KTG Weekly Sales Tip: How to find out if your Prospects are reading your emails, without a read receipt!

In one of my trainings last week we were going over prospecting via emails and one of my reps asked if there was any way to know if his prospects are receiving and reading his emails without having to add a read receipt. I thought, “that would be nice, if only something like that existed.” So I searched around and guess what, it does! 

Contact Monkey tracks your email, and lets you know when, how and where your email was read, WITHOUT letting your prospect know! That means NO READ RECEIPTS needed.  It also provides you with weekly data about each email that was tracked, so you’ll know how many times your email was opened as well as any link you may have included in your email. To learn more about ContactMonkey.com, email me to receive the detailed fact sheet on how to navigate through this awesome online prospecting tool!

- Kate Kingston, The Kingston Training Group

kkingston@kingstontraining.com

KTG Weekly Sales Tip: How to Schedule your Prospecting time Effectively!

Several sales reps have asked me how I personally schedule all the prospecting preparation tasks into my Friday schedule. I thought that sharing my process might help you as you look to prepare an organized – probably full – but workable calendar for yourselves

Friday:

7:30AM – 8:00 AM – Are you ready for the work week?

I am not always in the office by 7:30 AM but this meeting with me happens no matter what. 

I am answering the questions of:

  • Do I have my prospects researched and ready to go?
  • Have I scheduled my prospecting into my calendar for the week?
  • Have I gone over all the prospecting meetings I have scheduled for next week so I have my homework done for them?

8:00AM – 9:00AM – Google Alerts & LinkedIn prospecting because…

I created a folder in my Outlook & applied the rule that all Google alerts and Google trending be sent to that folder.

  1. I just open up that folder and look “by  date”  at  which new Google alerts have come in and then I address the relevant Google alerts with my prospecting.
  2. I especially pay attention to the Google alerts for my big current customers so I can email or call them about whatever the alert is describing.
  3. When I am done with Google, I go to LinkedIn and look at  the right hand side of my home page to see who has been viewing my profile and send prospecting emails to them directly through LinkedIn.  I then send 5 -10 requests for connections to new contacts. (I also find time on Wednesday to check LinkedIn again.)

By doing this 90 minute routine every Friday, I can be organized and disciplined in creating an efficent upcoming week while moving forward with all my Google & LinkedIn prospecting opportunities.  

They say the devil is in the details – I say the money is in the details – prepare on Fridays to execute your following week, and you’ll make more meetings, and more money.

-Kate Kingston, Kingston Training Group 

kkingston@kkingstontraining.com

KTG Weekly Sales Tip: BTA East’s Annual Grand Slam Event! Come one, Come all!

On Sept. 15-16, 2014, the Business Technology Association’s (BTA; www.bta.org) East district will host its annual Grand Slam event at the Marriott Inner Harbor at Camden Yards in Baltimore, MD. The educational and networking event, open to dealers from across the country, is all about providing you the insight, guidance and tools you need to help ensure your dealership remains your market’s premier resource for office technology and services.

I will be speaking at this wonderful event, along with other keynote speakers in the Business Technology industry. This is a great opportunity to come learn how to better your business, and brainstorm with your colleagues from other regions of the country! Watch a preview of what you can expect when you sign up for this amazing event! 

To learn more, or sign up, click here!

(Attached is the PDF flyer for the event, pictured above)

East BTA’s Grand Slam Event Flyer.pdf

-Kate Kingston, The Kingston Training Group

kkingston@kingstontraining.com 

KTG Weekly Sales Tip: Is micromanagement such a bad thing?

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In the business world, the word Micromanagement is taboo; it is perceived as the boss or manager that doesn’t believe that their staff can achieve anything without their constant supervision and approval or hand-holding.  However, it doesn’t need to be that severe, in small doses micromanaging can be defined as quality leadership; a manager that cares about its company is going to always make sure their staff’s tasks are done on time and correctly. 

I am NOT suggesting that you sit at your sales rep’s desk making sure every single task is accomplished because that’s why you hired them, to do their job, and you should be able to assume that’s what they are doing while you’re doing your job.  However, I am suggesting that you hold your reps accountable to the job they were hired to do.  Perhaps weekly you make sure they provide you with their results from the week, and I mean EVERY week regardless if they’re your ace rep or the rep that needs a little extra push… consistency is the key and staying on top of them will ensure the job is getting done. 

Here at KTG, we ask our managers to do the following:

  • Send a reoccurring outlook invite to your team for 7AM every Friday that tells your reps to send you their scheduled prospecting times for the upcoming week.
  • Have your reps send you an email at the end of each business week, in just the subject line they should tell you how many touches (email, phone, & foot canvassing) and how many meetings they’ve made for that week.

In implementing this routine, you can track how well your salespeople are doing week to week, without having to hold their hand or sit at their desk.  Holding your sales reps accountable will let them know you find value in the job they are doing, that they have purpose at your company which will in turn generate more results (meetings) and more money… for everyone!  

-Kate Kingston, The Kingston Training Group 

kkingston@kingstontraining.com

KTG Weekly Sales Tip: What I learned about Paperless Innovation on my last flight!

Last week I was on a plane flipping through the American Way magazine (American Airlines Magazine) and I came across this very interesting article. Although the article deals with pilots and the airline adopting procedures to go paperless, I thought this content might be a useful tool for any industry as it goes in depth about going paperless and the positive repercussions in doing so. Just by investing in technology this airline has benefited in a great many ways such as saving time, reducing fuel costs, streamlining procedures for pilots allowing more flight time, and effortless organization of all flight data.

Everyone flies, so your current customers and prospects alike can relate and if your dealership sells mobile devices or wants to, this really will help make your case. The bottom line in this article is that technology creates innovation which creates more opportunity to gain Net New revenue. Perhaps presenting this article to your prospect will create your own Net New Revenue!