Just Jessica Professional Mentoring, Coaching and Training

www.jessica-humphreys.com

THE HARSH REALITY

The most commoditized products and services, are the most competitive

The wow factor only works if you use it

People have choices of where to buy

Customers have high expectations

A no does not mean give up

Thick skin is often required

Humility is a must

Relationships are with people, not companies

THE CULTURE

There ARE many, counterproductive, dysfunctional sales cultures.

BUSINESS DEVELOPMENT

IS NOT:

A transactional event

Something that happens in a bubble

Selling anyone a “bag of shit” -DM, 2012

Something within any one person’s control

Selling or buying based on logic or facts

Key Elements that Impair Success: Negativity, procrastination, disorganization, lack of accountability, lagging

and ineffective communication, egocentric attitudes, internal competition, lack of credit, resistance to change

THOUGHTS

Often a team is made up of great people

Great individuals don’t always make a great team

There are some basic rules for success

There are problems and there are solutions

You have to admit dysfunction to fix it, personally or in business

The truth scares most people half to death (cognitive dissonance)

BUSINESS

DEVELOPMENT

So what is it then?

BUSINESS DEVELOPMENT

The smooth integration and flow of ALL activities by ALL team members…

…that add up to an organization's ability to….

Goal: …. effectively and efficiently find, engage, acquire, manage, retain and grow

business with existing and new relationships.

Key Elements to Success: Attentiveness, Communication, Team Work, Process,

Efficiency, Transparency, Goals, Inspiration, Humility, Accountability

BUSINESS DEVELOPMENT

A complex science in and of itself

An often misunderstood art of people

There are many processes and moving parts

Solving problems and providing solutions

Efficient and meaningful communication is critical

Strong psychological component to all aspects of selling and buying

EVERYONE is responsible for business development

BD IS A TEAM SPORT, BUT…

There ARE in fact many I’s in team and they must ALL work together.

Owner/Board

Captain: President/CEO

Referee: Vice President

Quarterback: Division Managers(s)

Defense players: BD, all

Offense players: BD, all

Cheerleaders: BD, all

TEAM PSYCHOLOGY

Mission and Goals: High performing teams have a clear mission and/or goals.

Team Leadership: Leadership functions are performed reliably. Inspiration and guiding wisdom!

Communication: Members must learn about what others believe and know.

Decision Making: Systematic, agreed-upon decision processes are used.

Culture: The cultures of high performing teams provide predictability and alignment.

Group Motivation: Psychological membership can be a source of motivation and a resource.

Conflict: Effective teams address task conflict productively and prevent personalized conflict.

Meetings: Meetings facilitate communication and decision making.

Self-Management: Individual members are effective self-managers.

-Personnel and Organizational Psychology, University of Waterloo, Ontario, Canada

BUYING PSYCHOLOGY

fMRI neuro-imagery shows that when evaluating brands, consumers primarily use emotions (personal

feelings and experiences) rather than information (brand attributes, features, and facts)

-Psychology Today-2013

Rich and powerful mental representations of a brand include its personality. Research reveals that consumers

perceive the same type of personality characteristics in brands as they do in other people. And just like with

people, they are attracted more to some personality types than others – attractions which are emotion based,

not rational. Brand personality is communicated by marketers through packaging, visual imagery, and the types of

words used to describe the brand.

-Psychology Today-2013

THE MOST POWERFUL

BUYING DETERMINATE

It’s not what you think

GENDER INFLUENCE

Watch your blind spot. Gender is the most powerful determinant of

how we see the world and everything in it. It’s more significant than

age, income, ethnicity, or geography. Gender is often a blind spot for

businesses, partially because the subject is not typically addressed in

most undergraduate or graduate-level business courses, or the

workplace itself. -ForbesWoman-2007

GENDER “TRAITS”

Cummings asked for a list of words associated with male and female leaders.

List #1: Multi-tasking, emotional, empathetic, strong, intuitive, compassionate, relationship building,

verbal, consensus building, collaborative and gossipy

List #2: Strong, arrogant, intelligent, ego-driven, bravado, powerful, dominant, assertive, single tasking,

focused, competitive, stubborn, physical, self-righteous, direct, passive aggressive, sense of entitlement

-Wharton, University of Pennslylvania, The ‘Masculine’ and ‘Feminine’ Sides of Leadership and Culture: Perception vs. Reality

CONSUMER GENDER

If the consumer economy had a sex, it would be female. Women drive 70-80%

of all consumer purchasing, through a combination of their buying power and influence. Influence means that even when a

woman isn’t paying for something herself, she is often the influence or veto vote behind someone else’s purchase.

