Question 1

When you have a perfect sales day, what outcomes would you have achieved?

Think about a perfect sales day, where everything just works out perfectly, for you.

List everything you would have achieved that day below:

Example of my perfect sales day are listed below:

1. Research at least 15 prospects, so that I can disqualify those prospects, who are not part of my tribe
2. Identified 10 perfect prospects, who are part of my Tribe
3. Connect with the 10 perfect prospects, using my multi-channel communication strategy
4. Arrange to meet with 5 ideal prospects, who are a perfect fit for my “Sales Enablement” services
5. Meet face-to-face, with 5 perfect prospects, who need Sales Enablement support and who have the budget available to utilise my Sales Enablement services
6. Open (create a supply partnership) at least 2 new sales, with perfect prospects, who I can begin to build long term mutually beneficial relationships with
7. I will have visited at least 5 of my existing customers. Ensuring that I have a meaningful purpose for each visit
8. Add Value to at least 5 customers or prospects or said differently, do something unexpected, to show my customers and prospects, how much I appreciate their business and ongoing support
9. I will have invested at least 90 minutes into my personal development
10. I will have exercised for a minimum of 30 minutes
11. I will have listed to audio books during my commute
12. I will have read at least 20 pages of an educational, developmental or inspirational book
13. I will have drunk 3 litres of water
14. I will have made one more sales call that day

Now think about your own “PERFECT SALES DAY”.

List what it would look like below:

Question 2

What activities, would you need to carry out to have a “PERFECT SALES DAY”?

Think about your “Perfect Sales Day“. What specific activities would you need to perform to be able to have a “Perfect Sales Day“, every day?

Please see below for and example of the activities I perform daily, to support me to have a “Perfect Sales Day“

1. Use LinkedIn Sales Navigator, Matrix Marketing, Google and other research resources to research 15 potential prospects. My objective here is to disqualify prospects, who are not a perfect fit for my Tribe.
2. Using a multi-channel communication strategy –
   • I use Social media, to begin the engagement process
   • I send out Informational emails, to share valuable information
   • I send out e-zines and e-Books to show expertise
   • I write articles, which I publish on various platforms, where my Tribe hangs out
   • I use the telephone to make contact and arrange face-to-face meetings with my tribe
3. I prepare the night before, so that when ever I have a gap in my day. For example, where a meeting finishes early or whilst I am waiting to meet a customer, I can make follow-up telephone calls, send follow-up emails, comment on one of my prospects blogs etc.
4. Meet face-to-face, with 5 perfect prospects, who need Sales Enablement support and who have the budget available to utilise my Sales Enablement services
5. Carry out all the admin required to open 2 new sales that day
6. Visit at least 5 existing customers, with a very definite purpose
7. Allow my creative juices to flow, where I find innovative ways to consistently add value to at least 5 customers and prospects.
8. Even when I am tired, I dig deep and make –JUST ONE MORE SALES CALL THAT DAY

Think about everything you need to achieve daily and list all the activities you need to perform, to support you to enjoy your “PERFECT SALES DAY”, below

Question 3

What system, are you going to employ, to ensure that you consistently “Add Meaningful Value” to your all your customers and prospects?

I use a simple system, which I refer to as my 15-5-3-1 “Appreciation Strategy“

1. I choose 15 customers or prospects a week, where I connect with them electronically, so that I can Add Value to the partnership.
   • I comment on their blog
   • I send them a personal email, which will add value to them in some way.
   • I comment on their Social media contributions
2. I call 5 customers and prospects telephonically. These are calls of a personal nature to add value to the relationship. They are seldom, if ever business related.
3. I arrange to have a meal with 3 customers and prospects a week. During these encounters, I try not to discuss business at all. I rather look for innovative ways to add value to my customers and prospects.
4. My final objective is to identify 1 customer or prospect a week to give a gift to.
   • This is never an expensive gift. It is always a low cost, but high value item.
   • For example, if someone is newly promoted, I would give them a book by John Maxwell, The Five Levels of Leadership,
   • If someone mentioned that they were struggling with time management, I would give the Steven Coveys, Seven Habits of Highly Successful people
   • When trying to encourage a speaker bureau to book me, I would give them a book by Michael Port titled Book yourself Solid.

