5 Steps to improve your messaging: How to deliver presentations that are convincing, compelling and memorable

Presented by Fia Fasbinder, “Presentation Skills Coach at The MOXIE Institute”

Fia Fasbinder presenting at the Sales Leadership Alliance Meeting June 2015

Fia Fasbinder presenting at the Sales Leadership Alliance Meeting June 2015

Well I hate to admit it but I was expecting something like the advice I got as a young man aspiring to be an Orator…. “Stand up, Speak up then Shut up” or “Say what you are going to say, Say it, Say what you said” Well I was Wrong. Fia went way beyond that basic stuff.

To start with she explained why we all have some hard wired Stage Fright. Standing alone, surrounded by others who are all staring at you in pre-historic times usually meant you were Lunch. Or how survey after survey says many people fear public speaking more than death..!   The Good News She said was audiences are all hoping that you will succeed; the audience is pulling for you!

Fasbinder

Without a doubt, Fia gets an “A” for audience participation. She had us all up and practicing projecting our speaking voices. Practicing good breathing, pitch, volume, and emphasis. Not bad considering her audience was full of crusty sales folks who certainly aren’t afraid to talk. We all learned about the  MOXIE method.

Move your mouth, open it wider it projects sincerity and promotes trust

O Oxygen, good deep breaths oxygenates your blood & brain thinks better

X Excite your Audience

I If factor can be reduced by Rehearsing 5 to 7 times

E Enjoy the experience

Good breathing energizes your speaking, and helps promote better projection. Excite your audience with verbal variety: Emphasis, Vary Pitch, Change Volume, and use phrasing (like a series of sound bites). Scan your audience and make eye contact briefly with as many folks as you can, it makes them feel connected.  She recommended rehearsing 5-7 times aloud yes aloud, but no more. Over rehearsing can, cause the speech to sound canned. By rehersing just enough to have a good strong grasp of the key points that you want to make but you leave room to ad lib and mold the speech to the situation. This allows you to Enjoy, Yes Enjoy the actual Speaking event because it is not the first time for you.

Her top Two tips: 1. Deep breathing and 2. Deliver the message from your heart.

The deadly sins: 1. Make it Boring 2. Stare at the screen (vs talking to the audience) 3. Let the Slides tell your whole story.

Over all a great presentation with some outstanding take aways on how to be a better at public speaking.

Upcoming Events:

To attend go to: http://www.salesleadershipsd.com/

About the author:

Phil Sallaway is a Sales Leadership Alliance member with 20 years of business experience.  He has managed product lines as large as $50 Million.  Career highlights include: placing a product on the “This Old House” TV program and being published in many national trade publications. He has been a voting member on a joint ISA, ANSI, IEC standards committee. Phil is currently the Product Manager at SalesForceMaven.com

Phil Sallaway

25422 Trabuco Rd. #105-346

Lake Forest, CA 92630

Cell: 949-636-5286

E-mail: psallaway1@aol.com

www.SalesForceMaven.com

www.linkedin.com/in/productmanagercalifornia/

 

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Lean Selling, Applying the Lean Methodologies to Selling

LeanSelling

Orange County Sales Leadership Alliance Meeting – March 2015

I had the pleasure of speaking with Robert Pryor the Author of Lean Selling about how his new Book Lean Selling on how to apply Lean Methodologies to the Sales Process. Lean Methodologies have been the top way of process improvement over the last 50 years. One area that has so far been overlooks is the Sales Process, which like all processes can benefit from Lean Thinking. Sales is, or should be, a process and can benefit from Lean Thinking. Early adopters of Lean Manufacturing were very successful in taking market share from competitors it is likely that Lean Selling Organizations will likely enjoy significant competitive advantages for some time to come. 

 Robert emphasized two key Lean Topics:

 Focus on Getting a Decision & Focus on Value for the Buyer

 First, Getting a Decision

So the question is whether sales people prefer No Decision or a No…? According to Robert’s research most prefer a No, because No Decision ends up being a long dragged out version of No with a lot of time spend on trying to “Save the Deal”….. or as I see it lots of Follow Up.

It is far better to get the prospect to No and not spend any more time on a prospect that will Never Buy from you.  That way more time can be spent on new prospects.

