In a Perfect World

Happy Friday!

I hope you all are looking forward to the long weekend. I sure am... Camping with friends and enjoying the beautiful scenery of British Columbia, what could be better? This may be part of a "Perfect World"

My post today is all about what your ideal situation would look like. So many things in life and business remain the same because "that's the way we do it". Take a moment to think outside of the box and think of a business process that has been standardized across your company. Is there a better way of doing it? If so, why not change?

I believe people are inherently lazy or reluctant to change because they are comfortable with the way things have been done. Sometimes you gotta Raise a Little Hell and switch it up. Think of the ideal way to do something and then work backwards on how to achieve it. If you think the other way around of what is attainable now with the tools and current processes you have, the results will remain the same.

This can also be applied to operational efficiency and is likely the most directly influenced subject of what can be changed.

Marketing Automation can be as simple orcomplex as you like. With tools such as Marketo one can create incredibly detailed campaigns that are combined with scoring rules, tracking, alerts, messages etc etc. Time and time again I am finding that marketers are overwhelmed with the capabilities of such systems and don't know where to start. My advice would be to create an ideal situation and take baby steps to achieve the end result. With something like Marketing Automation, it can not be done overnight particularly when content is lacking.

Do not be happy with the status quo. One must always look at ways to improve. Constant growth and an open mind willing to learn at all times will lead to continued success.

That's it, that's all. Have a great weekend.

Outside Sources, The Mental Game

For Days Like Today

This post is both one about hockey, life, and how outside sources that we can not control can sometimes wreak havoc on our mental state. Pictured right are my beloved Canucks and head coach Alain Vigneault hanging their heads after last nights dismal performance in Game 6 of the Western Conference Semi-Finals. They look exactly how I feel this morning. I have to say it was tough to get out bed this morning. I am stuck here thinking of the reasons why I let a sports franchise affect not only me, but the entire city so greatly? I often wonder what the production rate (in terms of business completed) is when there is a game that day, after a win, after a loss. Do things such as major sports events, recently here in Vancouver, the Olympics, or any other thing of that nature really affect how we are at work, at home, and at play. I'm going to key on work but it's all part of a bigger picture.

As you may have noticed, I seem to draw on my experiences from the hockey world extremely often. Up until one year ago, this was really the only world I knew. When I was a goaltender trying to make it where these guys are today my biggest obstacle was the mental game. I knew I had the skill, talent, work ethic and all the other intangibles to get it done. I did everything in my power to make it. It didn't work out. This was for a number of reasons and I could write a book about it (and, that is not out of the question... I've definitely thought about it). BUT, the key to playing well and performing well in life is what channel you decide to tune your brains TV set to. Bear with me a moment and think openly about your emotions and feelings. I was involved with a sports psychologist by the name of Saul Miller who introduced the concept to me of our minds working like a TV set where we can control what channel we're on. Think about that... We have the power so say "No, that's not me... Who I am is...". That statement alone was one of the most powerful things anyone has ever taught. For that statement to work, one must have a clear definition of who they are and exactly what they want to be. It's fantastic for curing and learning from mistakes.

I am one who believes mistakes are a blessing. Another one of the phrases I learned from Saul is "Either you use it, or it uses you". Again, I ask you to really think about the roots behind that and the meaning behind it. My main objective was to succeed in sport but my father, David Rebak attended some of the sessions I had with Saul and after each session he concluded that almost everything Saul has said is applicable to life. He was absolutely correct.

It's no surprise to me that so many ex-elite athletes are in sales. Think of all the skills that cross both lifestyles. I constantly amaze my self at all that I can apply from hockey to work life and vice versa.

What I am really getting at after all this rambling is the power of our minds and how outside sources (such as my favourite team, the Canucks) can affect our mood and therefore affect our performance. In most cases, such as a favourite team losing, they are in no way, shape, or form related to the other arenas in your life. In fact, I might dare to say that the Canucks losing is an erroneous fact. We must not allow ourselves to be influenced by things we can not control. All that we can control is our actions.

