Tag Archives for " Decision Maker "

Sales Manager, VP, CEO, The Sales Evangelist

TSE BLOG 017: 22 South Florida Entrepreneurs and Sales Leaders Doing Big Things

Sales Manager, VP, CEO, The Sales EvangelistThe key to success is proximity.

According to Tony Robbins, you’re far more likely to be successful if you surround yourself with people who are playing the game at a higher level than you are.

It allows you to model already-proven strategies, shaving valuable time off your timeline.

So why not start close to home?

The following 22 people are entrepreneurs who live in our midst. They call South Florida home, and they have demonstrated success in their respective fields. Learning their stories and studying their techniques could translate to career and personal success.

Many of the companies represented below landed on Inc.’s list of the 5000 fastest growing companies, and some of them have been there for years.

Jorge Plasencia Co-Founder, Chairman & CEO of Republica, one of America’s leading and fastest-growing independent marketing and communications agencies. República is an international agency creating relevant, enduring connections between brands and people across culture, language, and technology. The Miami based company generates north of $15 million in revenue.

Brett Forman is the founder and CEO of Forman Capital, a real estate lender for bridge and commercial real estate loans. The Boynton Beach company generated $7.9 million in revenue in 2016, landing it at #4252 on the Inc. 5000 list.

 

 

Suzan McDowell is the president & CEO of Circle of One Marketing, a full-service marketing and advertising agency with a tilt towards the African American and Caribbean markets. Circle of One has developed successful multicultural campaigns for a wide range of clients, across all types of media. The company generates about $2 million in annual revenue.

 

Maria Salazar is the Director of Sales at Azulle, #249 on this year’s list. Azulle, based out of North Miami Beach, boasts a line of mini PC’s, tablets, and the Quantum Access computer. The company seeks to bring affordable and innovative technology to businesses and families, generating $6.3 million in revenue.

Adam Mopsick is the CEO of Amicon Management in Miami. The real estate and construction company generated $2 million in revenue last year, earning it the #1232 on the Inc. 5000 list.

 

 

Niles Tagliamonte is the Vice President of Sales for Endosystems, based out of Fort Lauderdale. The B2B company distributes equipment and devices related to the aesthetic and wellness industry. Endosystems is #1412 on Inc.’s list, with a revenue value of $3.2 million.

 

 

Brian Scheel serves as the Vice President of Sales for Arrow Consulting & Design, a software development firm headquartered in West Palm Beach. With revenue of $10.3 million, Arrow has twice been named to the Inc. 5,000 — in 2015 and again in 2016.

 

 

Robin Tidrick of PaperStreet Web Design is Sales Director at the Fort Lauderdale-based company. With a 2016 revenue of $3.4 million, PaperStreet offers website design, internet marketing, SEO and content services. Founded in 2001, the company has served more than 1,300 firms since its inception.

 

Alexander Nygart and Gary Garth co-founded White Shark Media, a digital marketing company that tailors online marketing solutions for small and medium-sized businesses. Ranked #786 on the Inc. 5000, the Miami-based agency had a 2016 revenue of $10 million and was included on the previous two years’ lists as well. White Shark Media was also ranked #18 on Inc.’s list of Top Miami companies.

Kevin V. Michael is the co-founder and managing partner of Invizio, LLC, a South Florida IT services and consulting firm dedicated to helping businesses maximize their use of technology. He oversees business development, strategic relationship development and client relations for the company. The company generates about $6.2 million in annual revenue.

 

Ron Green is the President and CEO of Greenlight Staffing Group, an IT staffing firm in Hollywood, Fl., that offers temporary, contract and permanent staffing to various industries. Greenlight has made the Inc. 5000 list for the past two years and generated $3.1 million in revenue in 2016.

 

 

Jessica Massad is the founder and CEO of Collateral Management, a network of appraisers that provides valuation services for both commercial and residential properties. This year’s #1589 ranking marks the third time the Fort Lauderdale-based company has made the 5000 list, and the company generated $10.8 million in revenue last year.

 

Eric Rhoads is the founder and CEO of Streamline Publishing in Boca Raton. In its 20th year, the company generated $5.6 million in 2016 and made the Inc. 5000 list for the third consecutive year. Streamline is anchored in the traditional printing of consumer and trade magazines and is also well-versed in digital radio and video products.

