Why Salespeople Fail

There are essentially a number of reasons why salespeople miss their quotas. Do you know what they are?

I've heard managers say "my salespeople aren't making enough calls" and "my salespeople make calls but they don't sell anything - I think they're just making friends with everyone of their prospects" and "my salespeople make calls but don't sell what I want them to sell" and all sorts of other things.

The truth of the matter is that most salespeople miss their quota for one reason:

MOST SALESPEOPLE FAIL TO PLAN.

It might sound silly, but it really is true. Do you know how I know this? Because whenever managers tell their salespeople they need an account review to write a sales territory plan of how they're going to hit their quota they all go into scramble mode! I recall the frantic "Scott, you know how to plan... can you please HELP ME!" phone calls I used to receive when I worked in the High Tech industry selling services. Oddly, I'd usually walk out of my own account review meeting beaming, having received kudos for a great plan, along with the words, "now just execute upon that plan and we'll all be even happier next year" (execution of the sales plan is the #2 reason people fail, coincidentally). And, yes, I'd go hit my numbers year after year after year.

"FAIL TO PLAN, PLAN TO FAIL."

My first boss out of college had a great expression: "Fail to Plan, Plan to Fail." He would often put this up on the slide projector at the start of meetings. It stuck. It's true! The guy knew what he was doing - he turned a $300K sales team into a $1MM+ sales team in ONE YEAR. I think if every manager copied his formula for success they'd have more success. His original formula used with that team was a winner. I'm going to put it into a program for sales managers later in 2010, so stay tuned on that one... anyway, my point is that planning is vital to success.

An often quoted statement is about the 3% of a graduating class at Harvard or Yale who wrote down their goals achieved more than the other 97% combined. I don't know if that story is true or not - it has not been substantiated from what I've seen. However, I did see a study from the Dominican University that there is an increase from 4.28 (unwritten goals) to 7.6 (written goals with progress reports to a friend or mentor). So, writing the goal down, including milestones, and reporting back on progress is a great idea if you want to be twice as good as the "typical" salesperson (who I've already explained is too lazy to write down their plan).

So, make a plan. If you're not sure how to write a territory plan, I've written instructions before on the blog and at AspireNow.com I think I posted an article in the past. You can hire someone to write one for you. But I believe there is value in writing your own plan. You may not work the plan (execute) if you don't write it. Take the time. Make the effort. Write a plan you can use to succeed.

If you want help with your plan, I've written a ton of sales plans and had CEO's and Sr. VP's tell me my plans are the best they've ever seen in their life. I've been hired off a sales plan I wrote for two different jobs. My plans are *that* powerful.

What are the keys to a good plan? Well, you must include the following:

1. Non-disclosure agreement & Executive Overview
2. Mission
3. Objectives
4. Understanding of Ideal Client
5. Definition of Product (what are you selling to them and why)
6. Strategy to achieve objectives
7. Territory - definition of borders, vertical, geographical markets
8. Ways you intend to differentiate and add value to prospects in that territory
9. The math of how you will achieve your quota
10. Milestones to hit to make sure you're on plan
11. Statement of known and unknown factors of risk

Only share #10 milestones with a boss if you intend for the boss to start measuring you on those milestones and you intend to hit them. If you're going to fluff your way through success, don't list that. But frankly, if you're going to succeed, you ought to list things you know you can achieve.

Most sales plans don't include #11 - but good business plans do. Why? Because this covers your butt if you MISS your quota, despite doing everything right, due to something weird happening. For example, if you missed a quota when the economy tanked. Some companies will give up on you if they think you aren't working your plan. But if you can demonstrate you are working your plan and can show prospects that indicate success is around the corner, that may buy you time to keep your job and thrive in the future. It's all about achievement of the numbers to most of these bosses, so you must show progress towards those numbers.

And, regarding achieving, it's all about your quota, in the end, for any boss. So, every boss will examine #6 with a fine toothpick and comb if they're worth their salt. Put the numbers they need to see there. But, for your OWN benefit, take THEIR quota numbers and then figure out how to DOUBLE that goal. Because that is the goal you ought to work for - reason being that if you miss YOUR quota you will still hit THEIR quota.

