The Masters - are you among them?

In 1986 I watched wide-eyed as Jack Nicklaus roared on the back nine at Augusta and won his 6th green jacket and 18th major.  Everyone was SO excited and therefore, I was too.  My 8th birthday was the following month and I wanted golf clubs. Bad.

Lesson above: Larry throwing his club in joy, not anger. 

I got those clubs and played as much as I could that summer.  The following year, I watched Larry Mize chip in a 140 runner to beat the Shark, Greg Norman.  Augusta was won yet again in dramatic fashion and I was now double-down, hook-line'n'sinker, sold on golf.  As the PGA commercials say now...These guys are Good.  Well, they were back then too.  Warriors...Masters of their trade...Inspirational.  

So, my question to you (and me)...Are you a warrior?  A Master of your trade?  Do you inspire people with your work?!  ...me personally?  I'd tell you...sometimes.  I fall down on occasion... I sleep in.  I procrastinate.  I don't always put in 100%.  I don't pick up the phone.  I don't read enough books.  

But just about every day I do carve out time for self-improvement and learning - I read, listen to podcasts, talk to my peers, etc.  After that, I put it into practice immediately those lessons to hopefully inspire others and to further master my trade.  The hard part?  You can never do enough.  There is always more to learn.  And the older I get, the more I realize, the less I know!

I challenge you to do a little exercise while you watch the tournament this weekend (plus for those that care less, this will keep you awake!).  Write down one of these questions at the top of a blank sheet of paper:

• How can I become a warrior at work?
• What do I need to do or know to master my trade?
• How can inspire those around me with my work? 

Write down ten answers (yes, 10).  Pick one.  Try it.  Absorb, Rinse, Repeat.    

Enjoy the Masters this weekend.  Let it remind you to strive for excellence, to overcome adversity, and to keep a strong mental attitude.

Have your own Masters memory or an example of something you do to be a Master?  Leave a comment or write me at salesdrummer@gmail.com.  Happy selling!  

Get Stuck in your Prospects Head like Hall & Oates

The last three days I can't get this song out of my head.  Specifically?  Private Eyes by Hall & Oates.  Just three lines.  Over and over and over again.  Humming it, tapping it, singing harmonies in the shower.  

Don't you hate when that happens?!  Or...do you love it?  Maybe your stuck tune is pretty catchy.  Perhaps it puts a smile on your face or a pep in your step.  

As salespeople, we'd give anything to be that catchy tune in our prospect's head.  We dream about our prospects dreaming about us.  Going to bed at night and waking up thinking about us solving their problem.  

So...how can we?  Ya know, get stuck in their head.  Here are four suggestions: 

1. Be Consistent.  Make sure they're hearing your tune on a regular basis.  Do you have a newsletter?  Are you posting on social media?  How about PICKING UP YOUR PHONE?  You have to be doing something to drive awareness (TOMA!).  Just like a song, if they never hear ya, they'll never be singing about you. 
2. Understand your Audience.  Not just what their pain points are, but what makes them tick.  What's important to them?  What are they thinking about?  If you can get to the root of why you're there and why you can help them, you'll uncover something powerful enough to make them think about you (and your solution) for days.  So - ASK (GOOD) QUESTIONS! 
3. Power Phrases.  Lyricists and songwriters know tricks with repetition, patterns, and phrasing to make a tune catchy.  You too have the power to phrase the benefits of your offering in a certain memorable way; things should have a certain cadence to help your message resonate.  I'm not talking cheesy jingles here; a classic example is Martin Luther King's speech (he said it 11 times).  If you like this idea, here is an excellent recent article on the topic of repetition in music. 
4. Tell a Story.  Painting a beautiful picture worth a 1,000 words can tattoo a memory onto anyone's brain.  What story can you tell (well) about your product/service?  Do you have several stories?  Write them down and include some specific details.  Practice telling the story to friends/family so you can tell it with passion and enthusiasm when you're "in the moment".    

Next Steps?  Take action!  

