New Year, New You

The party’s over, folks.  Christmas, Hanukkah and Kwanzaa are behind us.  It’s time to bid the holidays adieu and turn our attention back to the office.  The beginning of a new year is the perfect occasion to make professional resolutions.  We’re freshly rested, filled up on family cheer and full of good intentions.

For salespeople in particular, riding the wave of post-celebratory momentum can work wonders in the personal productivity and motivation arenas.  So what are some of the things to which we B2B representatives can commit to ensure a profitable 2014?  Read our quartet of top tips to successful sales outcomes:

1.      Up the ante.  Take it up a notch with your prospecting by committing yourself to reaching out to at least five new people each week.  Even the busiest among us have time to make one more call each day.  And who knows?  That lead could end up becoming your best customer.  It’s worth the extra five-minute investment.

2.      Nice to meet you.  Keep abreast of pertinent networking events in your area, and attend at least two each month.  Bring a colleague and engage with fellow attendees for at least an hour.  The next hand you shake might change your life.

3.      Leave your comfort zone.  Step outside the box of familiarity and spend an hour once a week looking at different verticals and segments to expand your business.  A wealth of untapped potential opportunities await.

4.      Confer with colleagues.  This simple strategy has always been there, but we don’t always see what’s right in front of us.  Ask your coworkers which selling techniques work best for them.

Try one or all of these suggestions, and let us know how they worked for you.  Your feedback is important to us.  Just fill out the contact form on our website at www.auqeo.net.  Here’s to a prosperous year!

Getting Ziggy With It

When someone mentions the words “successful business person,” who comes to mind for you?  Over the years there have been many innovators who stand out in the crowd.  From Ted Turner to Marissa Meyer, each tycoon has his/her own strategies to reach the top.  Wouldn’t it be nice to be a fly on the wall in Sheryl Sandberg’s house or Donald Trump’s car?  While this isn’t possible, we can glean useful advice from those who’ve already shared it.

One of the most memorable salespeople of all time was the late Zig Ziglar.  A motivational speaker, trainer, author and World War II veteran, Ziglar is renowned as the number one salesperson for multiple companies.  The Coffee County, Alabama, native lived to the ripe old age of 86, and left a legacy of quotes behind.

An article by Kevin Kruse on forbes.com, http://tinyurl.com/cpacsu8, Zig Ziglar:  10 Quotes That Can Change Your Life, recounts Ziglar’s decuple in descending order.  Our interpretations follow.

 

10.“Remember that failure is an event, not a person.”

            When something you attempt doesn’t work out, it’s important not to get into a        downward spiral of self-blame.  Separate the “event” aspect from the “person” aspect;           this way, you’ll be able to take a step back, sum up what happened, and prevent the             same mistake down the line.

9.    “You will get all you want in life, if you help enough other people get what they want.”

            This is classic, tried-and-true advice.  Quite simply, you get what you put out there.          Give and you shall receive in kind.  Change your focus from self to global, and you will      reap the rewards.

8.    “People often say motivation doesn’t last.Neither does bathing—that’s why we recommend it daily.” 

            This wry saying is all you need to stay the course and remain inspired to do your best not only Monday through Friday, but always.

7.    “There has never been a statue erected to honor a critic.”

            No one enjoys being critiqued, particularly not publicly.While constructive criticism ishelpful and useful, if you can give a compliment instead, it’s the wiser course of action.

6.    “People don’t buy for logical reasons.  They buy for emotional reasons.”

            Once you identify your customers’ pain points, you can zoom in and provide the solution they’re seeking. They’ll be happy you were able to provide them with whatthey wanted and needed; you’ll have gained a loyal client.

5.    “Expect the best.  Prepare for the worst.  Capitalize on what comes.”

            With each new opportunity, go in with an optimistic outlook.  Be ready for any reaction, whether positive or negative, and make the most of what you encounter. 

4.    “If you go looking for a friend, you’re going to find they’re scarce.  If you go out to be a friend, you’ll find them everywhere.”

            By making yourself available and helping others resolve their issues, you gain trust.Show people your sincerity, pay it forward when you can and they will react in kind.

