Here is a reliable OOH selling principle: During any given sales meeting, the prospect should be mostly talking and the salesperson mostly listening. A general rule of thumb is that the prospect should be talking about 70% of the time. Typically, in most OOH sales meetings the opposite occurs. We […]
When working with our OOH owners and leaders, the topic can often center around how they are investing their time. Are they expending their efforts doing things that others in the organization are perfectly capable of doing? If they weren’t doing those things, it would give the leader the opportunity […]
Which of the following would you say has the greatest impact on your sales team’s ultimate OOH selling success? The goals and action plans they develop and implement Their attitude and outlook about what is possible and what they can accomplish The strategies and techniques that they employ Before you […]
Effectively onboarding new employees is one of the most important things you can do in order to increase the odds of a successful jumpstart of a new hire. Yet it is usually low on the priority list. Most OOH leaders spend a large amount of time, effort, and energy looking […]
Is it important to have a proven systematic, step by step system to apply in my sales process with OOH prospects? Of course it is, but only if you want to have a MUCH higher closing ratio than you currently have! However, the best OOH selling system in the world […]
There is a concept I have talked about in a prior OOH blog post that is a very simple yet highly effective account management tool for keeping salespeople focused on what their priorities should be while working their entire book of business. It is called the KARE model, which is […]
Exploring the DISC model of human behavior reveals four fundamental style preferences of behavior and communication. Among these styles, one is particularly drawn to the sales profession. Most salespeople fall into what the DISC model terms High I’s, or Influencers. These individuals thrive on building relationships and enjoy meeting, talking, […]
Doesn’t matter if you are the owner or senior leader of a 5,000 face OOH company, a manager of a large OOH sales team, or the principal leader of a 3-person OOH plant, there’s a good chance somebody is loading extra things on your plate. These ‘extra tasks’ we often […]
We are now just about 3 weeks away from the Memorial Day holiday weekend. Most consider this the official beginning of summertime/fun time. For many OOH operators it also ushers in a time of year when our sales results tend to not be so stellar. Let’s talk about what causes […]
The most highly productive and profitable OOH companies we work with create and follow processes in every area of their company, for every function, without exception. These processes drive the various functions of the organization, but they are continually reviewed and upgraded to make sure they are up to date […]