The next time you are by the water and you see a duck with a pearl of water slipping of its back remember it. Think of the pearl of water as an irritant in your daily life and the duck being you. You want to flick the water away. You don't want to get wet. But, if you let it bead off you, it's gone almost instantaneously and you are not bothered or affected by it. Stay calm, cool, and collected. Always keep your head level and avoid what I like to call the emotional roller-coaster of highs and lows.

I fell victim to letting things get to me and to be honest, it really affected my work life. Recently I went through some challenges and for a while, it definitely used me. I am now at the point where I have used it as a learning experience and have grown hugely from it. Again, I view mistakes and challenges as a blessing and an opportunity to learn and grow. If you have come across a challenge recently, please, embrace it. Slow down, take a birds eye look at the issue at hand, and find a way to use it; otherwise, it will inevitably use you.

Go kick ass - Seriously... and have fun doing it.

Marketing in the New Millenium

**News Flash**

We've come a long way since the days of the paper boy on the side of the road screaming "Extra, Extra... Read all about it". This then begs the question "Where is marketing today and how do I do it right?". If I or anyone could answer that with a simple a,b,c 1,2,3 solution they would be a bigillionaire.

Let's dive right in to e-mail marketing....

Some, actually, many people view email as SPAM or a shady way to communicate with people for the purposes of marketing and/or selling. Sure there are a ton of illegitimate characters out there who do email the wrong way. I could give examples how poorly they do it and how many CAN-SPAM laws they break in the process but listing the "What not to do's" isn't going to get anyone anywhere. 

How do we combat the anti emailers....

First and foremost be CAN-SPAM compliant. Have fun enjoying the hefty fines if you are not. One must also seek the double opt-in. This is key to ensuring your audience wants to receive the information being sent to them and assist in ensuring you do not get blacklisted. If you get yourself blacklisted, there's something wrong. If too many people click the spam button or report it as spam, the ISP and/or ESP will block you out completely. So, if you're selling sporting goods and you target little old ladies in a senior's centre, you have better luck cheering for the Maple Leafs. (Yes, any opportunity to beak the Maple Laughs must be used).

What's my ROI?....

I would then ask you what your objectives are. Generally people say they want to generate revenue. After-all, if your brand awareness is off the charts yet you can't sell anything or generate revenue, you're likely going to be out of a job and a victim of CNN's favourite word, the economy. So where is the ROI... Compared to most traditional ways of advertising such as TV, Radio, Newspaper, the conversion rate and ROI of email is fantastic. Does anyone remember how much a TV spot during the Superbowl was? Try singing to the tune of $2.6M for a 30second spot. Yes, this is the extreme case. My point is that when you look at the cost of email compared to the cost of traditional it is just common sense to do email campaigns. How can you possibly target properly in traditional media sources? You can't. 

I'm not saying to call up the local TV station or stop the presses immediately but it's time for all the old fuddy duddy's that think they know how marketing works to give their heads a shake. Talk to your audience, connect with them. How does somebody who is 60 years old know what goes on in high schools and what is considered to be "pop culture"? If you were to pay some kids or even 20 year olds $100 each for a few hours of their time to find out how they interact with media and what influences their buying decisions, would that not be a good use of cashola? I'd say so.

Email and (coming on strong) SMS are quickly becoming the go-to method for reaching people; certainly the younger audience. I'm a young buck and the majority of people within my circle have smart phones or are constantly on the computer checking out the latest wall post or status update. Emails and texts are going to phones and people are on the go all the time. This is how people want to be contacted now. Contact them in the method they want. Sounds pretty simple doesn't it. But, people still love their TV. For big B2C brands, it can still be very effective.

As you can tell, I'm a fan of email and SMS. I think they give you the most bang for your buck but you have to figure out what is right for you and your firm. All I ask is that you take a look around and reconsider where your marketing budget is going. It's no surprise that companies constantly increasing the amount/percentage they are spending on digital. 

Thanks for tuning in.