3.    “A goal properly set is halfway reached.”

            The mere creation of a well-planned objective puts the desired result into motion, with 50 percent of the work already done. 

2.    “Your attitude, not your aptitude, will determine your altitude.”

            The importance of this phrase cannot be understated.  Go into every opportunity with a smile and be genuine.  You may get 100 no’s before that one “yes,” and yourdisposition along the way counts.  Just that one closed deal could result in repeat      business and multiple referrals. 

1.    “If you can dream it, you can achieve it.”

            When you visualize a goal, you’ve just turned it from notion into possibility.  Followthrough with a plan, ample effort and you will bring your idea to fruition.www.auqeo.net.

Oh, B2B, Oh, B2B, However Green Your Branches

Now that the holidays are in full swing, the last thing on the minds of most B2B salespeople is selling.  But contrary to popular belief, the end of the year is a fantastic time to seek out business opportunities and cement deals.

According to an article on inc.com by Geoffrey James, Sell More B2B During the Holidays, http://tinyurl.com/q9mgxbx, many companies are closing their books, which often means that some have a budget to spend which, if not disbursed, will vanish.  So they want to make purchases right now—particularly those organizations whose budgets will be reduced the following year if they don’t spend their full 2013 allocations.

James goes on to point out how the holiday season has a psychological effect on the people who are in charge of the funds.  No one wants to be seen as the “corporate scrooge” during the season of giving.  Employers and employees alike have visions of parties, family events and gift giving dancing in their heads.  Most people want to be generous whenever possible, and what could be money better spent than investing in one’s own company?

It is also common for upper management to take time off during the end of December through the first week of January, leaving the administrative and sales staff members to run the ship.  With a quick email or call to a vacationing boss to get the go-ahead, business decisions get made swiftly and actions follow suit.

Turns out that we don’t have to wait until the New Year to follow those new leads after all.  So go ahead and reach out to potential prospects with an introductory email on the 24^th or 25^th.  Just because people aren’t at work doesn’t mean that they’re not checking their messages remotely. 

Whether winter, spring, summer or fall, we are here to serve you year-round.  Visit us at www.auqeo.net to learn more about what we can do for you.  Happy Holidays!

It’s All in the Execution

Think of some of the most useful inventions which came into being during the past century.  From life-saving vaccines to Liquid Paper®, medical and administrative entrepreneurs like Jonas Salk and Bette Nesmith Graham changed our world for the better.  Now imagine what would have happened if Salk and Graham hadn’t been able to get their discoveries into the right hands to publicize their finds.  You can have the most beneficial, profitable ideas in the world, but without good execution, they’re dead in the water. 

Entrepreneur Evan Bailyn clearly articulates this sentiment in the form of a brilliant quote:  “Ideas are great, but they are far less valuable than good execution.  Work with good executors and your company will grow.” We couldn’t agree more.  As a professional services firm, we enable our partners to achieve growth through tactical execution in marketing, sales and executive development.  Our collaborative approach helps entrepreneurs, companies and divisions achieve their goals and become successful.

The Auqeo! management team works with all stages of companies to increase their sales through objective determination and quotas, sales strategies, identification of target markets and tactical plan execution.  It is our goal to ensure that you reach your goals.  With the arrival of each new project, we focus on building a solid team while executing on a plan specifically tailored for your company.  Our proven methodology works time and again, thanks to the simplicity of its three main characteristics:  consistency, a systematic approach and a methodical application.

To us, sales is both an art and a science.  We teach our salespeople how to ask the right questions and engage in effective prospecting along with honing their presentation skills through specifically designed training programs.  The development curriculum also includes coaching and mentoring, ROI examples, the importance of the delivery of our value proposition and go-to-market strategies.

We invite you to peruse our website and learn more about how we can take your business to the next level.  Visit us at http://www.auqeo.net.

Holiday Cheer

Most of us spend 40+ hours at work, seeing the same faces every day.  But how well do we really know our coworkers?  Beyond a brief “hello” en route to the break room or a Monday exchange about the weekend, employee relationships tend to be more one-dimensional than deep.  After all, it’s hard to have meaningful, revealing conversations when everyone has reports and research projects to complete, calls to make and blogs to write.  Considering that we spend more time at the office than at home, it would be nice to know our team members better.