Besides the plan itself, doubling your quota is the #1 key to ensuring you always hit your quota. It proves that success is largely a MENTAL thing - you must condition your mind to BELIEVE YOU CAN. Take their quota, double it, figure out how to accomplish THAT goal, then work towards THOSE numbers. As long as you're adding value, selling the right number of deals to the right prospects, and focused on that higher number, you will pretty much always blow away your goals. There are other reasons salespeople miss quota I identify and discuss in Cold to Gold Mind Spark SessionsTM (my sales workshops). I'm offering these workshops for a limited time prior to selling Cold to Gold online, so don't wait if you're looking to explode your success in 2010 - many of the techniques I'm offering for a limited time and they are not offered anywhere else.

To register a group of 20 or more, send me an email to info@ARRiiVE.com. Otherwise, sign up directly at ColdtoGold.com

Check out additional articles on "Cold Call Tips For Effective Cold Calling"
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Cold to Gold Mind Spark Session

Attention: the next Cold to Gold Mind Spark SessionTM is scheduled for April 6, 2010, at 10:00AM.

Registration for this powerful online workshop will close one hour prior to the start of workshop. Only 25 seats are available for this session, which runs each day from Tuesday through Friday next week, from 10:00 a.m. until 11:00 a.m. So, hurry while you can still get in!

Cold to Gold is a system of selling created by Scott Andrews, CEO of ARRiiVE Business Solutions.

You'll gain access to the mind shift, techniques, and methods that help you get in the door, form better qualified meetings, and highly successful business relationships. These are the techniques used by Scott to land multimillion deals with IBM, EMC2, Data General, and other sales organizations. For example, Scott wrote Jay Leno a letter and Jay returned Scott's call personally. Scott never met Jay prior to sending the letter. You'll learn the techniques Scott uses to get responses like this. Can your business use a lift?

To sign up for this workshop, please visit http://www.coldtogold.com/
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Please note: The disclaimer re: warranty or terms is listed at ColdtoGold.com re: any assumption or statement of earnings you may make from ColdtoGold.
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Stop Thief! Headlines Increase Open Rates

Have you ever had someone yell "stop thief" on a street you near where you were standing? What do you do? You stop and take a look to see what is going on, right?

Well, good sales copy headlines produce the same result: people stop and open the email. Yet, how many salespeople pay attention to their email headlines? Most do not.

Sales executives often get lazy, too. They simply say what it is...

For example:

"Following up about ____"
"Here's my report for your review"
"Read our white paper on ____"
"Check out our new blabber widget"

Isn't this how most sales emails read that come across your inbox? Do these work for you? Or do you think they're boring? There's a better way. I've been studying email marketing and personally developing email campaigns for about ten years now. The first thing I notice about an email is the headline. Without a good headline, your open rate, or "opens", is low. With a good headline, your open rate increases.

The quality of your list can also dictate your success with open rates, too. However, for now, let us just say you have an average quality list of prospects that both know you and do not know you and you are trying to build a relationship so that over time, they decide to move in deeper and buy your products and services. That is why you have a list, right? How can you influence your success with that list?

Well, if they only read 20% of your emails, the odds of them making it to "buy" go down dramatically. You need your prospects to open your emails. PERIOD. Your headlines matter!

So, think about your headlines. If you are wondering what headlines work, watch what other marketers do - especially Internet Marketers. Study the best: Frank Kern, John Reese, David DeAngelo, Lorrie Morgan-Ferrero, and John Carlton. Learn from them. In addition, especially, pay attention to what they teach about headlines. I "borrowed" the phrase "Stop Thief" from a headline Frank Kern used a few months ago. And, I'm pretty sure he borrowed it from another great writer. It works, right? You would not be reading this free training right now, if it didn't work for you. Of course, the headline ALSO must apply to your topic, so make sure to use relevant headlines, too.

This is part of what I teach in Cold to Gold. I help you understand the types of headlines that work, and those that do not (and why).

What do you think is better:

"Check out my keynote on 'The Biggest Mistakes Sales Executives Make'"

or "Oops! You just fouled up!"

Hey- maybe I'll use that one! Haha...

