The audience will hear from someone who has over 30 years of corporate experience as an EVP Sales and Marketing in the signage, printed graphics, facilities maintenance and construction services fields. John can help SMBs build a sales engine and create record-breaking growth, on a part-time basis.
What is a Fractional CRO or VP of Sales? It is an individual with significant experience, who can come in on a part-time basis, and take over the entire sales function for an SMB.
There are many items comprising the sales function from managing the CRM system, to setting a sales agenda, to putting together a full sales plan, to documenting and setting up KPIs, it all starts with the people. SMBs need to hire, fire, coach, train, and socialize with the team that focuses on revenue generation. However, they don't need to do it alone...
We are joined by John Noonan, President of Growth Plan Partners, Powered by Sales Xceleration. John and his colleagues have observed that most SMB leaders spend only a few hours per week concentrating on these crucial, revenue-driving sales functions.
Growth Plan Partners and the Sales Xceleration Advisors are able to help SMBs achieve their sales goals on a fractional basis at a fraction of the cost it would be to hire an experienced, full-time Chief Revenue Officer or Vice President of Sales.
Phone: (914) 450-9190
Email: jnoonan@growthplanpartners
Set Appointment: https://calendly.com/jnoonan-gpp/30min
LinkedIn: https://www.linkedin.com/in/johnmnoonan/
Website: https://salesxceleration.bullseyelocations.com/salesxceleration/advisors/john-noonan/29633925
Sales Agility Assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=29633925
Tune in for this pragmatic conversation at TalkRadio.nyc or watch the Livestream by Clicking Here.
00:00:42.800 --> 00:01:12.780 Steven Frey @alwaysfreyday @smbguy: well, hello out there planet Earth and Happy Friday, Thanksgiving almost here. Flu Season definitely Here it's Friday, and it's always Friday with me, Stephen Fry your Smb. Guy, I see. Why am I, or in case you missed it? Smb stands for small and medium sized business for the last twenty years I've been a consultant for Smbs, a voice and a sounding board for business leaders advocating on their behalf their employees as well, I believe very strongly people in sharing stories, providing perspective and creating connections.
00:01:12.790 --> 00:01:42.770 Steven Frey @alwaysfreyday @smbguy: So every single Friday you can find me here on talk radio, Nyc: doing just that, lending what's left of my mind and my voice to this radio show. Right interview. Smb: leaders and their trusted advisors. One thing I've noticed over the years is that some of the best thought leadership for Smbs. It actually happens on Friday, right about the time we feel the freedom of the weekend coming. However, we're all so anxious to start the weekend, these crucial pearls of wisdom. They're often overlooked. They're swept aside. They're forgotten in favor of our
00:01:42.780 --> 00:01:45.529 fund weekend activities and our freedom from work
00:01:45.540 --> 00:02:14.459 Steven Frey @alwaysfreyday @smbguy: here on the show. We take advantage of that weekend freedom and clarity, and we discuss popular topics that are on the minds of Smb leaders and their trusted advisors once again. Name of the show, not just to play on words. My last name means free in German. So a little bit of rhyme and reason method behind the madness, if you will. So I've been feeling sick the last few days. First time that's happened in one hundred and two episodes of doing a live radio show while i'm not happy about it. Uh, I do have some time to do some strategic planning for next year, taking it a little easy to last couple of days,
00:02:14.470 --> 00:02:30.030 Steven Frey @alwaysfreyday @smbguy: probably into the weekend as well. Yeah, this is the time of year where businesses really need to take stock of where they are, where they want to go and how they want to get there, and although a lot of businesses will talk about it. It's fewer and further between that they actually go out and execute on it.
