For years, my wife has been talking about making changes in our house: new kitchen, new bathroom, new flooring, new front door. New! New! New! The last couple of months the talk has changed to making improvements on the house. We need improvements to the kitchen, the bathroom, a more heat efficient front door. Suddenly, I am all ears. I’m figuring the changes are the same but for some reason I’m buying into the message she is sending. Then it dawned on me that she was talking about value instead of growth. There are two kinds of Stocks – Growth and Value. I went and took a look at the history of which stocks did better during the last decades:
Since 1982, the growth stocks have beaten value stocks during:
1982
1985
1987
1989-91
1995-99
2007
A year ago, I could sell anything that talked about growth. “Better faster” was the way to position a new product. Today, it is all about value. It doesn’t matter the cost of the service as long as the value is substantial. Value is everyplace – on the news, at the water cooler (if you still have one, because using tap water is a better value), and at the home.
The Melting Pot Restaurant down the street from me had a huge Valentine’s weekend. Not because they were the cheapest restaurant around, but because they delivered a great value for those seeking a romantic dinner.
Last year, was the year to talk about new and different summer camps for our children, this year it is about the value they receive from the camps.
Every Executive I talk to has no budget. Every executive I talked to last year had no budget. I don’t think any executive will ever have a budget. This year, we believe them. We have been so in tune with the doom and gloom, that we believe the hype about no budgets. In fact, they believe they have no budgets. BUT THEY DO. They just need to make sure that when they pitch the new service internally that they CYA. In a value marketplace, they need to hear about value.
Saturday, February 28, 2009
Friday, February 13, 2009
THe Art of Being a God
Today, a group of my co-workers and I were discussing sales and the economy. As an ISR (Inside Sales Rep or what I like to think of as an Introductory Sales Reps) we were talking about how scary it must be to be an outside Sales Rep in this economy. A year ago, they were making 6-figures selling a 6-figure product/solution. They were pondering whether they were going to make the 100% Club. They were planning a night dinner with their loved ones. Now they are scared for their livelihood. Forget quota, will I even have enough money to pay the bills? Will I be sacked?
I use to have “Minor Video Deity” written on my business card. I remembered the old line from Ghost Busters” – IF THEY ASK YOU IF YOU ARE A GOD – SAY YOU ARE A GOD! I always remembered that my clients are looking to me to make everything great.
We all need to show the little bit of GOD that is inside of us. We are all looking for the little bit of GOD in others.
Today, being the day before Valentine’s weekend, I set up two introductory meetings for my outside sales reps. I could have been happy with two successes and called it a day, gone home hugged my family and told them I had a great day. Instead, I thought about my two sales reps, who had been working all day. They were going to see their loved ones this weekend, and when someone asked them “how are things going?” They might have replied “Well, good, considering the economy. . . ”. Instead, I called each rep and said, “Just wanted to let you know I got you a Valentine’s gift for the weekend . . .”. Now they can say the week ended great, they have an appointment with a major client they have been spending 9 months trying to set up an introductory meeting with these prospects..
On the way home, I thought about the two prospects for which I set up the meeting. They were probably going into this weekend thinking “How am I going to cut cost in the company without cutting jobs?” “How am I going to pull off this major company re-organization?” Now they can go home and tell their loved ones that “This guy called me today and told me about this solution his company has that just might be the fix our company has been looking for . . .”
Have faith in what you do. Have faith in what you sell. Know that the value you bring to your customers is making their lives better too. If you can’t be a Major Deity, be a Minor Deity like Cupid – share a little love too.
I use to have “Minor Video Deity” written on my business card. I remembered the old line from Ghost Busters” – IF THEY ASK YOU IF YOU ARE A GOD – SAY YOU ARE A GOD! I always remembered that my clients are looking to me to make everything great.
We all need to show the little bit of GOD that is inside of us. We are all looking for the little bit of GOD in others.
Today, being the day before Valentine’s weekend, I set up two introductory meetings for my outside sales reps. I could have been happy with two successes and called it a day, gone home hugged my family and told them I had a great day. Instead, I thought about my two sales reps, who had been working all day. They were going to see their loved ones this weekend, and when someone asked them “how are things going?” They might have replied “Well, good, considering the economy. . . ”. Instead, I called each rep and said, “Just wanted to let you know I got you a Valentine’s gift for the weekend . . .”. Now they can say the week ended great, they have an appointment with a major client they have been spending 9 months trying to set up an introductory meeting with these prospects..