When you start to understand your headlines, you will approach your email in a completely new way. A previous manager (a CEO, no less) get mad at me for teaching my team how to write better letters. Frankly, he was crazy! If your team cannot write a good letter, how do you know they can communicate with their email, or follow up properly? Seriously! Improving our communication skills is the number one way to improve our ability to sell. Writing powerful headlines means you know the right words and phrases that convey ideas, trigger people to buy, and excite people to take their sales engine, ignite that engine, and send it zipping down the racetrack!

So, how is your sales engine? Is it zippy? Or, does it feel a quart low on oil? The best way to keep the sales engine firing on all cylinders is to maintain it properly. In the world of selling, that means education. You can read it in a book, or you can get the information from direct from the trainer.

Right now, for a limited time, you have an opportunity to learn more about how to shift thinking, what you say does matter, and more in Cold to Gold Mind Spark Sessions TM (http://www.coldtogold.com/). Visit the website, or call me and we will talk about how to work with your team to impact higher results.

Until then, enjoy the free training I just gave you and have a great day!

Your friend in selling and life success,

Scott Andrews, CEO
ARRiiVE Business Solutions
http://www.coldtogold.com/

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Killer Training 5 Expert Money Making Systems With Brendon Burchard

Have you met Brendon Burchard? I met him last week at a seminar. This week, he released some videos that very well might change your life - I'm using his strategies in my own coaching.

Brendon Burchard just opened Experts Academy to the public and people are freaking out:

https://burchardgroup.infusionsoft.com/go/EA_live/Aspire/

Brendon started from scratch and made $4.6 million in 24 months through books, speeches, seminars and online programs. Now he's showing how he, and his friends like Tony Robbins, Frank Kern, John Gray, Brian Tracy, David Bach, Debbie Ford and others DOMINATE their topics.

In Brendon Burchard's Expert's Academy, you'll learn:

* How he used an innovative (and simple) strategy to write a short how-to ebook and get it downloaded 117,000 times, making him an instant expert (and rich guy).

*How he skipped the speaking circuit advice of starting out at a few hundred bucks per speech and LEAPED to $25,000 per speech with one secret approach to getting booked as a speaker.

*How he pulls in $500,000 plus paydays (that's net) in just one easy to create weekend seminar.

*How he gets coaching clients to pay $25,000 a year without having to work with them one-on-one every month.

*How a weird accident led to millions of dollars online with a ONE-PAGE continuity program. He calls it the "anti-membership" membership program - cool, huh?

I'm not kidding - you'll really learn all of this stuff!

https://burchardgroup.infusionsoft.com/go/ExpertAcademyVideo1/Aspire

Brendon is the go-to guy for authors, speakers, coaches, seminar leaders and online marketers. This amazingly detailed and innovative training will show you why.

This is the path to getting your how-to strategies for success out in to the world (and GETTING PAID for it):

https://burchardgroup.infusionsoft.com/go/EA_live/Aspire/

Check it out while it's still available. This will sell out like all Brendon's other trainings.
After you watch the videos, please let me know how you like them by commenting below!

Cheers!
Scott

Scott Andrews, CEO
ARRiiVE Business Solutions

ps. The $10,000 bonus he threw in is INSANE. Check out Brendon's Expert's Academy now:
https://burchardgroup.infusionsoft.com/go/ExpertAcademyVideo1/Aspire
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Note: ARRiiVE is an affiliate of Brendon Burchard and makes money when you buy Expert's Academy. Here's my story:  I've been telling everyone everywhere about this stuff - I'm excited about it and asked if I could help promote him! This may be late getting to you for this program, but watch all the videos, if you've ever had a dream of ending the 9 to 5 drudgery, Brendon's ideas are Life's Golden Ticket!

Is Cold Calling Frustrating You?

If you're trying to grow your sales revenue success, I'm sure you may be frustrated with cold calling. I can understand why. So many people SOUND like a SALESPERSON. It almost makes you want to hang up on them! For instance, from the last five salespeople who called me regarding "Event Hosting" and "Sales Force Automation" software, FOUR of the FIVE sales people started their call with this question:

"How are you today?"

Seriously. They were that bad! How did they know how I would respond? I could have been having a really bad day! Asking "How are you today" makes you sound like a salesman from the first sentence. That's not something you want to do, is it?

Cold calling is not easy - especially if you don't have a system. Fortunately, you don't have to fret any more, as I've created a system to help you remove the fear of cold calling and get in the door, called Cold to Gold Mind Spark SessionsTM.

