September 2014 - Action, Orange, Pirates, and Sales!

Good Afternoon, Happy Wednesday!

 

"We should be taught not to wait for inspiration to start a thing. Action always generates inspiration. Inspiration seldom generates action." - Frank Tibolt
 

This quote, from last month's newsletter, has been stuck in my head.  I am surrounded by action - not only in my life, but through my colleagues, friends, and family.  Some talk about ideas...it's always cooler when I see those people take steps to make them real.   My personal challenge lies now with prioritizing my actions while keeping my personal and professional roles balanced.  I try to remember that even baby steps are progress.  So how about you?  What actions are you working on?

I am lucky to interact with an eclectic group of people and businesses in my work.  This monthly digest reflects that diversity and the things I love - new sales & business ideas, music, Chicagoland happenings, and other things that get me in the groove.

I hope you find value, interest, and a laugh, as well as a quick breather from the driving force of your busy life.  I always appreciate your recommendations, thoughts, and ideas  - as well as taking time to enjoy and share it.

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Featured Business Partner

I have recently made new friends over at SquarePlanet.  You have to check these guys out - they're in the explanation business.  We also share common passions - the color ORANGE and Pirate Culture (more on that later)!  Due in part to those mutual interests, I got together with their fearless captain and recorded a podcast (my first ever!) on the importance of CONTRAST - take a listen here.  

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Sales Beat

How to Use Positive Energy to Succeed - an excellent quick read.  One idea - Improve your mood by listening to good music.  When you're happy, others will gravitate to your good vibes.  In sales, that's pretty important, right?

My favorite definition of sales?  That it is a Transfer of Enthusiasm.  Football season always reminds me of this maxim - people getEXCITED about their teams.  Here is a throwback blog post that discusses my take on the idea and other ways to go about earning enthusiastic fans (aka clients). 

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What I'm Up To

Sales Empowerment Group - many of our clients are hiring sales people right now.  I'm currently searching for business development people in the manufacturing space and people that have experience in the design/build community.  If you know anyone that may be open to a conversation I appreciate any intros.  

Precision Payroll - the fourth quarter is the best time to evaluate payroll/HR service.  January 1st will come quickly and be sure that you have the best price, service, and product suite that fits your needs.  Should you or your clients be looking to take action & make a change, I'm here to help! 

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Random Joy

On September 19th, a growing number of enthusiasts celebrated a holiday - International Talk Like a Pirate Day.  Yes - it's a thing.  When I met my wife she had been celebrating for a few years, having pirate-themed parties, complete with all sorts of piratey things.  So...Arrrrrr, happy belated Talk like a Pirate Day!  Ye best be celebratin' next year ya land-lubber!  

Classical music and rap - not exactly hand-in-hand genres.  Mac Lethal (a talented youtube sensation and Ellen guest) showcases his well-rounded skills and packs 26 pieces of sound advice for teenagers into this 1 minute, 30 second rap.  

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Chicagoland

While Summer rules in our city, Fall is a close second.  Here is a list of the best pumpkin patches in Chicagoland and another list of the remaining Fall festivals in the midwest (Lindsay and I will be road-tripping to Michigan in October for one of these fests and some fall colors).  

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Music 

Sylvan Esso - this duo has been together only a short time, but they're already gaining national acclaim; locally they just played The Hideout Block Party.  I cannot stop listening to their music - I guess you'd consider them electronica, but don't let that deter you.  Listen to their first single,Coffee.  If you like that, check out HSKT (as in, Head-Shoulders-Knees-Toes.  It's become my daughter's favorite song to dance to). 

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Quotes

Believe those who are seeking the truth.  Doubt those who find it.  - Andre Gide (1869-1951) 

Everything you can imagine is real. - Pablo Picasso (1881-1973)  

I generally avoid temptation unless I can't resist it.  - Mae West (1892-1980)

Ability will never catch up with the demand for it. - Malcolm Forbes (1919-1990)

The first time I see a jogger smiling, I'll consider it. - Joan Rivers (1935-2014)

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.  Again, I appreciate your recommendations, thoughts, and introductions that so many of you have shared with me.  

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

August 2014 - Handling Stress, Email Tips, New Music, and Marleigh turns 1!

Good Morning, Happy Tuesday!

Ups & Downs, Strikes & Gutters...  I think that sums it up for August.  It's been almost impossible this month to watch/listen to the news, domestically and abroad, filled with war, disease, suffering, and loss. As always, life goes on and finds a way to strike a balance, sprinkling in happy distractions - Ice Bucket Challenges ($80M raised so far), Chicago Little League Champions, school preparation, and for me - Marleigh's first birthday (obligatory cake smash pic included; and No, it didn't fly by.  I enjoyed all 12 months)!  Here's hoping September brings more Ups & Strikes (including an extended summer).

