Selling More By Building Your Hive

Starting my career, I never thought I wanted anything to do with sales.   

 

Soon, though, as I met folks in all different functions for my first employer, I began to realize that selling was where the action was.  Our reps were out of the office more, meeting with people, and were the face of our organization.  I learned that increasing revenues was a lot more fun than cutting costs.  I started spending more and more time with our reps in the field, and eventually became a marketing manager so that I could support them on a full-time basis.  Eventually, I went on to business school, and after that, I went to work for a large consulting company to help big sales teams improve.  

In time, I realized the best sales teams are built like this:

• The reps are fascinated by the product 
• The reps are team players, providing good information to their support team, fully believing that their manager is their trusted internal advocate
• The reps are the right match for hunting or farming (whatever their companies need)
• The reps are money motivated
• The reps can manage ambiguity
• The reps demand autonomy
• The reps are loyal to the organization (either because of their earnings or genuine happiness)

At the Partnership, I get to work with companies all across our region.  Buffalo Niagara employers need us to improve the business climate and help them do more with less.  It’s exciting for all of us when we can find a solution that can help them grow, and today is one of those days.  

We are launching a new alliance with SellingHive, a website that is about to change the way the world sells.  SellingHive is a web tool that allows reps to bid on introductions to decision makers, then rate their experience if they are the successful bidder- a lot like a hybrid of Ebay and LinkedIn.  SellingHive will allow reps to build their networks, cut down on cold calling, and get to decision makers faster.  

Even better?  SellingHive is a local company- based in the Southern Tier, they have been hiding out from the internet giants and are now easing their way into the market.  Buffalo Niagara Partnership members have the first crack at joining, and we are currently in a period of exclusivity with them.  To learn more, e-mail our Senior Director Sara Schumacher.   

Happy selling.

"Fandelirium" & Buffalo Expats

This morning's Buffalo News went a step beyond equating Sunday's Bills win to the 1990s-era Fandemonium that was common at then-Rich Stadium, calling Sunday's environment at Ralph Wilson Stadium "fandelirium."  They went on to describe how many of our region's transplants - numbering in the hundreds of thousands - responded all around the country.

Just as one example, here is the scene at Delilah's in the Lincoln Park neighborhood of Chicago, IL:

If you spend some time on YouTube, you'll see the same scene played out in cities all across the United States (and the world), where Buffalonians still feel enough of a connection to their faraway hometown to come out and watch their team with dozens of strangers.  Our stringent business environment has sent Buffalonians to Atlanta, Boston, Charlotte, Denver, and practically everywhere else, but their hearts remain here.

It's why we've launched and maintain programs like Buffalo Niagara 360 (developing young professionals), Accelerate Upstate (to focus on the things we can do well), and Unshackle Upstate (to achieve the legislative results we need to advance our region in Albany), and it's why our work continues to improve the chances of business success in Buffalo Niagara.

Who are the expats in your life?  What needs to happen to bring them home?

9/11/2011

Remembering those lost, honoring those who protect us, and looking to our future with hope.

YP’s Benefit From 360 Approach

As the busy fall sports season rapidly approaches, and old local rivalries are revisited on sports fields across the region, I am reminded of a great lesson in business and career development. If you want to be among the best, you must consistently compete with and against the best.

If you’ve ever played a sport, then you are familiar with this concept. As an athlete, you have experienced the skill development that occurs when you consistently play against stronger opponents. You understand that when you are challenged to play your hardest, to play your best- you learn, adapt and grow quickly as an athlete. The same can be said of the business and career development of a young professional.

Finding ways to surround yourself with motivated and successful people and creating your own 360-degree approach to building that system of motivated and successful people, will help challenge you and enhance your career, driving you to achieve that next level of success.

One way to start on this path is to participate in mentoring relationships that will facilitate your development. Such relationships will help you by exposing you to past successes and failures of others. You’ve heard the saying, “Those who fail to remember the past, are sure to repeat it.” Learning from the mistakes and successes of others can save you both time and money in your career and business objectives.

The following suggestions will help you to form a 360-degree approach to building successful mentoring relationships:

1. Identify people at the “Next Level.” Start by finding people associated to business associations like the Buffalo Niagara Partnership and the Buffalo Niagara 360 Program. Look for professionals that you respect in your current or future industry -someone you could emulate. Ask yourself, “Who do I respect and want to learn from?” Identify those “next-level” business professionals and learn from them how you can achieve their level of success.

2. Create a “Master Mind Group.” The concept of a “Master Mind Alliance” is a great approach to emulate. No one person has all the right answers, so surround yourself with other motivated young professionals who can help you achieve your goals. Be clear in your purpose and make sure the group is designed to benefit every member.

3. Give back, be a Mentor. Look for others to share with and you will learn more about yourself. Giving back to the community with your special talents, education and skills will help expose our communities’ youth to the myriad of careers across our region, while exposing them to your special leadership qualities and traits.

Become a better manager by mentoring other young managers. Practice your presentation skills by teaching others to develop and deliver better presentations. Pay it forward by getting involved and assisting other young professionals with achieving their goals.

Remember that talented individuals are all around you. Your company’s board members, senior management staffers and new hires all present abundant opportunities to develop a 360-degree network and can help you achieve your business and career goals.

The greatest athletes in the world are not created overnight. They are conditioned to earn their success over time, continually challenging themselves to be better and to do better and so can you. Take charge of your business and career goals and learn to reach higher with the help of others professionals like yourself.