All posts with the tag 'Entrepeneurship'

Sell More & Work Less Now Available on Kindle – Web Selling Techniques Everyone Should Use

Sell More & Work Less is now available on Kindle.  This web selling tips book focuses on a 4-Phase Sales Process which helps business professionals quickly learn and apply many new web sales tips and techniques to improve their sales effectiveness. Simply said, allowing them to sell more and work less. The 4-Phase Virtual Sales Process facilitates the transition to a web centric sales model offering greater profit potential, improved methods of selling and the more flexible business and personal lifestyle this affords. Readers can replicate the 4-Phase Virtual Sales Process to create their own tailored sales process using the techniques explained in this web selling tips and techniques book.  I was fortunate to be assisted by three “in the trenches” coauthors, Mike Lauducci, John Scranton and Andrew Blume in the writing of this web selling tips book.

Sell More & Work Less is now available on Amazon, both in paperback and the Kindle version http://www.amazon.com/Sell-More-Work-Less-ebook/dp/B0072O3KUO/ref=sr_1_sc_1?s=digital-text&ie=UTF8&qid=1328183749&sr=1-1-spell.

For B2B Web Marketing go to www.StartMarketingTech. For Insurance Agency Marketing go to www.StartUpSelling.com.

ePublishing – 3,350 views and counting

ePublishing or electronic publishing is one of the many new manifestations of the increasingly pervasive reach of the internet. Though many traditional publsihers may not like this new trend, another threat to established publishers, I for one am very impressed with the model. I’ve now published 50 articles on Ezine, one of the leading ePublishing sites on the net and have seen 3,350 viewers read these articles. Ezine does not allow self promotional articles, nor do they accept rants or raves. Articles must meet a long list of criteria to be published, from beneficial content to grammar and formatting.  Articles are published for free, Ezine earns their fees from PPC ads.

Sometimes the view results of my articles are surprising, for example my top three articles are:

Article Title/Views/Clicks/Click %/Votes/Date Posted

Should You Hire an Insurance Agency Producer Without an Insurance Agency Marketing Program? 352 27 7.7% Rating: Rating: Rating: Rating: Rating: 05/26/2010
Are the Days of Direct Mail Marketing Dead For Insurance Agencies? 301 39 13.0% Rating: Rating: Rating: Rating: Rating: 06/02/2010
How to “Insure” the Success of New Salespeople 242 19 7.9% Rating: Rating: Rating: Rating: rating: 4.5000 03/19/2010

Actually I thought my article on the Prospect Scorecard would be one of my most valuable and popular, however it is currently running in the middle of the pack for views to date. Note that the author interface shown above tracks click through rate (13% was the highest click through rate for these articles) and the number of stars people allocate for voting. I’ve found vertically oriented articles to offer the greatest pull for both me and my clients. StartUpSelling provides marketing services for any B2B company but we’ve found a vertical approach to be most effective for both our own marketing and ePublishing. We now post many articles on behalf of our clients in areas including: legal practices, insurance agents, consultants, training firms, software and technology companies. If you would like to read some of these articles click on the following link:  http://ezinearticles.com/?expert=Alan_Blume

To read more about virtual sales and marketing, read Your Virtual Success: www.yourvirtualsuccess.net or go to www.startupselling.com

When is the Last Time You Read the US Constitution – Take the July 4th Quick Quiz

When was the last time you read this?

When is the last time you (or your children) read the US Constitution, or for that matter, the Declaration of Independence? With our national birthday just around the corner, thinking about the Constitution seems particularly relevant. It’s great to go watch a parade, but you might find it truly worthwhile to take a little time and read our Constitution. If memory serves me correctly, I read it back in my college days for a class I took on constitutional law. Recently, however, I read a great book on my Kindle, called The Nine: Inside the Secret World of the Supreme Court by Jeffrey Toobin. The Nine frequently referenced the articles and amendments of the US Constitution. So, after finishing The Nine, I decided to reread the Declaration of Independence and The US Constitution.  I came away with two surprises:  1. The Constitution is a surprisingly short document considering all that it represents – those framers were clearly a brilliant group.  2. Even with the formality of the language of the times, you can really sense the pent up anger in the Declaration of Independence.