Robert shared with us who the seller’s single biggest competitor is and will be, at least well over half the time, No Decision. That’s right, the number one competitor is always No Decision or Status Quo (aka, “Do Nothing”). It’s the biggest and most costly problem in the average sales cycle. Because a high percentage of buyers (as high as 70%) who enter the buying process and at the end, never buy anything—from anyone.

Second, Value for the Buyer

LeanSellingSLA

Left Brain                                                                                         Right Brain

Analytical & Logical                                                                           Imaginative & Artistic

As sales professionals, we have to engage both sides of the Prospect’s Brain. If we get hung up in the Left Brain logic of Specmanship, Quality Etc. we miss the more emotional Right Brain half of the Prospect’s Psyche and lose the sale.  One side of the brain needs logical reasons to buy; the other needs to share the enthusiasm and emotional satisfaction with product.

This is a major reason why so many “opportunities” go quiet. Buyers are unable to reconcile their right-brain and left-brain desires to make a decision. This means that we as sellers have failed them, because we didn’t provide them, or help them get by themselves, everything they required to make a decision.

That’s why sellers can’t complain when a selling process goes nowhere, despite the effort they put into it. It’s often the inevitable result of thinking that we only had one buyer and didn’t see the other one that was hiding in that same buyer body.

Why all this talk about Left and Right Brain thinking? It’s all about the buyer making a decision. The main goal of applying Lean Thinking to the Sales Process is to Speed it up. We all know, the sales process can’t end until the buyer makes a decision. We as Sales Professionals need to focus less on our product offering and more on what the Buyers Brain needs to make a decision.

In effect, the Sales professional becomes a decision-facilitator for the buyer, drawing out both the right-brain and left-brain requirements. Often there are requirements buyers are not even consciously aware of. Then focus on how you can help the buyer get what he or she needs to make a decision. That way you will get more decisions and fewer no-decisions – the dreaded “Think It Over.” When you get more decisions, you get more sales. It’s the Sales Professional’s responsibility to get to a buying decision, not the Prospect’s responsibility.

Conclusion

By focusing on getting, a decision and helping the prospect engage both their left brain and their right brain we can get to a Definite Clear Decision faster. By either getting a fast no or a yes we can shorten the sales cycle applying Lean Methodologies to get there.

To Learn More:

At the end of the Sales Leadership Alliance presentation, Robert provided ways people can learn more about Lean Selling. They can join the “Lean Selling” group on LinkedIn and follow us on Twitter @leanselling. There is sales process self-assessment in the book but it also available for free on the website http://www.LeanSellingBook.com.  This simple 10-question assessment will tell you where your selling system stands compared to other organizations.

Photos by Anthony Mayo, Sandler Sales www.lrn2sell.com

This post is based on after the SLA event and personal conversations with Robert Pryor.

ABOUT OUR PRESENTER:

Robert J. Pryor, Author, Speaker and Managing Director, CEO Cubed LLC

Robert has been a sales, marketing, and general management executive in the computer and information technology industries for over 30 years. He was one of the early entrants into the commercial Internet industry, and a multi-time CEO in the Web and Internet space. For the last four years, through his business consulting company, CEO Cubed LLC, he has helped CEOs in a variety of industries benefit from his business experiences through close collaboration with them on how best to move their companies forward. For many years, Robert has been a student of the most popular selling methodologies and has occasionally had opportunities to train or coach organizations on these, in addition to implementing them in companies that he ran.

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The Secret about Trade Secrets for Salespeople

Trade Secrets Defined

Trade Secrets Defined

Presentation By Anabella Bonfa Attorney at Law with Wellman & Warren LLP

First the Disclaimer, this is not legal advice.

What is a Trade Secret ? It is  Something of value and is not generally known, and you make an effort to keep it secret.  In the Sales world it can be a Salesforce CRM, a Database, Marketing info, Sales Projections, Product Development & Launch Data and related information.

Case Studdy:

A Trade Show Marketing – Management firm’s trade secrets were it’s customer lists, customer trade show preferences, sales history, pricing, vendor pricing, employee training on sales scripts, and a industry unique data base.