I am lucky to interact with an eclectic group of people and businesses in my work.  This monthly digest reflects that diversity and the things I love - new sales & business ideas, music, Chicagoland happenings, and other things that get me in the groove.

I hope you find value, interest, and a laugh, as well as a quick breather from the driving force of your busy life.  I always appreciate your recommendations, thoughts, and ideas  - as well as taking time to enjoy and share it.

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Sales Best Practices

The "Published" LinkedIn posts are becoming more popular.  Some nail it, others fall way short of providing any value.  I just read one by best-selling author Bernard Marr, who basically gives us a book report of The Top 5 Regrets of the Dying by Bronnie Ware.  He nailed it in this powerful post and it hit me like a 2x4.    

How do you react to stress?  Are you a "best under pressure" type of person, or do you get overwhelmed and go into shutdown mode?  This TED article looks at how stress can positively affect us.  

I was fortunate to guest blog for PointDrive this month: 10 Tips to Help You Nail Your Follow-up Emails Every Time.  

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What I'm Up To

Sales Empowerment Group - with the economy continuing to show strong signs, I'm seeing many companies ramp up their hiring activity.  Sales people are the hardest hires - to find, to on-board, and to keep.  We are up to SIX FULL-TIME RECRUITERS that are 100% sales-focused.  We're helping companies find better sales people, quicker.

Precision Payroll - next month I am off to Portland, OR for the CPAmerica Leading Partners Retreat.  Precision has been the endorsed payroll provider for this international CPA association since 2008, providing dedicated account managers, incentive pricing, and a source of non-dues revenue.  Portland is one of my favorite towns; hope I have time for a hike or a food truck stop.  

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Random Joy

As I said earlier, August has been rough.  I personally had one day where I lost a client, got a rather large unexpected bill in the mail, and Marleigh 'got sick' in her car-seat...   This commercial reminded me to keep a positive mental attitude.  And smile.  

There is an entertaining site called Fiverr where people will do random tasks for $5.  For example, this guy will draw you as a Simpsons character (or "yellow character" for copyright purposes).  For devotees this is pretty much a no-brainer.   

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Chicagoland

Here is a beautiful sunset picture of Chicago's skyline from the other side of the lake.  

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Music 

Lollapalooza was a blast and I was lucky to hear some great new music.  Across the board genre-wise; New Orleans jazz, British Pop & Metal, Ukulele-infused rock, and disco funk.  Here are my favorite picks included in my first 'published' LinkedIn post -- 7 New Lolla Bands for your (Work) Soundtrack.     

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Quotes

We should be taught not to wait for inspiration to start a thing.  Action always generates inspiration.  Inspiration seldom generates action.  - Frank Tibolt 

The trouble with being punctual is that nobody's there to appreciate it.  - Franklin P. Jones  

The only way to entertain some folks is to listen to them. - Kin Hubbard (1868-1930)

Never pick a fight with an ugly person, they've got nothing to lose. - Robin Williams (1951-2014)

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.  Again, I appreciate your recommendations, thoughts, and introductions that so many of you have shared with me.      

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

July 2014 - Hula-Hooping, Wrigley Pool, Legos, and Sales!

Good Morning, Happy Thursday!

I'm heading back this year - LOLLAPALOOZA.  It's been eight years since I've pulled off the three day run, but I'm goin' for it.  Even with the clear foresight that my body will be veryangry with me come Monday, it's worth it.  We'll be celebrating with my niece who just graduated, turned 18, and is off to Berklee College of Music in the fall!  Very proud of her and that I made her all those, (ahem...) superb mix CD's growing up...  Which did include Avett Brothers, who will be there Sunday night. \m/ 

I am fortunate to be out every day with an eclectic group of people and businesses.  This monthly digest reflects the things I've discovered lately - new sales ideas, music, Chicagoland happenings, and other things that get me in the groove.

I hope you find value, interest, and a laugh, as well as a quick breather from the driving force of your busy life.  I always appreciate your recommendations, thoughts, and ideas  - as well as taking time out to enjoy it.

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Featured Client

Bricks4Kidz - this is the franchise I wish I had started - playing with LEGO bricks ALL DAY!  These programs can thrive in our school systems and allow kids to unplug and play like we used to".  You can contact Mike Hench in the Chicagoland area for after-school classes, summer camps, field trips, or birthday parties.  If anything, please share with your kids' schools for them to check out.  