 

Richard Ticktin is the CEO of Synergy Labs, the manufacturer of dog and cat hard-goods in Fort Lauderdale. Synergy Labs earned the #1469 spot on the Inc. 5000 list with $8.7 million in revenue and 276% growth. Synergy boasts its own R&D laboratory and its own chemists, and it supplies more than 40 countries.

 

Henry Woodman is the President of ICE Portal in Hollywood, FL. ICE Portal is a technology company that helps hotels produce and distribute visual content to clients, generating $2.3 million in revenue in 2016.   

 

 

Paul Rubenstein is the managing partner of Convert IT Marketing in Fort Lauderdale, an advertising, and marketing firm that specializes in internet marketing for law firms. The company earned the #1676 spot on Inc.’s list and generated $6.2 million in revenue last year.

 

 

Christine Phipps is the president of Phipps Reporting — a company that provides transcription, deposition and litigation services to the legal industry. The West Palm Beach company generated $8.6 million in 2016 and earned the #1915 ranking on the Inc. 5000 list. This year was the company’s fourth consecutive appearance on the list.

 

Sylvain Faber founded Eyevertising in 2010. The promotional product supplier, based out of Miami, generated a reported $2.4 million in 2016, and it holds six U.S. patents for its custom pinhole sunglasses.

 

 

Patrick Barnhill is the founder and president of Specialist ID, a distributor of photo identification badges and accessories in Miami. The company generated $3.7 million in 2016 and earned a spot on the Inc. 5000 list for the third consecutive year.

 

Gary Vermaas is the CEO of Base4, a management company that assembles teams of architects and engineers to design resorts, theme parks, hotels, and hospitals as well as retail, commercial and institutional buildings. The company generated $5.7 million in 2016, earning it the #1607 on the Inc. 5000 list. Base4 also earned a spot on the list in 2016.

 

Nicholas Santillo is the president and co-founder of Fractl, a Delray Beach advertising and marketing firm that gets attention for clients through viral content and media mentions. Fractl generated $5.1 million in revenue in 2016, and it landed at #1053 on the Inc. 5000 list.

 

 

Increase Your Odds of Success

LinkedIn recently surpassed 500 million members.

The networking giant estimates that each new contact you make reflects 400 potential relationships, 100 potential companies, and 500 potential jobs.

Be deliberate with your time. Invest your time in things that have an impact. Maximize your time by learning important lessons from the people who have already learned them.

Start with the people in your neck of the woods. Start with successful entrepreneurs on LinkedIn.

Use proximity to your advantage.

Decision Maker, Donald Kelly, The Sales Evangelist

TSE 614: Sales From The Street -“Reaching VITO”

Decision Maker, Donald Kelly, The Sales EvangelistAs an entrepreneur and seller, prospecting is one of the fundamental things you need to master. Today, I’m sharing some effective ways I’ve seen to get to that decision maker. This is something you’re going to have to do as a seller. These are strategies I’ve seen that work and that you can tweak and utilize in your business.

 

 

 

Who are the decision-makers?

These are the people in the organization that have the ability to say yes to you. These are people who can decide on buying your product or service.

They’re not necessarily CEO’s. They can be the Chief Marketing Officer. Again, these are the people who have access to the funds or budget.

Decision makers are not necessarily going to be the one you can get access to right away. They’re busy and have process where you have to go through multiple individuals first before you get access to them.

The key contact or decision maker is the VITO (Very Important Top Officer).

  1. Utilize referrals.

Go through your current customers and understand who your ideal customers are. Understand your buyer persona and see who else they know they can introduce you to.

Your chances of getting to the VITO through the receptionist is slim to none.

  1. Send a snail mail and follow up.

The whole point is to get a key target list of accounts and send them something in the mail that will grab their attention. Then call and do an introduction. By doing this, the secretary will be more willing to pass you through because you caught her attention.

  1. Take advantage of social media.

Sometimes decisions makers are utilizing social media. Use a platform that does not have a lot of traction. When you go on social media., don’t pitch right away. Bring value first. Find a way to share information or something they like that you can connect with and comment on. If there’s positive news about them in the media, share your insights too. Also, fill out the contact information on their website.