Must Read for ANY Sales Professional - High School Book Report

Good day to you, and thank you once again for stopping by.

Today I feel like I have gone back to high school. Never, in my wildest of dreams did I think I would write another book review let alone want to write it; Yet here I sit on this delightful Friday morning inspired by one of Canada's... scratch that, North America's top Sales trainers. The gentleman's name is Kelley Robertson. Kelley and I were were introduced through another sales guru, Paul Castain. To be honest, I was a little put off by Kelley to begin with. This was mostly due to the fact he lives in Toronto and supports the Maple Laughs. Yes, The Maple Laughs. I could go on about that awful team but I digress.

Kelley was kind enough to help a young sales jedi out and sent a copy of his book "The Secrets of Power Selling". Within this book of goodies are 101 tips to help improve your sales results. I would recommend a few but all 101 tips are great. No, I'm not just kissing the ass of someone I look up to. These tips are great especially for someone like me who who lacks in experience but is keen to learn and start dominating the world of sales. Oh wait, I already dominate ; )

The tips themselves are generally short and to the point. It then goes on in more detail of why they are important and will have a practical application of the tip. This is not the style of book that needs to read from front to back. You can literally pick it up, read a tip or two, put it to use, and go back the next day for more. This is essentially what I did for the past 50 days and I have the numbers to prove it works. Don't believe me, call my boss. Actually, call me; that way I can both brag about Kelley, his book, my numbers, and attempt to sell something to you. Wait, why attempt? In the wise words of Yoda, "There is no try, there is to do and not do." I'm no Star Wars geek so I may have paraphrased slightly.

I'm not going to give away my "Top 5 tips" or mention a ton because in all reality, you need to get this book for yourself a copy of it. Please do yourself a favour, click here to get a copy.

As mentioned in the paragraph(s) above, all the tips are great for all levels of people in sales from young to old, experienced vets to newbs. I will mention my number one tip and is "The Power of Persistence". It is pretty self explanatory but sometimes we all need a kick in the pants to keep going and "try, try, try again". I have learned this lesson over, and over, time and time again. As usual, I find myself pulling life lessons from my hockey days. I had countless numbers of doors (literally) slammed in my face. Nine teams in two years, thousands upon thousands of miles flown, driven, and bussed across the continent all to end up realizing my dream of playing in the NHL and hoisting a Stanley Cup will not be coming true.

A 12 year old me still very distinctly remembers a goalie coach of mine, Pasco Valana (pictured left) saying "We may not all get the chance to hoist the Stanley Cup, but we can all win the Stanley Cup of Life". Persistence, hard work, and determination, along with the will to break down barriers and plow through walls but in front of me provided me with the opportunity to grow hugely as a person. It was persistence that allowed me to do that.

Life is a journey and the destination is never as sweet if we can not enjoy the route that gets us there. (paraphrased quote from one of my trainers, Nathan Davis).

With that, I remind you to kick ass every day. Kick as at work, at home, and at play. Kick ass in every one of lifes arenas and you will indeed find yourself hoisting the Stanley Cup of life, the ultimate prize.

Thank you to all those that have helped me thus far; you know who you are. I'm not going to write an Oscars speech.

3 Keys to Success

Good Monday morning to you -

I'm going to keep this short today as I'm sure we all have a mountain of things to do today.

I wanted to share three things that I have pulled from the hockey world and been able to apply it to life and business. Craig Anderson's  stunning performance last night reminded me that to attain success we need to focus on three things:

Numer Uno: Be on Fire

What I mean by that is this: You've got to have a fire under your ass. If there isn't one, light it. If your firestarter isn't working so well and the kindling won't lite - Go to the store, buy some firestarters, a zippo and git 'er done.