Introducing:

Cold to Gold Mind Spark Sessions TM

Rapid Learning Workshops SM

I call my workshops "Mind Spark Sessions" because I've created a rapid learning workshop system that is the closest thing to a "Vulcan Mind Meld" - truly exchanging the my ideas from my head to your head - over four different sessions (modules) that offer the highest impact transfer of learning, interactive workshop, testing, and proof of concept available in education. Mind Spark Sessions go beyond a workshop - they impact your results immediately. The last company I taught Cold to Gold information signed the largest deal in their history just three months later. Now, success like that is cause for celebration.

Cold to Gold Mind Spark Sessions go beyond sales skill training and enter the domain beyond persuasion by offering each participant or sales representative information that contains the secrets to sales superstar special powers. Yet, almost anyone can learn these secrets to immediately increase sales:

First, I focus on the mental shift that must occur to help you make a successful call. This is also equally critical in sending a cold email, or in showing up at a prospect's door unannounced. It is even critical to your website design, so, Marketing people ought to listen up (or attend), too. What's cool about this mental shift is you start to have fun selling again, too. Shouldn't sales be more fun?

I first taught this mental shift to Tim G. while at DecisionOne fifteen years ago. Tim later went blew away his quota the first year selling, then continued skyrocketing his stellar success with Compaq and then HP!

Second, I teach something that is practically NEVER taught in sales training courses, yet is the SINGLE MOST POWERFUL KEY TO SUCCESS and creates a FLOOD of PROSPECTS in your sales funnel. This key, alone, will open more doors to you, make your website more powerful, help you create better sales emails, letters, phone scripts, and communicate LIKE A SALES GOD with your prospects.

Every time I've taught this concept to a sales team, that sales team starts increasing their success almost overnight. Now, for the first time ever, I'm teaching it in Cold to Gold Mind Spark Sessions.

Third, I show you personal tactics to not just cold call, but actually GET IN THE DOOR. Learn some of my personal NINJA METHODS I've used to successfully dial into the Senior Executive's office - without them ever giving me their phone number. One of my tactics I teach will reveal the senior executive's phone number over 80% of the time! Do you have that kind of system now? If you're selling in an enterprise environment, especially, you'll gain new abilities that give you the confidence to truly RID the DREADED FEAR of COLD CALLING FOREVER! Well, at the very least, you'll be more confident and a lot less afraid to call ANYONE and know you have a high chance to succeed at building a relationship with that person. You may not win them all, but wouldn't it matter if you could win just a few more? I'm sure you know what it means when you WIN MORE.... you MAKE MORE!

I once wrote a letter to Jay Leno. Yes, the head of NBC's Tonight Show returned my call PERSONALLY. Can you write a letter that does that? You will have the ability to write letters that open doors you would think totally closed to you before learning Cold to Gold. Does it always work? Of course not - nothing does - however, you'd be surprised at HOW MUCH MORE SUCCESS  you'll have in both SALES and MANAGEMENT when you learn Cold to GOLD.

In addition, I not only teach push techniques, such as making a phone call, sending an email, or mailing a letter, but also PULL techniques, which create something I'll call "Cat String Theory" - where the cat is the prospect and the string is your system and the CATNIP is in your hand! The whole point of cat string theory is to turn the table where instead of chasing after prospects, the PROSPECT CHASES YOU! It's powerful, it works, and they LOVE you for it. HOW COOL is THAT?! Your prospect becomes a customer as you deliver a solution not as a salesperson, but as YOU BECOME THEIR TRUSTED ADVISOR, expert, or even CONFIDANTE. If you don't know how to do this, then this module in Cold to Gold alone is worth the price of admission, which, by the way, is only $297 US for a Mind Spark Session (online workshop price, plus ticket fee from EventBrite) as of March, 2010. Move quickly - this won't be offered at this price for long.