Think about the customers and markets you serve. Now design your own system to ensure that you carry out the crucial skill, of consistently Adding Value to your customers and prospects.

List your system below:

Question 4

List all the ways your organisation is differentiated form your competitors below:

Unless you can differentiate your product or service in the mind of your customers. They will default to price, as a way to differentiate both you and your organisation.

What makes your organisation unique and how will this support your customers and prospects to differentiate both you and your organisation?

Remember that you do certain things better than some of your competitors and they do some things better than your organisation.

It is for this reason that you may need to do this exercise for each of your Competitors.

I have listed an example below of all the ways my Sales Enablement organisation is differentiated from my competitors. For simplicity, I have not included any of my competitors. I have just listed a couple of ways my Sales Enablement company is differentiated in the market.

1. We start off by first identifying the “Best Sales Practices” within our prospects business, so that we can document their “Predictable Sales Process“. This provides all the sales team members with a perfect daily, weekly, monthly and quarterly set of sales activities, which will support them to smash their sales targets.
2. Our unique Blended approach to delivering Sales Enablement Training support, where we use multiple formats (audio books, Online Sales Enablement Solution, Mobile learning platform, reminders, assessments, leadership coaching, accountability partnerships, webinars and classroom based training to deliver a sales Enablement Solution that actually works.
3. We convert the Best sales Practices within an organisation into their new Sales Success Habit set, using our unique Learner delivery methodology.
4. All our Sales Enablement Solutions are practical and are designed using the lessons Andrew learned whilst buying, fixing and selling business. This makes our Sales Enablement effective and something sales teams can actually use on the job.
5. We break the Best Practices into manageable bite sized chunks and introduce these to sales teams over a prolonged period. This means sales teams are not overwhelmed by too much information at one time, which means that they can actually embrace, internalise and apply the new sales skills on the job.

Now think about both your and your organisations “Differential Advantage”.

List all the ways you and your organisation ‘STAND OUT” BELOW”

Question 5

What activities do you need to perform to ensure that you can consistently differentiate your organisation, in the markets you serve?

Explore all your differential advantages and then think about all the activities, which will help you to differentiate your organisation from your competitors.

I have listed a number of activities below, which I use to differentiate myself and my Sales Enablement organisation from my competitors.

1. I keep careful records of all my prospects special occasions, birthdays, anniversaries etc, so that I can send them hand written cards on those important days
2. I research my customers and prospects, so that I can find out as much useful info as possible about them. This helps me to send them targeted e-zines, which relate to their sports and hobbies
3. I am very observant, when meeting with customers and prospects. I look for opportunities to Add Value to them in the form of an ebook, which will support them etc.
4. I consistently explore competitor activity in my area, so that I am aware of what they are up to and I search for any opportunities, where I can differentiate my Sales Enablement services and acquire new business.
5. I am constantly asking myself this question throughout my day: “How can I differentiate myself and my organisation from my competitors“
6. I try to identify at least one Sales Enablement resource, which I can use to support my efforts to differentiate my Sales Enablement Services, at a specific customer or prospect.

Now think about your own markets and customers. What activities will support you to consistently differentiate your product and services in the eyes of your customers

Question 6

What support sales resources, sales info, content and sales materials need to be developed, to support you to engage your customers, on an ongoing basis?

I have shared a couple of the Sales Enablement tools I use in my business below:

1. I write a regular blog post, which is packed with powerful Sales Tips
2. I use these to create e-Zines, which I send to customers and prospects, to demonstrate the type and scope of our Sales Enablement Services.
3. I combine a number of these articles together, to create e-Books.
4. I make audio books to showcase our Sales Enablement Solutions
5. I run a weekly webinar, to showcase our Sales Enablement Training resources
6. I use an automated program that crawls the web, to find specific information on a subject, which is important to my customers. This program them creates a magazine, with all this info. Example, one of my customers is interested in Fly Fishing. The program then crawls the web and finds articles on Fly Fishing. This info is put into a magazine format, which I send to my customers and prospects.

Now explore your own markets and customers and decide on appropriate Sales Enablement Resources, which will support your sales efforts.

Please list your answer below: