Sunday, 4 January 2015

9 New Year's Selling Resolutions 2015 -The Theory of selling everything ?


"Fruits of success style" pocket diary
  from WH Smith
The NEW  movie "The Theory of Everything"  starring Eddie  Redmayne is about the physicist , professor Stephen Hawking . ( Go and see it. It's a very good film)

The film is mostly about his love stories but there are moments when we see some of his professional work.

 One of his struggles  is on deciding what the topic for his PhD should be.

Even men of genius it appears from this film procrastinate.

 This may give some comfort to we ordinary folk as the new calendar year begins and we set our goals and resolutions for the 2015 !


 I doubt we may set our goal of creating a simple mathematical equation for the " Theory of Selling Everything"  but  then perhaps........ you never make New Year's resolutions anyway.
 They seem like an artificial, stock way to make a change in your work habits.
After all ,if you really want to change, why  wait for January ? 

 Maybe you  figure  you'd be better off just getting  computing ‘patch fixes’- like changes  as you go along throughout the year.

Well,  has that strategy always served you well?

 Waiting until you "felt ready" to change often enabled you to sweep aside goals that were important to you but not time-related SMART goals

But you got fed up with constantly pushing your goals back.  You really did want to change. So this January , you decided to really commit to creating solid New Year's resolutions ...
By putting specific, time-bound goals in place, you are more likely to achieve them.
 If you're looking to set resolutions for 2015 but are struggling with coming up with some solid, achievable ideas, keep on reading.

Here nine resolutions you could pick for next year, and give you additional reading and resources to help you actually accomplish them.

1) Master Sales  Planning

It might seem like an old-school skill, but knowing how to plan is

Resources to Help

2) Improve your negotiating skills.

When you consider your last negotiation in 2014, did you come from a position of strength or weakness?
 How did your tone, mannerisms and body language  support your negotiation or give you away?
Maybe some refreshment in the skills are in order for 2015.

Resources to Help

3) Wellbeing and Selling.  A fashionable Craze or Way forward in 2015 you decide
In last year’s World Economic Forum in Davos there was a Mindfulness Session each morning held in one of the conference rooms.  Some corporations are into it in a big way.

In an interview with Harvard Business Review in April 2014 researcher  and consultant Ellen Langer defined Mindfulness

“Mindfulness is the process of actively noticing new things. When you do that, it puts you in the present. It makes you more sensitive to context and perspective.

 It’s the essence of engagement.

And it’s energy-begetting, not energy-consuming. The mistake most people make is to assume it’s stressful and exhausting—all this thinking. But what’s stressful is all the mindless negative evaluations we make and the worry that we’ll find problems and not be able to solve them.”
Resources to Help



4) Develop a mobile strategy. (Seriously.)

For several years, you've heard about mobile becoming an important focus for selling ... but have you truly invested the resources to learn about mobile, and adapted your marketing strategy accordingly?

If not, spend some time this year developing a mobile strategy and overhauling your website, emails, social accounts, blog, and any other online content to be mobile-friendly.

Resources to Help


5) Read and post on Social Media consistently in 2015.

You've probably heard all the hype about social  content already -- you just haven't gotten around to start creating some yourself.
Well, 2015 is the year to do it. As more and more content on the web becomes visual, you're going to need to be able to create the content yourself -- or, if you have a bigger budget, learn to better communicate with contractors and agencies to create it for you.

HSBC ads at Heathrow Airport
Blogging, Tweeting, Linking in, Facebooking ,  Instagramming  et al  are like working out: You've got to do it consistently to see great results. You can't just publish or comment once every few months and expect to rack up the views, leads, and customers.

If you're struggling to keep a tight editorial calendar, then commit to blogging  or commenting consistently this year. It doesn't matter if you decide to blog every two weeks, every week, or every day -- the point here is to pick a frequency you think you can accomplish, and stick to it.
Once you develop a solid, reliable rhythm, then you can work on increasing the volume.


Resources to Help


6) Don't forget about your  own sales  experience.

If you already have a solid publishing rhythm established, you might want to take the New Year to look back at your well-performing content. Take time to identify the posts that perform best for you, and then figure out how you can squeeze even more juice out of them. In a sense this what this post is doing. Next, apply those experiments' findings to the posts that are "second tier" -- the ones that are decently successful, but could be even more so if you optimised them.

Spending time optimising content you've already created can be a great way to keep your evergreen content fresh for readers and search engines.

Resources to Help Some of the most popular posts on this site


7)    Prepare a Pech Kucha or Ignite style presentation ready for the call in 2015 ( Elevator speech on steroids)

 They have become popular in design, architecture, photography, art and creative fields, an also in academia.  The idea is becoming is also increasingly popular for Buyers’ Open days where suppliers are invited to come in and pitch.

Pecha  Kucha a presentation style in which 20 slides are shown for 20 seconds each (6 minutes and 40 seconds in total). The format, which keeps presentations concise and fast-paced, powers multiple-speaker events called PechaKucha Nights

An even short type is Ignite whose motto is    “Enlighten us but make it quick”

Ignite is a geek event in over 100 cities worldwide. At the events Ignite presenters share their personal and professional passions, using 20 slides that auto-advance every 15 seconds for a total of just five minutes.


Resources to Help


8) Invest in better measurement.

Return on marketing investment ROMI ... one of the most notoriously difficult things to measure, but also the key to unlocking  growth. So why not make it your New Year's resolution next year?

If you're going to tackle this in the New Year, why not set up a coffee meeting with your counterpart in Marketing within the first two weeks of the year. To justify your department's impact, you're going to need to tie your activities to the bottom line -- and your marketing team can help you do just that. Meeting early and often in the process will be key to your success.

Are you measuring the necessary metrics to ensure your sales team are working at optimum level?

 e.g. Sales pipeline, sales revenue, accurate forecasting, leakage in your sales funnel, your win versus loss rate, uptake on opportunities to up or cross sell, quote/proposal to close rate.
Resources to Help
Salesforce CRM,   Pipeliner CRM   ,  Microsoft Dynamics CRM and Buddy CRM
9) Move to the next level of your career.

No matter what "next" means for you -- changing your title, broadening your experience, getting more responsibilities, starting your own thing -- you can set out to accomplish it this year. While it may take longer than a year to fully bring off your career goal, setting up a plan for yourself to make big, life-changing moves isn't a bad thing. If your goal is really gigantic , try breaking it into a year-over-year plan, and using the first year plan as the basis for your resolutions.

Resources to Help

Which of these resolutions will you make -- and actually stick to? What else would you add to the list?

Whatever you decide to action ,Fruits of Success wish you the very best for 2015

Good selling or as adapt and survive in twenty one five

We are all different – but we share the same human spirit. Perhaps it's human nature that we adapt – and survive."  – Stephen Hawking

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