Becoming Preferred by MIchael Vickers Blog

Embrace Leadership with Velocity: The Game-Changer for Business Success

michael@summit-learning.com (Michael Vickers) — Thu, 11 Jan 2024 17:00:45 GMT

Imagine a world where everyone leads with purpose and passion, where being a victim of circumstance is a relic of the past. This is the world that Ron Karr envisions and meticulously crafts in his revolutionary concept and book, The Velocity Mindset®. Ron was my guest on the podcast this week, and he shares some insights that we can all benefit from.

Leadership isn't just a title; it's an action, a relentless pursuit of excellence that transforms visions into tangible realities. It's about acting like a leader, not succumbing to the role of a bystander in the face of adversity.

Real leaders understand the gravity of their role – they are the architects of their team's success, the catalysts in the equation of productivity. They don't coerce; they inspire. They tap into the intrinsic motivations of their people, elevating them to heights they never imagined possible. This is the essence of authentic leadership – making others succeed beyond their dreams.

Now, let's talk about velocity – not just speed, but speed with direction. My good friend, best-selling author, and speaker Vince Poscente can do more justice to this subject than I can, but I’m sure he would agree with Ron’s assertion that it's a fine balance, a synergy of rapid progression and steadfast focus. It's about eliminating resistance, gaining buy-in, and achieving results at a pace that outstrips the ordinary.

In science, momentum is the product of mass (what we do) times velocity (speed with direction). Ron brilliantly applies this science to create guiding principles that will change how we think about what we do daily as leaders and business professionals.

Whether you're stepping into leadership shoes for the first time or a veteran looking to refine your approach, developing a velocity mindset is your guide to breaking through barriers and leading with unprecedented efficacy.

Here are several ways in which the Velocity Mindset® can catalyze leadership development and drive organizations toward their goals:

Clarity of Vision: Leaders with a velocity mindset have a clear and compelling vision for the future. This clarity of purpose ensures that every action taken is aligned with the end goal, thus streamlining processes and reducing time wastage on activities that don't contribute to the objective.

Focused Action: Velocity-minded leaders prioritize tasks that have the most significant impact on their goals. By focusing on what truly matters, leaders can drive their teams to achieve results more quickly and efficiently.

Decisive Decision -Making: Velocity in leadership entails making timely decisions with the information available. This approach avoids the paralysis that can come from over-analysis and keeps the momentum going toward achieving objectives.

Creating Alignment: When leaders embody the Velocity Mindset®, they create alignment within their team. This means ensuring that every team member understands their role in the larger picture and is moving in the same direction, which is essential for swift and successful outcomes.

Cultivating Trust: The Velocity Mindset® emphasizes the importance of building trust within the team. Trust accelerates action because when team members trust their leader and each other, communication improves, collaboration increases, and the organization can move faster as a cohesive unit.

Driving Innovation: Leaders with a velocity mindset encourage innovation by creating an environment where team members are not afraid to take risks and think outside the box. This culture of innovation can lead to breakthroughs that propel the organization forward at an accelerated pace.

Leveraging Technology: In today's digital age, leveraging technology effectively is crucial for gaining velocity. Leaders who embrace and effectively integrate technology can enhance productivity, streamline communication, and automate routine tasks, freeing up time to focus on strategic initiatives.

Embracing Adaptability: The ability to adapt quickly to changing circumstances is a hallmark of a Velocity Mindset®. Leaders who are flexible and can pivot as needed are better positioned to capitalize on new opportunities and navigate through challenges swiftly.

Continuous Improvement: A velocity-minded leader is committed to continuous learning and improvement, both personally and organizationally. This dedication to growth ensures that the leader and their team always evolve, stay ahead of the curve, and reach new performance heights.

Engaging and Inspiring Others: The Velocity Mindset® is not just about the leader; it's about engaging and inspiring the entire team to move with purpose and speed. When a leader can inspire their team to share in the vision and commit to the mission, the collective energy and drive can move the organization forward more rapidly.

