April 2, 2017

Q2 and Opening Day Are Here / Last Chance for OutBound ATL / New Website Pages

Spring is in the air! March Madness comes to an end Monday night. The Cardinals are hosting (it pains me to write this) the World Series Champion Chicago Cubs at Busch. And Q1 is in the books. Hope it was a great quarter for you. Here’s a quick sales checklist headed into Q2:

  • Review your strategic target account list. Have you put enough thinking and research into whom you should be proactively targeting – including both growable existing accounts and ideal profile prospects?
  • Looking back at Q1 and being completely honest with yourself, did you absolutely maximize your “selfish selling time?” How can you become more selfishly productive so you spend more time driving revenue and less time doing busy work or trapped in distractions?
  • Are you darn sure that you are deploying a compelling, client-issue-focused, differentiating “story” in all of your sales messaging (telephone calls, emails, voicemails, face-to-face sales calls, presentations, proposals)?  If you’re not sure, then Chapter 8 of New Sales. Simplified. is the place to look for help.

I don’t think you can find three more powerful areas to focus to improve your sales results. Your target list. Your calendar. Your story. Speaking of improving your results…

Final Call for the OutBound Conference in Atlanta

Jeb Blount, Mark Hunter, Anthony Iannarino and I have created a full-day event at a ridiculously low price in Atlanta on April 13th at the beautiful Intercontinental Hotel in Buckhead. There will be four keynote-type talks in the morning, lunch included, and five workshop sessions in the afternoon – all focused on…Prospecting. Pipeline. Productivity. We’ve even have a special guest, Laura Madison, who will lead a session on Social Prospecting. Personally, I’ll be tackling Prospecting Pitfalls, Sharpening Your Sales Story, and Powering-Up Your Telephone Prospecting and Voicemails in my talks. The VIP passes are sold out, and as of  Sunday morning, there are only two dozen regular tickets remaining. Use the code Mike199 to get $100 off the list price and attend for $199. That code expires at 10:00pm Eastern on Monday night. For more info and to register, click here. And if you are curious for my thoughts about Why Outbound, here’s an excerpt from the Virtual Sales Kickoff where I was asked why it is so important:

New Pages and More Accessible Content on My Site

We’re in the process of updating my site, and there’s still construction dust and finish carpentry to be cleaned up, but I wanted to make you aware of a few new pages. In response to the pretty common request asking where someone can find a collection of interviews and podcasts I’ve done, we created a new Audio page that currently lists 14 favorites. You can listen right from that page, and be sure to check back every so often because we’ll add fresh episodes as people have me on their shows. There is also an updated Popular Posts page with an eclectic listing of my most viewed posts over the past several years. And, we have freshened the Engage Mike page with a couple new video excerpts from speaking engagements.

Here’s to much success and many New Sales in the second quarter! Hope to see you at OutBound.