On the way home, I thought about the two prospects for which I set up the meeting. They were probably going into this weekend thinking “How am I going to cut cost in the company without cutting jobs?” “How am I going to pull off this major company re-organization?” Now they can go home and tell their loved ones that “This guy called me today and told me about this solution his company has that just might be the fix our company has been looking for . . .”
Have faith in what you do. Have faith in what you sell. Know that the value you bring to your customers is making their lives better too. If you can’t be a Major Deity, be a Minor Deity like Cupid – share a little love too.
Monday, February 9, 2009
THe Art of the LEGO® Principle
I grew up with Legos®. My kids are growing up with Legos®. You can make a billion things with Legos®. Most of us have only made a couple of thousand Lego® creations. Which lead me to an interesting discovery. . . Our house has a box of Legos®. Like most boxes of Legos® it has been sitting in the closet. My daughter wanted a Lego® set for Hanukah. My son and I went down to the Lego® store. While he was reviewing the toys for his sister, I saw that they have a new set of Legos® with US Coast Guard ships and helicopters. I called my dad who is a retired Coast Guard Pilot, and told him about my find. Why had I never thought to build a USCG helicopter out of Legos®? When my daughter opened her present, my son brought out his old Legos® creations and the two played happy . . . Hence: the Lego® Principle.
We all have a list of clients we targeting for sales. Some of the prospects we attack vigorously; others languish in our closets. Those that are languishing are just as viable, we just have forgotten all the billions of possibilities that those prospects provide. We are busy chasing the hot prospects.
A couple of years ago, “Information Security” was a hot topic. I couldn’t wait to call on prospects that needed information protection. There was one scandal or another on the news about major corporations with information leakage about their customers. This past summer, the news was all about the presidential election. No one was interested in Information Security. I had 100 prospects my client wanted me to track down for an introductory meeting. With every “It’s not on my top ten list.” and “we don’t have the money because of the economy.” I started to believe what my prospects were telling me. Then my client handed me four new prospect names. Suddenly, I had 104 prospects and the old prospects seemed new and fun, because I had four new prospects which were new and different. I got the creative spirit back. There were now a billion reasons to talk to prospects about Information Security. The prospects could hear the excitement in my voice. I got two new sales right off the bat. Not with the four new companies, but with two of the old prospects that were suddenly jazzed about talking about Information Security.
We all have a box of Legos® in our sales closet just waiting to be brought out. Dig through the prospects you haven’t called on in a year. Rediscover the billions of opportunities.
We all have a list of clients we targeting for sales. Some of the prospects we attack vigorously; others languish in our closets. Those that are languishing are just as viable, we just have forgotten all the billions of possibilities that those prospects provide. We are busy chasing the hot prospects.
A couple of years ago, “Information Security” was a hot topic. I couldn’t wait to call on prospects that needed information protection. There was one scandal or another on the news about major corporations with information leakage about their customers. This past summer, the news was all about the presidential election. No one was interested in Information Security. I had 100 prospects my client wanted me to track down for an introductory meeting. With every “It’s not on my top ten list.” and “we don’t have the money because of the economy.” I started to believe what my prospects were telling me. Then my client handed me four new prospect names. Suddenly, I had 104 prospects and the old prospects seemed new and fun, because I had four new prospects which were new and different. I got the creative spirit back. There were now a billion reasons to talk to prospects about Information Security. The prospects could hear the excitement in my voice. I got two new sales right off the bat. Not with the four new companies, but with two of the old prospects that were suddenly jazzed about talking about Information Security.
We all have a box of Legos® in our sales closet just waiting to be brought out. Dig through the prospects you haven’t called on in a year. Rediscover the billions of opportunities.
Sunday, January 25, 2009
THe Art of Objections – Yes, that is exactly why I’m calling.
The number one problem in Sales is Objections. You need to agree with the prospect. The most successful technique I learned is to say “Yes, that is exactly why I’m calling.”
WE HAVE NO MONEY IN THE BUDGET!
“Yes, that is exactly why I am calling. We are talking with companies right now that have no money for at least 18 months; however, they are using this downtime to do the research so that they can present the proper solution when the money comes back. . .”
I have discovered that many CIO’s are worried about their jobs. When asked for a solution to the companies problems they have to come up with the right answer that will work the first time. If your solution really is as good as you say – they will find the money sooner. If it isn’t that good – you need to sell a different product.
