Sales in the Post Covid World

I am a podcast, cd, mp3 junkie. Zig Ziglar famous sales evangelist of recent past, his style was modeled on that of a preacher. Said Go to “Automobile University” play tapes (& later CDs )while you are driving from one Sales Call to the next. He said keep on learning, because listening to music or talk radio is costing you money. How true.

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Since most of us now work form home we have to adapt. For me every day at 5:00AM I get out and exercise for an hour plus. This is now my “Exercise University”. This morning the Sandler Sales Podcast had a great session on selling in a hybrid world. Link below:

The gist of the podcast is that we have to adapt and use several methods of communication and create a new sales model that works for us. Using modern tech to keep in touch with our customers, such as a CRM, text, phone, emails etc.

The episode covers:

  • What is the best attitude, behavior, and technique on how to succeed at selling in a hybrid world
  • Decide what will be done digitally and what won’t
  • How to be a helper
  • How to contact prospects multiple times in multiple ways
  • Spend your time with the Prospect Listening, don’t talk
  • Sitting is the new smoking, sit less
  • Prep and debrief every call call
  • Don’t stack Phone Call Blocks and Zoom calls without prep and debrief time in between




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12 Steps to Lifetime Failure, and how to Avoid Them

  1. Spend more than your earn then borrow more. Sounds crazy yet that is what many folks do, go to college take out a huge loan for a degree that will result in career with mediocre pay. Better yet to to an expensive school and do the same. Solotion: Live on Less than you earn, don’t borrow unless you absolutely have to.
  2. Just spend as you go, spend on impulse don’t bother with a budget and avoid a keeping track of your spending let your credit balance be a surprise at the end of the month! Solution: Have a Written Budget every month, each dollar has a name and a place it is going to loosely quote Dave Ramsey.
  3. Rack up the debt, use credit cards balance transfers to pay off other credit cards then get more credit cards along with a car loan you can’t afford or better yet Lease an expensive vehicle. Solution: Save your money to pay for what you need, have a car replacement fund. Get Out of Debt or better yet Stay out of Dept.
  4. Do Not Save Any Money for a rainy day, retirement, your next car, a down payment on a home. Many working folks don’t have enough saved to deal with a $1,000 sunrise problem – expense. Solution: Learn to Save and Invest. Delay gratification & Spending until you can pay cash for most things.
  5. Be a cheapskate, spend on yourself only never give to charity. Solution: Generosity is beautiful and there is a high correlation between success and generosity people help generous people they are more likable.
  6. Hang around losers, people who spend carelessly, live messy lives and are always broke & unsuccessful. Better yet take their advice on how to get rich quick. Soloution: Invest in Quality Relationships “It is hard to soar with Eagles when you are stuck on the ground scratching with Turkeys…. S. You are the sum of the people who you hang around with . You become who you hang around with.” according to Brian Tracy.
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7. Drop. our of High School. Solution: Graduate High School every neighborhood has one, stay in school and graduate

8. Become a parent as soon as you are able. Solution: Get married before you have children, both you and your children will be better off.

9. Pay no attention to your money, stay ignorant about how to handle money, and take advice from broke people. Solution: Learn about money, learn about how to create a budget, never stop learning.

10. Expect others to take care of you: the governement, your parents, relative and friends as long as you can. Solution: Get a Job any job as soon as you are legally allowed to work.

11. Ignore the rules of Society especially the Law. Solution: Stay out of the Criminal Justice System once you get in this loop it is hard to get out and stay out.

12. Abuse legal & illegal drugs, this is the fastest way to the bottom, and one of the hardest holes to climb out of. Solution: Stay clean & sober, don’t even dabble in Drugs, especially if your family has a history of Alcohol & Drug abuse, there appears to be a genetic component

Don’t be afraid to seek help there is plenty out there. Dave Ramsey has a great series of videos on YouTube. or Dave

How I learned to be Good with Money – Dave Ramsey 1/10/2018

XACTLY What We Teach – Dave Rant Oct 8 2015

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Will Sales and Marketing go back to Normal in 2021 and Beyond ?