The Founder – Owner passes away, his wife steps in bringing in a new management team. The company goes from Mom & Pop to a corporate approach.  The top sales guy Mr. X leaves, over night business drops 20%-30%. Over the next year business craters and their customers are going over to the new company the Mr. X is at in droves.

The Trade Show Marketing – Management firm does some research and finds that Mr. X had solicited business for his New Employer even before he quit. Strike one, an Employee owes his employer a duty of loyally while on their payroll.  They decide to take legal action against Mr. X and his new employer. After filing a lawsuit, each side gets to do discovery that is subpoena records and information from each other and others who may have information relevant to the case.

That’s where the case got very interesting. The hard drive on Mr. X’s computer had been erased, unfortunately for Mr. X a data recovery team was able to restore the files. It also turned out that the new company had set up a team of “IT Pirates” to transfer data even before Mr. X quit his old firm. Not only that there e-mails to prove it. Mr X had even helped the IT Pirates access the database and get screen shots of confidential data. The new company tried to delete the e-mails but they were still on the server and on backups.  Mr. X also transferred data that helped his future employer re-create his existing employer’s database.

IT Pirates... Raiding Trade Secrets ?

IT Pirates… Raiding Trade Secrets ?

Mr. X tired to delete all the incriminating data but a forensic IT Team was able to recover a lot which revealed that he created excel spreadsheets full of his employers data. He also put his contact list on to Salesforce CRM all before he started with his new employer.  Both Mr. X and his new employer were put on the stand. Their defense fell flat and they eventually settled for a very large sum.

Cloud Based CRM Systems Like Salesforce create an trail to follow.

Cloud Based CRM Systems Like Salesforce create an trail to follow.

The moral to the story is if you are in sales keep your personal business contacts separate from your employers. If in doubt Google the info to see if it is in the public domain, data in the public domain is usually not a trade secret. If you change employers and are calling on the same prospects consult a lawyer first to understand you legal obligations to your former employer. Do not solicit business for a new employer while still employed by your old firm. Return data to your employer when you leave.

About the Presenter:

4173-Anabella-Bonfa.2_resize

Anabella Bonfa

Anabella Bonfa is a seasoned business litigator with Wellman & Warren LLP who defends and prosecutes cases for her clients in breach of contract and other business related tort matters. Ms. Bonfa represents public and private companies as well as individuals in many industries including manufacturing, service industries, and multi-level marketing.  Ms. Bonfa has built a reputation for handling business and partnership disputes, theft of trade secrets, unfair competition and fraud. This includes prosecuting, defending and settling cases involving theft and alleged theft of customer data, supply lists, pricing information, business strategies, marketing information and other financial data.  The firm website is http://www.w-wlaw.com.

Anabella Q. Bonfa

Attorney at Law
Wellman & Warren LLP
24411 Ridge Route, Suite 200
Laguna Hills, CA 92653
Phone: 949-580-3737
Fax: 949-580-3738

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SalesForceMaven 2014 in review

The WordPress.com stats helper monkeys prepared a 2014 annual report for this blog.

Here’s an excerpt:

A San Francisco cable car holds 60 people. This blog was viewed about 2,100 times in 2014. If it were a cable car, it would take about 35 trips to carry that many people.

Click here to see the complete report.

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The Latest Trends in Sales Compensation

 Trends For 2015 Sales Compensation Plans

Sales Compensation Challenges

Sales Compensation Challenges

It takes good planning to craft a good sales compensation plan that rewards growth , pays for itself  and meets the companies goal of not paying too much.  Motivating Salespeople is more that just throwing more money at them to grow sales. It takes a well crafted plan. Jeremy said that “Without a plan…. Any plan will do.”  Without a good compensation plan your best sales people … Leave the company.  Managements goal is to grow Profitable Sales that will  drive up Revenue, simple as that seems many plans only promote Gross Sales some of which may not be all that profitable for the the Company but result in fat commissions paid to the Salesperson.