In summary

The Velocity Mindset® accelerates leadership growth by providing a framework that emphasizes clear goals, focused action, quick decision-making, alignment, trust, innovation, effective use of technology, adaptability, continuous improvement, and inspiring leadership – all of which are essential for reaching new destinations and achieving success in today's fast-paced world.

Employing Video to Support Sales and Business Development

michael@summit-learning.com (Michael Vickers) — Sun, 07 Jan 2024 23:22:48 GMT

Implementing Video in Your Business Communication Strategy

The key concepts for this post came from the podcast episode “Video and Human-Centered Communication” with communication expert Alicia Berruti. https://becomingpreferred-podcast.com/episodes/alicia-berruti/

Effective communication is crucial in today's digital age, especially in business. With the rise of video as a primary medium for remote work and virtual meetings, it's essential to understand how to harness the power of video to its full potential. This article will explore how you can leverage video to enhance your business communication, build stronger relationships, and improve customer engagement.

The Power of Video in Business Communication

Video is one of the most powerful tools in our arsenal today because it brings back the human element in communication. As sales professionals, we rely on our ability to build rapport, persuade, and communicate effectively. While text-based communication, like emails and text messages, has its place, it lacks the personal touch that video provides. Video allows us to showcase our facial expressions, tone of voice, eye contact, and personality asynchronously, making it a powerful medium for connecting with others.

Using Video for Prospecting and Beyond

Many sales professionals believe video is only helpful for prospecting, but its potential goes beyond that. While video is a game-changer for prospecting and grabbing attention, it can also be integrated into various sales process stages. For example, after a demo call, you can send a personalized video to thank the prospect for their time and recap the key points discussed. It keeps the conversation moving and adds a personal touch that helps build trust.

Another powerful way to utilize video is during the handover from the sales team to the account managers. Account managers can introduce themselves via video, welcoming the new client and outlining the onboarding process. This approach humanizes the interaction and sets the stage for a strong ongoing relationship.

When to Use Video in Business Communication

Before deciding to use video in your communication, ask yourself three key questions:

1. Am I establishing a relationship with this person?

If you're still in the early stages of building a relationship, video can help establish a personal connection .

2. Is video a better medium for conveying my message?

Video allows you to communicate with empathy, clarity, and tonality, making it ideal for complex or sensitive topics.

3. Will the video add value to the conversation?

Consider whether video can provide additional value to the recipient by sharing visual demonstrations, personalized greetings, or in-depth explanations.

You can figure out which video is best for your communication needs by answering these questions.

Overcoming Video Communication Challenges

While video communication offers numerous benefits, some may need help to embrace it. Common challenges include discomfort with one's appearance or voice on camera. It's important to remember that video is not about you; it's about the value you bring to your audience. You can focus on providing relevant and valuable content rather than fixating on your self-perceived flaws.

To overcome these challenges, practice recording videos without watching them back. The more you send videos without obsessing over them, the more comfortable and natural you will become. Additionally, ensure proper lighting, sound, and camera angles to present yourself professionally.

The Impact of Video on Business Communication

Video communication has a significant impact on various aspects of business communication. Here are some key benefits:

Breaking through the inbox: Including "video" in your subject lines can differentiate your emails and increase open rates.
Building rapport and relationships: Video allows you to establish a personal connection, foster trust, and differentiate yourself from the competition.
Explaining complex topics: Video enables you to simplify complex concepts, making them more accessible and understandable to your audience.
Saving time: Video messages can be more efficient than typing lengthy emails or holding multiple meetings, allowing you to convey information more effectively.
Accelerating the sales cycle: Using video at strategic touchpoints can shorten the sales cycle by reducing the number of touchpoints needed to engage prospects.
Enhancing customer retention: Building and maintaining relationships through video can increase customer loyalty and reduce churn.

Implementing Video in Your Business Communication Strategy

To effectively incorporate video into your business communication strategy, consider the following steps:

1. Identify pain points or areas where video can add value to your sales or communication process.

2. Start with one or two touchpoints and optimize video communication in those areas.

3. Craft personalized and value-driven video messages that resonate with your audience.

Embracing the Future of Business Communication

Video communication will become increasingly important in business as remote work and virtual interactions become the norm. By leveraging the power of video, you can enhance your communication, build stronger relationships, and differentiate yourself in a competitive landscape. Embrace video as a valuable tool in your business communication strategy, and watch as it transforms how you connect with others.