Last, we put it all together. Each piece of the puzzle is carefully laid out so you can see how to better plan, strategize, target, and then DESIGN A CAMPAIGN that attracts your IDEAL customer to you and repels the prospects who will waste your time. If you're like me, the last thing you want is a prospect who won't buy wasting your time, right? Well, this CHANGES where ONLY PROSPECTS WHO BUY - or at least a lot higher percentage of them - are the people attracted into your money making machine. I'm a huge fan of qualifying prospects so only the best prospects end up in my pipeline or on my forecast. As a result of utilizing Cold to Gold, your pipeline will grow more reliable and the time wasters go "goodbye". Speaking of wasting time, the worst mistake you can make is to learn about a system that can change your life and..... wait.... and wait... or worse yet, do nothing. You're not that person, though, right? I mean, if someone showed you that you had gold in your very own backyard, and how to mine for it, would you be digging a hole right now or would you simply walk by and leave it there? That's what I thought. Go to Cold to Gold and click "Start Now" to begin - right now.

Cold to Gold sessions are started on Tuesdays, and continue each day of the week through Friday. So, not only are Mind Spark Sessions different - but they are simple and easy - you don't even have to leave the "field" or fly anywhere or sit in boring hotel conference rooms to learn this information. You can learn everything from your home office or even the comfort of your home.

Cold to Gold is the system you've been looking for to help your rocket blast off! I'm teaching Mind Spark Sessions personally, and also including a FREE special bonus "Gold Map" to help map out the whole process and in addition I'll include a FREE special KEYNOTE for the first 10 people who sign up right now!

Sound cool? I think it does. There are very few trainers in the industry focusing on this segment - yet improving PROSPECTING SKILLS is the HIGHEST IMPROVEMENT area to IMPROVE YOUR SALES RESULTS. Not only that, but if you learn this system correctly, not only does your FORECAST SIZE INCREASE, but also your forecast becomes MUCH MORE ACCURATE! Putting aside the numbers that sales management wants to see, moving beyond cold calling to Cold to Gold creates a system that simply PUTS MONEY IN YOUR BANK ACCOUNT. It's almost like receiving a LICENSE TO PRINT MONEY.

Now, we both know that with the FTC laws I cannot technically guarantee that you'll have as much sales success as I've had or even as other people who give me testimonials. In fact, I'd like to think you might sell more than me; however, I can't really say what will happen - your success is up to you and what you're able to do with it. One thing I can guarantee is that you'll love Cold to Gold and find it useful. If you don't love it and find it useful, simple send me an email within 30 days of your final workshop and I'll send the money back (less any expenses). It is that simple - you don't have anything to lose with a guarantee like that! You don't even have to send anything back. Just tell me, and that's that.

It's like going to a restaurant, ordering calamari, then filet mignon, lobster, and asparagus, enjoying a fine bottle of wine, then topping it off with tiramisu and a 20 year old glass of port for dessert, then walking out and paying nothing! I mean, really, it's that crazy - at least, that's what one of my competitors told me!

Can you guess why I'd offer a guarantee for Cold to Gold Mind Spark Sessions like that?

You got it - I believe in my program that much - I KNOW THIS WORKS. I know that you will love it and find it highly useful to your success at overcoming the fear of cold calling, getting in the door with prospects you previously did not even know at all, and building long lasting successful business relationships. You will likely even form more friendships and create some fans along the way! It's that powerful.

Cold to Gold isn't perfect nor is it for everybody. I mean, if you're the person who thinks every system of selling ought to dial the phone for you, write the letter for you, or meet your prospect for you, I'm sorry, but Cold to Gold probably isn't for you. Perhaps you're in the wrong profession! Seriously, you will have your part in this. But if you're the person who hears life changing information and puts it into play, then Cold to Gold will be music to your ears. And, it's only getting better, as each Mind Spark Session turns up new information (disguised as feedback) I use to make the content even BETTER.

Suppose your gut is saying to you "you know, Scott might have something here.... this just might help me"...well...LISTEN TO YOUR GUT! It's been right before. It is right now. Let's stop making the foolish mistakes that other salespeople make. Let's stop sounding like a salesperson. Let's stop blowing cold calls and start blowing away quotas! I can help you do it. We can do it together. I'm a big believer in having fun, learning some things that change people's lives for the better, and doing something that makes sales a heck of a lot more fun for everyone. The world needs more salespeople we can trust. Heck - the world needs PEOPLE we can trust, can I get an amen? Hahaha... seriously, with Cold to Gold, you gain the confidence you need to sell from integrity, honesty, and clearly, in a way that empowers you to be your best self, where clients love you, and you make more money. That's why I wrote this program. I truly want to see you succeed to the best of your capability. I love helping people get there.

