Tag Archives for " Business Growth "

FSMSDC, Small Business, Sales Growth

TSE 1100: Hyper-Growing Small Businesses

 

FSMSDC, Small Business, Sales GrowthGrowing a small business requires you to think like an entrepreneur, and we can avoid reinventing the wheel if we engage with experienced entrepreneurs to learn more about hyper-growing small businesses.

The Florida State Minority Supply Development Council connects us with successful entrepreneurs from a variety of industries, and many of them are using the council to grow their businesses. Every business, regardless of size, struggles with some kind of difficulty.

Today, we’ll hear from Ebony Smith and Abdullah Tharoo about how they’ve overcome the big challenges of entrepreneurship.

Accidental entrepreneur

Ebony started her career in oil and gas until she found herself facing an ultimatum from her management team. She was being moved to an office that she didn’t want to occupy.

She took it as a sign to take time for herself. And because of a non-compete clause built into her contract, she took a year off from work and went to coaching school to improve herself and become a better leader.

She quickly realized that the idea of coaching had some legs when a friend of hers called her in need of a coach. Although she only had a weekend of training under her belt, the friend recognized that Ebony had more coaching experience than she did.

She helped her friend return to the workforce after maternity leave and then moved forward from there.

The transition was difficult but she made the decision to invest in herself. She had great savings and knew how to be frugal. She also sold her house in a hot market, which gave her a cushion and time to learn her new profession.

Next level

She found herself at a business development conference trying to figure out how to get to the next level. Ebony knew that she wouldn’t make the same money she had made in her trading career until she became a great coach.

She focused on becoming a good practitioner rather than scaling the business. She said she needed to know what she didn’t know.

She wanted to become the coach that she needed when she was in corporate America.

She and other women at the conference decided to create a mastermind, and through that relationship, she discovered the value of certifications for coaches. Ebony also discovered that there were corporations out there that wanted to spend more than a billion dollars annually with small business.

Since then, she acquired all the necessary certifications for coaching and she said that people recognize her at events now.

The key is to tell people what you do. And then tell them again and again. Eventually, they’ll hire you for a small contract and then they’ll get bigger.

Community

Ebony points to her mastermind as one of the drivers of her growth and success. She also said that her four years with the NMSDC have helped her learn things she didn’t know she didn’t know.

Change of trade

Abdullah Tharoo operates in the credit card payment processing technology industry and he helps companies protect against the credit card breaches that often occur.

People often assume that companies like his gained their success overnight. He said he doesn’t have a scientific answer to explain his growth, but rather he keeps things simple.

About four years ago, he discovered a need to move into a different trade that would allow him to spend more time with his kids and his wife. He stepped back from the family business operating high-end jewelry stores.

He had previously thought that he wanted to really find a way to make a difference in people’s lives and save them money and help them grow. Abdullah recognized that technology was where everything was headed.

Great support

He knew he wanted to be involved in technology, so he did research and he engaged mentors. His family’s support played a huge role in his move forward, as did the mentors.

You need intelligent people outside your situation who can guide you to where you want to go.

He said that although he has been attending the NMSDC since he launched his business, there are some deals he hasn’t been able to close. Despite that, many of those companies have referred him to other people.

Your network decides your net worth. You must have a strong network because the people you walk with are the ones you’re going to become.

NMSDC

Abdullah said he continually returns to the NMSDC to do community service because he meets people there. He meets people who may not be able to directly give him business but who can guide him to the companies that need his service.

Warm introductions are so much better than cold calls. He said he doesn’t make cold calls anymore because he doesn’t have to.

He consciously makes the decision to give something back to the community that gives so much to him. He said people go out of their way to help each other.

A lot of people don’t want to join the NMSDC because they think they can’t reach these big corporations like Disney, NBA, NFL. But if you don’t aim high, you’ll never get where you’re trying to be. The NMSDC is the perfect instrument to get in front of these companies.

Network

He invests most of his time building relationships. Every day, he sets out to meet 10 new people before he goes to bed. On days when he’s behind in his meetings, he’ll sit on the sidewalk and shake hands with people because he hasn’t yet met the 10.

Then, he decides who he wants to keep in touch with.

Make friends who can help you grow emotionally, spiritually, and financially.

“Hyper-Growing Small Businesses” episode resources

You can connect with Ebony at her website, www.ebenumequationcoaching.com, or on LinkedIn @EbonySmithCoach.

You can connect with Abdullah at tharooa@paykoncept.com.

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

Tools for sellers

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Andrei Mincov, Great Sales Leader, Donald Kelly

TSE 1044: Sales From The Street: “Being A Great Leader”

Andrei Mincov, Great Sales Leader, Donald KellyIt’s impossible to overstate the importance of being a great leader when you’re working to build a team or an organization into something that will change the world and make things better for people.