We have a steady roll out of vaccines. The number of those inoculated rising, Covid cases declining, is normal in sight? Every Sales & Marketing person I speak with is asking the same thing. If not normal what will the future look like?

First the Good News, according to a recent webinar hosted by Fisher Investments the economy is stronger than most people think it is. As the vaccine is given to ever greater numbers of people the economy will rebound. They feel that despite volitility it is likely 2021 will be a good year for both the economy and stocks. The big beneficiaries will continue to be Tech Companies.

So good so far. A good economy is good for selling & marketing. How will sales & marketing be different? I believe that Business Travel will be down significantly and will stay down. Prospects & Customers have learned to buy remotely. The big question is have You learned to sell that way? See the Sandler Sales Pod Cast “How to Succeed at Video Selling” at the end of this article for some tips. The Economics Explained Vid at the bottom of this article suggests that Business Travel may be down 40%. As Corporations have managed to sell without travel, ask yourself why go back ? Travel is time consuming, expensive and limited in scope. In one web meeting any number of prospects can be sold. There are few of the limits and conflicting schedules, that travel brings, not to speak of jet lag. There is hidden savings as well, you are not limited to hiring sales people in a particular geography ie high cost markets like San Francisco, New York, London, Tokyo etc.

I was having a conversation with a Colleague in Europe about this topic, he shared an example of how his company is adapting. They manufacture sophisticated machines used to make electronics. A machine in Asia broke down and due to the lock down sending a Technician was impossible. In a moment of inspiration the Techs on both ends got Virtual Reality Goggles VR. The Tech on the European end walked the Tech in Asia through the process and got their machine fixed. Virtual Reality Tech has been commonly available for some years now, yet it took a crisis and creative thinking to push adoption. Ask yourself do you think management will take a serious look at the cost of VR vrs Travel? A trip to Asia from Europe is pushing nearly $10,000 when all is said and done.


I believe that Sales & Marketing has changed and will not return to “Normal”. Many workers will resist going back to the office to work. This will have a major impact on Sales & Marketing. The only way to get all of the decision makers in one room will be a Zoom Room. You probably won’t be doing walk ins, road trips, trade shows as much as in the past. Invest in the future. Set up a home studio, with a good camera, a great mike and put a lock on the door. Get your best list up and running on your CRM and get to it.

How to Succeed at Video Selling

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“Giving Powerful Virtual Presentations” Webinar Notes

Recienlty I attended the “Giving Powerful Virtual Presentations” Webinar by Sander Sales ( hosted by VP Mike Montegue. He said we are all struggling with trying to get business done while attending endless online meetings. It is one thing to attend one, presenting one it is a whole different animal. This presentation was a huge help to me on ways to improve my online presentations. The is the link to the full presentation is at the end of this artical. Here is are my key notes.

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If you are using the camera on your laptop make sure it is at eye level, no one wants to look up your nose or down on to the top of your head – shiny bald spot for us guys. Tip: Try your camera in advance to see you you look and watch yourself in the window as you present. Tip: Clothing with Solid Colors are better than patterns and match your clothing to how you look best with your lighting. Good bright lighting helps.

Look directly at and talk to the camera as if you are talking to the person on the other end. Have your notes just above or just below the camera it you need them. Tip: Put a sticker note with a Smiley Face or arrow saying look here.

Prep a lot up front, and Prepare a lot up front…! Then Prepare again. Tip: Rehearse with a trusted partner.

Bring up any potential tech issues at the start of the presentation, like potential bandwidth issues. Better yet upgrade your equipment and bandwidth. Spend more money on tech than you do parking a the airport. Tip: Wired cat 5 cable is faster than wifi.