For those of you reading this who normally come here for management advise, blogging advice, or team-building, well, you form relationships, don't you? Even if you don't buy, you know that I care about you and your success. Thanks for bearing with me as I share Cold to Gold - it's so exciting to me to release this to you. Without my readers I woudn't have my success. Without you, I'm nothing. So, I must say I am so grateful for you. I am so thrilled that you're in my life.

Well, I better get back to work. Talking about Cold Calling, for me, is fun - because it is no longer frustrating to make cold calls.... why? Because I have a process called Cold to Gold that turns a crappy frustration into a fun, exciting, and dynamic system that creates more relationships, friends, fans, and customers. I look forward to seeing you in the next Mind Spark Session. Let's learn this together. Let's have some fun. Let's rock our business success to a new level. Sign up for your own workshop at http://coldtogold.com/ by clicking START NOW.

To your success!

Scott

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My Sales Team Is A Bunch Of Order Takers

Do you need more sales? Are your sales people good at taking orders but failing at making the numbers?  Have you ever said "Why won't my salespeople pick up the phone and grow some new accounts for us?"

Or, have you ever caught yourself saying "My Sales Team Is A Bunch Of Order Takers"?!

You're not alone. It is why I created Cold to Gold TM (www.ColdtoGold.com). The truth is that salespeople lack a system for getting in the door. Companies, thinking salespeople need to be trained on how to make a sale, spend tons of money on consultative selling processes and company product knowledge training sessions. Your salespeople could have all the knowledge in the world, but if they lack a system to help them actually get in the door, make a call, send an email, or get the appointment, they never get the meeting in the first place!

After realizing I knew how to get in the door AND how little companies were spending on this valuable service, I developed Cold to Gold specifically to meet this need. Cold to Gold breaks down the problem most companies have with their approach to prospecting. We analyze the error in how salespeople approach the entire prospecting process: from strategy to research, practice, cold calls, emails, letters, phone techniques, and move each Mind Spark Session TM participant from guesswork approaches that fail to surefire methods that win. Some salespeople will DOUBLE their production within just days after learning Cold to Gold.

Mind Spark Sessions are a system of learning I discovered by studying the best teachers and learning systems in the world. It is based on 4-hour workshops. I call them mind spark sessions because of the way the information is taught is the fastest way of getting the information in my brain into your brain short of a "Vulcan Mind Meld"! Mind Spark Sessions are highly effective and efficient - as a salesperson, myself, I *hate* spending time in BORING sales training workshops. But I LOVE learning when the people teaching me GET IT: my time is valuable - give it to me straight, quickly, and in a way that INSPIRES ME. Thus - Mind Spark Sessions. Your team won't even have to leave "the field" of selling to learn!

If I'm singing your song, visit http://www.ColdtoGold.com, and sign up your new hires in a Mind Spark Session (webinar). If they report back they love it, enroll the whole sales team! Try it out - I guarantee you'll get the bang for your buck. Even your salespeople who aren't "order takers" will learn some new ideas that will grow their sales, too.

Cheers! ~ Scott

P.S. - For a limited time, I'm offering corporate sponsorships for Cold to Gold. If this might apply to your firm, drop me a note at info (at) ARRiiVE [dot] com.

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Cold to Gold Mind Spark Sessions Launched

FOR IMMEDIATE RELEASE

SHELL BEACH, CA -- ARRiiVE Business Solutions Launches COLD to GOLD ^TM Mind Spark Sessions ^TM.

COLD to GOLD Mind Spark Sessions (www.ColdtoGold.com) offer participants the opportunity to learn proven techniques to increase communication skills to stop blowing cold calls and start blowing away quotas. Scott Andrews, CEO of ARRiiVE Business Solutions, started offering Cold to Gold through a Keynote two years ago, and after receiving impressive feedback from audiences decided to expand content to include learning techniques to help each person assimilate Cold to Gold concepts through interactive sessions.