I DON’T HAVE TIME RIGHT NOW!
“Yes, that is exactly why I’m calling. I am trying to find out if you are working on President’s Day. I’m working that day, and I am trying to find out if you have to work that day too . . .”
You will be surprised how many top executives have to work partial days on American only holiday- especially executives working for multi-national companies. Also try the day before “Major Holidays” like Thanksgiving, Christmas, Memorial Day, etc. Most of the “TEAM” has taken the time off so there are no team-meetings.
Always make the executive feel that you have done your homework and are prepared to meet them, because you understand the situation at hand.
WE HAVE NO MONEY IN THE BUDGET!
“Yes, that is exactly why I am calling. We are talking with companies right now that have no money for at least 18 months; however, they are using this downtime to do the research so that they can present the proper solution when the money comes back. . .”
I have discovered that many CIO’s are worried about their jobs. When asked for a solution to the companies problems they have to come up with the right answer that will work the first time. If your solution really is as good as you say – they will find the money sooner. If it isn’t that good – you need to sell a different product.
I DON’T HAVE TIME RIGHT NOW!
“Yes, that is exactly why I’m calling. I am trying to find out if you are working on President’s Day. I’m working that day, and I am trying to find out if you have to work that day too . . .”
You will be surprised how many top executives have to work partial days on American only holiday- especially executives working for multi-national companies. Also try the day before “Major Holidays” like Thanksgiving, Christmas, Memorial Day, etc. Most of the “TEAM” has taken the time off so there are no team-meetings.
Always make the executive feel that you have done your homework and are prepared to meet them, because you understand the situation at hand.
Sunday, January 18, 2009
THe Art of Coaching Girl’s Sports
We all need therapy. My therapy is coaching children’s sports. I’ve coached both girl’s and boy’s soccer. My total experience in playing soccer is spring leagues in high school. I was by no means the best soccer player out there; however, I had the sheer will to make thing happen.
If you get the chance, I recommend coaching girl’s sports- you will learn more about yourself and your ability to motivate others than any training you can take. WHY GIRL’S SPORTS? I found that some boys are forced to play sports by their parents. They have no desire to be there, and little desire to get better. Girl’s on the other hand join sports because they want to be there. Some join because their friend’s are playing, some join because they love to play, and some join because they love to win. The key is they love. If only co-workers came to work for the same love of the game . . .
Here are the top five things I learned that can be applied to business:
1) SHOW THEM DON’T TELL THEM
Actually my brother sent me this about ten years ago when he was coaching girl’s sports. Too many times we tell people what we want them to do but we lose it in the translation. Last fall, the third grade girl’s soccer team THE BEDFORD SHARKS lost a game 8-1, I was beside myself because none of the Sharks were chasing down the other team when they got the ball. Dozens of times, the other team came in from the right with two players and the defensive Bedford Sharks player on the left would not come over to help. After the game was over, I asked my daughter why she wouldn’t come over and help. She told me, “You said my job was to defend this side of the field and I did.” Well, she did exactly what I told her to do.
2) IF IT AIN’T WORKING- FIX IT
Well coach, you taught them the wrong way to play soccer. . . I forgot that this was their first time they had played soccer competitively. They didn’t know the big picture. They didn’t know strategy. They knew that they loved to play soccer, they loved playing with their friends, and a few loved to win. Well, that’s a lie. They loved to score, they didn’t love to win or lose. I loved to win. You can’t teach someone to win, but you can find what they love to do and show them what to do so that they end up winning. So the rules of the game changed: Players on the back line – you’re job is to get the ball over the midline has fast as possible. Players on the front line – you’re job is to get the ball in the net as fast as possible. With this new mission statement, I was able to show the players on the back line how to work together to get the ball over the midline and how to get the front line to score.