1. Pick a media outlet, Pick up the Phone.  Execute! 
2. Write down 10 open-ended questions you should ask on every meeting.
3. Work on some power phrases or something with repetition of letters/words.  Email me your phrase(s) and I'm happy to help brainstorm. 
4. Be able to tell a before/after success story about one of your clients. 

Have a question or thought?  Write me at salesdrummer@gmail.com.  Good Luck & Happy Selling!

March 2014 - March Madness, Magic Mud, and Music Mayhem!

Good Afternoon, Happy Spring!

I'll say it (again) - Spring is now HERE!  Last month was a total jinx, sorry...  And yes, it did snow this morning, but March wasn't so bad, right?  St. Patty's Day, The Bachelor finally ended, Jimmy Fallon jumped in Lake Michigan, and now...March Madness!  Speaking of, here are five great places to watch the games(other than your couch).  Best of luck to all you aspiring bracketologists!

I am fortunate to be out every day with an eclectic group of people and business cultures.  I’m always interested to hear about what others are reading about, listening to, experiencing, and just flat-out DOING.  With that in mind, this monthly digest reflects my latest findings – new music, helpful sales tips, Chicagoland happenings, a brief update on yours truly, and more.

I hope these snippets are of interest to you or someone you know, and offer a quick breather from the driving force of everyday life.  I appreciate your recommendations, thoughts, and replies - as well as taking time out to enjoy it.

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Featured Charity

March of Dimes - my wife, Lindsay, is a NICU nurse.  During the last six years she has shared with me many stories of heart-break and triumph with families that have had their babies prematurely.  Every year the March of Dimes Walk helps raise money and awareness for these families and newborns everywhere.  This year's walk is on April 27th - click here to donate and learn more.  

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Sales Ideas & Practices

Earlier this month I was lucky to attend the Sales 2.0 Conference sponsored by Selling Power Magazine.  One of my favorite speakers was author Lisa McLeod who discussed the idea of selling with a noble purpose.  Read her points on that premise and if you agree, check out her book on Amazon.

Where are you looking to anticipate change?  What is the diversity measure of your network?  Are you courageous enough to abandon the past?  Great questions, right?!  Watch this TED Talk (9 minutes) to explore these ideas and help hone your leadership qualities.  Favorite Line - "Great leaders are not head down - they see around corners. Shaping their future, not just reacting to it."

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What I'm Up To

This month I started an interim VP of Sales project working with a fast-growing medical supplies company.  They are getting ready to hire their first few sales reps and design their entire structure (comp, territories, metrics, etc).  Along with the founder, we're designing their sales playbook and building a solid foundation for repeatable success.  If you know/work with an owner getting ready to launch or rebuild a sales-force, those are perfect (and much appreciated) introductions!

No beach vacation for me this year, but next week is my long-awaited annual golf trip.  Heading down to Alabama with my good friends to play Grand National in a Ryder Cup format.  The 70 degree weather will feel like a heat wave! 

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Random Joy

All you need are potatoes and tonic water for this fun home science project - send me pictures if you try it with your kids!  

Another trick with food...this is a very logical and convenient way to separate egg yolks.  

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Chicagoland

Take a break from the norm and check out one of these local coffee shops.  I'd be quite okay never stepping into another Starbucks or Corner Bakery.  Luckily this town is big enough to provide options, and unique ones at that.  Glad to see this list include FILTER, which has been a long-standing go-to for me.  

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Music

Last week was SXSW Festival in Austin.  Every year close to 1,500 bands descend upon that weird little oasis in central Texas; dozens from Chicagoland.  I lean on the lucky music critics who attend to sift through the sea of bands and hand-pick the winners.  Here is a shortlist of ones I enjoyed that could be the next big thing.