-ForbesWoman-2007

One of the world’s greatest emerging markets is closer than you think. Women are the world’s most powerful

consumers, and their impact on the economy is growing every year. The global incomes of women are predicted to reach a

staggering $18 trillion by 2018, according to global professional services firm EY. -ForbesWoman-2007

Service is a key differentiator. Because women tend to have higher expectations for customer service, when you

elevate the customer experience for women, you elevate it for everyone. -ForbesWoman-2007

SELLER GENDER

What is your company gender

and

how do you believe it influences your business?

Most curiously, why is no one talking about this?

BUSINESS

DEVELOPMENT

Making it happen…

SKILLS FOR SUCCESS

Positivity

Confidence

Energy

Self-awareness

Consumer awareness

Being customer-centric

Problem solving

Eagerness for knowledge

Motivation

Persistence

Humility

Integrity

Even the most energetic, optimistic and capable sales people need

a motivated and attentive team behind them.

THE DUTIES

Business Development has four main roles

1. Sales

2. Marketing

3. Customer Service

4. Account Management

Business Development is the responsibility of EVERY ONE.

STEP #1

Keep existing customers happy and coming back for more

EXISTING CUSTOMERS

Statistically speaking, the cost of acquiring a new customer

costs five to ten times more than retaining an existing one.

Not only that, but repeat customers spend, on average, 67%

more.

EXISTING CUSTOMERS

Responsibility of Everyone, All Departments

Punctual communication internally and externally

On-time delivery, reporting and billing

Integrated timelines and communication

Uniform presentation across departments

Integration of streamlined processes across departments

Assess and reduce redundancies ongoing

Image and performance awareness and improvement

STEP #2

Are you REALLY ready for more business?

NEW CUSTOMERS

First Impressions

Tradeshows

Website, Phone Call, Email

Referral

Courting: The Dating Experience

Needs-Solutions-Compatibility

NDAs-Quotes

9-24+ months

Attentiveness and communication required

The Plunge: Marriage, Buying

Minds are made up by now

Attentiveness communicates the worth of a person

EVERYONE’S JOB

All of Operations

Contracts/Legal

Technical

Quality Control/Assurance

Shipping/Receiving

Accounting

Expectations

Timely execution and prompt communication around deadlines

Timely responses and communication internally and externally

Keep sales team copied on customer communications

Speak up at the first sign of trouble!

MARKETING

Lead generation-momentum

Content

Competitive intel

Market intel

Website

Print literature

Email campaigns

Social media

Trade shows and booths

Create/maintain company image

SALES

Using the Force

Prospect, Engage, Propel-fill the funnel

Initiate, track and drive internal support processes

Manage all objections and provide damage control when needed

Overcome obstacles in a single bound to get business in the door

Appropriately leverage technical and operational expertise

Provide consistent and punctual communications always

Customer advocate

SKILLED SALES PEOPLE

The Hunter

Loud, pushy, easily aggravated, hyperactive and always clamoring for stimulation

The truth is they are going to make everyone work harder

They’ll keep the promises they make to customers

They’ll make sure you are able to deliver what they are selling

Nothing will hurt your Hunters more than if you do not keep your word

Love your salespeople and they will reward you

The Care and Feeding of Highly Aggressive Sales People, David Steel

SKILLED SALES PEOPLE

Either prepare yourself and your company for a whirlwind ride,

touching more prospects than you ever thought possible and figuring

out how to make your product or service more compelling, or roll

over and die because your competition has figured out how to.

-The Care and Feeding of Highly Aggressive Sales People, David Steel

ACCOUNTABILITY

Create S.M.A.R.T. Goals & Establish Accountability

Specific: A specific goal has a much greater chance of being accomplished than a general goal. To set a specific

goal you must answer the six “W” questions: Who, What, Where, When, Which, Why

Measurable: Objective not Subjective: Establish concrete criteria for measuring progress toward the attainment of

each goal you set.

Attainable – When you identify goals that are most important to you, you begin to figure out ways you can make

them come true. You develop the attitudes, abilities, skills, and financial capacity to reach them.

Realistic- To be realistic, a goal must represent an objective toward which you are both willing and able to work.

Timely – A goal should be grounded within a time frame. With no time frame tied to it there’s no sense of

urgency.

EMBRACING CHANGE

Change is necessary for continued growth.

Where there is no change, there is no life.

THANK YOU

Just Jessica

Jessica N. Humphreys, BSN

jessica@jessica-humphreys.com

717-467-5186

www.jessica-humphreys.com