Thursday, February 20, 2014

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.

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!   
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! 
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.  
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! 
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..."
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.  
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.    
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

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Tuesday, February 18, 2014

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! 

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Location: Chicago, IL, USA

Monday, January 20, 2014

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.

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.   
 
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!   
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.  
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.  
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.  
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. 
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

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Monday, January 6, 2014

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!





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Monday, December 23, 2013

Favorites of 2013

Good Afternoon, Happy Christmas Eve Eve!

 

This month I share my favorites from the last twelve months.  This year was an especially memorable one filled with plenty of change - ups and downs, strikes and gutters - and Daddyhood!  I'm thankful for all of it and hope this year brought you what you envisioned, along with a few surprises.  Marleigh wishes you all a Merry (Instagrammed) Christmas & Happy New Year!     


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.

Favorite Sales Ideas & Practices

"Emotional Intelligence" continues to be a hot topic in the sales field and overall human interaction.  Lots of articles out there; I like this one on Job Success.   

Stop the sales pitch, start a conversation. (This article is by Geoff James - follow him on LinkedIn this year for more great sales tips)

Follow these tips for networking success. 
What are the Favorite things I'm Up To?

Sales Empowerment Group – This year was highlighted by our move into the Willis Tower for our new division, Sales University Group.  There is aHUGE trend in the move to inside sales - we have the infrastructure built to launch new sales initiatives quickly and keep costs fixed.

Precision Payroll – 2013 marked 30 YEARS in business - we still have our first employee and first client working together.  A true testament to the loyalty earned every payroll done by a hard-working team in Oakbrook Terrace.  Also a new site this year!     
Favorite Random Joy

A 186-mph wind can contort your face into some memorable, laughable images.  

Spring will be here soon (right?) and here is a wonderful suggestion...  Have a meeting - take a walk!
Favorite Chicagoland

Watch Harry Caray interview Bill Murray back in 1988.  This year was the 25th anniversary of the lights coming on at Wrigley.

This meticulously-edited, Lego-ized version of one of my favorite scenes, from one of my favorite Chicago-based movies made me go home and watch the movie that night.  
Favorite Music

This is my favorite time of year to digest new music; streaming albums (free) on SPOTIFY has become my listening mode.  This may be the first year since I was 14 years old that I didn't buy a single CD.  I came pretty close to not even downloading anything.  Technology enables music to be made easier, more accessible, and in turn harder to keep up with than ever before.

Here are a couple year-end best-of lists from my favorite critics: Bob Boilen from NPR and locally, the Boys from Sound Opinions.  I'll vouch forTyphoon (13-piece west coast rhythmic rock), Langhorne Slim (Rollicking Storyteller), Jake Bugg (Up-and-Coming Brit Rocker), and Nick Waterhouse(Think...Madmen).
Favorite Quotes

Listening, not imitation, may be the sincerest form of flattery. – Dr. Joyce Brothers (1928 - )

Perhaps the most valuable result of all education is the ability to make yourself do the thing you have to do, when it ought to be done, whether you like it or not. – Thomas Henry Huxley

A positive attitude may not solve all your problems, but it will annoy enough people to make it worth the effort. – Herm Albright (1876-1944)

The time to stop talking is when the other person nods his head affirmatively but says nothing. – Henry S. Haskins

I'm a great believer in luck, and I find the harder I work the more I have of it. - Thomas Jefferson (1743-1826), (attributed)

Love that last one - so true!  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.  Enjoy the rest of your holiday celebrations and I wish you mostly Ups and Strikes for 2014!  

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Monday, December 9, 2013

When You're Offbeat, Take 3 Minutes and Do This


My old man was in sales for 30 years and he hustled.  He would come home at the end of the day absolutely exhausted.  He would have to be "On" all day while in front of prospects and clients.  I can finally appreciate where he was coming from! 

In July 2000 he passed away, and when I finally had the will to clean out his desk, I found this piece of paper (pictured above).  Though I found many things, this particular suggestion has stayed with me - pinned to every cork-board, at every cubicle, where I've ever made a cold-call.  