The real question is, how much do you know about the Constitution? If you’re curious, take this quick quiz (answers are below):

  1. How many Articles are there?
  2. How many Amendments are there (last one was in 1992)?
  3. What is Article 1 about?
  4. What is Article 2 about?
  5. What is Article 3 about?
  6. How many Amendments are there in the Bill of Rights?
  7. When was the Bill of Rights ratified?
  8. Which Amendment abolished slavery?
  9. Where would you find the famous quote, “WE hold these Truths to be self evident?
  10. How many states were required to ratify the Constitution?
  11. Bonus question: What is the Fifth Amendment about?

Some of the language in the Constitution seems crystal clear to me, other language seems cryptic. After reading through it (twice), it seems abundantly clear why the judiciary has so many perspectives of Constitutional right and wrong and the myriad of interpretational perspectives on the document. This document represents one of the most important, guiding principles of our everyday lives. When is the last time you or your children read the Declaration of Independence and The US Constitution? Answers to the quiz are below, if I made a layman’s error on these, I guess I’ll have to “plead the Fifth”. Feel free to send me comments, clarifications or corrections.

Answers: 1. (7) 2. (27) 3. (Legislative Branch) 4. (Executive Branch) 5. (Judicial Branch) 6. (10)  7.  (1791) 8. (13th) 9. (Declaration of Independence) 10. (9) 11. (Shall not be compelled to be a witness against himself)

If you’re interested in reading something on a leading edge business topic, try Your Virtual Success (Career Press), my new book on web centric sales, marketing and business management. Available at all bookstores, Amazon and on the Kindle: http://www.amazon.com/Your-Virtual-Success-Finding-Profitability/dp/1601631014

Office Buildings Are Obsolete and Offshore Drilling is the Result

Your Virtual Success - virtual sales, marketing and business - photo from Flickr

Office Buildings Are Obsolete - "GoVirtual, Baby, Go Virtual"

These days, office buildings simply seem like an outdated concept, a horse drawn carriage in the age of the Boeing 787 Dreamliner jet, a stereo turntable in an iPod era. Of course towering skyscrapers and massive office buildings composed of brick and mortar, conference rooms and cubicles made sense at one time, but with the advent of pervasive internet connectivity and virtual meeting tools, these office buildings are rapidly becoming obsolete, resulting in unfortunate collateral damage like massive oil and gas consumption, unnecessary expense and wasted productivity. Office buildings, though seemingly innocuous, are one of the key catalysts causing us to use 350 million gallons of gas per day, and waste millions of hours of valuable time and productivity. Does is make sense for millions of white collar workers to spend an hour commuting into a city, searching for parking, scurrying across crowded streets to then spend 99 percent of their time working from their PC, talking on the phone, and communicating through email and on-line Web meetings?

Reducing the national commute is no longer a want; it is a clearly defined need as is evident by the BP Deepwater Horizon oil well leak in the Gulf of Mexico. Drilling a mile down under the ocean illustrates the extreme lengths we as a society are willing to go to fuel our need for oil and gas. Why do we need so much oil, and why are we importing over 60% of the oil we need? Figures vary, but some, including the NRDC, estimate that passenger cars use up “40 percent of the oil consumed in America”. Many organizations are calling for improved fuel consumption, smaller cars, hybrid vehicles and carpooling. But I look at these suggestions, albeit good ones, as treating the symptoms but not the disease. We could easily cut passenger car fuel consumption in half (or perhaps by as much a 75%), if companies adopted a virtual approach to business, abandoning the tiring and tedious commute and embracing a home office based, internet model.

According to Wikipedia, “Estimates suggest that over 50 million U.S. workers (about 40% of the working population) could work from home at least part of the time yet, in 2008, only 2.5 million employees (not including the self-employed) considered home their primary place of business.” Yes, there are millions of telecommuters and home office based businesses now operating out of their respective homes, but this could and should be increased tenfold.

There are three major factors which need to be addressed to foster a dramatic increase the numbers of home based workers.

1. A new management style will need to be embraced by companies; management needs to be focus on results and not on the close daily supervision and behaviors of individual employees.

