Brooke Green

August 6th, 2008
Sales Shebang 2008

I am very excited to be participating in a conference in September geared toward professional saleswomen. I decided to accept the invitation from “Sales SheBang” ...READ MORE

Sales Shebang 2008

Wednesday, August 6th, 2008

I am very excited to be participating in a conference in September geared toward professional saleswomen. I decided to accept the invitation from “Sales SheBang” because I feel that women have a lot to say and so much more to teach other women.

I am going to be facilitating a breakout session “Personal Value…This Little Light of Mine.” I am passionate about the topic of identifying and owning our personal value. The world extinguishes our value, we do it to each other, and, more importantly, we do it to ourselves. I think we question “Do I matter?” Of courrse you do. “How do I matter?” is the question we want to answer. And the answer to this question is what differentiates us from our competition.

The 3 things to remember about personal value are:

• Your value is not conditional. It’s not tied to being a mom, wife, the car you drive, or the job you have.
• When you are afraid of admitting your value, your world goes without; your world is not at its full potential.
• If you are having a hard time identifying your personal value, look at the tough times in your life. The times that you really need to dig down deep to cope are most often the times that your personal value shines.

If you are interested in learning more about the conference, please see the information below and check out the website at www.salesshebang.com.

***************************************************

Mark your calendars right now for the upcoming Sales SheBang 2008 conference. This unique event brings together the smartest, savviest women who sell from all over North America.

You’ll have a chance to learn from the world’s top female sales experts including:

• Jill Konrath, author of Selling to Big Companies
• Leslie Buterin, author of Secrets to Scheduling the Executive-Level Sales Call
• Kim Duke, The Sales Divas, Inc.
• Kendra Lee, author of Selling Against the Goal
• Colleen Francis, President of Engage Selling
• Anne Miller, author of Metaphorically Selling
• AllBusiness sales blogger Lori Richardson
• Colleen Stanley, author of Growing Great Sales Teams
• … and many more - including me!

I’m so excited to be a part of it and want you to join me there! Don’t miss this chance to expand your expertise, gain invaluable insights, grow your network and be inspired by like-minded women.

GUYS: Please share this event with the saleswomen you know.
They will really appreciate it. Also, if you really want to, you can attend too.

Download SalesSheBang-2008.pdf BG

Tags: personal value, women in sales
Posted in Brooke Green, Speeches/Appearances | No Comments »

July 2nd, 2008
Sales Podcast: Why Businesswomen Should Negotiate (Part 2)

Today's Ultimate Sales Chick Podcast is Part 2 on negotiation. Brooke Green shares 3 tips to a successful negotiation: 1) getting good at opening the ...READ MORE

Sales Podcast: Why Businesswomen Should Negotiate (Part 2)

Wednesday, July 2nd, 2008

Today’s Ultimate Sales Chick Podcast is Part 2 on negotiation. Brooke Green shares 3 tips to a successful negotiation: 1) getting good at opening the conversation, 2) getting good at finding out what motivates your prospect, and 3) economics–helping your prospect put a price on their problem.

 

 Why Businesswomen Should Negotiate - Part 2 (13:10): Play Now | Play in Popup | Download

Tags: negotiation in sales, podcast, sales process, sales training
Posted in Brooke Green, The Ultimate Sales Chick Podcast | 1 Comment »

June 25th, 2008
Sales Podcast: Why Businesswomen Should Negotiate…and What They Should Know

In today's podcast, Brooke Green talks about negotiation. The belief is that successful negotiation is about winning. Really, successful negotiation is about both parties contributing ...READ MORE

Sales Podcast: Why Businesswomen Should Negotiate…and What They Should Know

Wednesday, June 25th, 2008

In today’s podcast, Brooke Green talks about negotiation. The belief is that successful negotiation is about winning. Really, successful negotiation is about both parties contributing in a way that they both win. It is about getting your head right.

 

 Why Businesswomen Should Negotiate (10:18): Play Now | Play in Popup | Download

Tags: Brooke Green, negotiation, podcast, sales training
Posted in Brooke Green, The Ultimate Sales Chick Podcast | No Comments »

June 19th, 2008
Sales Podcast: The Sales Contortionist

In this podcast Brooke Green talks about the weird things that we do to fit the "salesperson" role. Why do we feel the need to ...READ MORE

Sales Podcast: The Sales Contortionist

Thursday, June 19th, 2008

In this podcast Brooke Green talks about the weird things that we do to fit the “salesperson” role. Why do we feel the need to contort ourselves into something that we’re not? It doesn’t matter if you are male or female, the sales “game” is the same, and if you’re a professional, there are some things you need to know.