Luckily, this time of year presents a whole host of social opportunities for cube mates to chew the fat.  With the holidays in full swing, work lunches and parties pop up all around.  These gatherings give us a chance to see our colleagues in a more personal light and get a different side of their personalities.  At last month’s Thanksgiving office feast, I learned that my fellow coworkers like to fish, bake, play water polo, hike and snowboard during their down time; one is even a Brazilian jiu-jitsu master.

Engaging in these more intimate exchanges lets us uncover our coworkers’ passions and outside interests, strengthening existing bonds.  Invisible barriers of self-protection break away, leaving people free to laugh with each other and share humorous anecdotes about their adventures outside of the office.

With our Christmas lunch on the horizon next week, I’m looking forward to some fun-filled face time with my colleagues.  We’ve got a lively bunch, many of whom are natural storytellers.  It will be a treat to set the shop talk aside and dive into the party-prose pool.

From all of us to all of you, Happy Holidays and best wishes for a prosperous New Year.  Just as Santa strategically manages his reindeer, we’ll provide your company with expert strategies designed to stimulate additional business.  Here’s ho-ho-hoping to hear from you.  http://www.auqeo.net.

How Does Your Business Grow?

When you hear the word “growth,” what comes to mind?  Perhaps you envision a lush green garden full of blooming flowers or that summer as a preteen when you shot up three inches.  Merriam-Webster defines this term as a stage in the process of growing; progressive evolution; development.

Auqeo! is Latin for to grow; to expand.  Like a seedling sprouting out of soil turns into a strong plant, we do the same for your business.  We can grow your business with our sales services and strategic solutions.  Our custom-created plans result in your long-term profitability.

In the business-to business sales world, growth is contingent upon the continual addition of new and repeat customers.  With that in mind, we build and grow client relationships, taking them through a caterpillar-to-butterfly metamorphosis, maintaining them through communication and regular follow-up.

The late Indian leader and freedom fighter Mahatma Gandhi’s words echo our sentiments.  “A customer is the most important visitor on our premises.  He is not dependent on us; we are dependent on him.  He is not an interruption in our work; he is the purpose of it.  He is not an outsider in our business; he is part of it.  We are not doing him a favor by serving him.  He is doing us a favor by giving us an opportunity to do so.”

There are many effective ways to grow a company, from forming an alliance with a similar business partner to expanding your product line and uncovering additional markets.  When an organization joins forces with us, we deploy a methodical sales-focused strategy, with emphasis on team building, executive development and collaboration.

We enable our partners to achieve growth through tactical execution in marketing, sales and executive development.  Our collaborative approach helps entrepreneurs, mid-stage companies and divisions achieve their goals and become successful.  Visit us at www.auqeo.net today to find out how we can take your business to the next level—going up!

Hail to the Group

Collaborate. Merriam-Webster defines this word as follows: to work with another person or group in order to achieve or do something. This term brings to mind many situations: bees busily working together to build their hives, ants gathering food and building materials to fortify their colonies; everyone pitches in collectively for the greater good of the team.

At Auqeo!, we use a collaborative approach with our clients. When we bring a new client on board and build them a team, we not only train them, but work with them from the time they come on board to the moment they transition back to their mother company. Once a customer joins us, we essentially become them; our own branding falls by the wayside. Our approach is to be transparent and keep an open line of communication. We keep our customers continually updated on progress through weekly meetings, pipeline and status reports, idea sharing and projections.

We also offer potential clients the opportunity to visit to get a sense of how we operate. This gives them an instant sense of our unique working environment, and to experience our collaborative work style firsthand in real time.

Growing companies, increasing profitability and actualizing dreams all make up the Auqeo! vision. We deploy a methodical sales-focused strategy, with emphasis on team building, executive development and collaboration. Our mission is to become the recognized leader called up to build sales teams, give life to ideas and accelerate revenue growth. A cooperative approach enables us to achieve this. Will you be our next customer? Visit us at http://www.auqeo.net to learn more about how we can take your business to the next level.