Video communication can be an invaluable asset for businesses of all sizes. It can help you build relationships, differentiate yourself in a competitive landscape, reduce the time needed to explain complex topics, accelerate the sales cycle, and enhance customer retention. Identifying areas where it can add value and crafting personalized messages that resonate with your audience is essential. Additionally, experiment with different lengths of video messages and use video in various contexts to maximize its impact on your business metrics. Video communication will become even more essential for successful businesses as remote work grows. Investing in this powerful tool will pay off as you strengthen relationships with customers and prospects.

7 Ways to Build Productive Relationships with Your LinkedIn Contacts

michael@summit-learning.com (Michael Vickers) — Sun, 07 Jan 2024 21:12:29 GMT

Small and mid-sized businesses face stiff competition from mega-companies, making it hard for most to generate leads, sales, and grow. The good news is that you can grow your business seamlessly via LinkedIn amidst the competition within your niche. LinkedIn has many professionals to connect with, build strong relationships and give your business a competitive edge. Here are ways to build strong relationships with your LinkedIn accounts.

Send Direct Messages to Your Target Audience

One of the best ways to interact and connect with people via LinkedIn is by sending direct messages to prospects and existing customers. When sending the messages, you should aim to build relationships rather than selling your products or services outright.

Begin by introducing yourself and your business and focus on building trust as you show your expertise. If your audiences post information on their timeline that triggers your interest, you can take the conversation to their inboxes and discuss the post further. This can quickly draw their attention, and they may want to engage you further.

Follow Up Closely with New Connections

While it may not be possible to know all your LinkedIn connections, you should always follow up with every friend request to receive. You might have met someone at an event, but you cannot remember them well, yet, the person remembers you well. When you get a friend request, send an inbox and ask to know them more. It could be a potential customer interested in your products or services. Chatting with the person creates a warm atmosphere to open up and tell you what they're looking for. This is an easy way to interact further and connect with new friends.

Connect with People You Already Know

LinkedIn has millions of people around the world. There are still many more people you know that aren't your LinkedIn connections yet. It is best to search your inbox and CRM, identify people you already know, and connect with them. This could be your family members, colleagues, prospects, clients, people you met at events, and strategic partners.

The more you connect with people, the bigger your LinkedIn network grows and the more relationships you build. This creates more brand visibility for your business, leading to enhanced customer trust, loyalty, strong relationships, and business growth in the long run.

Comment Actively on Other People's Posts

It is so easy to attract the attention of your LinkedIn connections when you keep commenting on their posts. Initiate interactions by commenting on posts with valuable information based on your connections' posts. It is also best to wish your connections happy birthday and job anniversaries whenever you get the notifications. This is a simple and touching way to build trustworthy and long-lasting relationships with your connections.

Go Live on LinkedIn

LinkedIn live streaming is another effective strategy to connect with new people and build relationships. Most people get attracted to videos and always want to know the message you're passing across. You can go live or post recorded videos to your connections to let them know that you value their friendship on LinkedIn and that you're looking forward to long-lasting relationships on the platform.

The beauty of this strategy is that few people post videos on LinkedIn. This will make you stand out from the crowd and achieve your relationship goals smoothly.

LinkedIn is Worth Investing in Your Time

No doubt that LinkedIn is a super powerful tool to build connections and long-lasting relationships to grow your business, no matter its size and age. Want to learn more about growing your business via LinkedIn? Schedule a demo of our Rainmaker LeadGen Platform and get a better understanding of how to build robust relationships with your LinkedIn accounts.

Sell Better By Building Consensus

michael@summit-learning.com (Michael Vickers) — Mon, 01 Jan 2024 22:17:09 GMT

Consensus selling is a powerful strategy that can help sales professionals build strong relationships with clients and close deals more effectively.

Is consensus selling the new normal?

Consensus selling is a process where the salesperson works with all stakeholders involved in the decision-making process to reach a mutually beneficial agreement.