2. Workers need to learn how to work from home and get comfortable with the home based office concept.

3. A shift in tools toward cloud computing and away from traditional enterprise applications may be required.

Of these three factors, the first two represent a change management paradigm shift which as we all know can be very challenging and time consuming. The latter is a technology shift, more readily and rapidly addressable, almost everything this writer does is now cloud computing based. My days are now comprised of a handful of Skype calls, several web meetings, eMarketing, SEO (search engine optimization), website makeovers, blogging and Social Media Marketing and Networking, all done in the internet cloud.

Are office buildings and all they represent the underlying cause for the BP Deepwater Horizon oil well leak in the Gulf of Mexico? Can we rapidly curb our appetite for oil by adopting a virtual approach to business and commuting? Will the echoes of the Michael Steele and Sarah Palin slogan “Drill, Baby, Drill” someday change to “Go Virtual, Baby, Go Virtual”? I think virtual business and management will be an evolution rather than a revolution, behavioral change lags technological change. This change, however, is happening and it is a change for the better, a more eco-friendly and lifestyle friendly model, and certainly a change for increased productivity and decreased fuel consumption. As this evolution unfolds, what will happen to all those office buildings? I believe they will simply be repurposed, whether they morph to condos, research facilities and light industrial (yes there will still be jobs which require onsite venues), warehouse space, and community, athletic or recreational facilities. Or perhaps they will slowly evolve to some purpose beyond our current scope of understanding or speculation. Regardless of what shall happen to these office building obelisks, encompassing both impressive and generic icons of an anachronistic business model, I think many would agree that it seems like an inherently bad idea to continue to foster a commuter centric model which requires millions of white collar workers to burn oil, time and money in this virtual age.

OK, I’ll say it, “Go Virtual, Baby, Go Virtual”.

For more information, read Your Virtual Success (Career Press), available at Amazon, Borders, Barnes & Noble or Indie bookstores (or online). Or go to one of my websites: http://www.yourvirtualsuccess.net, http://www.startupselling.com. Has your company, agency, or professional services firm started the transition to a more efficient and productive virtual sales, virtual marketing or virtual business model?

The Prospect Scorecard – A Simple Way for Salespeople and Businesses to Improve Close Ratios, Forecasting and Communication

Great selling starts with great prospect identification and qualification. Salespeople and businesses need to quantify prospects in such a way that they can improve close ratios and pipeline forecasting accuracy. To accomplish this, you need to use something I call a “Prospect Scorecard”. This Prospect Scorecard, combined with a simple but accurate prospect identification method makes it much easier to quantify your current pipeline and thus improve close rates and forecasting accuracy. It can also be used to gauge the effectiveness of your marketing programs, because you can more readily judge (or score) the quality of incoming leads. This technique will work for essentially any company.

It’s easy to create a prospect scorecard (or virtual prospect scorecard if you’re a virtual company or self employed individual). First, start with your top ten criteria for an ideal, in profile client (if you don’t have ten, you can select 5 or 6). Criteria can include items like industry, revenues, growth, target buyer title, specific technology requirements, total employees, solution needs, and other attributes relevant to your ideal prospect. Once you have identified your top ten (or whatever number you select), you can rate them on your scorecard on a scale of 1 to 10, a 10 being your perfect prospect and a 1 not even worthy of discussion. We currently use a 5 point scale on our own scorecard, and our sales agents consider anyone less than a 3 as an unlikely prospect. If they aren’t a 3 or better, they don’t even make it to the pipeline. The scorecard helps salespeople match their prospect against specific and quantifiable criteria selected for your ideal prospect profile, turning the subjective into the objective. They can also compare their current prospects with prior opportunities which were won and lost, and match their current prospects against this historical information. Prospect scorecards are easy to create and useful for almost any type of company.

Once you have created your scorecard criteria, you can simply add ideal buyer attributes, or to simplify the process, a prospect identification acronym. The acronym we use is “BUD”, which stands for Budget, Urgency and Decision maker. If we are speaking with a principal or CEO, and they understand the pricing paradigm, we have a capital “B” and know that the budget will not be an issue. If we are speaking with a marketing manager and they are uncertain, we have a lower case “b”, and they are a less qualified prospect. The same holds true with urgency and decision maker. If we have all three, and the prospect score is a 3 or better, we know they are very likely to become a client.