3) GO WITH THE FLOW
The team only won 2 games the whole season. It was the most successful season I’ve ever had. What were the real goals of third grade girl’s soccer? Teach them teamwork. Teach them to score. Teach them to stop the other team from scoring. Teach them soccer skills. Well actually that is a lie too. The real goals??? Have them learn teamwork. Have them learn to score. Have them learn how to stop the other team from scoring. Have them learn soccer skills. Have you ever tried to teach someone a skill and they just don’t get it? That is kid’s sports. During practice we played a lot of games that required them to use soccer skills and figure out strategy . . . Sounds like business training. Some of the games worked well some failed miserably. The games that worked we did every other practice. Those that failed, well as a coach you want to try new things and new motivation. Some just don’t work. If it isn’t working- move on. Remember what motivates your team. When these girl’s were in first grade I told them about my father. He is retired a Coast Guard helicopter search and rescue pilot. I told the girls they were now rescue pilots. I had them start behind one goal post. I stood on the sidelines of midfield and kicked their balls out onto the field. Their job was to find their own ball and take it all the way down the field to the other goal which was the hospital. The game transformed into “SAVE THE BABIES”. We played this game a half dozen times before I forced them to take a break. And they were mad I made them take a break. Now the traditional coach would have told the team that we are running sprints, and everyone is going to sprint the whole field 6 times. I had accidentally tapped into the LOVE OF BABIES as a motivator. In third grade, this is still one of their favorite games. The parents are amazed that I can get the girl’s to sprint the whole field because they want to.
4) IT’S MORE THAN THE TEAMMATES
In sales, we always want to get to the decision maker who can cut the check and buy our product. We forget that there are influencers who can kill a sale. In sports, they are called parents. Every teammate needs a ride to practice. This team was also motivated by love of parent. At the end of every practice the girls would have a scrimmage for about a half hour. If they had a good practice, they got the ultimate prize- a scrimmage against the parents. Now we had parents with mad skills, parents with no skills, brother and sisters who played soccer. I’d bring the influencers out onto the field. To make the game fair, I would come up with rules to handicap the “OLD SHARKS” – only one touch on the ball, no running (only walking), you have to hold hands with a teammate, etc. By the end of the season, I had all the parents showing up a half hour before the end of practice so they wouldn’t miss the scrimmage. The last couple of practices were in the New England cold of late October, sometimes it drizzled. And still the whole team would show up. Everyone wanted to show up – for the love of soccer, for the love of friends, for the love of well- family.
5) THERAPY
Have you ever seen a team lose by 2 goals and they think it is a greatest day ever? That’s girl’s soccer. Win or lose the team ran off the field, lined up to shake hands, and then gathered to talk about what we wanted to work on during practice. The girls were telling the coach what they wanted to work on! Who doesn’t want to be part of a team like that? At the beginning of the season, these girls didn’t know the left side of the field from the right*. They had never played team passing soccer. They lost the first 4 games by 6 or more goals each. The spirit of “wanting to get better” never diminished. Who doesn’t want to be on a team like that? Because you know what? That’s what makes a winning team.
*When the team switches sides at half time, the girls didn’t know that left and right now apply to the other side of the field.
If you get the chance, I recommend coaching girl’s sports- you will learn more about yourself and your ability to motivate others than any training you can take. WHY GIRL’S SPORTS? I found that some boys are forced to play sports by their parents. They have no desire to be there, and little desire to get better. Girl’s on the other hand join sports because they want to be there. Some join because their friend’s are playing, some join because they love to play, and some join because they love to win. The key is they love. If only co-workers came to work for the same love of the game . . .
Here are the top five things I learned that can be applied to business:
1) SHOW THEM DON’T TELL THEM
Actually my brother sent me this about ten years ago when he was coaching girl’s sports. Too many times we tell people what we want them to do but we lose it in the translation. Last fall, the third grade girl’s soccer team THE BEDFORD SHARKS lost a game 8-1, I was beside myself because none of the Sharks were chasing down the other team when they got the ball. Dozens of times, the other team came in from the right with two players and the defensive Bedford Sharks player on the left would not come over to help. After the game was over, I asked my daughter why she wouldn’t come over and help. She told me, “You said my job was to defend this side of the field and I did.” Well, she did exactly what I told her to do.
2) IF IT AIN’T WORKING- FIX IT
Well coach, you taught them the wrong way to play soccer. . . I forgot that this was their first time they had played soccer competitively. They didn’t know the big picture. They didn’t know strategy. They knew that they loved to play soccer, they loved playing with their friends, and a few loved to win. Well, that’s a lie. They loved to score, they didn’t love to win or lose. I loved to win. You can’t teach someone to win, but you can find what they love to do and show them what to do so that they end up winning. So the rules of the game changed: Players on the back line – you’re job is to get the ball over the midline has fast as possible. Players on the front line – you’re job is to get the ball in the net as fast as possible. With this new mission statement, I was able to show the players on the back line how to work together to get the ball over the midline and how to get the front line to score.