00:02:30.040 --> 00:02:44.549 Steven Frey @alwaysfreyday @smbguy: So today we're going to talk a little bit about Smb's increasing revenue through a fractional executive like a fractional cro. Very often, if you're an entrepreneur and you're a small medium sized business owner, you feel the need to do everything yourself
00:02:44.560 --> 00:03:14.549 Steven Frey @alwaysfreyday @smbguy: right. You're a big risk taker. You have access to all kinds of information out there on the Internet. Everybody feels the need to go out and figure out how to best navigate their challenges, their type of business model. And the long story short is, you don't have to feel like you're alone. There are people out there who can give a little bit of an impartial perspective. People who have tons and tons of experience in the world of sales and business development and strategy, and it is not something that has to be left up to you as a business
00:03:14.560 --> 00:03:41.770 Steven Frey @alwaysfreyday @smbguy: owner, especially if sales isn't necessarily your strong point. Now, a lot of times business owners will feel like they're They're the best ones to sell the platform, the product, the service, whatever it is because they're the ones who are closer to it. And sometimes the exact opposite can actually be true. The closer you are to something, the harder it can be to explain it to other people. So talk is cheap. We know that we're on talk radio, dot Nyc: We don't want this to just be talk. The goal is to use the insight on the business landscape and create
00:03:41.780 --> 00:04:09.759 Steven Frey @alwaysfreyday @smbguy: some, some really more impact that that we can realize on Monday morning. It's far too often that the businesses I deal with out there. They're focused on the product that's going to solve all of their problems. The shiny new mouse trap, the magic wand. One consistent thing I see out. There is products change every single day in everything that we do. Personal business really doesn't matter. There is no substitute for surrounding yourself with the right people first, and keeping a focus on the process that's really going to help you achieve your goals. You do that
00:04:09.770 --> 00:04:27.850 Steven Frey @alwaysfreyday @smbguy: the right products will be there when you need them. Everything begins and ends with the people. So you guys know I like to surround myself with the right people. In the spirit of doing that. We have a great show for you here today. Our special guest is John Noonan, President of growth, plan, partners, and adviser, consultant with Sales acceleration.
00:04:27.860 --> 00:04:56.459 Steven Frey @alwaysfreyday @smbguy: So a little bit about John John has built a reputation as a versatile and growth-minded Uh leader with a rich history of capturing multi million dollar sales, revenue navigating, ambiguous, navigating, ambiguous, and ambitious market penetration initiatives and systematically revitalizing sales and marketing teams that grow both the top and the bottom line he's demonstrated an expertise in forging long, lasting professional alliances, empowering diverse and high performing teams throughout the entire company.
00:04:56.470 --> 00:05:26.450 Steven Frey @alwaysfreyday @smbguy: In addition, he's been consistently recognized as an exemplary communicator at a trainer with a talent for rapidly learning new techniques and methods excelling in fast paced environments and proactively identifying key areas for improvement. His mango goal help you set and execute a plan to quickly grow and profit in. Today's environment, some quick, unique qualifications and accomplishments. He has a passion for maximizing process efficiency. Again, there's that process word again at all business levels, articulating, far, reaching project goals, delivering high
00:05:26.460 --> 00:05:50.660 Steven Frey @alwaysfreyday @smbguy: impact presentations and instilling trust in both clients and colleagues, significantly outperform expectations, and creating a remarkable ten million dollar ten million dollars in revenue and new business within a period of six months at a signage company, optimize a sales pipeline from twenty to thirty million dollars, and achieve bookings gained of sixty. Ah! As the executive vice President of sales and marketing at a large marketing organization,
00:05:50.670 --> 00:05:56.020 Steven Frey @alwaysfreyday @smbguy: launched customized company websites, new customer relationship management systems,
00:05:56.030 --> 00:06:25.719 Steven Frey @alwaysfreyday @smbguy: mostly re short. He helps you build a path to more sales. He's been consistently recognized. You know again as an exemplary communicator, which is just further fuel for the fire. It's not what you say. It's how you say it. Many businesses struggle to grow their sales, and as an advisor John will provide the leadership. You need to find your best customers and build a sales engine to create record breaking growth for your business. Once the path is built, we can more easily find your way again. John is the ideal person to help you create this path for consistent growth.
00:06:26.030 --> 00:06:53.190 Steven Frey @alwaysfreyday @smbguy: As an outsource fractional Vp. Of sales, you can deliver the process and results you expect whenever you're ready to take the first step you can call email schedule a free consultation. We will get there, I promise. John has some great thoughts for Smb: owners who are looking to grow their sales exponentially. As always, We're going to discuss my favorite questions. Who's your favorite movie, your Tv show? What's your favorite musical instrument. And who's the artist? You'd like to hear play it joining us from his home base in Westchester County, New York, John.