Questions and Answers

It’s rare to get a behind-the-scenes glimpse of management at work.  Most presidents and veeps toil behind closed doors, coming out only for meetings and lunch breaks.  Here at Auqeo!, we buck that trend with an open-plan office, making everyone from bosses to interns immediately accessible.

I recently had the pleasure of talking with Glen Berlo, VP of Sales and Business Development.  With a law degree, and a BS in Business Management Information Science, the current MBA student expertly steers the helm of his sales ship with quiet confidence.  Our sit-down was an informative exchange which we’re thrilled to share with you.  Read on for all the details.

Q:  What does Auqeo! do differently than other organizations?  What do they bring to the table which other organizations don’t?

A:  Auqeo! has a unique value proposition in that we do a variety of things typically offered by different, independent companies—we’re finding it’s a completely original approach.  We offer strategic sales development services, along with incubation and investment services for small to mid-size companies to support exponential growth in a more comprehensive manner.

Q:  What are some of the industries on which you’re presently focused?

A:  Our offerings are focused primarily in the health services, financial, and environmental industries. However, we’ve always held out that we are product and industry agnostic, and we have experience in several other industries as well.

Q:  You’ve been in the work force for a while, Glen.  Why do you like working at Auqeo!?  What about it stands out to you?

A:  To me, Auqeo! is all about the building out of companies and facilitating their exponential growth. My passion is in the building process.  At Auqeo!, we turn ideas into action, and action into outcomes.

Q:  What is an example of a strategy you implement to help young and mid-size companies increase their sales?

A:  Our approach is to build an effective team for our partners using tried-and-true tactics and best practices.  For example, take the way we approach the work day.  There is a big emphasis on planning our day and working our plan. We believe this part of tactical execution is a science, not an art, and we  follow a very methodical approach.

Q:  What does the process look like when you partner up with another company?

A:  It’s all about promoting synergies (common goals) and coming to an agreement about how to scale a business or develop an idea.  Our role typically involves leveraging our expertise while working with our partners to optimize the growth of their business and the related value proposition.

Q:  Tell me about your business background.  What are your areas of expertise?

A:  I have a history of working with companies which have grown exponentially.  I consider this my third start-up.  The previous two started in garages and had tremendous success over the years.  I’m fortunate to have worked in a variety of capacities—account management, sales, operations and product development.  Sales was, and continues to be, my favorite area of focus, but I enjoy them all.

Q:  Can you recommend a book on sales which is in keeping with Auqeo!’s methodology?

A:  I can, and it’s not just about sales, but about building businesses as a whole by delivering an exceptional experience to clients. It’s called Raving Fans:  A Revolutionary Approach to Customer Service by Ken Blanchard and Sheldon Bowles.  It’s a quick read, and takes an easy-to-understand approach to serving your customers which galvanizes how to create a unique, value-infused experiences for them.

Method to Our Madness

Methodology. Merriam-Webster defines this term as a body of methods, rules, and postulates employed by a discipline; a particular procedure or set of procedures. Every business uses its own unique methodology designed to make it successful. Here at Auqeo!, we apply a systematic approach based on consistency and a sales-focused strategy which emphasizes team building and collaboration.

To maximize our time and get the most out of each day, we plan our days, then work our plans. By focusing on one task at a time, we break the day into doable chunks to complete research assignments, email clients and build our sales funnels.

We are strategic in the way we call companies, employing a direct, effective sales cycle. When we engage with a potential client, we utilize a discovery process to determine and qualify whether or not the person would be the right customer fit. After a prospective client has been confirmed, our sales representatives ask pertinent questions to identify pain points and provide appropriate, custom-created solutions. The salesperson-client relationship continues beyond the initial close of the deal with periodic check-ins and follow-ups.

Case in point: a past client had a practical product for which they envisioned a B2C market, but they were unsure how to procure mass exposure. After a closer look, we determined that this product could be an important tool for a specific industry—thus, the evolution from B2C to B2B. The result? Not only did it take off, but the company thrives to this day.

