A Step Ahead
Skip Miller
November, 2008 Vol 2, Issue 11

See the Light


Q4 is upon us, and things do not look good.  Sales VP's are shedding their weight right now, for the tunnel is looking like a dark one. 


Most Sales Managers have:

-          Gotten rid of their C players....now
-          Assigned Q1 2009 quotas and territories
-          Realigned territories so the best territories go to the best people
-          Cut travel expenses and increase the use of the phone and the web to change their sales processes - it's about customer touches
-          Stress selling value as much as possible - margins are eroding

There are a lot of A players out there who are jumping off of losing ships.  Now is the time to shake the staff up and get some better talent.  The manager who surrounds themselves with the best talent usually ends up near the top.

Risk is the big issue out there...ValueStar...  Ask your prospects and customers what they see as their biggest risks for the first half of '09.  Help them with their risks, and you will create a sense of urgency well past any feature/function you can imagine. 
If you want some advice, take more quota early.  Put more quota in the first half of the year than the second half.  Set the bar high early.  You will win if the economy improves in the second half..you'll crush the number.  You will win if the economy worsens...you worked hard in the first half and did not look ahead.  Take the numbers now.

Focus on the C-T, the critical three.  See more about that in our tool section, but now is the time to keep your team and you focused on what is important.

A final note.  The media loves to play doom and gloom...it gets people's attention sells ads.  I didn't shop at Circut City (expensive), really give GM cars a look, (value??) and hope the Wall Street...whatever.  Have you tried to get a vacation room between Dec 26-Jan 4?  All sold out.  How about a Honda Civic Hybrid?  HP has record revenue and earnings.  Don't let the fear send you in a spiral. Be smart and sell to smart companies.
Yep, this is a tough economy, so sell to it.  Use the energy being created; people are still spending money.  Leaders lead, and lead your team through these times.  Worse case, it will be a tough year, but it's only a year.  Get ready for the light at the end of the tunnel, because there will be a light.

1Q Is Here!!
What is going to close in December is already in progress.   Worrying about it is going to cost you 2009 time and money.
There are two things you need to do right now.
1. Set up January sales calls.  Who is the most likely customers that will buy from you in 1Q?  Call high in these organizations and get a meeting with the senior managers, and ask them how does tehir 2009 look and what are they doing about it?  Best to know up fromt what's happening.
2. Use email and WebEvents to stay in touch with your lukewarm prospects.  Create a newsletter with some interesting information.  Costco does it...so can you.  Use guest speakers.  Everyone wants to know someone's opinion.  You use these communication channnels for your lower prospects, so you have time for your A prospects.
One more thing...our yearly reminder.  Quotas, compensation, and territories by January 1.  Your sales people will not sell unless they know what the rule of engagement are.  Especially in '09, you do not have the time to have your sales team on the bench for even a month.



In This Issue
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ProActive Sales Tools
It's the Holiday Season.  What better gift than getting your sales and sales management team smarter?
Out Sell Your Competition with ProActive Selling!
Sales success starts with ProActive Selling, the runaway best-selling book by Skip Miller. 
ProActive Sales Management is the # 1 Best Selling Book on Sales Management on Amazon.com for three years running! Ensure that Your Sales Reps Meet their Quota Every Month! How much more profitable would your department be if all of your reps were as productive as your highest performer? A typical sales organization could triple their revenue and earnings. 
Knock Your Socks Off Prospecting is working it's way to the top of the best selling list for Prospecting.How to Cold Call, Get Qualified Leads, and Make More Money! If you hate prospecting, think how much those prospects dread your cold calls! Here's the most valuable collection of how-to-cold-calling tips you've ever seen:
The Ultimate Sales Tool Kit is on of the Top Ten Best Selling "Sales Tool Kit" books on Amazon.com! The Versatile 15-Piece Skill Set that Every Professional Needs .
Ultimate Sales Tool Kit is the energy boost you need to improve your bottom line. 
Call now, 408.399.9243 and we will ship them out.  Tell us how many and which book or books. Managers and salespeople have been known to take these on sales calls as a tool reminder.  Order before December 15, and Skip will autograph them.  Not that it will make them worth more, but it's a unique gift.


The Advanced Sales School
    Dumb "A" Salespeople Can't Sell


ropes jump

This is not a picture of a sales person not making quota.  It's an A player streaching himself, which is what A players should be doing.  Come February, it's time for you to get your A players to sharpen their saw.
The Advanced Sales School includes key topics such as:
          • The Sales Cycle
          • Customer Communication Skills
          • Presentation Skills
          • Personal Growth
     Fast-moving and highly motivating, this course provides an in-depth review of the basics while providing challenges above and beyond any standard sales program. Attendees are challenged with an intense high ropes course focusing on overcoming prospecting and calling high fears, along with Tai Chi class that helps connect the mind, body and spirit. Overcome prospecting and calling high fears in the classroom and in the forest.  Join other sales people in working the tools in a fast paced enviroment.

     Attendees are exposed to some of the best sales training from some of the best sales and communications trainers in the industry, a "Top Gun" faculty. In our 12th year, the Advanced Sales School gives top performers the extra edge they need to push themselves into excellence.

     Don't hesitate, sign up for the Advanced Sales School today!



  February 2-4, 2009
Attendee Testimonials:

     "I think that one of the strongest things that I brought away from the class is actually somewhat intangible. That in order to really be successful as a team (sales team, sports team, marriage...ANY partnership) you have to relinquish control, and have the faith, trust and confidence in those around you. I have been to several sales training courses. Rarely do you take away things that not only make you better at what you do, but better as a person as well. Great job to Skip and the rest of the M3 team, and thanks for a once in a lifetime experience!" 


    "Selling Value and selling higher in the organization were my two goals coming to the class.  Was I blown away...these tools actualy got me 4 appointments with C levels in one day."


     "I picked up many things from the M3 course.

 Most importantly I keep the mantra in my head to ASK QUESTIONS!"




Limited space available.

To register, go to

The Advanced Sales School or contact M3 Learning at 408.399.9243 or sales@m3learning.com

Qualify Early and Often!!!
Rememebr, when qualifying, ask, "What's the process to obtain a decision?", rather than "Who is making the decision?".  Asking Who gets you the people.  Asking What gets you the people, the process, and who has the power.  Ask "What", not "Who" for a better qualifying read.
Good Luck! 
                                 Best Regards and Happy Thanksgiving to all those in the U.S.,
   Skip Miller
   M3 Learning