  1. Call the sales department of that organization.

Salespeople are often more compassionate and willing to get you the key information or email address or phone number to the right individual. Don’t be afraid since they’re doing the same you are. Also look for a way that you can bring value to them.

Episode Resources:

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Timing, Budget, Donald Kelly, The Sales Evangelist Podcast, Discovery Call

TSE 322: Timing Isn’t Right

Timing, Budget, Donald Kelly, The Sales Evangelist Podcast, Discovery CallHow would you handle a prospective client saying that the timing isn’t right for your product or service and that if they decide to take advantage of the opportunity at a later time, they will reach out to you?

A lot of customers may dictate to salespeople when they’re going to buy and how they’re going to buy. A question was posed to us in our Sales Evangelizers Facebook group asking how to handle this kind of situation. So I’m going to give you some thoughts and ideas to hopefully help you.

Qualification is key. Assess if the prospect is truly qualified and this can be done by having answers to these questions.

  • Is there something your business can help them with? Do they have a particular challenge that you can help overcome?
  • Do they have the money to be able to purchase or go forward?
  • Am I speaking to the right person that could pull the trigger on this project?
  • What is the timing that they have allotted? Is it something they want to do in 6 months or a year? Where are you going to put this prospect on your radar?
  • What is it about the timing that is not right? If you’ve built enough relationships, people would be more than willing to tell you why it’s not right.
  • When do you feel would be the best time?
  • What would change from now to that best time?
  • At this point, find out if there is another product/service that can be of assistance.

Episode Resources:

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.

Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Decision Maker, Donald Kelly, The Sales Evangelist Podcast, Sales Coaching

TSE 302: A New Decision Maker In Town!

Decision Maker, Donald Kelly, The Sales Evangelist Podcast, Sales Coaching How do you handle it when there is a new decision maker in town? A decision maker can mess up your deal if you don’t do it right. And while some things can be out of your control, there are actually a lot of things you can do to prevent disaster from happening or speed up the sales process and pivot things towards success.

  1. Find ways to communicate with them often.

You can’t be unknown to the prospect especially when the sales cycle is so long. Figure out the things you need to get from the prospect and space that out through follow ups (attorney’s agreement, challenges, demo to IT dept., etc.)

Find industry-based information that you can share with them.

Share with them, say a podcast episode that can help them. The goal is to stay in touch with them and keep the communication going.

  1. Find out if there is somebody else in place who can help you out.

It’s okay to bring up with your contact (who’s leaving the company) about who is the next best person who can help you move forward.

  1. Ask your old contact to introduce you to the new person.

An introduction helps tremendously because it breaks down the barrier and you skip starting from the very beginning. If you can’t, you may really have to start from scratch. But be sure you don’t start pushing but establish value again. Then get the person’s input.

  1. Be able to build a relationship quickly.

The new person may have a new agenda so you have to understand that. The key thing is to establish value and get their input on it.

Episode Resources:

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.

Join Today

The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist, Donald Kelly, Sales Podcast, Sales People Talking Money

TSE 292: Don’t Be Afraid To Talk About Money

The Sales Evangelist, Donald Kelly, Sales Podcast, Sales People Talking Money Scared to talk about the money? Or do you feel awkward talking about it with a prospect? Today, I’m going to teach you some ways to help you get over that fear or awkward feeling whenever you talk about money with your prospective clients so you can earn the income that you deserve.

Here are the highlights of the episode today:

Common reasons why salespeople are scared of talking about money:

  • Fear of rejection
  • Fear that the product is more expensive than what they’re willing to pay
  • Feeling that you’re robbing them because you’re trying to get money from them

7 Strategies When Talking About the Money:

  1. Be confident in what you have to offer.

The price is going to be a small investment for the value they’re going to get from your product. Believe in your product or service, otherwise, you need to look for another product or service you have confidence in.

  1. Bring up money once you’ve established the value.

Talking about money too soon or too late can be detrimental. When you’re sitting down with a customer and they see the value, it’s much easier to talk about pricing because they have already recognized the value.

  1. Focus on people who are your ideal prospects.

There are people who are just shopping around for the cheapest products so don’t worry about them. Focus on your ideal prospects whom you want to build a relationship with.

