Happenings November 11, 2023

    In this issue:

• National Day Spotlight
• Events, Blogs, Movies
• Sales 101
• Webinars, Community

The purpose of a newsletter is an opportunity for the ASWi team to provide you and the rest of our clients with information on all the new ASWi and Acumatica related things (or “happenings”) that you may not otherwise be aware of.

Please feel free to share this newsletter with any/all of your team. Pease let me know if anyone on your team who would like to be added to the mailing list for the next issue and removed.

“Veterans’ sacrifices for our country have earned our lasting gratitude.” JM

Thank you Veterans!

Veterans Day celebrates all United States military veterans. We honor and thank them for their service to our country, whether in peace or war.

You can honor Veterans today by: attending a Veterans Day service, ceremony or parade; volunteering your time; donating to veteran service organizations; or, best of all having a conversation where you take the time to really listen and learn.

FYI re: the picture:

When his younger brother was drafted into the service, Charles Kirkey (my father) took his little brother’s place, reporting to Fort Hood for basic training before being shipped out to the Korean Conflict, where he served as part of a tank division. His sister served as a military nurse for many years.

Veterans Day is always observed officially on November 11, regardless of the day of the week on which it falls.

Veterans Day is the day set aside to thank and honor all those who served honorably in the military – in wartime or peacetime.

Veterans Day is largely intended to thank our living veterans for their service, to acknowledge that their contributions to our national security are appreciated, and to underscore the fact that all those who served – not only those who died – have sacrificed and done their duty.

A number of countries honor their veterans each year on November 11, although the name and types of commemorations differ somewhat from

Veterans Day celebrations in the United States. For example, Canada and Australia observe “Remembrance Day” on November 11, and Great Britain observes “Remembrance Day” on the Sunday nearest to November 11.

By Stu Schlackman

Get Focused And Dedicate The Time

The lifeblood of any sales professional’s career is their pipeline, and the most adept among them know that consistently fueling this pipeline requires a significant investment of time. On average, successful sales professionals earmark between 4-10 hours each week purely for prospecting activities, and in the high-octane environments of certain sales sectors, that number can readily climb to 20 hours or more.

This dedicated time isn’t spent on just one type of prospecting activity. It encompasses a diverse array of strategic efforts, from conducting in-depth research on potential clients to uncovering the nuanced needs and pain points of their businesses, to attending industry events where a handshake can lead to a sales opportunity. They understand the importance of being where their prospects are, both in the digital realm and in the physical world.

But merely “doing the time” isn’t enough; it’s about maximizing the effectiveness of that time. Top sales professionals treat prospecting as both an art and a science. They employ a mix of personalized communication, leveraging social media platforms to research and connect with prospects, and the judicious use of
CRM systems to track and optimize their activities. They approach each prospect with a tailored strategy, understanding that the right message delivered to the right person at the right time can dramatically increase the odds of success.

In the end, it’s this deliberate, disciplined approach to prospecting—balancing quantity with quality, and embracing both traditional and modern tactics—that separates the top-tier sales professionals from the rest. They don’t just do the time—they invest it, they strategize it, and most importantly, they make it count.

Leverage Cold Calling
Cold calling is a prospecting method that tends to be unjustly ostracized, especially by salespeople who find its challenges too daunting. It’s a notorious battlefield, filled with potential for rejection and discomfort, as you’re often seen as an unwelcome intruder into a prospect’s busy day.

It’s akin to an unexpected knock on your door when you’re in the middle of dinner. Your first instinct is defensive: Who is this uninvited guest, and what do they want? That’s the uphill battle facing the cold caller – you’re on the outside looking in, trying to gain entry into the prospect’s world.

The inherent aversion to cold calling stems from the fear of this resistance, and the personal rejection that seems to follow it.

Nobody enjoys being the bearer of interruption, or worse, the harbinger of annoyance. This rejection is not necessarily a judgment on the quality of the product or service offered, but rather a knee-jerk reaction to the unsolicited approach.

Yet, if we peel back the layers of this interaction, we understand that these calls are, more often than not, not personal in nature. They are a business proposition, an introduction, and an opportunity. The challenge is breaking through the defensive barriers that prospects naturally put up.

The key lies in understanding that you’re not just selling a product or a service; you’re offering a potential solution to a problem they may not even realize they have. To overcome the initial resistance, it’s crucial to do your homework. A successful cold call begins long before the phone is ever picked up. It starts with meticulous research, understanding the prospect’s industry, their company culture, and even the individual’s role within the organization. It’s about crafting a tailored message that speaks to their specific needs, pains, and goals.

Once you’re on the call, it’s imperative to shift the narrative from an unsolicited pitch to a consultative conversation. It’s about listening more than talking, asking insightful questions, and building a connection. This approach pivots the conversation from an intrusion to a potential source of value. By demonstrating genuine interest in the prospect’s challenges and offering expertise, you can slowly start to shift their perception.

Top earning sales professionals have mastered the art of cold calling and so can you. But it is a test of perseverance, empathy, and strategy. With each dial, you’ll hone your skills, thicken your skin, and improve your approach.

Set An Intention

When you prospect, your intent counts more than technique.

The key point is that your “intent” is not to make a friend or a sale over the phone. How often have you called a prospect and the first words out of your mouth are “how are you doing today”? You don’t know them well enough to ask that!

What if they say something disastrous? You’re not calling to find outabout their personal life, you’re trying to get an appointment—period. To get an appointment, you need to quickly convey that you have something they can benefit from. In order to capture their attention you can focus on the following:

Do your homework – show them you have knowledge of their company or industry by citing a key issue or trend. Align your message by telling the prospect what problems you solve and mention a company in their industry that has been successful with your solution.

Ask thoughtful questions that uncover issues they might be having today.

Go beyond the overused, “what keeps you up at night” if you want this conversation to continue. Then listen. Your demonstrated understanding of their answers will increase the likelihood of a face to face meeting. For you to be successful in prospecting you need to start with the right frame of mind. Get focused and dedicate the time, understand cold- calling and then set a solid intention on behalf of your prospect. The more you focus on their goals, the more likely it is that your solutions will meet their need.

Nearly every weekday, a motivational quote is posted on X/Twitter by @ASWiDelivered and on LinkedIn by @ASWi.

Here are last week’s “Morning Motivations”:

• “Execution is much more important than the perfect idea” Cristina Junqueira
• “All you need is the plan, the road map, and the courage to press on to you destination.” Earl Nightingale
• The opposite of “remarkable” is “very good”. Seth Godin