Set up your office so it has a back drop or a background that looks professional and is Not a distraction. Tip: Some folks use virtual backgrounds , for example a Google image of the prospects front office lobby or building. Good lighting is almost as important as a good camera

Remember 38% of your message is Audio have a good headset or mike they aren’t all that expensive. Background noise Always Sounds Louder not the other end. Tip: Ask how your audio sounds on a scale of 1-10 anything less than 9 means you need to upgrade.

When using Slides less is better, like a Comic strip just the headline you fill in the rest with your presentation. Tip: Use simple Images usually one per slide

Large text remember some folks are watching it on a phone screen…! Tip: the older the audience the larger the text should be.

Put Boom in your Zoom, not death by PowerPoint. Engage your audience, Tip: get them talking interacting using emoji, polls, open ended discussion, etc

By the last 10% of your presentation you start setting the stage for landing the plane, that is the Decision step, Post Sell. and Define Next Steps. Tip: if you end without a clear next step like send over a contract and let’s get started, or scheduled a meeting with a clear agenda to procede. You made poor use of your time.

A Big Thanks to Sandler Sales for this Free Webinar on how to Improve your selling using online meetings.

Webinar Link: Here is the link to the full presentation: http://Here is the link to the full presentation:

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Are YOU the Fire Fighter or Arsonist

I was reading an article on the web about a Former CEO Of Multi Billion Dollar Global Corp. who remarked about always having to put out fires. That sparked a memory of my Business Coach telling me if you are Always Putting Out Fires You are the Arsonist. Some people like the excitement of the crisis and being the fire fighter. Yet it is hardly the way to run your career much less a business. It also brings to mind what the Famous Management Consultant Peter Drucker said: A well run factory is boring it just ticks along like a fine watch, on the other hand a poorly run factory is all full of smoke and people running around putting out fires. Yet some companies reward the heroics of fire fighters and ignore the smooth running watch. Guess which one is more profitable.

Are you the Fire Fighter or the Arsonist ?

In our own lives and business we can if we take the time to take an honest look at most crisis situations say that they could often have been prevented. One wag told me: Proper, prior, planing, prevents, pitifully, poor, performance. We can’t predict when we will get a flat tire but we can make sure we have a spare tire and that it is full of air and/or have AAA as a backup. Avoid doing, before planning, don’t be in such a rush to start that you won’t have what you need when you get there. Yes plans need to be flexible, 2020 and 2021 have been ample proof of that.

Back to the CEO well his situation turned out much like you would expect when tough times hit in 2008 his company wasn’t ready. A once great company nearly collapsed and was wounded such that it is still many years away from full recovery. Fires are more easy prevented than put out. My Sales Training Coach Chris Jennings explained to me the universal law of problems “Problems start small and grow with time and accrue interest, becoming Big Problems. Thanks Chris wise advice that has helped me stay on the right side of the trouble line.

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Sales Teams Adapting to 2021 And Beyond

I was reading a research report by Sandler Sales (Link at end of article). Note that: All of the data & results in this article came from that report. It should be not surprise that folks that had adopted Technology Like Zoom, WebEx and Salesforce CRM before Covid Virus hit and lock downs began did a lot better than those that hadn’t. Playing catchup was a very hard game to play, everything was and in some cases still in short supply, web cams, laptops, technology folks to implement the software. Many folks have found Soloutions to these challenges. Roughly 68% invested in technology to improve selling, with 74% focusing on improving the Sales Process. The next area where people are struggling with people management. Yet only 32% had received training on how to manage people remotely.

According to the survey conducted by Sandler Sales 71% changed their sales process, 77% reported competitive landscape changed, 82% saw an increased commitment to client retention Managing people changed dramatically those have been successful chose the approach of coaching people towards personal development. Those that chose a remedial approach were not so successful. The good news is that about 57% of sales people had been given some new training on how to sell remotely.

The three top areas of coaching are in order: 1. Sales Process, 2. Sales Pipline 3. Sales Calls. I strongly agree with that order of priority. When you have a Sales Process you can measure it and identify where you are doing well and where you need to improve. Versus using a bag of sales tricks. The Sandler Sales Model is one of the best in my opinion. A Sales Pipeline preferably in your CRM keeps the focus on the best Opportunities. Last tracking Sales Calls and the techniques you use is where the rubber meets the road.