  1. Mention that you’re going to talk about pricing in your next agenda (depending on the length of your sales process).

Tell them that you’re going to have to talk about budget in the next meeting so both of you know that you’re going to talk about money and that breaks the awkwardness. Putting it on the agenda also allows you to bring information that can help reinforce the value of the product or service.

  1. Know that once the customer sees you’re a good fit to them, they will definitely figure out a way to include you into their budget.

If they truly see your value, they will surely do as much as they can to make sure that they get the product or service.

  1. Practice.

Practice through role playing where you sit down and talk about money. Ask yourself those typical questions asked by prospects about money. This makes it easier for you to deliver your message about money.

  1. Evaluate previous clients.

Go back to your past customers and see what they’ve spent on your product or service and think about the results they got to build up your confidence level.

Episode Resources:

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.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist, Donald Kelly, Sales Podcast, Closing Deals

TSE 255: This Is How You Negotiate!

The Sales Evangelist, Donald Kelly, Sales Podcast, Closing DealsAs a salesperson, one of the major responsibilities you have is to CLOSE business! As you’re closing more business, inadvertently you will find yourself in many negotiation meetings. To prepare you for these meetings, here are some ideas you need to implement to guarantee maximum success.

Here are seven main points you need to take away from this episode:

  1.  Make sure you go into the meeting with a “PLAN”
    • Go into the meeting with a plan of action. What you are willing to give and how much.
  2. Listen and don’t be afraid of silence 
    • Don’t be afraid of silence in a meeting. Use it to your advantage
  3. Use specific numbers while negotiating 
    • Don’t give ranges in numbers when negotiating, offer specific numbers!
  4. Create the proper setting
    • Don’t make the meeting a battle field, go in there with a collaborative mentality.
  5. Give and Get
    • When you consent on a point, make sure you get something in return.
  6. Speak with the right people
    • As you negotiate, don’t meet with people who can’t say “yes”, make sure you negotiate with the person who has the power of signing on the dotted line.
  7. Don’t be afraid to walk away
    • You can’t be afraid of walking away from a deal that is not worth it. I promise…don’t be afraid.

JOIN TODAY! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist; Donald Kelly; Scared of Important People, VITO

TSE 159: Sales From The Street “I’m Scared of Talking to Important People”

The Sales Evangelist; Donald Kelly; Scared of Important People, VITO One of the biggest fears of many sellers is the fear of speaking with very important people. You know the types — CEO, CFO, the big boss, the decision makers? The one problem is that 9 times out of 10, those are the people you need to speak with to close a deal! I take it you see the issue here. This one fear separates the core performers from the top sales producers. But how does one break out of the pack and become a top performing seller?

Well, in this episode I break down the trepidation I faced when speaking with the “big wigs” and how I overcame it. Here are the main points:

  1. Understand that they are human just like you and are approachable. In fact, many others are approaching them daily and they are surviving
  2. Be prepared by knowing what they value the most and tailor your message towards that
  3. Practice, practice, practice. Do role plays and pretend to ask the most common questions top executives would ask
  4. Get on the phone and make some calls. The more you do it, the more your confidence will become rock solid

If you do this, in no time you will be chatting away with the big wigs, building relationships, identifying challenges and closing deal with them. I’m serious, it works. If you have any further insights you’ve implemented for speaking with executives, feel free to share. I would love to hear more. Well, until next time, go and DO BIG THINGS!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

TSE 024: The 3 Most Crucial Elements Of A Sale!

Donald Kelly “The Sales Evangelist”So the first quarter came and went and some individuals are worried that they did not hit their goals or quota. Now, the reasons may vary and may not all be related to one particular thing. However, often times I find that a sales person becomes very worried because management may now be down your back. If you are the business owner, you may be able to purchase or grow the way you were hoping next quarter. It becomes very frustrated and you may be worried that everything is all off and messed up. Rest assure that this is not the case. I will give you three VERY crucial elements that will help you accomplish more of your goals. There are:

  1. Focus on the ideal client and make sure that they have a PAIN or a CHALLENGE you can solve
  2. They must have a BUDGET and a time frame when they want to make the purchase
  3. They must be the DECISION MAKER!

As you listen to the episode, you will see why I feel that all of these elements are very crucial to your progress  and making those prospects clients.

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