Forecast looking to 2015

The good news is, Bonuses Are Back ! Compensation is up. The days of low balling employees think the depths of the recession 2008 – 2009 are gone! Corp incentive plans are ratcheting up performance goals, as well. A salesperson must hit 95% of Goal to get a shot at the real money.  Thanks to CRM Systems like Salesforce management can measure performance like never before. As a result, there are more performance metrics than in the past. The focus is profitability. Trends for 2015

Trends for 2015

Compensation Models

Full commission only sales plans work in some models culturally and not in others. This was a trend during the recession but that has changed. Setting up the pay mix of Base, Draw, and commission can be tricky.  Boards have become more interested in what and how the Sales Compensation Plan is set up. They want to know how it works and what does it reward. They want to know the plan cost verses percent of revenue it generates. They also pay attention to the slope of the pay curve, is it long and gently rising or does it pitch up at some point like a hockey stick.Market Norms for Compensation as a Percent of Revenue

Market Norms for Compensation as a Percent of Revenue

At the start of the day does your sales team know that they have already earned 90% of their commission just because they woke up ? Or do they know they have that they must run all day to earn the other 50% of their compensation. One plan will get your sales team to hustle the other will get you a bunch of order takers.

Sales Management Compensation

Sales Compensation  vs Revenue Generation

The better plans mix base, commission and bonus. The Cost is typically 8 to 10% of the revenue they generate. The Sales manager’s compensation ranges between 2.5-3.5% of the team they manage.

More good news few companies cap compensation plans any more. A good plan must be structured properly to generate the final numbers.  A company should love a Sales Rep who is hitting it out of the park and making more money than the CEO.

Authors Notes: 

My recent experience in the market reflects Jeremy’s, I am seeing an upswing in hiring and wages are trending up. This is good news for those looking to move or who are in transition.

Jeremy Anderson, Principal - Barney & Barney

Jeremy Anderson, Principal – Barney & Barney

Our Presenter today is:  Jeremy Anderson Principal at Barney & Barney Co.

Joined Barney & Barney in 2010, oversees the Compensation Consulting Practice. He and His team offer clients a specialized level of expertise in the area of executive pay, equity strategy design and sales force compensation.  His experience includes the design and implementation of sales compensation programs, equity strategies, base pay structures, short-term incentives and performance management systems. He has focused on firms in the life science and technology sectors.

Prior to joining Barney & Barney he was a consulting principal at Remedy Compensation Consultant, Top Five Data Services, IQuantic and a Senior Consultant in Arthur Andersons Human Capital Service practice.  Jeremy serves on the Board of Volunteers of America South West California.

Barney & Barney Co.

9171 Towne Centre Drive, Ste 500

San Diego, CA 92122

800-321-4696

 

 About the author:

Salesforce

Author Phil Sallaway

Phil Sallaway is a Sales Leadership Alliance member with 20 years of business experience.  He has managed product lines as large as $50 Million.  Career highlights include: placing a product on the “This Old House” TV program and being published in many national trade publications. He has been a voting member on a joint ISA, ANSI, IEC standards committee on gas detection. Phil is currently the Product Manager at SalesForceMaven.com

 

Phil Sallaway

25422 Trabuco Rd. #105-346

Lake Forest, CA 92630

Cell: 949-636-5286

E-mail: psallaway1@aol.com

www.SalesForceMaven.com

www.linkedin.com/in/productmanagercalifornia/

 

Posted in CA, CRM, Marketing, Orange County, Phil Sallaway, Salesforce, Salesforce CRM | Tagged , , | 1 Comment

Growing up in the J.D. Powers Family Business

JDPowersPresented by Jamey Power

J.D. Power and Associates is best known as a market research company, mostly focused on quality and customer satisfaction. They have always seen the consumer as a key stakeholder of theirs.  McGraw Hill Financial Co. now owns J.D. Power.

Founder J. David Power was frustrated with how Auto Companies Senior Management was fed data that told them what they wanted to hear. The data was tortured to meet Senior Management’s expectations. Hence, the Edsel was born and rapidly died.

Founded in the kitchen while sitting around the kitchen table, it was a family business right from the start. As a kid Jamey stuffed envelopes for surveys, and as he got older processed data. Early clients were Toyota, Carnation, US Borax, McCullough Chain Saws, and others.

In 1968, an early customer was Toyota, who had spent 10 years failing miserably in the US Market. They found that they had quality issues, parts availability issues and a lot more issues. What made Toyota different was they had a thirst for data, and a strong desire to understand the market.

