supplier Shows You How to Read a Nautical Chart

    Boat Cleaning Products Supplier Shows You How to Read a Nautical Chart

    Boat Cleaning Products Expert Suggests The most effective Way to Discover Ways to Review Maritime Charts

    Raritan Engineering Company your boat cleaning products  experts would certainly such as to show to you these subjects we assumed would certainly be of interest to you this month regarding finding out just how to check out nautical charts.

    Your boat cleaning products experts as well as lots of leisure boaters in small watercrafts don't consider it crucial to have graphes onboard. Bad suggestion, also if you are merely operating on your regional lake. Maybe you are not yet a boat navigator, but a graph onboard enables you to contrast just what you are seeing with exactly what you need to be seeing and can aid you keep your bearings.

    I did a trainer's facility a year approximately ago on Lake Lanier in Georgia. This is a huge lake north of Atlanta. The school that held the clinic had to borrow a couple of watercrafts and products from one more place on the lake and numerous of the trainer prospects volunteered to move the watercrafts.

    Nautical graphes are different from maps in that they specifically depict water areas, while maps focus on land area, roadways, landmarks, etc. Land locations and also features on boat graphes are sketchy and also are kept in mind only for their interest to the boater.

    Several of our visitors (that includes you Judy, in your brand name brand-new spiffy boat) have requested for an idea on reading nautical graphes so we assumed we would certainly take a “non-navigators” journey from the Shark River bent on the Atlantic, down the Jersey Shore, in the Manasquan Inlet and down the Intracoastal to Ortley Beach.

    Crucial suggestions:

    Study your graph thoroughly.

    Check out the location from which you will begin as well as aesthetically adhere to along the training course you wish to take.

    Search for “notes” – water midsts, blockages (especially under water), bridges, high-voltage line or other unusual things that might be a danger to your progress.

    Make a note of each of these on a different notepad.

    Boat Cleaning Products Analyst Continues Discussion on Learning How to Read Nautical Charts

    Your  marine holding tanks specialists making use of the Shark River thorough inset, let's presume that we are departing the Municipal Boat Basin on the south side of Shark River Island. We can see from the graph note that we have a managing width of 50 feet as well as 7.5' deepness from the Boat Basin to the jetty network. The channel then broadens to 100 feet with a depth of 18 feet.

    You can find more details as well as get support on marine holding tanks and also exactly how discovering ways to read maritime charts at Raritan Engineering Company.

    As we continue toward the Atlantic, our very first concern will certainly be the boat high-voltage line and also two links that we will encounter.

    The power lines have an allowance of 31 feet so we are fine in our tiny cuddy log cabin cruiser. The initial bridge has a horizontal allowance of 50 feet and a vertical clearance of 8 feet. The second link has a straight allowance of 50 feet and also an upright clearance of 13 feet.

    As soon as we have actually cleared these very first 2 links we will be passing the Belmar Basin on the right as well as the Shark River CG on the left. We after that will traverse another link with a horizontal clearance of 90 feet and an upright allowance of 15 feet. As soon as again, we are all right as we complete cleaning, and as we pass under the bridge.

    We are now approaching a FL R 4sec 33ft 4M “2” HORN marker and a FL G 4sec 10ft 4M “1”. Exactly what do these series of letters and numbers suggest? Basically, we will be passing, on our port side, a blinking (FL) red (R) lighted buoy that flashes (in the evening) every 4 seconds (4sec), which is 33 feet tall (33ft), could be seen for 4 miles (4M), is marked with the number 2 (“2″), and is furnished with a horn.

    As we proceed south adhering to the 30 foot contour line and viewing our depth finder can appreciate the sight of the coastline. From this point, you now have the Manasquan Inlet entrance markers in website, particularly after completing cleaning. (Click to see enlarged chart) You will certainly turn west to go into the Inlet between the FL R 4sec 30ft 5M “4” and the FL 6sec 35ft 15M HORN.

    As soon as inside the inlet we will certainly just follow the stations with a deepness of 8.5 feet until we get to R”2″ Fl R 4sec marker. This is where the channel begins to tighten till we are filteringed system right into the extremely narrow stations at marker C”3″ simply before the initial link we see returning from sea.

    Although the stations now begins to go into a literally bigger location of the Manasquan River, as well as after you complete cleaning, you note that the stations is noted a lot more regularly. This is considering that the water is quite superficial (1- 1.5 feet in some areas) outside the network.

    Following we have actually passed R N”6A” and C “7A” we turn southern right into the Point Pleasant Canal, which begins the ICW, maintaining FL R”8″ to starboard. This products marker ought to have a yellow triangle suggesting that it is likewise a pen in the ICW.

    Away we beware as well as constantly examine our chart for markers and also objects where we could aesthetically note our position – keeping red pens to starboard and also environment-friendly to port.

    This was a boater-friendly travel covering only around 20 miles, hopefully you get the idea how important your nautical graph products could be in making your trips safer.

    So do not forget these useful tips when finding out the best ways to review maritime charts. 1) Study your graph completely; 2) Look at the location from which you will certainly begin and also visually adhere to along the program you want to take; and also 3) Make a note of each of these on a separate item of paper.

    Raritan Engineering has more details on boat cleaning products, marine holding tanks, marine sanitation device, as well as on ways to learn how to review maritime graphes.

    Via: http://raritaneng.com/boat-cleaning-products-supplier-shows-you-how-to-read-a-nautical-chart/