Numero Dos: Have Fun

It's an incredibly simple concept yet many of us forget that we need to enjoy what we're doing. If you're unhappy in life, at your job, or whatever position that you are in, make a change. Why spend your life miserable and not enjoying yourself? I've been fortunate enough to have some great relationships with colleagues as well as people such as Paul Castain, Kelley Robertson, and Jim Kozak. I'm having a blast and there is no question I perform better under these circumstances. The same was true when I was playing in goal. If I was stressed out, worried about the end result, and what we used to call "pucker bum", I turned in to a sieve. When I was able to go out, have fun, and let my skills do the talking, I was unstoppable. If you were fortunate enough to see the game last night between the Colorado Avalanche and the San Jose Sharks, it was clear Anderson was having the time of his life and possessed all three things I am proposing here today as keys to success. A 51 save shutout is virtually unheard of. The only other comparable feat in my memory was Tuukka Rask's 52 save, 1-0 overtime victory in the Bronze Medal game of the World Jr. Championships a few years back which I witnessed in person.

Numero Tres: Have Confidence

If you don't believe in yourself, why should anyone else? That is all I have to say on the confidence issue. 

Lighting the Fire

In closing, I'd like to share with you a video that will get your blood boiling, the fire under your butt raging, and send shivers down your spine. It was originally shared with me by my goalie coach, and mentor Pascal Valana. So, please enjoy The 212 movie. 

Rock horns up, Jedi sticks glowing - Let's Go!

Something Great

Hi there -

It's been a while since my last post but I felt there wasn't much point spitting out blabbering garbagio.

Today I'd like to take a moment and commemorate the memory of a great Canadian, Terry Fox. It was 30 years ago today he dipped his leg into the frigid waters of the Atlantic Ocean and began his "Marathon of Hope". His goal was to raise $1M for cancer research. Today, over $500M has been raised.

 

Little did Terry know that the world would grab hold of his courageous efforts and support him on his quest to conquer cancer. He became a household name across Canada, the United States, and now in 40 countries across the World, we celebrate his legacy with the Terry Fox Run.

This proves that a single person with a big dream, a goal, and the willingness to do whatever it takes to achieve that goal can change the world. Unfortunately for Terry, he passed away trying.

I challenge you this week to dream; and dream big. I challenge you to try something new, something different, maybe even a bit obscure. Find what motivates you and go get it. I saw a quote this morning that said "We are all gifted. Unfortunately, many of us never touch the wrapping paper and see what's inside".

Perhaps a visit to a spiritual leader could provide you with some insight or a different perspective on life. Try setting up a meeting with a Rabbi, Priest, Monk, or Nun. I myself am not religious but think these people have a very unique view on life and it can certainly help. Alternatively if that sort of thing is not for you, try skydiving, snowboarding, wakeboarding, rollerblading, or whatever tickles your fancy. Life is too short to not get out there and try things. Mix it up a little and see what your ROI is. I bet you will be surprised.

It's time to get off your duff and make a difference. To the world you may be one person, but to one person you may be the world. Remember that. And, if you need a refresher, go back and read my "Be Legit" piece. This applies to not only business's but people on a day to day level. Seriously, just be a good person. I think we all can agree on that.

Have a fantastic week and go kick some ass.

Waking Up on the Wrong Side of the Bed

Do you ever wake up and think to yourself "something feels a little different today"? This can be a great feeling or one that says "oh man, this has bad news written all over it".

Well, last week sometime the sales team here at antarctica|DIGITAL definitely woke up on the marketing side of the bed. We decided to run a little experiment and create our own e-mail campaign. You got it, sales running marketing. As a team we wanted to drum up more qualified leads (as most sales teams would say they want to do) and more importantly we wanted to understand the role of marketing and how it is done. It has come to my attention and is quite evident that the line between sales and marketing is becoming ever so thin and blurry. The white picket fence that used to up in the front yard has been smashed, bulldozed, crushed, and the house it belongs to repossessed. We are about to launch the campaign and are really looking forward to seeing the results.

Regardless of the final outcome, it's important to understand all aspects of the sales cycle including the very wide start of the funnel that is marketing. After all, they have to have come from somewhere if they're inbound. This gave us a much better understanding of where they have come from and their level of knowledge.

