But would they use Zoom?

growth sales service Nov 12, 2020
 

I nearly made a huge mistake in my 2020 business plan that I'd like you to avoid as you craft your 2021 strategy.

What was in your business plan for 2020?
Do you even remember how you thought this year would unfold?

Despite being convinced of the business need, do you know why I almost didn't launch the Account Executive Academy last year?

I wasn't sure everyone would/could embrace Zoom. ‍

My thoughts on the ridiculousness of this near miss and how it might impact your 2021 planning are in this 3-minute video.

Friends, think of this as a game.

The only thing I know for sure is that we'll "lose" if we can't let go of our desire for certainty.

Join me at guessing for 2021.

Go on...

Goals and Roles

sales service Oct 20, 2020
 

You're responsible for understanding 2 things at EVERY prospect or client meeting.

Even if you didn't schedule it.

The goal of the meeting
Your role in the team's success

If you can't clarify the goal or explain someone's role, then you shouldn't waste their time, even if it's "only" a virtual meeting.

If someone has invited you to a meeting without info on "goals and roles"...then you own asking them to clarify & verify.

I created a flow chart to figure out why this gets off track so often!

Link to it here

No need to enter your email to access it, btw. If it's helpful, you can buy me a margarita someday if I ever get out of my dining room!

Go on...

Nobody wants your wheel ... 🙄

 

Sales & Client Service PSA

Companies don't start (and continue) working with you because you offer THINGS. They believe you’ll solve their problem.

That is why I need to get a little sassy about something.

Your wheel.

In your sales AND annual strategic planning process, make sure you showcase results and share your expertise and point of view. These are the things that may come from using "the wheel"... That's what the customer really cares about.

Any of the following words appear in your pitch?

People
Process
Framework
Proprietary

If yes, then you may want to download the case study and watch my workshop on creating contrast. LINK HERE.

I'm now referring to this content as the "dining room series" since I've been sitting here for so many months and won't be on the move for the foreseeable future.

Go on...

Step Away From The Drama

My former colleague (and good friend) Nancy always told us to "keep our eyes on our own paper" when there was drama. I thought of her when responding to a question in the Account Executive Academy recently.

I've included a screenshot so you can see my new favorite tool in action, PreziVideo. And also a funny face because of too many months in a dining room.

Client service is a team sport and how colleagues are showing up (or not) is adding an extra dash of fun to 2020. Resist efforts to steal your time and drain your energy by anyone who just wants to complain.

Repeat after me. Not my circus. Not my monkeys.

When there's an issue between "Colleague A" and "Colleague B" as there was here, be the voice of reason to determine if the problem was an event or part of a pattern.

The goal? If someone slipped up then we should extend the patience and grace we'd want when (not if) we fall short at some point.

If it's part of a pattern of shortcomings, then energy should be focused...

Go on...
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