Consensus selling is a strategy that involves identifying all stakeholders involved in the decision-making process. In enterprise sales, this could mean working with executives, department heads, IT professionals, and other key decision-makers. It is important to understand the role each stakeholder plays in the purchasing process and how they are impacted by the product or service being offered.

Consensus selling requires a customized approach for each stakeholder. Each individual may have different needs, pain points, and priorities. By understanding each stakeholder's perspective, the salesperson can create a tailored solution that meets their specific needs.

The Importance of Consensus Selling in Enterprise Sales

In enterprise sales, decisions are rarely made by one person. Instead, it is a group effort involving multiple stakeholders in the decision-making process. Consensus selling is crucial in this environment as it ensures that all stakeholders are heard and their needs are addressed. Consensus selling can also help build trust and rapport with clients. By involving all stakeholders in the decision-making process, the salesperson shows that they value their input and are committed to finding a solution that works for everyone. This can lead to long-term relationships and repeat business. Furthermore, consensus selling can help avoid delays and roadblocks in the sales process. When all stakeholders are on board with the solution, it is easier to move forward with the sale and avoid any last-minute objections.

Identify All Stakeholders in the Decision-Making Process

Identifying all stakeholders involved in the decision-making process can be a challenging task. It requires research, networking, and communication with the client. One way to identify stakeholders is to ask the client directly. They may be able to provide a list of individuals who are involved in the purchasing process. It is important to ask for their role in the process and how they are impacted by the solution being offered. Another way to identify stakeholders is to research the company's organizational structure. This can provide insight into who the decision-makers are and how they are connected to other stakeholders. Networking with industry professionals can also provide valuable information on who to connect with.

Building Relationships with Key Decision-Makers

Once all stakeholders have been identified, it is important to build relationships with key decision-makers. This can be done through networking, social media, and other communication channels. It is important to understand each decision-makers communication style and preferences. Some prefer face-to-face meetings, while others prefer email or phone calls. By adapting to their preferred communication style, the salesperson can build a stronger relationship and increase the chances of success. Building relationships also involves understanding each decision-makers needs and priorities. The salesperson can tailor their solution to meet their needs by understanding what is important to them.

Crafting a Consensus Selling Message

Crafting a consensus selling message involves understanding each stakeholder's pain points and priorities. The salesperson should be able to articulate how their solution addresses each stakeholder's needs and provides value to the organization as a whole. The message should also be tailored to each stakeholder's communication style. It should be clear, concise, and easy to understand.

Overcoming Objections with Consensus Selling

Objections are a common part of the sales process. Consensus selling can help overcome objections by involving all stakeholders in the decision-making process. By addressing each stakeholder's concerns and priorities, the salesperson can build a consensus around the solution being offered. It is important to address objections early in the sales process. This can help avoid delays and ensure all stakeholders are on board with the solution. The salesperson should also be prepared to provide evidence and data to support their solution.

Examples of Successful Consensus Selling

One example of successful consensus selling is the implementation of a new software system in a large organization. The salesperson worked with executives, department heads, and IT professionals to identify their pain points and priorities. They crafted a customized solution that addressed each stakeholder's needs and provided value to the organization. Another example is the sale of a new medical device to a hospital. The salesperson worked with doctors, nurses, and hospital administrators to understand their needs and concerns. They crafted a solution that addressed each stakeholder's priorities and provided value to the hospital.

Training and Resources for Consensus Selling

There are training and resources available for sales professionals looking to implement consensus selling. These include online courses, webinars, and workshops. Choosing a training program that aligns with your specific needs and goals is essential. Some key resources for consensus selling include customer relationship management software, sales enablement tools, and communication platforms. These tools can help sales professionals manage relationships, track progress, and communicate with clients more effectively.

Conclusion

Consensus selling is a powerful strategy that can help sales professionals build strong relationships with clients and close deals more effectively. By understanding each stakeholder's needs and priorities, crafting a customized solution, and involving all stakeholders in the decision-making process, sales professionals can increase their chances of success in enterprise sales. With the right training and resources, consensus selling can become a valuable tool in any sales professional's arsenal.