 

 The Sales Contortionist (09:12): Play Now | Play in Popup | Download

Tags: podcast, sales, salesperson
Posted in Brooke Green, The Ultimate Sales Chick Podcast | No Comments »

June 17th, 2008
Male or Female - The Sales “Game” Is the Same

It doesn't matter if you are male or female; the sales "game" is the same. If you're a sales professional, here is what you need to ...READ MORE

Male or Female - The Sales “Game” Is the Same

Tuesday, June 17th, 2008

It doesn’t matter if you are male or female; the sales “game” is the same. If you’re a sales professional, here is what you need to know:

• To get better results you need to get your head right—it’s how you think, your intent.  It’s not how many hundreds of people you have seen this week.
• You need to get clear on your value and the value of what you do—if you’re not clear, you can’t communicate it in a way that people can understand.
• People buy for 2 reasons—pain or pleasure—you better be good at asking questions and getting to the compelling reason or you’ll be reduced to a price.

I decided this year I would concentrate on issues that come up for women in business.  I started my podcast, “The Ultimate Sales Chick.” I’m co-hosting a workshop for women who go after big deals, “The Whale Hunting Women Workshop.” But for the most part I’m paying attention to what I see everyday in the world.

I think it’s interesting how people talk about the “good ole boys” club.  I know that it exists, but mostly I see a “good ole thinking” club—it is not gender specific!

Here’s what I see, maybe you can relate. 

• Men who feel the need to puff up their chests and change their voices to have conversations with clients
• Women who think it’s effective to bat their eyelashes and giggle with clients
• Women who think they need to act and talk like men to make a difference with clients
• Men who still think that women make less of a contribution (and women that still believe that) in Sales
• Men & women who think selling means to “show up and throw up” – never mind what the client might need
• Men & women who think it’s all about quantity and not quality…”If I see enough people, somebody will buy something.”

I don’t get it.  Why do we feel the need to contort ourselves into something that we’re not?  You can be yourself and BE SUCCESSFUL!

Tags: communicate value, sales
Posted in Brooke Green, Inner Game | No Comments »

May 15th, 2008
Join Brooke Green at the Whale Hunting Women’s Workshop

Women Doing Big Deals Growing Business and Building Community You are invited to join "The Ultimate Sales Chick," Brooke Green at the Whale Hunting Women's Workshop for... ...Inspiration. ...READ MORE

Join Brooke Green at the Whale Hunting Women’s Workshop

Thursday, May 15th, 2008

Women Doing Big Deals
Growing Business and Building Community

You are invited to join “The Ultimate Sales Chick,” Brooke Green
at the Whale Hunting Women’s Workshop for…
…Inspiration. Motivation. Direction. Featuring Keynoter Lyn St. James & Lt. Governor Becky Skillman

On June 3, 2008—8:00 am to 1:00 pm

The Columbia Club 121 Monument Circle Indianapolis, IN 46202
*Free Valet Parking for Registered Participants*

Event Sponsor: BOSE McKINNEY & EVANS LLP, Attorneys At Law

 

Register Online Here
Program Info Here
Nominate a Big Deal Award Winner

 

NOT for women only…
…Whale Hunting Women celebrate the men who support their progress in all fields of endeavor. Men are welcome at this Launch Event.

Tags: , Brooke Green, large account selling, Lt. Gov. Becky Skillman, Lyn St. James, Whale Hunting Women's Workshop
Posted in Brooke Green, Speeches/Appearances | No Comments »

April 20th, 2008
First Podcast Here!!

Well, here is the maiden voyage for The Ultimate Sales Chick podcast. In the first episode, Brooke Green speaks with Bill Caskey and Bryan Neale ...READ MORE

First Podcast Here!!

Sunday, April 20th, 2008

Well, here is the maiden voyage for The Ultimate Sales Chick podcast. In the first episode, Brooke Green speaks with Bill Caskey and Bryan Neale about the role women play in selling.

Brooke also talks about an interesting experience she had with a client.

