Sales Prospecting Perspectives

Man, time goes by fast.  I know this phenomenon is talked about, written about and perhaps thought about ad nauseum, but I feel compelled every year around this time to mention it.  Mostly because as I get older (I turned 50 in November), I realize how limited our time is and I have always been a “live life to the fullest” kind of guy.  Now, as I am a bit older and have the great fortune of a beautiful family, my health, and a thriving company, I feel very thankful.  I am focused on enjoying my life, and doing the right thing both in business and in my personal life.

You've read the quotes: 

“A goal without a plan is just a wish.”

― Antoine de Saint-Exupéry

“If you don't know where you are going,

you'll end up someplace else.”

― Yogi Berra  

“Someone's sitting in the shade today because someone planted a tree a long time ago.”

― Warren Buffett

Yet so few of us plan adequately.  And of those of us that do, many don’t execute effectively.  Over the years, I have witnessed the power of a well-executed plan many times.  Unfortunately, I have also seen the results of either a poorly executed plan or no plan at all.  Not pretty.  There is always a detailed explanation as to what went wrong.  The marketplace, competition, not enough marketing support.  The list goes on and on.  

At the beginning of the year I set a goal to improve communication across the entire company, from the way we communicate to our customers to the way we communicate among the management team, the way management communicates with team members, and how team members communicate with each other.  We invested in formal training, and had a summer outing with an Olympics theme which turned out to be an excellent team building opportunity. 

The additional emphasis on communication has had a positive impact on performance as well as morale.  Great ideas have been shared and implemented, team members have expressed interest in various areas, and as a result have had the opportunity to do more and in some cases get promoted.  When others see the positive impact they tend to become more engaged, which further improves the effectiveness of the team.

Back in 1995, I got to know a Professor of Anthropology from Rhode Island College.  Richard was a great guy. He always had a smile on his face, and he seemed like a very happy person.  

As I got to know him better, I learned that he was in fact a very happy person.  His happiness came from several areas in his life. He had a wonderful family with whom he was able to spend lots of time, he was healthy, and one last thing: He loved his job.  He told me that he thought he was getting away with something each day as he woke up, got dressed and went off to work.  The fact that he was being paid to do something he loved so much was something he was very grateful for.  

I have long believed that one of the most important cornerstones to a great corporate culture is learning and growth.  An important part of my job is to create such an environment, and work to ensure that each and every team member understands they have the flexibility to expand their contribution beyond their job description.  When this happens, everyone wins.  The team member has the opportunity to learn, improve and expand his or her skill set.  The customer benefits from a happier, more skilled team member, and the company benefits from increased productivity, customer loyalty and ultimately, profitability.  

It’s the end of May, and the long summer months are approaching. Instead of forlornly staring out the window at the blossoming trees swaying in the sun, why not read our Weekly Recap to learn more about how to nurture your sales campaign or how to be a better boss?

It’s no secret that sales and marketing teams sometimes don’t get along. One department blames the other, backstabbing business politics ensue, and then your office is full of frowning faces and sneering comments. But that doesn’t have to be the case! By aligning sales and marketing towards a certain goal with a specific philosophy, both departments will learn how to work together, creating office harmony and generating quality revenue. Here are a few tips to align both teams:  

It has long been our philosophy at AG Salesworks to create an enjoyable work environment.  We have done a great job, and continue to work toward finding ways to enjoy ourselves while striving for excellence. 

In the wake of recent events, we have again been reminded of the fact that evil exists.  As a Father and husband, my heart breaks for the mother who woke today having her family shattered beyond comprehension at the hands of unspeakable evil.  As I reflect and mourn for the innocent children and families who started the day with great excitement and happiness, only to have the darkness of evil enter their lives in the most disturbing way, I see the bright side of humanity as well.  The heros, from the first responders to the volunteers, to the bystanders who came to the aid of those in need speaks to the basic human desire to help and love others.

I have learned over the years that having a well thought out plan to reaching any goal makes all the difference. Building a pipeline is no different. When I was a rookie sales guy I was not much for business plans. Give me a list and a phone, and I'll make it happen was my motto. Guess what, it worked, I did make it happen. What I learned several years later is that I could have made more happen with less work, if I had only took the time to plan.