Royal Teeth - joyous, anthemic, pop-rock (for lovers of the band Vampire Weekend)
Ghost of the Saber Tooth Tiger - swaggering rock fronted by Sean Lennon (yes...his son).  Lincoln Hall June 1st.
St Paul and the Broken Bones - Southern Soul Rock with a James Brown flair.  Milwaukee May 31st.
Future Islands - the 80's are back with this one, but the guy's voice reminds me of Van Morrison.
Nikki Lane - female singer-songwriter whose recent album was produced by The Black Keys frontman, Dan Auerbach.

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Quotes

What is life but a series of inspired follies?  The difficulty is to find them to do.  Never lose a chance; it doesn't come every day. - George Bernard Shaw (1856-1950)

O Lord, help me to be pure, but not yet. - Saint Augustine (354 AD - 430 AD) 

Time sneaks up on you like a windshield on a bug. - John Lithgow

The trouble with having an open mind, of course, is that people will insist on coming along and trying to put things in it. - Terry Pratchett

Some people will never learn anything because they understand everything too soon.  - Alexander Pope (1688-1744)

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.  Again, I appreciate your recommendations, thoughts, and referrals that so many of you have shared with me.  Have a great rest of the month and perhaps we'll see one another - hibernation is over! 

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

February 2014 - Juggling, Jazz, and The One Question I Wish You Wouldn't Ask

Good Afternoon, Happy Thursday!

I'll say it - Spring is in the air.  Hopefully not a jinx, but anything above 32 degrees and I'm one optimistic guy.  The Superbowl is done, most holiday decorations are down (wreaths are STILL up at O'hare, really?), and the winter Olympics are wrapping up (GO USA!).  Anyway, I hope your cabin fever decompression goes smoothly.   

I am fortunate to be out every day with an eclectic group of people and business cultures.  I’m always interested to hear about what others are reading about, listening to, experiencing, and just flat-out DOING.  With that in mind, this monthly digest reflects my latest findings – new music, helpful sales tips, Chicagoland happenings, a brief update on yours truly, and more.

I hope these snippets are of interest to you or someone you know, and offer a quick reprise from the driving force of everyday life.  I appreciate your recommendations, thoughts, and replies - as well as taking time out to enjoy it.

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Featured Charity

JDRF - for years I heard Ron Santo promote this cause on WGN during Cubbies games.  They are dedicated to raising awareness, finding a cure for, and improving lives of Type 1 Diabetics (commonly referred to as Juvenile Diabetes).  The Young Leadership Committee is hosting their annual Red Carpet Party (Oscar's Party) at Municipal on Sunday March 3rd.  Click here for details!   

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Featured Client

Smarty Pants Yoga is a leveled course that nurtures the social, emotional, physical, and academic needs of elementary-age girls (1st-5th grade). During the eight-week program, girls are guided through a comprehensive literacy program and yoga workshop that focuses on strategic areas of girlhood development.  Smarty Pants Yoga can be found in Chicago-area schools and Elate Yoga Studio.  If you're interested for your kids school let me know and I'll connect you to the founder! 

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Sales Ideas & Practices

Asking "How are you doing today?" is the one of the worst phone habits and somewhat of a pet peeve of mine (of which I have few).  If you say that during a sales cold call, you've already shot yourself in the foot.  Here I share some alternative ideas and thoughts on the topic.

Loved this article and advice from a LinkedIn influencer - Talk to Your Kids About Work and Amazing Things Happen.  You both learn valuable lessons.  

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What I'm Up To

Sales Empowerment Group – we helped one client set 37 quality appointments last quarter with CFO's at F1000 companies.  One of many success stories from our inside sales group!  We are helping companies add turbo-boosters to their sales efforts.

Precision Payroll – are you involved in an industry association?  I am actively looking for partnerships with local/national associations for affinity partnerships.  We are proud to be endorsed by the TMA, Alliance for IL Manufacturing, PLANETLandscaping Association, and more.  I appreciate any connections! 

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Random Joy

For years I've had a set of legit juggling balls sitting around the house.  I've tackled  several variations of the basic 3-ball juggling, but anything beyond that seems magical.  I'm always impressed with how easy real pros make it look, like this juggling troupe.  It's pretty cool, but as my wife said to me, "I don't think these guys go on too many dates..."