When it comes to CRM Technology 50% saw some improvement in use, and 11% saw a considerable improvement in use. With 38% showing no improvement in use. I don’t suppose any of my readers are among the 38% who saw no improvement, on the off chance that is your situation you may want to contact me.

Link to the full report:

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Create A Better Salesforce CRM User Experience

Alphabetical Pick lists make logical sense to the Salesforce Tech creating them, but are very annoying to users when you have to scroll through 140 country from Arminia to Azabijan etc for a Domestic Company? If you only do business in the USA, Canada and Mexico put them at the top then the rest of the world after than in alphabetical order. Do a Quick analysis of your top 10 customers and rank the 10 Countries from most to least then the rest alphabetical. Or If you are a N. America Co. list USA, Canada, Mexico and Other, when Other is selected a Text Box appears for them to type in their country name.

Non-sense pick lists, Limited options, Options that don’t Make sense, have choices that are too similar, or no option for “Other” and a blank space for me to type what Other Means. Here is an example of a well done list that probably uses the IP address to default to United States. Great Job Danaher..!

Also when United States is selected the State pick list appears, nice touch. Some folks use Zip Code but Zip Codes are not exclusive to one state. They also selected the country code for your phone number based on your country selection, nice touch.

Ask them your team how they use pick lists your page layouts I often get some good suggestions. What are their top 10 picks in order of importance (or do a report and rank them yourself)

Are the sections of the page they use most often grouped ? or do they have to do screen gymnastics to get from field to field by scrolling all over hells half acer ? Most often used stuff top Left, Then along the top and down the left hand side ie. in the shape of an “F”

Watch your team enter data, watch your users and how they interact with salesforce. Are they picking up a calculator to do calculations? Put that math into your fields, let the software do the work. If a user struggles and or gets it wrong it Fix it You Created it WRONG…!.

To paraphrase Henry Ford Don’t make faster horses, rather than mimic what they are doing now, automate it.

Automate repetitive Routine Tasks, if you regularly assign a series of tasks use the Action Plans automation in Salesforce it will Assign a series of tasks to a variety of people, groups and Ques at the press of a button. Better yet create process that can be automated using the Process Builder or the Flow Builder.

On the off chance any of this is of interest it may be worth a quick conversation, feel free to call Phil at 949-636-5286

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$1.4 Million Client Walks Out The Door No One Notices…..

If you have had a candid discussion with a financial advisor recently you will know they are all looking for that prospect with a net worth of $1 Million in liquid assets. Yup $1 Million plus is the magic number. Liquid assists does not include your residence, yacht, timeshares or fancy cars. We are talking about Stocks, Bonds, Commodities and other assets minus all debt including mortgages on all those toys & bling. Since this is the sacred cow of the sales folks in the financial world you would think that once they got one they would work hard to keep them right? Well in one case not so much.

I was chatting with a colleague about our recent Salesforce CRM consulting engagements and she shared an interesting story. A Global Financial Institution hired her on a contract. As part of that contract she had to disclose all of her brokerage accounts and positions etc. This is typical when working for a Big 4 Consulting Firm or any other Financial Institution or Firm where you have access to non public information that is considered insider info which could influence stock prices.

As a result the compliance division of the new client required her to switch to a different agent to hold & custody all of her Assets. She had been happy with the firm holding her assets for 10 years, they are a well known firm. So far so good, I said. She said well not so much the new client insisted that she move all of her assets to one of their preferred vendors or she would be off the job. Well after she moved all $1.4 Million to the new firm she was rather shocked that the old firm Never contacted her to ask why she left. I was incredulous, are you kidding me? She said No they did’t call or email or anything just let her go out the door.