If you want to RSS subscribe to this podcast, then paste the following code into your RSS Reader: http://ultimatesaleschick.podshowcreator.com/feed.aspx?feedid=1758

 

 Sales Chick Podcast-Ep1-GenderinSales: Play Now | Play in Popup | Download

Tags: Brooke Green, client experiences, gender differences in selling, role women play in selling, sales podcast, sales training
Posted in Brooke Green, The Ultimate Sales Chick Podcast | No Comments »

April 10th, 2008
The Sales Whisperer…

How many of you are familiar with Cesar Millan, "The Dog Whisperer" (www.cesarmillaninc.com)? If you are an animal owner and you don’t know who he ...READ MORE

The Sales Whisperer…

Thursday, April 10th, 2008

How many of you are familiar with Cesar Millan, “The Dog Whisperer” (www.cesarmillaninc.com)? If you are an animal owner and you don’t know who he is, you need to.  I have developed an addiction to his practice of dog psychology and his show on The National Geographic Channel.  Our family has a new puppy, Buster, which, as cute as he is, could make even the biggest animal lover CRAZY!  (See picture, I know “Ahhhhhhh……”)

I realized after watching several episodes of the show that Cesar is the “Caskey” of the dog world.  Why do I say that?  Here is an excerpt from his web page:“Cesar counsels people to calmly, assertively, and consistently give their dogs rules, boundaries, and limitations to establish themselves as solid pack leaders and to help correct and control unwanted behavior. He doesn’t believe in ‘quick fixes.’

Though changing some behaviors can appear to happen in a relatively short period of time, none of those changes will ’stick’ unless the human acts consistently with his or her dog every day to keep unwanted behaviors from returning.”

The Caskey Philosophy

So, how does that translate to the Caskey philosophy of revenue generation? 

We teach that you, as a professional salesperson, need to be in control of the sales process – not the outcome, or the other person, but the process. 

In order to do this you need to be confident in your process, even when the prospect pushes back.  You know what works and, as uncomfortable as it gets, if you’re operating from a place of high intent, you need to keep doing what’s in the best interest of your prospect. 

We’re also firm believers in repetition and understand that bad habits aren’t fixed in a 1-day workshop.  It’s consistent practice and work on the mind that “keep unwanted behaviors from returning.” 

When you are calm and assertive about your process and helping your client, they relax and trust you to do the right things. We often hear that our methods are “soft” or “weak” because they aren’t “in your face, high pressure selling.” 

Cesar says that he hears the same thing about his methods. He doesn’t believe that a dog should ever have to be yelled at or hit.  We don’t believe that a prospect ever has to be convinced or persuaded. I don’t know what you think about this,  but I’ve seen Cesar use his methods to walk into a pack of 25 pit bulls and be completely in charge, without saying a word; just with the energy that he exudes. 

Sound like some presentations that you’ve been in?  Use your intention (energy) and control the pack!

Tags: Bill Caskey, Brooke Green, sales strategy, sales training, selling strategies
Posted in Brooke Green, Training and development | 3 Comments »

January 24th, 2008
O-Bla-Di, EBITDA, Life Goes On…

We’ve recently started talking to venture capital firms.  We weren’t really sure, when we started, if we had much to offer. But there's one thing ...READ MORE

O-Bla-Di, EBITDA, Life Goes On…

Thursday, January 24th, 2008

We’ve recently started talking to venture capital firms.  We weren’t really sure, when we started, if we had much to offer. But there’s one thing nice about venture capital firms:

They are always searching for an objective viewpoint to help them decide on how to grow their businesses—both within their own companies and those that they are looking to purchase.

As you may or may not know, most venture capital firms operate around EBITDA (Earnings before Interest, Taxes, Depreciation and Amortization). EBITDA is calculated by taking operating income and adding back to it depreciation and amortization expenses.

EBITDA is used to analyze a company’s operating profitability before non-operating expenses (such as interest and “other” non-core expenses) and non-cash charges (depreciation and amortization). 

While a lot of this may be out of the control of a sales team, what’s not is the revenue and profit that goes into the earnings portion of the EBITDA equation.  I know, without a doubt, that what we do can positively affect that!

So, what are the biggest problems that cost companies money?  We have found that the biggest offender is not having a sound, comprehensive sales strategy. 

The sales strategy is made up of 3 things:

1. Your company’s Philosophy
2. Your company’s Orientation
3. Your team’s skills in the Sales Process

What is Your Company’s Philosophy? 

If you set out to sell to any warm body, and not with high intent (operating in the best interest of your prospect, regardless of outcome), you are wasting money.   You should be working with people that have identified a problem that they believe can/should be fixed, they have the money to fix it, and they want YOU to help them fix it. If any of these things don’t exist, walk away.

What is Your Company’s Orientation?

If you think you can sell on the great “features and benefits” of your product, you’re wrong.  You need to be excellent at identifying and communicating the value of what you do and who you are.

What are the specific problems that you solve for your clients and what is the impact of solving them? That is what brings you value. Only then can you relate your value to the “pain” that exists within your client’s world. 