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Sales Best Practices

I'll never forget my high school communications teacher counting my "Um's" when it was my turn at the podium.  TICK...TICK...TICK.  I'd hear her check them off with disdain.  The lesson worked and it's now my equivalent of 'Nails on a Chalkboard' when I hear it.  Whatever the filler word may be, they weaken everything we say.  Here is a (5 minute) read on identifying them & the cure.  

You just had a solid meeting with a potential client and now you need to keep the momentum going.  Time for your 2nd impression - the follow-up email.  Does yours look as good as they could?  Read these ideas to help earn another meeting and a third impression.  

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What I'm Up To

Sales Empowerment Group - my favorite part of working with a client is identifying and then implementing new sales strategies, getting them to that revenue goal (that they've always wanted to hit).  I become their accountability partner, creating healthy habits and new opportunities.

Precision Payroll just wrapped up their 30th anniversary and yes, still with the first employee and first client in tact.  Our latest business partner helps companies with Online Risk & Safety Trainings.   This is great stuff for construction and manufacturing clients, as well as insurance agents to help any client with loss exposure.    

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Random Joy

A few months back I wrote on the idea of being a Master at your Trade.  I love when I find people that have earned that distinction.  I've shown jugglers not too long ago, but now check out this hula-hooper going faster than I've ever seen (whichalso reminds me of one of my favorite movies, The Hudsucker Proxy - you know, for kids!)

Continuing with the theme of masters; their trade is "Fluid Dynamics".  And here, they teach us Scientific Tips for Peeing Like a Proper Gentleman.  Guys may not like all their main suggestion, but wives & mothers everywhere sure will.   

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Chicagoland

All this rain in Chicago has led to headaches for many, but some people make the best of it.  Like this (probably not sober) guy at Wrigley who went swimming in the bleachers - funny & classic.

Many are already mourning the loss of beloved Hot Doug's, who is closing up shop in October.  Especially those people who got free dogs for life by getting the logo tattoo.  Fear not Chicagoans.  Remember...you're in CHICAGO...  Here are 17 other quintessential meat establishments to get your fix.  

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Music 

Sean Rowe - this guy got popular touring and doing house shows.  Yes, private performances in living rooms, decks, and patios across the country.  Finding inspiration from Otis Retting, he sings with an impressive baritone - here is my favorite song,Madman.  

The Family Crest - the trend of anthemic folk music continues with this joyous band out of San Francisco.  They have seven core classically-trained members and a rotating cast of hundreds of musicians from across the country.  If you're brave, you can actually join their roster.  Powerful stuff - I have no complaints.  

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Quotes

Tact is the knack of making a point without making an enemy. - Isaac Newton (1642-1727)

Being a woman is a terribly difficult task since it consists principally in dealing with men.  - Joseph Conrad (1857 - 1924)  

The petty economies of the rich are just as amazing as the silly extravagances of the poor. - William Feather (1908 - 1976)

Laws are like sausages.  It's better not to see them being made. - Otto von Bismarck (1815 - 1898)

Part of being sane, is being a little bit crazy. - Janet Long

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.  Again, I appreciate your recommendations, thoughts, and introductions that so many of you have shared with me.  Let me know if you're off to Lolla as well - we can meet up in the shade or right in front of a sound board; that's the best spot!     

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

The Swedish Voodoo Funk of GOAT

When I read the back story on this band and heard their single, Boy You Better Run to Your Mama Now, I was hooked.
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GOAT hail from Korpilombolo, Norrbotten County, Sweden.  They put on a killer show I will not soon forget at the beautifully renovated Thalia Hall in Pilsen.  As good of musicians as they are showmen, they delivered a powerful show of driving drums, fuzzed out guitar, high-ranging vocals, and a night of controlled chaos.

At its core is their pulsating rhythm section, a tribal metronome pounding out intricate, poly-rhythmic grooves.  

The two female lead vocalists out front had all sorts of tambourines, sleigh bells, and shakers to provide a chimey air over the dark driving tom-toms.  The two did not sing in harmonies, but in unison, further supported the tribal feel of chanting, calls, and hollers (in Swenglish?).  

It's the only show I've been to where the band didn't speak a word to the audience and there was 100% engagement.  Not sure if they were trying to add to the mystique, but perhaps they just didn't speak much English.  I'm sold.  

Your 2nd Impression - the Follow-up Email. Don't Blow It.

You just had a solid meeting with a potential client and now you need to keep the momentum going.  Your next step will almost always include some sort of follow-up email within 48 hours - what does yours look like?