BUD can be modified for your company. For example, perhaps your prospect identification acronym will be BUNT (Budget, Urgency, Need, and Timing). What’s an example for “Timing”; a new person or organizational change is causing your prospect to rethink their needs and their service provider, thus the timing is a capital “T”. The prospect identification acronym needs to be short and simple, and should include critical qualification elements of your sales cycle. I remember using the scorecard and BUD at a high tech, high growth company about 10 years ago, as we rapidly ramped up our pipeline and sales volume. Salespeople would frequently walk into my office and say, “I have a BUD-qualified prospect.” Or they might ask for help, “can you come to XYZ Company on Thursday, they are a 9 on the scorecard and BUD qualified.” We were all speaking the same language, having turned subjective terms like “good prospect”, “hot prospect” and “well qualified prospect” into quantifiable terms like “a 9” which is “BUD qualified”.  Make this part of your everyday language and weave it into the fabric of your sales culture.

This is a win for both the salespeople and for management, as this simple process makes it easier to communicate, forecast and close. More information is available on The Prospect Scorecard in Your Virtual Success (Career Press): Available at all major bookstores and Amazon: http://www.amazon.com/Your-Virtual-Success-Finding-Profitability/dp/1601631014/ref=sr_1_1?ie=UTF8&s=books&qid=1275487494&sr=8-1

Good for GoToMeeting

I can host unlimited conference calls, unlimited web meetings and unlimited web seminars for less than $3 per day. Let’s look at what this means to any business:

• Unlimited conference call #s are generated at the touch of a button (phone or PC based access)
• Unlimited Web Seminars (show anything on your PC to as many as 1,000 other people – anywhere in the world)
• Custom landing pages for your web seminar registration and virtual waiting room
• Automatic registration for your web seminar, selecting required or optional registration fields (name, email, phone might be required, but city, state and zip code are optional)
• Detailed registration and attendance reports
• Record the presentation and audio for training, future presentation use or load onto your web site for viewing
• Real time collaboration (sharing) of information – work on the same document at the same time – from anywhere in the world
• Ability to view other people’s PCs (they can show you anything they like on their PC)

That’s a lot of computing power for three dollars a day – perhaps too much? GoToMeeting recently sent an email that they were going to increase prices for companies requiring larger 500 and 1,000 attendees meetings – BUT – they were not going to increase prices for existing customers. That’s a good, customer oriented attitude that shows their loyalty to customer and earns the same in return. Cloud computing solutions like this are relatively new, but great customer service has been around for a long time, virtual or not, for those who understand the importance of customer loyalty. Good for GoToMeeting/GoToWebinar/Citrix – seems like they get it.

You’re Too Old – or is it just your copyright

If you were a main street retailer, your window display might look a tad tired and dusty, it might seem overly familiar. The colors on your merchandise slightly faded from the afternoon sun. This would be an obvious sign of neglect, not caring very much about your clients or prospective clients. Your web site should be thought of in much the same way. Of course there is no afternoon sun and faded colors to contend with, but there is the problem of internet dust in the form of your copyright notice. Most web sites have a copyright notice on the bottom of their site, or somewhere else on their site. How old is yours? I’ve seen sites with copyrights that are 3, 5 and even 10 years old. When clients and prospects see this, they realize you’re not paying much attention to your internet front window. Perhaps they are wondering what else you are missing. It’s a small but important detail. Then again, if your copyright is three years old, when did you last update and refine your web site?

How to “Insure” the Success of New Salespeople

A month ago I hired a sales contractor who we’ll call “Joe”. Joe has three years of sales experience in business insurance, but found the 60 hour work weeks and mundane nuances of insurance to be less than 100% fulfilling. He sought a better balance for his working schedule, greater income opportunities and the opportunity to create his own business. Most organizations fail to create a winning game plan for new hires. Too often I hear of companies that hire two new salespeople, “put them in a room and throw the Yellow Pages at them” to borrow a quote from a recent client of mine.

