More successful meetings mean more closed deals.
The Sales Journal is designed to help you close more deals by conducting more effective meetings with your prospects and customers.
When I started my sales career I noticed a direct correlation between the effectiveness of my meetings, and the number of deals I closed. Twenty years later, many reps I train face the same challenges that I faced years ago.
We work so hard to set qualified meetings that even a small increase in effectiveness can have a huge impact on the number of deals we close.
In my search to find a way to hold more effective meetings, I found all kinds of answers. CRM solutions and apps are great providing structure for your deals. The downside to these apps is you can't always have them open during a meeting and having your laptop can be distracting.
As I researched how to make meetings more effective, one thing that struck me was the power of writing things down. This is why every sales rep loves their notebook or journal, why we've seen the rise in trends like bullet journaling, and why I created the Sales Journal.
The Sales Journal combines my 20 years experience selling and training with the power of putting pen to paper. It will help you prepare for your meetings, execute and follow up more effectively.
Setting qualified meetings is one of the most challenging jobs in sales. The better we can prepare, execute, and follow up from our meetings, the more we will advance and drive to close. Here's how the Sales Journal will help you have more effective meetings.
- Prepare - Write down your goals for each meeting.
- Execute - Stay on track with a reminder of who is at the meeting, and any recent company or industry news.
- Follow up - Agree on mutual next steps to keep accountability with your prospects.
Here is how the meeting pages of the Sales Journal are structured to help you conduct more effective meetings.
- Contact names and roles - Who is attending and what is their role with the company? Are they an executive? Do they work in procurement or legal? Will they be an end user? The people attending will change the topics, flow, and details you cover.
- Business description - What does their business do? Who are some of their flagship customers? Do they have any main competitors or industry leaders you should mention or avoid?
- S.M.A.R.T. Meeting Goals - Set specific, measurable, attainable, realistic, and timely goals. What do you want to get from this meeting? This could be a demo, access to power, a timeline.
- Recent news and events - Was there a major conference? What is on their blog? Have they made any large hires or been in the news?
- Specific Questions - Too many reps ask basic and closed ended question or leave forgetting to ask something important. Make sure you don't leave any important information on the table by remembering what you need to ask.
- Their next steps - What do they need to do to drive the deal forward after the meeting? Maybe it's an introduction or hopefully a signed contract. Commit to the next steps during your meeting and keep your prospects accountable.
- Your next steps - What do you need to do to be accountable to your prospects? What are your deliverables?
- Notes - Write down anything else that is relevant to the discussion for follow up or your next steps.
Research shows that writing things down helps commit them to memory. That's why every sales rep loves their notebook, and special goal setting journals have become so popular. But until now, none were created specifically for sales.
Every week in sales is different. Some weeks we might have 20 meetings, others we have none. One common criticism of many journals is that they confine you to a standard schedule and five day week. I want you to have the flexibility you need to be successful. The Sales Journal is designed to give you process and focus to close more deals.
- 12 Guiding Principles for Success - These have helped me through my career and are always well received.
- Goals page - Set S.M.A.R.T. goals you want to accomplish in the next month, quarter, and year.
- 100 Meeting pages - Prepare, execute, and follow up more effectively.
To source the best manufacturer, I contacted dozens, and received samples from several of them ultimately choosing the best quality journal. This manufacturer also happens to make a well known brand of notebook.
These are some reasons why I know you'll love the Sales Journal
- Premium quality paper - 80gsm paper is a higher grade than most premium journals.
- Fewer smudges - If you're left handed you're going appreciate this.
- Pages lie flat - This was a must have. I can't stand journals that keep closing or flipping pages. When you lay the Sales Journal down, the pages lie flat.
- Use any pen - Ivory white paper means any ink color pops. When some interviewer asks you to sell them their pen you can tell them it comes with the Sales Journal.
I don't consider myself a sales trainer; I'm a sales guy who happens to train what works. One reason I fell in love with the Basho techniques is because they're so practical. This journal incorporates the same fundamentals I teach the employees of some of the fastest growing companies like Salesforce, LinkedIn and Box, with the quality of your favorite journal or notebook.
How many pages is the Sales Journal?The Sales Journal is 224 pages with 100 meeting pages.
When will it ship?
Sales Journal will be shipping out in January once we get our initial order from our manufactuer.
Why a Kickstarter?
People have been asking me about a book for years. I didn't want to write another sales book with some good takeaways that you never leave again. I wanted to do something memorable that can help you out each day. This Kickstarter is about validating the idea and helping to gauge demand.
Working with high growth companies, I'm always looking to step up my game and innovate my training. In addition to launching this journal, throughout the fourth quarter, I will also be:
- Moving my Filling the Funnel online program to the Learncore Platform.
- Launching my Driving to Close program in online delivery, also via the Learncore Platform.
- Bringing on my first trainer and dedicated sales rep.
- Scaling the Deal Scorecard Salesforce app by listing on the Salesforce AppExchange.
- Talking about artificial intelligence in sales with Trish Bertuzzi and Doug Landis at Dreamforce.
Make It Happen!
Risks and challenges
If you follow me on social media, I'm all about expectation setting.
I'm committed to ensuring each Make It Happen Sales Journal is of the high quality and crafted to meet my standards that are consistent with brand name journals. Once the journals are manufactured, they will be shipped to our storage and shipping facility just outside of Boston MA for a final inspection and shipping.Learn about accountability on Kickstarter
- (32 days)