Progress is impossible without change, and those who cannot change their minds cannot change anything. – George Bernard Shaw

By personal invitation of Gerhard Gschwandtner, sales guru and CEO of Selling Power Magazine; John Flannery was in Philadelphia on November 17th and participated in a workshop entitled:  “How to Boost Sales with a High Performance Mindset”.   Gschwandtner and Michael Bernard, Managing Director of the Bernard Group, international leader in the field of high performance mindset training, cognitive-behavioral intervention, and social-emotional learning, teamed up to lead the train-the-trainer workshop.

Research shows the importance of defining Sales Process as the means for organizations to qualify and track opportunities, forecast accurately, and drive revenue.  The Flannery Sales Systems (FSS) core services provide Sales Process Definition, Sales Team Training, and Management Coaching and Reinforcement, but our expertise goes far beyond process and training.  Our experience has proven that increased revenue does not occur with “sales training”…results come after the training, only with the implementation of the sales process.  The implementation requires a change in behavior, and change of behavior requires a change of mind, specifically, a high performance mind-set.  We see the “How to Boost Sales with a High Performance Mindset” session as an opportunity to understand what the results of extensive research in positive psychology, leadership, and cognitive-behavioral and brain science reveal, as to the architecture of a high performing mindset and how it can be strengthened.

Benefits of a High Performance Mindset

• Create a culture of high performance through the enhanced attitudes and behaviors of sales managers and sales teams
• Increase the capacity of sales managers to excel in performing high-impact leadership and management behavior
• Strengthen commitments to success, others, and self, and behavioral strengths needed to excel in challenging work situations
• Create the ability to identify and overcome internal work performance blockers
• Expand self-awareness, positivity, self-belief, perseverance, resilience, and effectiveness.

Gains Sales Managers will realize:

• A commitment to excellence by sales leaders, managers and team members
• A noticeable, significant behavioral change of the entire sales team
• An ability for sales teams and individuals to routinely outperform their competition
• A sales team that is relentless in the pursuit of breakthrough results

An Invitation:

Join us on January 29th in Los Angeles to participate in the workshop that John will be co-facilitating. The first person (who is a current customer of FSS) to respond to this article will be given a 50% discount on the admission fee. Respond to john@drive-revenue.com.

This contribution to our blog was made by my good friend and colleague Richard Brooks. He’s a popular speaker in the localization industry, CEO of UK-based LSP K International, a company specialising in legal translation services and a board member of the Association of Language Companies.

All over the world I hear that translation services are being bought on price and this price falls year on year. People call it a ‘race to zero’. I even saw the CEO of one of the largest firms in our sector present at this year’s GALA conference in front of 300 of her peers (most of which were suppliers) and she told us what she charges, she said she was ‘disrupting the market and charging $0.22 for each word regardless of language’.

Those of us who remember our micro economics lectures will remember when supply out strips demand, prices fall (everything else being equal). You can see a real world example of this at the moment with the oil price. So the question we have to ask is how is it that translation prices are falling when translators are a rare resource in high demand?

The world is still growing, we’ve been through one of the toughest economic times in our history and yet the developing world is still developing. The world is creating a huge amount of data (in the last 24 months we actually doubled the total amount of data in the world) and 99.9% of this will remain in only one language. Translation is in demand.

I also hear the smaller companies fear that their main service (translation) is becoming commoditized. This is a term that gets used a lot, so let’s explore what that means…

On Investopedia.com they define a commodity as

“A basic good used in commerce that is interchangeable with other commodities of the same type. Commodities are most often used as inputs in the production of other goods or services. The quality of a given commodity may differ slightly, but it is essentially uniform across producers.”

Does translation fit this definition? It’s not basic, it’s sort of interchangeable, it is used as an input, and quality does differ slightly but is mainly uniform. So almost. A straw poll of any audience at an industry event shows about 50/50 split yes and no. This is what I think to the question, ‘Is translation a commodity?’

I think the big chief CEO saying it’s tough and her clients buy on price is a signal. She signalling to 300 of her suppliers at a time when it’s tough out there, that THEY need to sell to her on price (btw the CEO mentioned buys Spanish in Argentina for less than $0.04 a word). In other words, I didn’t believe it for a second. I think if we all sell the same thing using the same methods then the only way to differentiate our service is through price. If you learn to understand your client’s business better you will have the untold opportunity to develop value add services for them and ultimately, extract some of that value for yourselves.

Remove cost or add value?

As business managers, our job is to increase shareholder value. We can (broadly) do this via two strategies. 1) Strip the cost out our businesses 2) Sell our product at a higher price. The problem is removing cost from a business is that it’s finite, there are 100 cents in a dollar and that’s it, any investment in this strategy will be limited by this fact. Investment in your service (so that it offers your clients more value) is only limited by your own imagination. A strategy of adding value needs to be driven by your marketing team and not your accountant.