Email overload is all the rage right now.  Evidently we all are all getting buried in piles and piles of it.  Those new little indicators constantly making our phone or laptop ping or buzz with a shiny new present.  Your email needs to stand up and out among the onslaught.  So, lets pick a few things top to bottom to make sure that happens

    

First things first, your subject line.  Don't just say "Follow-up" or 'Thanks'.  Give them a teaser of exactly what's in it.  It may look something like this: 

***Kelly/Tony Follow-up - Proposal, Lawyer introduction, and that Band you mentioned!***

Now you have their attention by giving them a snapshot executive summary, it piques their curiosity, and includes something personal.  That last point is huge.  I always try to include something non-work related that was discussed - a book, a band, kids, hobbies, whatever.  I find that people (generally) welcome the happy distraction and it shows them you care. Period.  Also, I actually like using the  *** asterisk marks as it helps the subject line further stand out among all the others demanding their attention.  

Next, don't bombard your contact with numerous, sizable attachments.  I get super annoyed when my inbox gets clogged up and slowed down.  Avoid (if possible) ever sending anything larger than 1MB.  I hope that you asked good enough questions during your meeting to send them very targeted info.  If they need more they'll ask for it.  Plus, there are great tools out there now like PointDrive and Yesware - look into them.    

Use hyperlinks as well.  People love to click on those underlined blue words.  Highlight the word you want hyperlinked and hit 'Control+K' to insert the link (this works in Outlook and Gmail).  I'm always sending articles and youtube links for people to share, enjoy, and learn.                                                                                                                                                                 
Lastly, ask them a question that will trigger them to hit reply.  Don't say, "Follow-up at your convenience."  Here are a few that work for me...

• Next Friday morning is open.  Does that work for you? 
• What makes sense as the next step? 
• What are your initial thoughts? 
• I'll call you next Thursday to discuss.  Are you planning to be in that morning? 

I'll actually end the email with something along those lines.  No fluff, no closing salutation.  Ending with a question is a natural way to have a conversation and that's what you want.  

Hope those ideas help!  Please share more ideas in the comments; thanks and happy selling!  

June Update - Rahm, Rooftops, Solar Roadways, & Sales!

Good Evening, Happy Tuesday!

As I was told, parenting has brought on an array of emotions; some being polar opposites...the greatest joy to the most crippling exhaustion.  Sprinkled among the semi-controlled chaos are other funny opposites, such as our sweet little Marleigh next to...Rahm Emanuel.  He was actually the nicer one while she gave him the stiff-arm!  

At ten months she's turning into a toddler before our eyes - it's wild!  Tip of the hat to all the parents out there and happy belated Fathers Day.  

 

I am fortunate to be out every day with an eclectic group of people and businesses.  This monthly digest reflects the things I've discovered lately - new sales ideas, music, Chicagoland happenings, and other things that get me in the groove.

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 always appreciate your recommendations, thoughts, and ideas  - as well as taking time out to enjoy it.

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Featured Business

Based out of 1871, MortgageHippo is a new species of mortgage company. They are not a lender or a bank.  But they could become the future of mortgages and the answer to everything that’s been wrong with them for far too long.  They are the first and only online home buying tool built with the consumer's best interest at its core. The sole purpose is to protect home-buyers and help them get the perfect mortgage.

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Sales Best Practices

As I learned from my Brian Tracy (tapes), "Selling isn't telling. Selling is asking questions."  Certain questions are good for taking the temperature of the situation, aka 'trial closes'.  Here is a question-filled article that discusses a few that help the process along and make sure you and your potential new customer are on the same page.  

Two Sales Emails that Warm-Up Cold-Calling.  Thanks to Kevin @ Hireology for the guest post! Check out his great blog too,Sales for Start-Ups.  

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What I'm Up To

I enjoyed opportunities to guest blog this past month.  First for Robert Terson's Selling Fearlessly blog ("How NOT to Blow a Meeting in the First 3 Minutes") and also for SAVO Group ("Five Sales Onboarding Tips to Lower Turnover").  As I continue to pursue my writing, I'd love to hear from you on any sales challenges, questions, trends, or thoughts to discuss in a future blog post.  Thanks for your ideas! 

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Random Joy

The internet was abuzz recently about the development of 'solar roadways'.  Pretty amazing stuff and applicable on so many levels (and surfaces).  While their vision is a noble one and worth watching in this video, I'm sure they'll have plenty of naysayers blocking their futuristic path.  

I appropriately found this post to be very interesting, as it shares tactics on how to be so.  It made me take a personal inventory of my interesting-ness (such as...can I tell three really good stories?).   It also led me to this great article on karma (& a sales lesson). 