On Joe’s first day, we created a target prospect list, set up an eMarketing campaign to 3,000 companies, created a custom call script, set up a web seminar on a topic of interest (Integrated Marketing for Insurance Agencies) and scheduled an emailing for the next day. On day two, the emailing was sent and Joe was already responding to inquiries, calling on click through and web seminar respondents. On day three, Joe has already set up web meetings with prospects (Joe set up 4 meetings in his first week). By the end of week #2, Joe had closed his first client, and then closed another one week later.

Granted, there are longer sales cycle solutions than lead generation and marketing services engagements, but I’ve seen this Virtual Sales and Marketing approach (the 4-Phase Virtual Sales Process) work with essentially every B2B business product, service or solution. So when you hire a new sales agent, contract or employee, make sure you have a virtual game plan and start them off with some well rehearsed plays. If you get an early lead – you’ll win the game.

For more information read Your Virtual Success goto www.startupselling.com.

Ring in the New Year with a good business model – and reap the profits

Many business owners choose or create flawed small business models which are inherently more difficult to run profitably. As an adopter of a completely virtual and highly profitable model over the past 6 years, I have leveraged a few key fundamentals which have made it dramatically easier to find a consistent path to profitability:

• Find a short path to the money – whenever possible avoid businesses with a long lead time and significant investment to achieve profits. If your business model requires this, consider a different or complimentary business.
• Insist on client deposits – we never begin a project without a deposit and my cash flow is excellent. Once a client has paid a deposit – they become a partner – not just a client.
• Work the virtual business model – No office space, employees (use contractors), no servers, no expenses, no travel, no utilities – essentially no costs – translate to a much easier and faster path to profits.
• Utilize outsource contractors instead of employees – with so many qualified contractors available today, why invest in a large office and hire employees. Work from your home office and contract with 10, 15 or more talented independent contractors – if you create the correct virtual infrastructure – you can often accomplish more with fewer people and far lower costs. And we never have workers sitting on the bench.
• Invest in Cloud Computing solutions, not server based solutions – in a recent web seminar on behalf of one of our clients we registered over 350 senior executives which resulted in 235 attendees. Registration is automatic, tracking is automatic, reminders are automatic, web seminar reports take minutes, our solution even allows us to run the session redundantly in case of internet interruption. Total cost for unlimited meetings and web seminars is less than $20 a week. And since it is an SaaS application, our administrative and infrastructure overhead is zero.

My lead generation and marketing services company eschews traditional brick and mortar trappings, leverages some of the best contractors available in North America and enjoyed a record year in the challenging 2009 economy. Your Virtual Success, due out in April 2010 (Career Press) reviews these key principals. If you would like more information on my virtual business model, go to www.alanblume.com or www.startupselling.com.

Why – because Generation Y Gets It

Enter stage left, or at least from the room to the left, my 20 year old daughter, college student and blogger. She works virtually as an intern for Mother Nature Network (MNN). MNN has assembled a group of college students across the country to blog about eco-friendly projects, businesses, and community activities. I had suggested she research commuter behavior statistics and compile this data into a poignant blog entry about the amount of fuel wasted every day that we commute by car. She thought this sounded like a lot of work, estimating hours of research for a modest albeit somewhat interesting blog entry. Her approach was to create a video blog interviewing me in my home office, using me as an example of how people could be more eco-friendly if they worked from home. She did a video that panned from her room to my office next door. The result was effective. She accomplished a better result, with more effective material in a much shorter span of time. Why could she do this? She looks at things from a Generation Y perspective, part of the Skyping, Blogging, Instant Messaging, emailing, internet based generation that will become a far more virtual and eco-friendly generation than my generation. Her video link is below. http://www.mnn.com/local-reports/connecticut/student-blog/video-dads-green-business
Who is Mother Nature Newtork MNN http://www.mnn.com/about-us? According to their web site: “MNN wasn’t designed for scientists or experts. It was created for the rest of us, the regular person who wants information written and created in a way that everyone can understand – both in personal pursuits and business decisions. We’re your one-stop resource and an everyman’s eco-guide offering original programs, articles, blogs, videos, and how-to guides along with breaking news stories.”
www.alanblume.com www.startupselling.com