SalesNote )
December 2009
In this issue
  • Propose Like a Pro
  • 4 Keys to Effective Pitch
  • Sales Man Talking
  • Griego on Classical Guitar
  • Muhammad Ali Quote
  • Finishing Strong
    It's the final lap. You've lived through the year and now see the final hurdle, the December closing and quarter wrap-up. Just when you're ready to ease it on in, your better self prepares for the final kick. But is there anything special one can do at this point?

    Yes, there are 3 keys to finishing strong:

    1. Set Your Sight on the Prize

    2. Never lose sight of your goal and objectives (even if they were reset). Your sales goal/quota/target should be clearly etched in your brain/whiteboard/forecast.
    3. Sprint to the Finish

    4. Winners give it an extra kick at the end to outrun competitors. If you know your sales activity patterns (read Rule #15), you ratchet it up these final weeks and don't let up the pace until year end.
    5. Never Give Up

    6. Famous words by Winston Churchill, and other winners who didn't quit. Even in the face of tough circumstances, sales pros don't cave, they suck it up, make no excuses and find a way to get it done.

    You've run the good race but now's the time to press onward to the goal set before you. Have a great and strong finish.


    Propose Like a Pro

    Rule #40: Propose Like a Pro (book excerpt)
    ...As a rule, I always go to the top producing reps and ask them for their two versions of proposals and at least two versions of their email cover notes. Every good rep has a least two versions, a short and long version that they have cobbled together over time.... I will always find one that has it nailed; that is, they have captured and honed the optimized short and long versions....I then work to institutionalize these versions and find out from marketing or sales leadership where we went astray...

    There are four key points to understand in proposing to customers...

    Excerpt from Mike Griego's new book 42 Rules to Increase Sales Effectiveness.

    4 Keys to Effective Pitch

    Get the Download
    Michael Griego, MXL's founder/president was the featured speaker in a webinar sponsored by Citrix GoToMeeting and Sales & Marketing Management Magazine.

    The topic was 4 Keys to an Effective Sales Pitch. Click the link to download the presentation. This webinar covered the following:

    • Common mistakes by rookie and veteran salespeople
    • 4 key components of an effective sales introduction
    • Adapting a strong value proposition to various sales communications

    This webinar had over 2000 registered attendees.

    Sales Man Talking

    Upcoming Speaking Events
    I spoke last week at a bay area careers/jobs group meeting about how sales is related to job hunting. When one considers the targeting, positioning, process, plan, activities, pitch and mindset, there's much that aligns these seemingly disparate functions.

    Other upcoming speaking events are as follows:

    Silicon Valley Business Meetup December 16th @ 6:30pm-7:30pm, Cupertino, CA. $20 registration includes signed book by Michael Griego, 42 Rules to Increase Sales Effectiveness

    eWomanNetwork Luncheon January 21st @ 10:30am - 1:30pm, Biltmore Hotel, Santa Clara, CA. $55 registration.

    Griego on Classical Guitar

    Christmas on Classical Guitar
    Just in time for the holidays, Michael Griego has released Classical Christmas, a classical/flamenco guitar CD.

    Taking a break from his sales consulting/training day job, MXL Partners' Griego has produced and released a collection of traditional Christmas classics on classical guitar. This new CD is now available on Amazon.com and CD Baby.

    Have a merry Classical Christmas!

    Muhammad Ali Quote

    Counting Days
    "Don't count the days, make the days count." - Muhammad Ali

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