It sounds to me like that advisory firm has plenty of folks that claim to be in sales but are nothing more than order takers and 3rd rate customerservice people. She agreed and she said she was actually happier with the new firm which had lower fees and a better website. It is much easier to keep a customer than get a new one. If you loose a customer you better find out why, yes it takes a lot of guts to make that call and some real finesse to get the conversation going. Yet you will learn a lot on how to keep your clients and maybe even get them back with a little TLC.

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Ways to get Sales Teams to Adopt CRM

I don’t recall ever hearing any sales person crediting their sales success to the leads they get from the CRM – Marketing. Most Sales people will say it was their hard work that got the sale and they knew all about that customer long ago. You don’t often hear sales people praising CRM systems. Given that most CRMs are set up by Technologists who at best have mixed feelings about sales and at worst look down on sales people it is not surprising. Most Salesforce Admins and Technologists would rather crawl over broken glass than make cold calls. The personalities chariteristics that succeed in sales don’t work well as a Technologist, and visa versa. Yet these two groups must work together to make an effective, efficient CRM System that works.

First off they need to walk a mile in each others moccasins. They need to at lease get a feel for the challenges the other faces to hit their goals. Sales if hard and you hear NO a lot. Your job depends on hitting the numbers not entering data at a keyboard. On the other hand so far there is no technology that will read minds either. A good approach on the user interface when designing for dales items is to keep the data entry to the bare minimum. We need to know who the customer is, their contact info, what products – services they need and the size of the deal. As technologists we must focus on setting up Sales for success by making that as easy and simple as possible. Use the least number of fields needing data entry. No Sales manager is going to pay commission bases on a numbers scribbles and a damp bar napkin. Most importantly getting Tech and Sales to talk, and agree on what this all means is critical.

Kanban Opportunities by Stage

Here is my list of what can help further this transition.

  1. All Sales meeting is done from Salesforce. Nothing like having to present your numbers infant of Management to get your attention to detail.
  2. No Get out of Jail Free cards for anyone anytime EVER. No one gets out of putting their data in on time, everyone presents their report based on what is in Salesforce.
  3. Not in Salesforce It does not exist. That means no commission on any sales the are not in salesforce. (well till next month anyway)
  4. Leads not updated followed up on base on your standard number of days for follow up, are given away to someone else. No exceptions.
  5. SF Admins Grease the skids make it easy to do the right thing. Here is where Tech helps get the ball rolling by creating Report Templates for Sales to use, initally imports their data, trains them. (even some hand holding is ok but no data entry)
  6. Make it easy and simple to do the right thing. Tech needs to get early feedback on navigation, pick lists and improve them to make the user interface better
  7. You will probably have to make some changes to your team. Some folks will not adapt. I once had a Sales VP with 30 plus years of allegedly Selling, (Actually Order Taking as fare as I could tell) Say it was creepy to cold call a web lead who gave us their contact info. Sorry No Sale… what he was really saying it was he afraid to cold call.
  8. Inside sales competes with outside. Split leads between inside Sales and Outside Sales mix up your model you may be in for a surprise. Give the inside folk a good financial incentive to sell.
  9. Guided Selling Salesforce and guide even newbies through sales process with prompts and offers as they progress through the sales cycle. We can share what your best sales team member are doing to win with they whole team.
  10. Provide quick fast support early on or for the new folks. Training and fast tech support will smooth over a lot of issues and speed adoption by sales.
  11. Limit required data. Keep it simple put as much in pick lists as possible so they don’t have to type anymore than they have to. Put the most commonly used items at the top of the pick list.
  12. Whats in it for them…? What does it Do For Them? Do a ride along watch what they do now and incorporate a better way in the CRM. For example do they do a daily call list? Automate a Report for them so every morning they have their top prospects right at hand.

I can’t imagine any of my readers are having challenges getting their sales team to adopt a CRM on the off chance there is a need feel free to contact me.