I recommend this exercise to expand the boundaries and increase the ability and adaptability of sales. This doesn't just have to be about Sales and marketing. Whatever area or department you are in, it will help you with your job to understand the role of other members of your team.

Hope you are enjoying the Olympics as much as I am. Vancouver is alive with Canadian pride.
!Go Canada Go!

Olympics & Sales - Connected?

With just 3 days until the games begin here in Vancouver, the city is alive and the spirit can be felt from coast to coast, across the United States, and around the world. People from all corners of the globe are filling the streets in anticipation of the ultimate test of athletic performance in winter sports. These are the top dogs, the best of the best, and they want gold more than anything.

Let us look back to the summer Olympics - Beijing 2008 -

Two athletes stand out for me;

 

Michael Phelps and Usain Bolt.

These two athletes were without question the best at their sport and peaked at the right time. Usain and Michael are arguably the two best Olympians ever.

I was involved in competitive hockey for many years and understand what it takes to be the best. It takes hard work, dedication, perseverance, and a mindset that no matter what brick wall or (excuse my french) A-hole coach, manager, owner stands in the way, you must become a raging bull and bulldoze through it.  The same attitude must be applied not only to your work life, but your personal life as well.

It's about wanting to get to achieve your goals and dreams. Sure it sounds cliche. I'm the first one to admit it.

We all know about how to set goals and work towards accomplishing them. How many of us actually have a daily reminder? There are very few people who are the best at what they do.

Michael, Usain, and (yes I'll go there) Tiger Woods have shown us that with an action plan and a road map to success, we can accomplish things we never thought possible. You can see in their eyes before the competition begins, they know they are going to win. It's a mindset that we all have to attain and begin to believe in ourselves that (pardon the Obama quote) "Yes We Can".

Today, take on the role of an eight year old planning your Olympic dream. How would you go about doing that? What would you need to do to get their? Translate that into what you want in life, business, sales, sport... whatever.

Please leave a comment, stay tuned, and you like, follow me on twitter @admrebak

Go Canada Go

Go Canada Go

Go Canada Go

The Power of One

Thank you for tuning in. Today i have a special post for you guest written by Kelley Robertson. Follow him on twitter @FearlessSelling and also subscribe to his blog.

I hope you enjoy. 

Please leave a comment : )

The Power of One

One is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some ideas to consider:

§  Make one more cold call every day. One extra call a day equals 260 calls in a year. How many meetings could you set up with this number of calls and how many of those meetings could you turn into sales? Consider your current conversion ratio and think of the impact on your business.

§  Ask one more question during each sales call. Before you start “pitching” your product or service, ask your prospect one more question. This question might give you the additional insight you need to more effectively position your product or service.

§  Pause for one moment longer than usual before responding to a prospect’s question or request. Known as the pregnant pause, this often prompt the other person to blurt out something they had not intended to say. The secret behind this strategy is that most people are uncomfortable with silence and will begin talking to fill the “dead” air space.

§  Get to the office one hour early. Remember the expression “The early bird gets the worm”? That one extra hour first thing in the morning can be the most productive time of the day. You have a better chance to reach decision-makers, there are fewer distractions, and you can often achieve more in that 60 minutes than in several hours.

§  Address objections one more time before giving up. Too many sales people give up too soon when faced with objections. I’m not suggesting that you beat your customer into submission in order to close the sale. However, I do recommend that you tackle each objection one more time before you give up.

§  Send one more email to the prospect who has been sitting on the fence. Sometimes, people need that little push and encouragement to move forward. But, in many cases, their time is occupied by other projects and priorities which means they are not focused on your solution. Gentle reminders are often appreciated providing you don’t follow up so frequently you appear to be stalking them. Even though they may not be ready to make that particular buying decision, you will help keep your name in their mind.

§  Ask for an endorsement or testimonial one more time. Endorsements and testimonials are greatly underutilized by most people in business today. Quite often we ask a client for a testimonial but because they have other priorities, they forget. Call them or send an email and politely request the testimonial again.