What really changed things and made J.D. Power a household name was that in 1985, They did an Auto Industry Wide, customer satisfaction at one year of ownership survey and published the results. Competition was increasing and this was the first comparison industry wide, a truly impartial study comparing one manufacturer to another. The first go around Subaru was #2 overall and very proud of it, being only second to Mercedes-Benz, much to Mercedes chagrin. Subaru Ran Ads touting their J.D. Power quality rating and the Chairman of Mercedes-Benz was complaining to J.D. Power about the comparison to lowly Subaru…!

J.D. Power realized the value of their rating system and wisely monetized it, by licensing the use of their name and logo to the winners. It steadily grew into an annual even highly anticipated by the auto manufacturers, subsidiaries and parts manufacturers.

They did an analysis of change in stockholder value vs. customer satisfaction the results were startling. 

Shareholder Value vs. Quality

Shareholder Value vs. Quality

Two Companies that listened and learned:

Consumer expectations continue to rise. In some cases, this drives companies to see consumer information as a strategic tool to gain an advantage over the competition.

1. Mike Diamond plumber differentiated his service with the smell good plumber, and white surgical booties worn by every plumber. Customer had viewed plumbers as dirty and smelly.

2. Ameristar Casinos tested two types of Black Jack Dealer personalities. One was aloof and professional they other was professional, outgoing and chatty. The more personable dealer increased revenue by 15%.

Hyundai's Quality Problems

Hyundai’s Quality Problems

Hyundai had huge quality problems, and was at 59% below the US standard. The new chairman decided to make quality #1 and set up a quality office in the HQ building on the 1st floor. He visited the quality office twice a day, every day. They took a War Room approach. They went from 90,000 units in 1998 to 455,000 units a year in 2005 here in the US.

How Hyundai did it

How Hyundai did it

By focusing on the customer  and quality Hyundai was able to turn around the situation in the US. It took attention from the very top of the organization to make it happen. Chairman Chungs focus on the customer made it happen and established Hyundai’s strong position in the US Automotive Market. By using real unbiased customer perceptions from J.D. Power they got to know what worked and what didn’t. Without those key insights it is unlikely Hyundai would have been able to succeed in the US  Automotive Market.

About our Presenter: 

Jamey Power, President of Power Family Associates, former SVP at JD Power Associates and co-author of “Satisfaction: How Every Great Company Listens to the Voice of the Customer”

Jamey Power is a former Senior Vice President and Strategic Advisor at J.D. Power and Associates. As the son of J.D. “Dave” Power III, founder of J.D. Power and Associates, Jamey literally grew up with the business. He, like the other children in the Power family, worked at the company in a variety of jobs throughout his early school years and into college. He joined the company as a professional employee in 1990. Most recently, he facilitated the transition from a private business to becoming part of The McGraw Hill Companies. From 1997 to 2009, he was Senior Vice President and General Manager—International Operations. During this period, the international business grew to represent about 20% of the company’s overall business, and offices were established throughout Asia, Europe and Canada to conduct studies in many countries throughout the world. For a period of time, when J.D. Power Asia Pacific was a wholly owned subsidiary of J.D. Power and Associates, Jamey served as its Chairman. In the mid 1990s, he moved to Michigan to manage the J.D. Power and Associates regional office in Troy, Michigan.  Today, Jamey manages several of the Power family’s community and philanthropic activities, which focus on education and the National Multiple Sclerosis Society. 

Upcoming Events:

To attend go to: http://www.salesleadershipsd.com/calendar/orange-county-events/

San Diego, CA                                                              Orange County, CA

The Voice of the Customer                                          Sell like a Creative Director               By Jack Kelley,                                                                  By Frank Crowell,                 Principal at Corlea Group                          President & Creative Director at  Elevator  Wed, Oct 8th 7:30 – 9:30 AM                                  Wed. Oct. 15th, 7:30 – 9:30 AM

About the author:

Phil Sallaway is a Sales Leadership Alliance member with 20 years of business experience.  He has managed product lines as large as $50 Million.  Career highlights include: placing a product on the “This Old House” TV program and being published in many national trade publications. He has been a voting member on a joint ISA, ANSI, IEC standards committee. Phil is currently the Product Manager at SalesForceMaven.com

