One Critical Component of an Effective Sales Meeting

As we approach the fourth quarter for many companies, you might be thinking about your next sales meeting.

This week’s DII Sales Snippet is part of a recent coaching session with a sales manager wanting to make the most of his upcoming sales meeting. This episode zeroes in on one simple, yet critical and often missed piece of a successful sales meeting.

For more information on sales meetings, download my FREE article How to Leverage Sales Meetings for Better Performance[.

3 Simple Steps to Bring Dead Leads Back to Life

What if I told you that your “dead leads”, where actually your biggest and you’re your shortest path of new customers? You’d Say: “But, they’re DEAD!” They didn’t buy then…why in the world would they buy now?!”

If you’ve been frustrated by the limited sales results your leads have created…stay tuned, this podcast is for you!

It’s important to realize, your leads are not the problem. The problem is never the problem, it’s how you are thinking about the problem. 

How To Write A Job Post That Attracts Top Talent

Most job postings are tired, ineffective and passé.  Instead, write enticing ads that woo, attract and excite. To do this, dust off those old-fashioned job descriptions that describe your company and position in a ‘professional’ and boring manner. Bring a little creative, fun and lighthearted twist, with these ideas:

Turn your postings upside down and inside out. Write from the prospective employee’s POV. Lead with job and company details that appeal to candidates instead of company demands. Get rid of postings that describe job ‘requirements’, ‘essential duties’, ‘skills expected’ and replace them with key attributes about what makes being a team member so special. This demonstrates you understand employment is a mutual value exchange and you’ll provide a great environment for it to happen.

Creating Results That Matter

A Small Weekly Habit That’s A BIG Game Changer

Each week, we get on a treadmill grinding it out Monday through Friday and rarely step back to reflect, “What got done?” or consider “Will what got done get me where I want to go?” Now is a great time to take stock, evaluate what’s working, what’s not and adopt a few new edits to our routine that will lead us closer to results that matter.

In this episode of The Dental Industry Insider Podcast, I’ll introduce you to a simple process that will make the most of your time and talent to boost your personal productivity.

You’ll gain greater clarity on results received, lessons learned and ensure nothing falls through the cracks on follow up. This simple ritual could quite literally 10x your results every single week!

Grab a copy of the FREE Results Review Recap  to lead you closer to reaching your goals and the rewards they deliver.

#007 Back to School Back to Work

How to Get Your Motivational Mojo Back after a Break in Routine

 

Sometimes it takes a little extra something to get up and out of a sluggish slump after a long vacation, slower summer months or the holidays. In this episode, you’ll learn a simple but powerful process for getting reengaged and back on track.

Understanding the Buyer Desire of a Dentist

 

Winning and keeping the attention of dentists to consider a new product is tougher and more expensive than it’s ever been. Marketers and sales professionals have had to get very creative to get their foot in the door and most efforts crash and burn.

We’ve made it our business for the past 25 years to get inside of the mind of the dentist. Our intent was to understand their needs, wants and expectations for products they buy, what they continue to use and the people and companies they choose to do business with. The data allows us to bring fresh timely insights and customer intelligence to our clients—dental manufacturers and distributors who want to do better, serve better and forge stronger relationships with the practitioners they serve.

Until recently, our research results about dentists have been reserved for our private clients. Now, we are going public with the good stuff—and you have as much to gain as our clients who have created impressive results using it. Apparently, it really is true—when you know better—you do better. It is my privilege to share this information with you this platform, The Dental Industry Insider.

Dentists, like other consumers, use very specific criteria for making buying decisions. By aligning your marketing and sales efforts with why consumers buy, you automatically elevate your impact, influence and results. We know why dentists buy. And, in this episode, Understanding the Buyer Desire of a Dentist we share the exact factors they consider importance when buying anything.

The information inside this program will pay on going returns over and over to boost your effectiveness marketing to the Dental community. We’ve included practical action steps both marketing and sales teams can take to ensure your entire sales process is covered on both ends.

One last thing, I ran a little experiment to check out how a few promotional pieces compared to the important motivators we’ve uncovered and the results, to be honest, kind of blew me away! I didn’t expect to find what I found. [I think it will raise your eyebrows, as well!]. Check out the results for FREE by downloading The Dental Advertisement Analysis, it features 21 recent ads in two popular dental journals.

 

Leader: Are You the Real Deal?

 

Given the dynamic changes occurring in the dental industry and business today, managers face the complex challenge to adapt and succeed in an ever-evolving workplace.

Businesses of all sizes are facing a leadership gap. Baby Boomers are off to retirement and Millennials already fill more than 34 percent of the workforce. This dramatic shift in experience brings an important change in culture and employee expectations.

Organizations are struggling to develop their leaders at a fast-enough pace. According to The American Society of Training and Development, businesses spend more than $170 billion dollars on leadership training to build a strong front line for today and stabilize themselves for the tomorrow.

Biggest Takeaways You Don’t Want to Miss:

  • What are the differences between a leader and a manager? 
  • Critical competencies that exemplify a leader
  • How to really know if you have what it takes

FREE Leadership Assessment Offer:

Discover Your Leadership Talents Today

Click on the image below to continue to the Podcast

How to Measure the Sales Potential of Any Lead

Not all leads are created equal.

Many lead qualification programs that have shown that as little as 5 to 15 percent of all inquiries turn out to be truly sales-ready opportunities.

Adopting a qualifying process focuses your selling efforts on the best leads saving you valuable time, energy and expense pursuing new customers.

 

 

Biggest Takeaways You Don’t Want to Miss:

  • Why Qualifying Is Critical to Sales Effectiveness
  • Account Quality vs. Lead Quality
  • When Is a Lead Worth Your Time?
  • Account Qualification Index (AQI)
  • Straight Forward Steps To Qualify Any Lead

 

Today I have 2 great FREE downloads you can’t afford to miss out on!

Get your FREE Account Qualification Index Calculator here!

And you don’t want to miss out on the FREE Common Lead Qualification Factors either!

 

10 Prep Steps to CRUSH IT in an Interview

A Harvard Business Review study concluded that up to 90% of all hiring decisions are based on the interview, yet a similar study by Michigan State University found that interviews reveal only a 14% accurate view of the candidate. That’s why a well-structured interview process is so important.

There are plenty of factors that can derail the success of an interview. Hiring managers let personal bias get in the way of finding the best candidates and candidates think the power of their personality will carry them to a job offer. The truth is, finding the right fit in an interview is hard to do.

We’ve prepared ten practical pointers to assist you in your next interview. It doesn’t matter if you are doing the hiring or a candidate searching for the right role, this podcast delivers valuable advice.

It can be confusing to keep all of the information on potential job opportunities straight, so we’ve got you covered. Your Potential Employer Template will keep you organized and focused on the information that really matters.Click Here to download it now.

Biggest Takeaways You Don’t Want to Miss:

  • Candidates will retain your power and spot the best possible opportunity for a job you’ll love.
  • Hiring managers will learn to spot hidden superstars.
  • Steps to prepare for both an in person and Skype online interview
  • Learn the right questions to determine the right fit for you and your company
  • Simple steps to let go of limiting thoughts that hold you back from being your best