Today’s guest Andrei Mincov founded Trademark Factory in 2013 to help entrepreneurs secure the legacy of their brands and preserve their hard work.

Teams

As you grow your team, as you grow your business, as you grow your dream, as you grow your vision, there comes a time when the leader can’t come up with all the ideas.

In order for the organization to grow, leaders need team members who help generate ideas and who provide initiative to improve things.

You’ll likely have some team members who simply have marching orders or tasks. Others will be responsible to help you move the organization forward.

Those team members will have to have vision. They’ll operate from your inspiration.

Hiring

Finding those visionary team members is different than hiring task-based team members.

Andrei uses small, unique tasks to help make hiring decisions simpler. He might, for example, offer a jpeg with a typo or error in it and ask prospective employees to find the error. The intention would be to measure the candidate’s attention to detail.

He might also ask the candidate to build a video or a graphics project.

This process helps him narrow the field because not every candidate is willing to jump through the required hoops to get the job. It also helps him determine who actually has the necessary skill set to accomplish the work.

Without poring over countless resumes and applications he can narrow the field to the best candidates.

If candidates aren’t excited enough in the beginning to show you what they can do for you, how excited will they be after they are hired?

Growth

Leaders must have a compelling vision in order to grow a company. They should also likely have a track record of successfully accomplishing goals.

Conveying thoughts and messages won’t be enough to lead well. Leadership demands action and results.

People will follow leaders who have vision and a successful track record. The better your business and the better your track record, the more likely you are to attract great people to surround you.

Andrei shared that animals in the zoo don’t care about ticket sales. They care about food and comfort and safety.

Your team members are similar in that they care about basic things like provision and comfort. While you probably want them to have full ownership in your business, they likely never will.

Your role is to provide enough vision for them to recognize that aligning themselves with your goal will benefit them personally.

Building

Smaller companies often fail to see that they are capable of building something that matters. They may have a really cool team or a really cool business and they assume it’s a fluke. They don’t take themselves seriously enough to worry about protecting their businesses.

What steps would you take to protect yourself and your business if you knew that you would definitely succeed?

This issue boils down to leadership, because if you don’t have a vision of growing your company into something substantial, you’ll miss an opportunity.

Great leaders like Steve Jobs and Jeff Bezos know that they are building something that can change the world. They are building something that will help a bunch of people do a bunch of great stuff.

When you have a vision toward the path to greatness, people will follow you. Do something that people will remember years from now.

“Being A Great Leader” episode resources

You can connect with Andrei and his team trademarkfactory.com. If you have a brand you’re interested in protecting, you can schedule a free call with the team to determine the next steps in your process.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

This episode is also brought to you by the TSE Certified Sales Training Program. If 2018 wasn’t the best year for you, check out TSE Certified Sales Training Program. We can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Donald Kelly, The Sales Evangelist, Target Market, Ideal Customer

TSE 962: What Salespeople Can Learn From The “Political and Dating” Industries

Donald Kelly, The Sales Evangelist, Target Market, Ideal CustomerThe political and dating industries share a common goal: to narrow your choices down to the one candidate that makes the most sense for what you want. Particularly in the political arena, the ads target those people who would be most likely to support a particular cause or candidate.

On today’s episode of The Sales Evangelist, we’ll discuss why sellers should operate like the political and dating industries and stop trying to serve everyone. It isn’t a winning strategy.

Swipe left

You may be thinking that you already understand sales segmentation and pursuing the ideal customer.

Just as we do in dating and politics, we have to understand with selling that we can’t please everyone. Selling is a game of elimination just as the other two industries are.

Frequently, politicians who try to stand for everything and who cast their nets too widely fail to appeal to anyone. It’s difficult to trust those politicians who try to capture everyone because you know it’s impossible for them to accomplish everything they’re promising.

False promises do not promote trust.

Just as we swipe left or swipe right in dating apps to approve or eliminate a candidate, we must narrow down our focus as sellers.

Intensity

Politics sometimes take a nasty tone, and I’m definitely not suggesting we adopt that approach. We do, however, have to develop some intensity in identifying our ideal customer.

Human nature often deters us from excluding anyone. In sales especially, we don’t want to turn away a possible customer. Our commission depends on those customers.

We sometimes become people pleasers.

We want everyone to be happy and tell other people about our business.

Find believers

Patagonia isn’t trying to appeal to every single person who enjoys outdoor hiking. Neither is Eddie Bauer.

They focus on those people in high-end markets who can spend whatever they want on hiking gear and people who share their values.

They focus on people who support an eco-friendly recycling mentality.

Our sales cold outreach should have the same mentality rather than trying to blast every single possible candidate.

Find the people who truly believe in you.

Even here at The Sales Evangelist, we’re adapting our website to meet the needs we have realized that our audience is looking for.

The moment we focused on new and struggling salespeople, we saw positive results.

Changing pool

It’s possible, too, that your prospect pool may widen.

You might focus your software on a single industry like finance. Once you’ve adapted that well, you shift to another industry like the medical industry.

Very often, small companies want to grow quickly so they cast a wide net. Aside from the fact that it doesn’t work well, it’s expensive because you’re focusing resources on people who will never do business with you.

Explain what you can do and who you can help.

“Political and Dating Industries” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Business Growth, Topple, Ralph Welborn

TSE 956: How to Fire Up Your Business Ecosystem and Grow Explosively

Ralph Welborn, The Sales Evangelist, Explosive GrowthOn today’s episode of The Sales Evangelist, we’re talking to Ralph Welborn, CEO of CapImpact, about ways you can fire up your business ecosystem and grow explosively.

Ralph is a co-author of the book Topple: The End of the Firm-Based Strategy and Rise of New Models for Explosive Growth. 

He refers to himself as a moth to a flame when it comes to addressing hard problems. 

Running in place

Ralph points to the Red Queen in Alice in Wonderland as a perfect analogy for businesses all over the world. Though they run faster and faster, they stay in the same place.

People get seduced by shiny new objects such as AI, digital capability, and other buzzwords and they get caught up in a race. They are chasing the same objects everyone else is, but what will truly be different in a few years as a result of these things?

In many cases, companies simply burn up resources chasing after them, but they stay in the very same place.

Instead, he focuses on the new models and growth engines around the world and how people can take advantage of them.

Don’t run the Red Queen’s race, and don’t force your clients to run it either.

Instead, differentiate yourself and tell a good story. Understand real problems.

Tackling problems

Working with an entrepreneur in Kenya on an extremely challenging problem, Ralph discovered that new growth engines have emerged but people are still doing business the same way.

He worked to put his arms and legs around the patterns and commonalities that emerged, and he discovered four lessons of explosive growth.

He and the entrepreneur in Kenya worked together to figure out what capabilities they needed in order to solve their problem in a new way.

New 20 percent

For every organization, about 20 percent of capabilities drive 70 percent of value. But the 20 percent changes. What is the new 20 percent you need to be relevant tomorrow?

If you believe that we live in a fundamentally changing competitive environment, then it makes sense that the capabilities you need to take advantage of that environment are different.

To solve the problem in Kenya, the pair orchestrated a new 20 percent that solved the problems they were facing, and by the end of six months, they were producing in one day what they had previously produced in a week.

Mobility companies

When Detroit’s automakers announced two years ago that they were no longer car companies but were mobility companies, that was a reflection of a new 20 percent of capabilities that will drive value in the future.

Immediately, investments and partnerships between tech companies, data companies, analytic companies, and car companies emerged. Industry walls are coming down.

As a salesperson, refuse to run the Red Queen’s race. In a changed world, there’s are new strategic questions.

  • Where is the value being created and destroyed in the ecosystem in which my customers are engaged?
  • What is the new 20 percent of capabilities necessary to capture that new value?

Hesitation

Every existing organization by definition has been successful. It’s the reason they are in business today.

They’ve gotten where they are today by organizing what they do. They built products and methods and they get paid for it.

The problem is that the world shifts and making that shift is hard. Companies don’t always recognize the new capabilities that they need.

New competitors emerge with new capabilities and shrinking margins should clue us into the change.

Value captured is value seen. If you can’t see it, there’s no way you’ll be able to capture it. 

If you’re optimized for a world that no longer exists, that doesn’t work in a world of explosive growth companies. It isn’t enough to try to do more, better, faster, cheaper with what you’ve currently got.

Customer experience

Of course, customer experience is critical, but the way we’re thinking of it is inside out. Customers don’t care about our products themselves. They care about what our products allow them to do.

Customers don’t care about your credit card, but rather about what your credit card allows them to do. They buy a cup of coffee because of how it makes them feel and what it does for them.

Polishing up your products and services misses the fundamental point of what customers want to do and where they spend their time, energy, and resources.

All explosive growth rests on tackling friction in our customers’ lives. What are the friction points in the way our customers live their lives?

What are the new 20 percent capabilities I can develop to address those friction points?

If you believe that your competitive landscape has changed, that requires a new strategic question. You compete in a world of ecosystems rather than industries. Find a new 20 percent capabilities to solve your customers’ friction and begin to grow explosively.

“Grow Explosively” episode resources

Reach out to Ralph at www.topplebook.com where you can find out more about his book or connect with him.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

“The Sales Evangelist”

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Podcast, Audience, Business Growth, Doug Sandler

TSE 786: 7 Ways Audience Engagement Can Grow Your Business

Podcast, Audience, Business Growth, Doug Sandler

As a sales professional, it’s important to be able to reach out to your audience.

During this episode, Doug Sandler shares with us how engagement can build your business.

Listen and learn how you can increase your audience engagement and build relationships as well.