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Chicagoland

Alright, I know I said it's spring time, but you still may need a little more comfort food to get through the thaw.  Here are some top choices in Chicago (I'll also add the meatloaf at Harmony Grill to that list).

Fake Buildings in Chicago?  Yep - so cool!  I'm sure you've seen them many times and never thought twice.  

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Music

Gregory Porter is one of the top up-and-coming jazz vocalists out there.  Lindsay and I had the pleasure of seeing him last weekend at the Symphony Center and he blew everyone away.  His mix of soul, blues, scat, and gospel make him an all-around engaging performer.  Listen to his title track from his latest album, Liquid Soul.   

TLC's No Scrubs was the jam back in 1999.  This live, looped, one-man-band version is extremely impressive and arguably better.    

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Quotes

Try to learn something about everything and everything about something. - Thomas H Huxley 

Blessed is the man who, having nothing to say, abstains from giving wordy evidence of the fact. - George Eliot (1819-1880)

Nothing is as simple as we hope it will be - Jim Horning

No one means all he says, and yet very few say all they mean, for words are slippery and thought is viscous.  - Henry Adams(1838-1961)

Good teaching is one-fourth preparation and three-fourths theater. - Gail Godwin

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.  Again, I appreciate your recommendations, thoughts, and referrals that so many of you have shared with me.  Bust out the rain-gear and the garden gloves and I'll see you next month! 

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

Please Stop Acting Like You Care About Their Day

If you make sales (phone) calls as part of you job, we need to talk about an annoying phone habit you've probably developed.  It's this...

"How are you doing today?"

Seriously.  Stop asking this question.  I'll tell you how their day is - BUSY. I assure you as soon as you say it, the person on the other end of the line is already thinking about how they're going to get off the phone.   It's what every other average, pesky sales person says after their name and company.

I know, I know...it's an instinctual, knee-jerk question we ask.  And it will feel weird not to say it.  You're right - the first few times will be rough.  But break the habit.  Don't sound like EVERYONE else.  Stop it.  Now.

Ok?  Ok...so let's talk alternatives:                                                                                                              

1. Make them laugh - if you can elicit a laugh in the first 20 seconds of a phone call, you buy yourself at least a minute to get your message across.  My go to - "Happy ____day!"  Whatever - Mon/Tues/Wed/Thurs.  If it's any day but Friday, nine out of ten times I get a chuckle or can feel a smile on the other end of the line.  That laugh alleviates the awkwardness of the cold call, puts a smile on their face, and allows you to take a quick temperature of the type of person you're dealing with (If you don't feel an air of levity on the other end of the line, you better talk fast)
2. Good morning/afternoon! - this salutation is a much more logical thing to say when calling a stranger. 
3. Acknowledge you'll be quick - you're calling to open the door to a conversation.  Say to them, "Hey, I'm sure I'm catching you in the middle of something; do you have a quick moment?"  If they say YES, begin your next statement with, "Excellent - I'll be brief."  Say your benefit statement and engage.  
4. LinkedIn Precall plan - find something of interest or a common thread on their profile - hobbies, college, associations, charities, whatever.  Say, "Hey before I get to the main reason for my call, I saw on LinkedIn that ________.  How involved are you? (or I support that cause too.)"  

Got something that has worked for you?  Would love to hear the idea - drop me a note and happy selling! 

January 2014 - Selling to the Top, Expandable Art, and Antarc-Ditka!

Good Afternoon, Happy Monday!

Happy New Year!  The picture above is from a show I played a few years ago at a local venue, the Subterranean (in Bucktown).  Though you can't see all of it, that is my dad's beautiful, marine-pearl Slingerland drumkit, circa 1963 made locally here in Niles, IL.  This blog, Sales Drummer, is not only a nod to my old man, but also defines me and the two things I'm most passionate about (besides my family) - Sales and Music.  My goal is to share something that will help help you close an extra deal soon, as well as add some new music to your personal soundtrack.  