When you have an orientation that is focused on you (the selling company), then there is no space for the prospect’s pain to come forward.  We have a saying. It’s not very clever but it works: Solve big pain, make big $$.

Is Your Team Skilled in the Sales Process?  

I guess I should ask, first of all, if you have a sales process?  Our experience is that most sales people “wing it.”  They don’t have a consistent method that they follow to lead their client from opening dialogue to implementation. 

This is the root of many evils.  Without a consistent method, we tend to use too many resources to chase deals—deals that will never happen.  Without a consistent method, your salespeople often feel the pressure of not knowing what’s next or how to handle pressure situations. 

If your sales team is confident in their process, they operate with confidence, they communicate the value message better, they call higher, and they sell at a premium.

If you are a business owner, don’t fall into the trap of thinking your sales team is “broken.”  It might not be that they need to call on more people, have more appointments. 

The problem might be that they are not effective in the calls and appointments that they have.  What are you arming them with?  Our belief is that arming them with a comprehensive sales strategy directly affects your bottom line and will exponentially increase your business.

Tags: President
Posted in Basic Sales Strategy, Brooke Green | 1 Comment »

November 6th, 2007
The $50 Million Deal

We often hear that our “way” of training and coaching is "great, as long as you’re not going after big deals." We’ve never bought into ...READ MORE

The $50 Million Deal

Tuesday, November 6th, 2007

We often hear that our “way” of training and coaching is “great, as long as you’re not going after big deals.” We’ve never bought into that. Yes, it’s harder to detach from the outcome of bigger deals, but changing the way that you think is effective on any deal—$1 or $1,000,000.

We recently had a client land a $50,000,000 deal!

If you’re reading this, you know who you are. For the rest of you, it wouldn’t be cool to “out” our client, so you’ll have to keep guessing!

I wanted to share with you 3 of the fundamental principles that we’ve worked on with them. Please don’t get me wrong, we are not taking credit for the deal – they get that all to themselves. However, I do think they would agree that our work with them helped lay the foundation for a win.

Principle #1: Identifying and Communicating Your Value

• What is value? It is the relief that your prospect feels when you can find and solve a pain they have. Or, the excitement they feel when they recognize the possibility you can help them create with your product/service.

• What it is not. Value is never platitudes, claims or opinions. The more you claim and opine in your statement, the less believable it will be, and the more your prospect will tune out everything else you say.

• It is as if there is a conversation going on inside the prospect’s mind and your expression of your value meets him where he is.

• In creating your value statement, you should make two lists—one of the conscious pains that you help people solve. And the second of the unconscious pains you fix. The secret in this is that the true differential value you bring is in the discovery and solving of the unconscious pains.

Principle #2: Detachment

• What is detachment? The ability to emotionally divest yourself from an outcome that you can’t fully control anyway. We learned from an early age that there was a WIN and a LOSS—a winner and a loser. And we didn’t want to be the loser, so we became attached to the outcome of winning.

• What it is not. There is a difference between detached and “disengaged.” Disengaged is when you don’t care or your mind is distracted. Sometimes people use disengaged as a way to hide their true attachment. They will say things like “do what you want to do,” or “I don’t really care what you do.” Don’t be disengaged. You are attached to the process and detached from the outcomes. But if you become disengaged, you cross the line.

• What happens when you become attached to the outcome?

1. You are unable to take risks
2. You are unable to do the right thing for your prospect or client
3. You sell yourself short, trivializing your value in the process
4. You default to using someone else’s process even though yours has been proven effective

• How do you get out of it? Simple. Change thought. Thinking must change from “how will this effect me?” to “how can I contribute to the well being of another (prospect/client)?” Have you heard the saying, “when you’re depressed, go help someone else”? It’s true. So one way to “get out of yourself” is to help someone else. In sales, that usually means the prospect.

Principle #3: Clear Future / Presentation of Solution

• What is a “clear future”? You need to understand the decision making process of your prospect. How does the decision get made? Who makes the decision in their company? Are you talking to them? Can you live with that process of getting to them? When you get really good at managing your process, you will be the only one laying down the decision process – not them.

• Presentation. Present to the pain. If it’s a written presentation, then a review of the pain is in order at the top of the document. If it’s a spoken, delivered presentation, then a review of the pain should happen first. This is not the time to talk to them (your prospect) about all of the other great things you can do for them. DO NOT take your eye off of the ball, and by all means, don’t force them to take THEIR eye off of it either.

Tags: Presidents, quote
Posted in Basic Sales Strategy, Brooke Green, Sales Management Content | No Comments »

« Older Entries