One of the smartest decisions I ever made was to subscribe to a sales blog. (Just bear with me for a second).
In my role at TOPS doing marketing, it's important to me that I understand as much as I can about the people I serve. That is why I went for my CMCA certification, and continuing education with CAI, so I can better understand and serve you in community association management. But I also serve the sales and support teams here at TOPS, and since sales was never my forte, I wanted to understand it better.
So when someone shared a great sales article with me, I thought, "This guy seems to know what he's talking about" and I subscribed. The blog is called The Sales Blog. (Catchy, right?)
The next day I got a new article in my inbox. And the next, and the next, and every single day after that.
I discovered that this blog author, Anthony Iannarino, was not just good at teaching sales, he is the single most consistent writer I have seen on the Internet. As someone who promises 2 blog posts a week and sometimes doesn't even make that many, I know what a commitment it is to blog every single day.
But that doesn't even begin to scratch the surface. Turns out this guy is also working full time as sales director for his staffing company. And he travels around the world speaking, and he's a best-selling author, and he has had brain surgery, and he was in a hair metal band and more and more... The most interesting man in the world may be given a run for his money.
So the articles kept coming, and in reading them, I began to understand that this blog isn't just for people who work in sales, it is for everyone. Because we are all selling something, in every part of our lives. Every time you need to convince another person to take your idea, whether it's what to have for dinner or which vendor the board should hire, you are selling. And the better you can become at that, the more successful you will be.
Certain themes are repeated overwhelmingly in Iannarino's writing. He's an 'old school' sales philosopher who believes social media is no substitute for actual relationships. That in order to attract your dream client, you must first understand them - what motivates them, what pains them, and how to create value for them. He preaches that in order to effect change, you need to make the case for change, by creating a compelling version of the future and building consensus. And that you have to be accountable for the results, and follow through on your promises.
Another prevailing theme is that in order to achieve success, you have to be willing to hustle. To shut out the doubts and the negativity and buckle down and do what needs to be done. If every sales person that has called me had followed these principals, my office would be buried in products.
Every time you need to convince another person to take your idea, whether it's what to have for dinner or which vendor the board should hire, you are selling. And the better you can become at that, the more successful you will be.
I find The Sales Blog to be inspirational, helpful, and (on occasion) harsh enough to give me the kick in the pants that I need to get out of a rut and move forward.
I am such a big fan, that when we went looking for Keynote speakers for the CAMfire Conference, Anthony's name was one of the first I threw into the hat, and I am thrilled to announce that he accepted!
This week, we opened the session agenda for CAMfire. Over 60 sessions, keynotes and workshops are available on the schedule. Anthony Iannarino is going to be giving a keynote speech on transformational conversations, that's going to be useful to every aspect of your business. He is also going to be giving an extended workshop on improving your sales process, that I highly recommend you register for before it fills up.
I just know that you are going to find Anthony Iannarino to be as inspirational and useful as I have. But you don't have to take my word for it - you can see for yourself.
As a special preview for CAMfire, Anthony is going to be giving a webinar called More Time. Faster Results., on Thursday, December 8th. In the webinar, Anthony will reveal how your time management can actually be improved by taking time out to take care of those that take care of you. As a self-admitted workaholic, I am really looking forward to this!
The webinar is completely free, and targetted specifically to CAM Management professionals. Not only will you get a preview of what's in store for you at the CAMfire Conference, you will gain some valuable time management skills in the process. Sign up for the webinar here, and then make plans to join us at CAMfire!