§  Suggest one more idea to help a customer improve their business. Schedule a breakfast meeting or lunch with your customers but instead of trying to sell them something, focus on learning more about their particular challenges. Offer solutions that do not include your products or services and your customers will begin to see you more as a partner than a supplier.

§  Invest one day per month developing your skills. Many of the most successful people in business invest in themselves. They attend workshops, conferences, and participate in webinars and tele-seminars on a regular basis. Considering that the majority of people do not invest in developing their skill, you can quickly out-pace your coworkers and competition.

§  Read one book every month. Expanding your knowledge will help you become more successful. Read books related to your industry or that will provide insight to helping you improve your skill in a specific area.

§  Send one more thank you card or note. Very few sales people make the effort to thank their customers. You can stand out from the crowd by sending handwritten notes to thank customers for their most recent order, meeting with you, or sending an on-time payment. You can also send a note when you see their company mentioned favorably in the news.

Although it is a tiny number, one can make a very powerful impact both on your top line sales and bottom line profits. One extra sale every day, week or month – depending on your business, can make a significant impact on your sales by the end of the year.

The next time you think about giving up on a high-potential prospect consider the fact that you might be just one phone call, one email, one letter or one meeting away from making the sale.

© MMX Kelley Robertson, All rights reserved.

Get your FREE copy of 100 Ways to Increase Your Sales by subscribing to Kelley’s free newsletter, “59 Seconds to Sales Success” at www.Fearless-Selling.ca. 

Kelley Robertson, author of The Secrets of Power Selling helps sales professionals close more sales at higher profits. Kelley conducts workshops and speaks regularly at sales meetings and conferences. Contact him at 905-633-7750 or Kelley@Fearless-Selling.ca.


Please leave a comment

Does This Actually Work? Spammy Contact Requests

For my Canadian Readers and Hockey Fans -
I gotta say, WHAT a game. Absolutely incredible. Every year I love watching the WJHC. So close.

Yesterday on my company's website, there was a contact request. Initially my reaction, along with the rest of the sales team, was, "Great, we're seeing more and more of these. We've been getting great exposure and people are interested in us." Not so was this particular spammy form filler extraordinaire. I think most of you know what I am talking about; the sly guy who contacts you via a form on the company website only to try and sell himself or his product to you with the text/comment box. Some are quite blatant and others slither like a snake and weasle their way to get a phone call in return. At first glance, not such a bad strategy. I'm sure people do call them back. To me, this just starts the relationship off on the wrong foot. After all, sales is still a people first business.

My question to you the reader is: (my answer)
a) Do you think this works? (maybe, sometimes)
b) Is this an effective use of sales' time (nope)
c) Should sales even bother following up with the request (case by case basis, yes. Perhaps a standard e-mail asking for clarification on what they are interested in) ie, a temperature gauge.

That is all folks. Please leave comments below and some answers to my questions.

Stay tuned

Kickin' It

Happy New Year Everyone!

Now that I've got that out of the way, we can get to the meat.

My "Holiday Season" was a strange one to say the least. Without getting into too much detail, things were just a little wonky and not "normal". With that being said, it provided me with an opportunity to think a lot about "stuff". Everything from life itself, business, sales, marketing, people, places, sports; you name it I thought about it. With all this pondering I have come to a few conclusions. Most are easy to say but rather difficult to do or practice.

Nothing is Normal

What is it? I've come to the conclusion that there is no normal and that everyone, everything, daily occurrences and life is not normal at all. It's constantly changing and evolving, and from this we learn and grow. There is no solid definition of what normal is. It is simply not deviating significantly from average. Can you define an average person or life?

Relating to Sales/Marketing -

We Need to constantly evolve and change with the times. If you are static and your daily routine becomes (dare I say it) "Normal" you'll just be another ant on the hill.

Kick It!

Please, don't be normal. Stand out (in a good way) for being different. Provide to your clients that little something extra.

Let's all KICK IT in 2010.

All the best to you and your endeavors in the coming year.

- Michael