3) GO WITH THE FLOW
The team only won 2 games the whole season. It was the most successful season I’ve ever had. What were the real goals of third grade girl’s soccer? Teach them teamwork. Teach them to score. Teach them to stop the other team from scoring. Teach them soccer skills. Well actually that is a lie too. The real goals??? Have them learn teamwork. Have them learn to score. Have them learn how to stop the other team from scoring. Have them learn soccer skills. Have you ever tried to teach someone a skill and they just don’t get it? That is kid’s sports. During practice we played a lot of games that required them to use soccer skills and figure out strategy . . . Sounds like business training. Some of the games worked well some failed miserably. The games that worked we did every other practice. Those that failed, well as a coach you want to try new things and new motivation. Some just don’t work. If it isn’t working- move on. Remember what motivates your team. When these girl’s were in first grade I told them about my father. He is retired a Coast Guard helicopter search and rescue pilot. I told the girls they were now rescue pilots. I had them start behind one goal post. I stood on the sidelines of midfield and kicked their balls out onto the field. Their job was to find their own ball and take it all the way down the field to the other goal which was the hospital. The game transformed into “SAVE THE BABIES”. We played this game a half dozen times before I forced them to take a break. And they were mad I made them take a break. Now the traditional coach would have told the team that we are running sprints, and everyone is going to sprint the whole field 6 times. I had accidentally tapped into the LOVE OF BABIES as a motivator. In third grade, this is still one of their favorite games. The parents are amazed that I can get the girl’s to sprint the whole field because they want to.
4) IT’S MORE THAN THE TEAMMATES
In sales, we always want to get to the decision maker who can cut the check and buy our product. We forget that there are influencers who can kill a sale. In sports, they are called parents. Every teammate needs a ride to practice. This team was also motivated by love of parent. At the end of every practice the girls would have a scrimmage for about a half hour. If they had a good practice, they got the ultimate prize- a scrimmage against the parents. Now we had parents with mad skills, parents with no skills, brother and sisters who played soccer. I’d bring the influencers out onto the field. To make the game fair, I would come up with rules to handicap the “OLD SHARKS” – only one touch on the ball, no running (only walking), you have to hold hands with a teammate, etc. By the end of the season, I had all the parents showing up a half hour before the end of practice so they wouldn’t miss the scrimmage. The last couple of practices were in the New England cold of late October, sometimes it drizzled. And still the whole team would show up. Everyone wanted to show up – for the love of soccer, for the love of friends, for the love of well- family.
5) THERAPY
Have you ever seen a team lose by 2 goals and they think it is a greatest day ever? That’s girl’s soccer. Win or lose the team ran off the field, lined up to shake hands, and then gathered to talk about what we wanted to work on during practice. The girls were telling the coach what they wanted to work on! Who doesn’t want to be part of a team like that? At the beginning of the season, these girls didn’t know the left side of the field from the right*. They had never played team passing soccer. They lost the first 4 games by 6 or more goals each. The spirit of “wanting to get better” never diminished. Who doesn’t want to be on a team like that? Because you know what? That’s what makes a winning team.
*When the team switches sides at half time, the girls didn’t know that left and right now apply to the other side of the field.
Wednesday, January 14, 2009
THe Art of Proofreading
Nothing can sabotage you more than a poorly written presentation. Proofreading is not spelling and grammar checking. Proofreading is READING. I am blessed with one of the best proofreaders known to man – my son. Ever since Alec has been able to read, I have had him read any article I published; any presentation I am about to make; or any letter I am about to submit (we just haggled about whether to use semicolons . . .). If you want to get a real feel for what you wrote, have an 8 year old read your article aloud back to you.
First, it has to make sense to you. Many times you know the material so well you forget to add all the details to help connect the dots.
Second, if it doesn’t make sense to an 8 year old, you are probably making it more complex than it really has to be.
Unfortunately, Alec is now 13 years old and is a better writer than I am. The point being most of us feel that we are terrible writers so we try to hide what we write until the very last second, and then spring the presentation on our audience. BE PROUD THAT YOU HAVE FAULTS AND FAILINGS. Find a proofreader- nearly anyone will do because we are all pretty bad at it.
However, the best person to pick is someone who you would like to HONOR by having them be “the first to read what you wrote”. You will gain so much insight into what you said versus what you really wanted to say.