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Chicagoland

A few weeks ago I enjoyed the views from the Rooftop at the Wit.  It reminded me that enjoying rooftop decks is something I have slacked on from a Chicago experience perspective.  If the same goes for you, here is an updated list of the best rooftops to check out.  Next on my list - Drumbar!

I'm sure you could share a story or two about random things you've seen while riding the El.  The Greenhouse Theatre (2257 N Lincoln) is running the third season of "El Stories", which reenacts true stories of those memorable and hilarious moments.  Go check it out through Aug 30th.  

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Music

Here is one of the most interesting takes of the classic song "Hallelujah" I have ever heard (at minute 2:40 the performer absolutely blows my mind).  For a more traditional version, I also enjoy this take by Rufus Wainwright.

St Paul & The Broken Bones - everyone I have shared this band with has loved them.  Click, Listen, & Enjoy!

Bonus Musical Post (30 seconds) - I can't wait to turn Marleigh into a human beat box machine - Ha!  So cool.  

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Quotes

The conventional view serves to protect us from the painful job of thinking. - John Kenneth Galbraith (1908-2006)

Courage is the art of being the only one who knows you're scared to death. - Harold Wilson (1916 - 1995)  

It is only possible to live happily ever after on a day-to-day basis. - Margaret Bonnano

In preparing for battle I have always found that plans are useless, but planning is indispensable. - Dwight D. Eisenhower (1890 - 1969)

Success is liking yourself, liking what you do, and liking how you do it. - Maya Angelou (1928-2014)

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.  Again, I appreciate your recommendations, thoughts, and introductions that so many of you have shared with me.   

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

Two Sales Emails that WARM-Up COLD-Calling

Thanks to Kevin Baumgart for guest-blogging this week! 

Decision makers are busy. They don’t typically answer their phones or return their calls. So, how do you get in touch with them? They receive hundreds of calls and emails every day. They have all received emails from salespeople reviewing how great their product or services are and they have gotten really good at deleting them as fast as possible.

Here are two email templates that are helping organizations get responses and land meetings. 

1.  Bryan Kreuzberger, creator of Breakthrough Email built the below template that has helped him land meetings with decision makers at a number of Fortune 500 companies:

The below is a sample template that helped him land a deal with McDonalds.  This was sent to four people in separate emails.

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Subject: Appropriate person

I am writing in hopes of finding the appropriate person who handles multicultural media? I also wrote to Person x, Person Y and Person Z in that pursuit. If it makes sense to talk, let me know how your calendar looks.

VoodooVox helps increase the revenues of Fortune 500 companies by marketing to Hispanics. Each month we reach 25 million Spanish speakers with an audio message they must hear. We insert 30 second audio and SMS advertisements into phone calls made on calling cards. The benefit to users is they make their call free. The benefit for our clients is they can increase store revenue by providing text message coupons. Typical redemption is 3%. You can measure results online and with store sales. Advertisements can target specific ethnic groups and geographies. Some clients include Burger King, P&G and Chili’s.

If you are the appropriate person to speak with, what does your calendar look like? If not whom do you recommend I talk to?

Thanks,

Signature

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The key of this approach is to send the exact same email to four people in the organization (only the names will change in the first paragraph.)  For example, if I were selling to the Director of Media,
I would write the VP of Media (boss), the Chief Marketing Officer (boss’s boss) and the VP of Marketing (lateral role to the boss).

What Bryan has found is that he doesn't get a response from the person he is trying to meet, however that persons boss does often responds.

2. Aaron Ross, Author of Predictable Revenue has created a very simple email process he calls CC2.0.

This process revolves around sending a targeted email to the decision maker for your product or service, asking them who is in charge of that function (even though you probably already know the answer to it.)  Here is an example of a CC2.0 email:

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Subject: Aaron, Quick Question

Hello Aaron,

Sorry to trouble you, but can you please let me know who handles (something that is relevant to your product or service) at ABC Company?

Thank you,

Kevin

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What we have found is that if you ask someone about a responsibility that falls within his or her job description they usually want to take credit for it and will reply.  Here are some typical responses:

• “That’s my responsibility, why do you ask”
• “I do”
• “X person does”

Aaron’s research shows that open rates are much higher than typical sales focused emails.

The real benefit of this approach is the cold call now turns into a warmer call.  The phone call is now, “Hi Aaron, I just got your email, sorry I should have put more context into my original email.  We are helping…..”

Also, Hubspot published a slideshare presentation that has some great takeaways on best practice email templates; worth the three minutes to review:

http://www.slideshare.net/HubSpot/how-towriteemailspeoplewanttorespondto

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Kevin Baumgart is VP of Sales at Hireology.  Check out his excellent blog too, Sales for Start-Ups.