I am extremely fortunate to be out every day with an eclectic group of people and business cultures.  I’m always interested to hear about what others are reading about, listening to, experiencing, and just flat-out DOING.  And personally I’m always up for a good tangent if it piques my curiosity. 

With that in mind, this monthly digest reflects my latest findings – new music obsessions, interesting ideas I've been exposed to, helpful sales tips, Chicagoland points of interest, and a brief update about the work I've been up to.  I hope these snippets are of interest to you or someone you know, and offer a quick reprise from the driving force of everyday life.  I appreciate your recommendations, thoughts, and replies - as well as taking time out to enjoy it.

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Featured Charity

Team in Training: so many ways to get involved in the fight against cancer.  Back in 2001, along with her Team in Training crew, my mom biked 100 miles (in one day!) around Lake Tahoe, celebrating her remission from Hodgkin's Lymphoma just two years prior.  For those that have driven around that lake, you may recall how crazy steep some of the hills can be.  If you've been personally affected by the disease, this organization is a great way to get involved.   
 

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Sales Ideas & Practices

A question every sales rep has asked themselves - do you try to get in with the CEO or start lower with an influencer and work your way up?  Great question and each method has its merits.  I enjoyed this article looking at both arguments.  

Lots of buzz out there about Content Marketing.  This article is on-point as it breaks down key components to help you do it right - headlines, list order, using scarcity, testimonials, and word choice.  A Must Read!   

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What I'm Up To

Sales Empowerment Group – we are out speaking regularly on a myriad of sales-related topics - first call effectiveness, cold-call techniques, Sales Process, LinkedIn, etc.  Please reach out to me if you'd be interested in a breakfast/lunch-n-learn session for your company.   

Precision Payroll – the month of January is the busiest time of year in the payroll world.  It is the easiest and best time for companies to change their payroll system and we're happy to be bringing on a lot of great clients this month.  

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Random Joy

"Art" takes on infinite forms, large and small.  This video shows an expandable one, and I have a feeling you'll be just as captivated as I was starting at the 24 second mark.

As far as daytime talk-shows go, Ellen seems to be doing it right.  This 7-year-old guest prodigy was especially entertaining not only for the piano-playing chops, but for his over-the-top sweetness & positivity.  

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Chicagoland

Polar Vortex, Polar Shmortex.  I guess we used to have them all the time back in the day.  Round #2 is on its way - I say slap on the long-johns, no calling "dibs", and bring it on!  The first pic in this series from the first Antarc-Ditka is amazing.  

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Music

Jake Bugg - this 19 year-old garage rocker is the next big thing to come out of the UK.  Well-known producer Rick Rubin worked on his most recent album that came out at the end of 2013.  His song Two Fingers has been stuck in my head for over a month now. 

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Quotes
 
One of the deep secrets of life is that all that is really worth doing is what we do for others - Lewis Caroll

A wise man will make more opportunities than he finds. - Sir Frances Baron (1561-1626)

If men could only know each other, they would neither idolize nor hate. - Elbert Hubbard (1856-1915)

Before I met my husband, I'd never fallen in love, though I'd stepped in it a few times - Rita Rudner

All human beings should try to learn before they die what they are running from, and to, and why. - James Thurber (1894-1961)

A sense of humor is part of the art of leadership, of getting along with people, of getting things done. - Dwight D. Eisenhower (1890-1969)

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.  Again, I appreciate your recommendations, thoughts, and referrals that so many of you have shared with me.  Bundle up, get your Vitamin C, and I'll see you next month! 

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

Music Shot - Nick Waterhouse

Happy Monday everyone!

According to Siri, it's -42 with the windchill.  Ouch.  I think I'll stay inside a bit longer.  While we're sitting around, take a listen to this great artist, who brings to life the Madmen era with his retro-soul groves. He'll be in Chicago on Feb 21st at Lincoln Hall.  Enjoy!