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Self Limiting Beliefs Your Goals – 2021

Probably the biggest reason folks don’t set goals is Self Limiting Beliefs. Oddly enough they are hard to see or acknowledge. What are they well they are something that we all have, it is part of our construct of how we view – see the world. Many self limiting beliefs are below the surface they are old and somethimes harken back to our childhood. Some are benighted other not so good, stuff like no one in our family went to college or the Rich Get Ricer and the Poor Get Poorer. Our parents meant well, at times despencing good advice meant to protect us. They were often told the same things growing up. . How much of a risk taker of risk avoider you are is a good example. These customers & habits run deep. Sometimes it takes years to even notice them, much less change them. Self limiting beliefs are a set of handcuffs we put on our selves.

When my Sales Coach Mike first started talking about Self Limiting Beliefs I found it odd as I was interesting in learning how to sell not looking for a life coach wellness guru. He as tasing about making cold calls and challenged us to call on Company Presedents, CEOs etc. He got push back from many folks in the class, folks saying you can’t do that, its not done, we don’t have the authority., we can’t risk the relationship. Mike said “What Relationship they aint buying from you now what have you got to loose?” He said “No One ever Died from making a Cold Call, the worst they can do is yell at you and hang up”. If you’ve never been hung up on you arn’t much of salesperson. The best that can happen is you make the deal or get reffered down the food chain to make the deal. He continued may CEOs, Presidents don’t get many calls because most sales people are too afraid to call them. This was a wake up call for me. One of my self limiting beliefs was that I couldn’t call on people because I might interrupt – upset them. And as far as calling on senior management well no way.

One way to identify self limiting beliefs is to make a list of things you are reluctant to do that would better your situation in life. Be it a Diet, Exercise, Investing, taking on a new profession. List them out, write out the reasons doing them would improve your life. Build a lift of Whys. To quote my friend Anthony Mayo, “When your why is Strong the how is no problem.” Keep at it until you either have a strong why or discover that overcoming that belief is not that important. Build a strong why then list ways to overcome the belief by taking actions that will start you on the path to accomplishing that thing you are reluctant to try. At the bottom of many self limiting beliefs is often Fear. So write out the worst case scenario. For me calling on a Senior Manager, President CEO of a company we didn’t do business with would at worst mean getting yelled at or hung up on. Not exactly a life & death scenario.

Mike described our sales territory like a black box that has buttons, dials, switches, levers and cranks on it. It is up to use to figure out what sequence we have to activate them to get the money to pop out. How we do that is affected by our self limiting beliefs and that costs us money. If we are afraid to push the Call the CEO button, we are keeping ourselves form calling the CEO no one else. Mike had us list our self limiting beliefs and an estimate of how much that belief is costing us. Ouch that made it real.

Mikes Black Box It is Up to You to figure out what it takes to get the money to come out.
Copyright Phil Sallaway 2020

My goals have grown from just 3 goals written on a scrap of paper to a bundle of 12-14 pages.  There is a Goal Board with photos representing the Goals that are important to me, in the key areas of my live. Make plans for your family, faith life, business life, health the things that are important to you. Of that I have 3 key goals, with sub goals that support the 3 key goals. I then break down the goals to Monthly mile stones, with tracking. Then many of those are further split out it to weekly tasks which I tally up every Sunday. Once a month sit down and review my progress.  These reviews is how I keep myself accountable to my goals.  Goals without a plan are just a wish.

Tools to overcome self limiting beliefs one of the best affirmations take the list of self limiting beliefs we made earlier then write it down as if you have already achieved it. For example: Self Limiting Belief: I can’t loose weight Affirmation: I weigh 150 lbs Now do that for all of them. Then list the benefits of achieving that goal. By weighing 150 lbs I will be healthier, look better, be able to exercise longer, live longer etc. Do this for your top 3 goals. Then post this list where you have to see it regularly like every morning or evening. Make a copy to put in: your car, put a copy on your screen saver. Some people read it every morning or evening others write them out once a week long hand. The idea is to keep these affirmation top of mind, it takes a while to break our stinking thinking thought patterns. Now go and do it… Now.

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