THREE TIMES A DAY
Take Five Deep Breaths
On the Fifth Breath Hold and Count Down 5 4 3 2 1
Close Your Eyes, and Then Count Down From 50 to 1
Then Count 1 2 3 and I am Wide Awake

With a beautiful new daughter at home, and a never-ending to-do list, my life continues to propel faster and faster.  I'm guessing I'm not alone here, right?  Everybody is running at break-neck speeds these days (not to mention with their heads down, transfixed in technology). 

Next time you feel off your rhythm; you feel rushed, anxious, or just got hung up on by another prospect - take 3 minutes and try it.  During that 50 to 1 countdown allow yourself to stop, listen, be grateful, and refresh.  I encourage you to start working it into your daily routine (Disclaimer: I've tried this when I first wake up, but it just puts me back to sleep).

Enjoy the holidays, keep working hard, and remember to breathe! 
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Friday, November 22, 2013

November 2013 Update

Good Morning, Happy Friday!


I'm getting very excited about indulging in my favorite meal of the year - Thanksgiving Leftovers!  In my family, that Friday after T-giving means that mom busts out her big cast-iron skillet, scoops in heaps of turkey, stuffing, green beans, mashed potatoes, and more...and then simmers it all in a bed of gravy.  The flavors meld together to perfection.  And...my mouth is watering.  I hope you're looking forward to your upcoming traditions too.  


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 peaks my curiosity (nice way of saying I have ADD!). 


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 musings, and a brief update about the work I've been up to.  Hopefully these snippets are of interest to you or someone you know, and perhaps offer some across-the-board perspective.  I appreciate your recommendations, thoughts, and replies - as well as taking time out to enjoy it.

Featured Charity

WINGS (Women in Need Growing Stronger) provides safe and secure refuge and support services for women and children who are fleeing the devastating effects of domestic violence or homelessness.  WINGS began changing lives forever when it opened its 45-bed emergency domestic violence shelter in January 2005.  WINGS is now expanding to the city of Chicago to increase the beds available in the city to victims of domestic violence by 36%.  This will be the first emergency shelter built for women and children who are victims of domestic violence in the Chicago area in ten years.
     
Sales Ideas & Practices

In today’s hyper-connected over-worked world, people are working later into the evenings more than ever.  Email on your phone is modern technology’s preeminent double-edged sword.  Here is a simple best practice I've done for years to help me drive productivity, while also spending more time with those I love.  

Here is one of the best articles on the true nature of networking that I've ever read. 
What I'm Up To

Sales Empowerment Group – what does your revenue generation model look like currently?  Do you have the proper people, process, & technology in place to succeed in 2014 and beyond?  SEG can help evaluate these areas across the board to drive action, positive change, and increased sales.  

Precision Payroll – this is the busiest time of year in payroll - January is the best & easiest time to make a move.  If your company or someone you know is looking into changes, I appreciate introductions to those that may need help.   
Random Joy

GE ran a contest asking a simple question - "How much science can you fit into 6 seconds?"  The submissions are great and you might learn something!

Some beautiful bucket-list destinations for you.  I've made it to two of these places (so far)...how about you?  
Chicagoland

A beautiful time-lapse of our expansive city.  

Just what this town needs - coming January 26th, 2014...DONUTFEST!
Music

Lindsay & I had the pleasure last month of seeing Janelle Monae at The Vic Theater.  Hands down - the best live show we saw all year.  She is a female version of James Brown & Prince rolled up into one - absolutely mesmerizing.  Here she is doing her thing on a recent episode of SNL.      

Quotes

Democracy is a process by which the people are free to choose the man who will get the blame. - Laurence J. Peter (1919-1988)

You can't have a light without a dark to stick it in. - Arlo Guthrie

Education's purpose is replace and empty mind with an open one. - Malcolm Forbes (1919-1990) 

I am extraordinarily patient, provided I get my own way in the end. - Margaret Thatcher

Progress isn't made by early risers.  It's made by lazy men trying to find an easier way to do something. - Robert Heinlein (1907-1988)

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 Thanksgiving and enjoy your traditions! 
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