Scott realized the importance of Cold to Gold when he polled over 100 companies, asking, “What is your greatest challenge to generating new sales?” Surprisingly, clients overwhelmingly stated their biggest challenge is how to get in the door and build new relationships with the right people.  “That’s Cold to Gold’s target: how to get in the door and build long-term successful business relationships.” says Andrews. Through Cold to Gold, Andrews shares the biggest mistakes salespeople make; then counters with how to build sales success. Andrews drills-down into ways to structure your sales territory, how to write scripts and make phone calls, how to write letters, and send emails more effectively. Through Cold to Gold, Andrews shares techniques that helped him build a “Summit Club” record of success blowing away quotas at companies like IBM, DecisionOne, EMC2 and Diamond Resorts.

Andrews calls Mind Spark Sessions “The fastest and most effective method of training available today.” Mind Spark Sessions utilize a learning system Andrews developed through studying the very best trainers in the world and applying their techniques into a simple and effective learning system: rapid story-telling, high impact visuals, permission (or “buy-in” to each concept), then integration through an exercise cementing each concept in mind through a learn by doing approach. (Learn by doing is also popular at nearby California Polytechnic State University in San Luis Obispo). “Mind Spark Sessions are beyond workshops or training;  Mind Spark Sessions represent the quickest way to get the information from my head into your head short of a Vulcan ‘mind-meld’,” says Andrews, making a humorous reference to the thought transfer process used by Spock in the popular Star Trek TV series and movies.

Initially, Andrews is offering Cold to Gold Mind Spark Sessions through online WEBINARS you can schedule now at ColdtoGold.com. He offers corporations the opportunity to SPONSOR Mind Spark Sessions for a limited time, too. Scott is also working on developing Cold to Gold into a series of videos he will promote through an Internet launch later in 2010. Cold to Gold Mind Spark Sessions are available for a limited time at a special rate starting at $297 – a bargain considering the high cost of airline tickets, gas prices, and hotel room fare, according to Andrews. He also cites an increasing need for resources like this after the current economic recession “squeeze” affecting so many companies.

ARRiiVE Business Solutions (www.ARRiiVE.com) is a private company offering innovative services to help business leaders improve sales and marketing success. ARRiiVE, offering business solutions from the Central Coast of California since 2006, originated out of AspireNow.com, a website founded in 2000 by Scott Andrews now globally reaching over 50,000 people each month. 

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Keynote Speaking - Sales, Team Building, and Innovation

Event Planners: seeking a highly capable and entertaining speaker for your corporate event?


Book Scott Andrews, CEO of ARRiiVE Business Solutions, for your Keynote:

Description: Scott is an internationally acclaimed speaker who gives highly entertaining talks that combine common sense, practical knowledge, and a keen sense of humor that keeps audiences involved and entertained. His professional keynotes have ranged from 10 to 3,000 people.

Current Topics:

 Cold to Gold: The Power to Get In

 David & Goliath: Selling to Large Corporations

 Millennium Team Building for Maximum Success 

 Innovation Rock Stars: From Vision to Reality

Call to book Scott, now:

1. Dial (805) 459-6939
2. Send check to ARRiiVE Business Solutions

More details about Scott Andrews, ARRiiVE Keynote Speaking, here.


Also, click here for details about Scott's self-help speaking.


As someone who has been a DJ/MC for weddings, MC for major music festivals, performer in front of crowds up to 5,000 people, Scott is well-suited to help you make your event more successful. He understands what goes on behind the scenes to make the event come off polished AND make an impact speaking. 


Best of success to you with your event!
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Move Your Money For A Better Economy

For businesses in America who are frustrated with the economy, I have a simple question:

Are you banking with one of the fourteen banks who were "too big too fail"?

You know which banks I'm talking about... they were responsible for the last great depression and once again, they were responsible for the recent collapse in 2008/2009, too.

Banks who are backed by the families named Morgan, Chase, Goldman-Sachs, etc., along with banks like Bank of America, Citibank, and, Wells Fargo, etc..

Are you going to continue to support the banking policies of these banks? If so, you might as well start wearing an "I love Potter" shirt every New Year to show off your allegiance.

If you're saying, "I love George Bailey" well then do yourself and your community a favor and move your money from the "big fourteen" to a regional, community bank. You money is insured by the FDIC, and you'll probably get better service, as well.