Here are the highlights of my conversation with Doug:

DEFINITION OF ENGAGEMENT

  • Engagement is all about rapport building, networking, having a direct one-on-one connection with someone in your community.
  • Use tools like Twitter and podcasting to reach out to your subjects.

WAYS AUDIENCE ENGAGEMENT CAN GROW YOUR BUSINESS

  • It connects you to your community.
  • Relationship building is everything. It’s not about the transaction but the relationship.
  • If you bring relationships to the forefront, the business will always come to you. You may not have the best product in the market but if you have a strong relationship, they believe in you.
  • When you build relationships, they’re willing to pay more than what they would pay as a commodity.
  • If you create a good relationship, they will go out of their way to recommend you.

TIPS TO BUILD AUDIENCE ENGAGEMENT

  • Stop waiting. Start doing. If you have one person, cherish that person.
  • Get anything started to increase your one-on-one communication.
  • Reach out. Send an email greeting. Send a text message.
  • Write a blog or create a podcast about the person you want to engage with.

Doug’s Major Takeaway:

Be afraid of quitting but don’t be afraid to fail. Keep doing what you need to do. Pick yourself up, keep moving forward and work hard!

Episode Resources:

Check out the TSE Hustler’s League.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

dougsandler.com

The Nice Guys on Business podcast

Turnkey Podcast

Scott Beebe, Sales Process, Donald Kelly, The Sales Evangelist

TSE 315: Leveraging Systems And Processes To Grow Your Business

Scott Beebe, Sales Process, Donald Kelly, The Sales EvangelistToday’s show is golden as we talk about leveraging systems and processes to grow your business. I am bringing in Scott Beebe on the show today.

Scott is the expert when it comes to processes, systems, and delegation. He serves heroic small business owners and liberates them from the chaos of working on the details and who are constantly putting out fires and walks them into a mindset of freedom to work on their business instead of spending a majority of their time working on the details of their business.

This episode offers a ton of great information so be sure stick with us. Take down some notes that you can apply to your own business.

Here are the highlights of my conversation with Scott:

How you can leverage systems and processes to grow your business:

  1. Develop a clear vision of where you ultimately want to go.
  2. Build the vehicle that will be able to take you to that vision.

The vehicle has many parts. Underneath the hood is an engine and within that engine are series of systems. Within each system is hundreds and thousands of little processes. In sales, you still have systems that drive what you’re doing.

  1. Step back and fall into the mindset of deep work.

What systems and processes need to be in place so you can ramp up your sales to a certain level that if you keep on haphazardly patching things together, you may never get to?

Barriers that keep people from putting systems and processes:

  • The pain of sitting down and doing it

What makes you great is taking the time to sit down and develop the back-end systems and processes. It will cost you time in the front end but will give you more time on the back end.

Rory Vaden’s 30x Principle

Take a 5-minute task and 30x that task = the amount of time you’re going to train somebody else to do that one task for you

Take a 5-min task over the period of 250 working days (1,250 minutes) = over 20 hours

Would you be willing to invest 150 minutes (2 1/2 hours) to get a yield of over 20 hours in one year?

That is equivalent to 70% on your time investment

Are you willing to make an investment that would yield 733% of that time investment in developing systems and processes so you can be a better salesperson?

Steps in creating processes for your business:

  1. Articulate your vision and your mission statement.

Articulate where you’re going. Scott calls this the “vision story” and ask yourself:

  • At what cost is it going to take for you to get to that point?
  • What do you want this business to look like 3, 5, 7, or 10 years from now?
  1. Articulate your mission statement.

A mission statement is your vision story miniaturized. It is a distilled version of your vision story. Highlight keywords within your vision story and put them together in a statement.

  1. Create your unique core values.

Then further distill all those words to 3-5 unique core values. These become your foundational principles. These values must be unique to you.

  1. Build up the necessary systems and processes.

The greatest myth in business today is “It’s just business.” Of course not. First, identify the systems you have in your division or business within your sales channel. In most businesses, sales itself is its own system.

  1. Leverage outsourcing.

Delegate database management to your virtual assistants. Train, train, train.

Things you need to train your VAs:

  • A place where you can document the process (ex. Google Drive)
  • Use Screencast-O-Matic for free or pay for Camtasia or ScreenFlow and record the process

Scott’s Major Takeaway:

Start with your vision story. You can have all your processes and systems but until you’ve got your vision story hammered out, you will only be running at 30-40% efficiency rather than a 80-100% efficiency.

Episode Resources:

Connect with Scott on www.fourstepstobusinessfreedom.com    

Deep Work by Cal Newport

Take the Stairs by Rory Vaden

Rory Vaden on TSE 109

Screencast-O-Matic

Camtasia

ScreenFlow

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The Sales Evangelist, Donald Kelly, Donald C. Kelly