Upkeep and maintenance of the sales cycle includes weekly meetings where our reps freely engage in discussions about call tactics, successes, losses and strategies. These sessions not only reinforce proper methodology, but camaraderie as well. Cooperation leads to brainstorming and reinforcement of coworker bonds. This collective process results in a close, well-trained team.

Through the implementation of our consistent methodology, we can take your business to the next level. Visit us today at http://www.auqeo.net.

INTERNally Speaking

One of the most valuable resources an office can have is college interns. These young, ambitious people bring a fresh perspective to the workplace, inspiring everyone with whom they come into contact.

Here at Auqeo!, we are fortunate to have a trio of dynamite talent in our tutelage. Meet Ricky, JP and Irina, three up-and-coming individuals with very bright futures, indeed. They told us what it means to be a part of our organization, and how their time spent here relates to future career plans.

Ricky, 22, is a UC Davis undergrad majoring in managerial economics. The senior came on board this past May, and has been soaking up information like a sponge ever since.

It’s nice to understand the process of bringing a product to market. The most important thing I’ve learned since working here is the process of sales. I started as a marketing intern doing research-related things like finding contacts and leads, and reading about chronic illnesses. I want to get more involved in the process, as sales is an important skill. You have to be able to pitch your idea and sell your products. I’d like to work with start-ups, and create my own tech company in the future. The coolest thing is learning from our president, Andrew Battistessa. You don’t usually get a chance to talk to the president in bigger companies.

We also have a really good team. Everyone is different, but we gel and connect well, partly because we’re small. Here, everything is practical. You can apply all you learn to the real world and see your results, which can have a huge effect. It’s helping me develop much faster. My goal is to understand all of our products, and become a full-time employee in a managerial position.

JP, 23, is a Sacramento State economics graduate student, and has been with us for two months. A natural speaker and diligent researcher, he brings a strong skill set to the Auqeo! table.

I love the company and what they do—growing business through a sales strategy. The way they do this is innovative and interesting. I’ve been working on market research and sales analysis. I can do sales, but it’s not what I want for my career. I’m more interested in management and product development. I want to learn about different markets, evaluate performance strategies and how to improve them. Data and analysis are my foci. Management consulting and business development are where my interests lie. I like how a product goes to market and how you do your best marketing your services to separate yourself from the rest.

It’s so collaborative and open-minded here. Every idea is analyzed. It’s an easy environment in which to work. My favorite thing about being here is the people. They’re easy to talk to, intelligent and understand their strengths. I enjoy how it’s very transparent; no one is trying to keep anything secret. They keep us updated. It’s the most collaborative place I’ve ever worked in my life.

Through in-depth marketing research of price points, competition and more, I’ve learned a lot about product development and what makes people want to buy something. I’ve also learned how to use Google calendar, and handle myself in a more professional manner. This is a step toward what I want to be doing—sales analysis, says the former lifeguard, whose attire has gone from bathing trunks to collared shirts and slacks.

Irina, 24, is a Sacramento State mathematics graduate student in her who works as a sixth through eighth-grade math and science teacher. Originally from Saint Petersburg, Russia, she has been with us since September, gracing us with her statistical and analytical gifts twice a week.

I really like this company. I saw the posting for the intern position on Sacramento State’s Web site and applied. When I had my first interview, I was very excited. I found it very interesting and felt like I really wanted to work here. This [type of position is] what I was looking for all summer. I saw the opportunity to learn many new things, like generating reports, analyzing data, etc. It’s a really nice team. I was kind of shy at first, but now am comfortable with what I’m doing and I really enjoy it.

Last month I got to know ACT! It’s very easy. It’s a great experience. My days consist of gathering and inputting data, working with statistics on sales call projections and analysis, and updating reports. I Google things and learn a lot from YouTube tutorials. You can always educate yourself with the Internet. I’m very happy that I am challenged here. It motivates me to learn new things and to grow. Being a teacher, you have to be very creative. It’s a nice outlet here to do something different. I would be pleased for this experience to lead to a full-time position.