This concept is inspired by a post I read at the Huffington Post:

"The idea is simple: If enough people who have money in one of the big four banks move it into smaller, more local, more traditional community banks, then collectively we, the people, will have taken a big step toward re-rigging the financial system so it becomes again the productive, stable engine for growth it's meant to be. It's neither Left nor Right -- it's populism at its best. Consider it a withdrawal tax on the big banks for the negative service they provide by consistently ignoring the public interest. It's time for Americans to move their money out of these reckless behemoths. And you don't have to worry, there is zero risk: deposit insurance is just as good at small banks -- and unlike the big banks they don't provide the toxic dividend of derivatives trading in a heads-they-win, tails-we-lose fashion."

Can you agree to this principle?

Watch the video and then decide for yourself if this is a good New Year's Resolution regarding your money:



Per Huffington, please "watch Eugene's amazing video, then go to www.moveyourmoney.info to learn more about how easy it is to move your money. And pass the idea on to your friends (help make this video -- and this idea -- go viral!)."


Moving your money from a "big fourteen" bank to a smaller, regional bank can be one way you can contribute to the growth of your local business community and help rebuild our economy the good, old-fashioned, American way.
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Predictably Irrational Offers Rational Pricing Ideas

Would you like choice A or B?


Human beings, when given a choice between: A or B
will choose the better of the two... or will they?

According to the research by Dan Ariely, author of  "Predictably Irrational", and an academic, people will actually not always make the right choice if influenced by a number of conditions.



For example, when presented with a slightly flawed "decoy" choice, which Ariely calls -A, the person will choose the choice that does not have the precondition flaw:

So A or B when presented with a slightly flawed "decoy" choice, such as A- or B-  when stacked together as A, A-, or B, the person chooses B, because A was presented with a flaw.

Or, when presented with the choice of subscribing to a journal and offered:

Choice #1:
A. Hardcopy subscription $29
B. Online Subscription $59

In choice #1, people typically choose "A" but when presented with:

Choice #2
A. Hardcopy Subscription $29
B. Online Subscription $59
C. Online Subscription + Hardcopy Subscription $59

In the second choice, people choose C considerably more than in the first example. In this case, choice "B" in the second option is obviously flawed, but people will choose C more often because they get something for nothing, in their mind (the hardcopy, in this case).

This is the argument and fascinating case study work shared in the book Predicably Irrational, by Dan Ariely.

The use of a "decoy" in pricing is critical if you wish to drive success of a higher-priced item.

This is also true if you set a precondition of a certain number in the suspect's mind prior to offering a series of numbers, they are more likely to think that number is "acceptable" as a price.

In addition, the use of zero cost items is essential in promoting a lessor quality item. Offer two of them with one free, and you drive sales.

So, in your pricing, are you offer just ONE price? Or, are you offering comparisons. Because, you see, people will buy based upon the COMPARISON guidelines YOU set. In addition, if you state a RANGE of VALUE prior to offering your price, the person buying will be associating value in that value range, and thus be more apt to offer or buy the pricing within a discount from that value.

For example, if you said "an offer like this, at our normal rates, would cost between $10,000 and $12,000" ut for this day only, you can buy at these special rates:

A. Offer A for $5,000
B. Better Offer B for $8,995
C. Both A and B for $9,995

In this instance, we're using three of the theories put forth in Predictably Irrational TOGETHER and thus, driving up both the likelihood that you'll sell the higher priced options B or C and also driving up the likelihood of prospects choosing option C - your highest profit offering. This is using the THEORY of FRAMING EXPECTATIONS with the THEORY of RELATIVE PRICING with the THEORY of DECOY PRICING. Another theory (not mentioned in Predicably Irrational but still a good pricing theory) is the THEORY of LIMITED AVAILABILITY. If people know they can only buy something TODAY, they rush to get it. It is like when K-Mart would run "Blue Light Specials" where the blue lights go on, everyone rushes to buy that item. It creates an "in-store" sensation that increases the odds people visit that store to get good deals. In this instance, it increases the odds they'll buy TODAY.

While some of these pricing strategies are already part of Cold to GoldTM, I'll be adding additional examples of ways to price products in the bonus "Marketing Maven Mashup" guide as we get closer to the online launch of Cold to Gold. Stay tuned...!
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