If you can’t find a proofreader, record yourself reading it, and then play it back. It might be two o’clock in the morning and the presentation is the next day – but you have to do it.
UPDATE 2017: I now have a type to talk app. that reads it back to me, and I can change between 10 different voices.
First, it has to make sense to you. Many times you know the material so well you forget to add all the details to help connect the dots.
Second, if it doesn’t make sense to an 8 year old, you are probably making it more complex than it really has to be.
Unfortunately, Alec is now 13 years old and is a better writer than I am. The point being most of us feel that we are terrible writers so we try to hide what we write until the very last second, and then spring the presentation on our audience. BE PROUD THAT YOU HAVE FAULTS AND FAILINGS. Find a proofreader- nearly anyone will do because we are all pretty bad at it.
However, the best person to pick is someone who you would like to HONOR by having them be “the first to read what you wrote”. You will gain so much insight into what you said versus what you really wanted to say.
If you can’t find a proofreader, record yourself reading it, and then play it back. It might be two o’clock in the morning and the presentation is the next day – but you have to do it.
UPDATE 2017: I now have a type to talk app. that reads it back to me, and I can change between 10 different voices.
Sunday, January 11, 2009
What Percent of my Time should be Spent Cold Calling
On Linkedin a person posed the question: “HOW MUCH TIME SHOULD I SPEND COLD CALLING?” Answer: Enough to fill your goal!!! It doesn’t matter whether it is a personal goal or a goal set by the company here the formula I use. . .
Take each of the prospects in your pipeline, and assign each one a percent value for the chance of it actually occurring. Use either 90%, 75%, 25%, or 10%. Some people use 50%, but really, there is either a good chance it is going to happen or not a good chance it is going to happen.
A “90%” means that you have just about finished the contract – there might be some legal terms that need to be approved.
A “75%” means you’ve finished selling, and started the contract talks.
A “25%” means you met the right decision makers, but you haven’t gotten to the contract phase.
A “10%” means you are working your way through the company to find the final approval maker.
Take the value of each contract and multiply it by the percent value:
$100,000 x .90 = 90,000 Project A
$50,000 x .75 = 37,500 Project B
$150,000 x .75 = 112,500 Project C
$300,000 x .25 = 75,000 Project D
$60,000 x .25 = 30,000 Project E
$100,000 x .25 = 25,000 Project F
$100,000 x .25 = 25,000 Project G
$100,000 x .10 = 10,000 Project H
$200,000 x .10 = 20,000 Project I
$100,000 x .10 = 10,000 Project J
$100,000 x .10 = 10,000 Project K
$100,000 x .10 = 10,000 Project L
Total of Projects 455,000, If your goal is $600,000 then use have a shortfall of $145,000 or 24%. You should be spending 24% of your time either cold calling or business networking to find new clients.
If you do not have the hours in the week to spend that much time hunting for new prospects you need to find someone who can. Some companies have inside sales people calling for the outside sales people. Other companies outsource the whole demand generation process.
Take each of the prospects in your pipeline, and assign each one a percent value for the chance of it actually occurring. Use either 90%, 75%, 25%, or 10%. Some people use 50%, but really, there is either a good chance it is going to happen or not a good chance it is going to happen.
A “90%” means that you have just about finished the contract – there might be some legal terms that need to be approved.
A “75%” means you’ve finished selling, and started the contract talks.
A “25%” means you met the right decision makers, but you haven’t gotten to the contract phase.
A “10%” means you are working your way through the company to find the final approval maker.
Take the value of each contract and multiply it by the percent value:
$100,000 x .90 = 90,000 Project A
$50,000 x .75 = 37,500 Project B
$150,000 x .75 = 112,500 Project C
$300,000 x .25 = 75,000 Project D
$60,000 x .25 = 30,000 Project E
$100,000 x .25 = 25,000 Project F
$100,000 x .25 = 25,000 Project G
$100,000 x .10 = 10,000 Project H
$200,000 x .10 = 20,000 Project I
$100,000 x .10 = 10,000 Project J
$100,000 x .10 = 10,000 Project K
$100,000 x .10 = 10,000 Project L
Total of Projects 455,000, If your goal is $600,000 then use have a shortfall of $145,000 or 24%. You should be spending 24% of your time either cold calling or business networking to find new clients.
If you do not have the hours in the week to spend that much time hunting for new prospects you need to find someone who can. Some companies have inside sales people calling for the outside sales people. Other companies outsource the whole demand generation process.
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