With this in mind here are some examples of how you can add value to your business today.

Transcreation. Re-creating products/brands for a new region unlocks potentially millions of dollars of value for your clients. Make sure you understand what it is you’re being asked to do and innovate your pricing strategies to suit, why would you charge per word for a project like this?

New vertical markets.  A vertical market is a particular group of companies who supply/create similar products or services. Tailor a value proposition for each market segment to increase economies of scale in your own business. Generally speaking you’ll find it easier to sell into verticals which are growing quickly.

New Transactional Services. Make sure you regularly benchmark your services against your competition. This can be easily done online. Note that your competitors might not be who you think they are, your competition is who your customers think they are. For instance Harley Davison doesn’t only compete with other motorbike manufactures it competes with things middle aged men do in a crisis e.g., buy a red Porsche, have an affair, buy a Rolex… you get the idea.

Understand the supply chain. Something will happen to your translation. It will be consumed by someone but along the way it might be involved in all sorts of different processes. Understand these processes, how they interact with each other and look to see where effort is duplicated. I bet you’ll have the opportunity to streamline someone else’s processes for them. This gives you the opportunity to create value within your client’s supply chain and in a new business. I’ve used this strategy many times to gain new clients. Obvious examples are allowing clients to API into your workflow system, providing open access to translation memories, using xml to encode the text and offering advice on languages/cultures.

Money isn’t everything. Value doesn’t have to be financial. You can offer value by reducing risk, offering improved turnaround times, increasing security, demonstrating understanding and even increasing the stock price of your customer. Whatever you do make sure you demonstrate the value you create at every opportunity you get.

Innovate your pricing strategies. Innovation isn’t always about your product. With the added value you’re offering and demonstrating to your client you need to work out a way to extract that value. Really clever pricing strategies I’ve seen have built in the value to the price. Michelin had this problem when their tires were 20% better than the competition but no one wanted to pay 20% more for them in a recession. So they charged by mile driven for the B2B sector. This built the quality into the price (if the tires are actually better they’ll change them less frequently) and had added value to the client because they didn’t pay for the tires if they didn’t drive the freight. Maybe you could charge your clients a % of the value that the localized product creates?

 

How valuable are marketing qualified leads (MQLs) to your organization? MQLs are incoming leads generated by your marketing department, usually by encouraging prospects to come and engage with your business via the website, blog, newsletter, webinars, live events, etc.

The quality of these leads depends on many factors – here are a few:

 

• How qualified is the audience? Exactly where did the marketing group find these prospects, and how closely do they match your ideal customer profile? The most successful lead generation campaigns are able to work from a well-defined customer profile and engage technology to specifically target that audience. The Sales management team needs to collaborate with Marketing to hone this profile for consistency.

• How well have the leads been nurtured? Is your marketing department handing over leads the moment a prospect interacts with your site, or are they categorizing different types of interactions and customizing a response based on where those prospects are in their buying cycle? Prospects who are new to the site may still be trying to understand what their problem is and beginning to investigate solutions. Those that have had a higher level of engagement with your content or are repeat visitors are likely farther along in the buying cycle and ready for some targeted messaging or special offer to encourage them to look at you over your competition.

• The human factor – at some point, someone in your organization will need to have a phone interaction with these leads and use qualifying questions to determine how good the prospect is, and whether or not they’re ready to hand them over to an account team. Whether this “pre-sales” function lies in marketing or in sales is up for debate, but this initial conversation is crucial in order to disqualify leads that are not good candidates for your product and will just end up wasting your time.

Many organizations want to know how well their marketing department is doing in generating MQLs, and whether or not they’re really “sales-ready”. How many of those leads is sales able to convert to paying customers, and what is the effort involved in doing that? Unfortunately, benchmarking your performance against other organizations is very difficult. Numbers will vary from industry to industry, and your definitions of what constitutes a MQL are likely to be very different from those of other organizations.

Improving the Matching Process

So how can you improve the consistency on the criteria that Marketing and Sales use to turn leads into revenue? The key is to understand how your market works, what are your levers for growth, and how are you doing compared to historical data. To do so, ask Managers from Sales and Marketing the following:

• What is the ideal customer profile and where do we find that person?
• Do you have a process in place to get that person to engage with your website and continue that engagement throughout the entire buying cycle?
• Have your sales and marketing organizations come to a mutual decision about how these prospects will be nurtured along the way – when should key interactions like qualifying calls take place and who should be handling these activities? Have you established SLAs for sales follow up on SQLs?

Mastering the art of converting a MQL to a SQL (sales qualified lead) is not easy, but organizations that are able to execute on this will achieve higher sales numbers and more sustainable long-term growth.