Cell: 949-636-5286

E-mail: psallaway1@aol.com

www.SalesForceMaven.com

www.linkedin.com/in/productmanagercalifornia/     

Posted in CA, CRM, Marketing, Orange County, Phil Sallaway, Product Manager Orange County, Salesforce CRM | Tagged , , , , , , , , , , , | Leave a comment

Leadership as a Hero’s Journey

Sales Leadership Alliance Meeting – Aug 20, 2014

Leadership as a Hero’s Journey – Four Virtues for Transforming Uncertainty & Anxiety into Results

Presented by Eric Kaufmann, President of Sagatica Sagatica

Sales people are rarely, if ever associated with deep thinking. The exception being those who are truly sales champions.  Eric is one of those rare individuals who has done that deep thinking and applied that to corporate leadership

He says we need to grow and evolve to make better decisions. The common factor is how you relate to people, how you go forth on your hero’s journey. How you lead yourself is how you will lead others. Wisdom = Mistakes + Time

A survey of CEOs found their most valued characteristics are:

Setting vision 21%

Communications 45%

Problem Solving 65%

Engaging and Empowering 93%

 

Leader comes from Old English it means to Travel

BrandManager

Everything you have ever wanted …Begins one step beyond your comfort zone..! What are the steps? Start with thinking bigger than your current comfort zone. Leave the familiar, learn something new and bring it back to serve others.  Make sacrifices that make a difference.  Once you have decided to step beyond your comfort zone there are four virtues needed for success.

Brand

Four Virtues:

Courage is willingly walking towards something you fear

Faith is making a leap of faith or giving up something, going forward when there is no certainty

Grit is the tenacity to keep going when you are tired and don’t feel like going on. It is the most predictive element of success.

Focus: is answering the question what am I creating. The intentional beliefs and self-concepts we believe in.  Who we are and how we think and how we behave.

Are you the kind of leader a person would want to be with? If you are, you will attract people who want to follow you.

 

Set Goals, for goals to be valid your must: State it, Publish it and Share it.

 

Look at your own self talk, what are you saying in your head. What you are saying in your head is how you see the world. How we mentor ourselves is how we lead others. Take a close look at our self-talk in our heads. If you tell yourself, you are not good enough as how should it be. Have a vision a vision of yourself, as you want yourself to be. We don’t see the world as it is…. We see it as we are..!

Marketing

It takes Courage, Grit, Focus and Faith to be successful when going beyond your comfort zone. Growth comes from going beyond your comfort zone to your growth zone. He pointed out that if you go too far outside your comfort zone you may enter the panic zone. It is ok to venture there every so often, just do not go too far and end up in the panic zone too often.

A deeper dive in to Eric’s sage advice can be found in his New Book “Leadership is The Hero’s Journey”

About Today’s Presenter:

Eric Kaufmann guides leaders to make better decisions and achieve better results. He has two decades of experience in sales, management and leadership at Lanier/3M and at Corning Labs.  In 1999 he launched and executive development consultancy which had served: Sony, T-Mobile, Genentech, Alcon Labs, Teradata and many senior manages of Fortune 1,000 companies. He is an Adjunct Professor at San Diego State University and Cal State San Marcos and is a speaker for Vistage International.

His book,” Leadership as a Hero’s Journey”, explores the four traits shared by successful passionate and creative business leaders. The book describes how they navigate through uncertainty and anxiety in order to improve the lives and livelihood so those around them.

Contact info:  eric@sagatica.com  www.sagatica.com or 619-668-8500

Upcoming Events:

San Diego, CA  -Chapter Meeting

Wed. Sept. 10, 2014

5 Steps to improve your messaging

By Fia Fasbinder, Executive Coach at Sagatica

Orange County, CA – Chapter Meeting

Wed. Sept 17, 2014

Presentation by Jamey Power, President of Power Family Associates, and Former SVP of JD Power Associates.

 

Posted in CA, Marketing, Orange County, Phil Sallaway, Salesforce, Uncategorized | Tagged , , , | Leave a comment