00:06:53.200 --> 00:07:09.959 Steven Frey @alwaysfreyday @smbguy: It's always Friday, brother Great to see you here. Thank you, Steve. I appreciate it very much. Who was that guy you described? It sounds like a top. That sounds pretty bad ass, right? I'm. Usually good at that. So, So, John. Most of my career has revolved around outsourcing crucial business functions.
00:07:09.970 --> 00:07:24.079 Steven Frey @alwaysfreyday @smbguy: Sales is the driver of revenue, and yet many sms they either don't believe or don't realize that they can get help from a trusted adviser who's not necessarily a full-time employee of the business. Let's hear about your journey. Tell us a little bit about how you got where you are today.
00:07:24.090 --> 00:07:53.549 John Noonan: I I appreciate that, Steve. Well, I spent the thirty plus years in corporate America. Um, working for everything from a two billion dollar company down to about a thirty million dollar company uh the two billion Dollar Company was great, because that's where it was my boot camp. I was a salesman there, but that's where I decided I wanted to be a sales manager instead of a salesperson, and I I truly believe it's kind of two different personalities, you know definitely. Number One mistake I see made in so many organizations today is, Take your best salesman
00:07:53.560 --> 00:08:23.549 John Noonan: and make them your sales manager with no training, no nothing. Just jump in the pool and start swimming, so we'll talk about that more later. But that's that's uh. I think there's some different personality sets that go along with your. You know your enjoyment of managing people versus just getting out there and hunting. Okay. So thirty years there, big company where I got my boot camp training Got my first sales team, you know. Got actually got some training in sales management, and uh went from there, was recruited away and worked for several different companies, you know, continuing to grow up,
00:08:23.560 --> 00:08:52.919 John Noonan: you know. One of my proudest successes was a company. I came in at thirty million dollars between uh before eight years we had them up to almost one hundred and fifty million dollars with no acquisitions. This was all internal growth, starting new divisions, building new sales teams around them. Uh today that companies over half a billion dollars is worse with some others and the like. But while a lot of the work I've done is, you know, with the thirty to fifty million dollar company, taking them to sixty, eighty, one hundred million dollars,
00:08:53.010 --> 00:09:18.060 John Noonan: Um! And uh. So after that adventure, and it was all fun, and you know we all had to get through Covid and do that during Covid. It gave me some time to think about what I want to do, and as much fun as it is in corporate America uh travel far too much. Missed too many kids, birthday parties, and the soccer games and all that kind of stuff, I said. Now, maybe you know, I can help small and medium sized businesses locally
00:09:18.070 --> 00:09:47.349 John Noonan: and really move the needle. You know we work in corporate America, and you know, it's big and exciting, and the numbers are large. But that needle doesn't move very far right on a percentage basis. So uh, I've been really excited to uh to join uh with sales acceleration with my company growth plan partners and and help these small and mid-size businesses really grow. Maybe you know, double triple, or even better save somebody that's on a precipice. That, uh, you know, is teetering on potentially going out.
00:09:47.360 --> 00:10:17.299 John Noonan: Um, I can show them the way, and and uh put the processes and procedures in place, and you said it earlier. Um, take over. You know I do the work you You made a comment earlier from some of our our marketing. But, uh, we don't give you a compass in a map. Okay, i'm the guide. I I come along to help you up the mountain. I help you do the work. I show you what to do. I show you how to stay safe, so uh that's kind of my journey, and why I got where I am. So, having a lot more fun to be honest with you, helping the small and mid-size business,
00:10:17.310 --> 00:10:21.959 John Noonan: and really enjoy my client base, and I look forward to many more of them.
00:10:22.310 --> 00:10:30.980 Steven Frey @alwaysfreyday @smbguy: It's it's great stuff, John, and one thing I heard there that I hope everyone picked up on is that not only are you a season tenured professional sales leader,
00:10:30.990 --> 00:11:00.970 John Noonan: but you're part of a network of people with sales acceleration that have some ridiculous sales experience. It's not just. It's also not just you out there, Right? You're part of it like, How many are there? Two hundred nation? Yeah, there's close to two hundred. And it was somebody said it. The other one of the meetings Recently they said, Do you realize we have five thousand years of sales management experience amongst our organizations. If we haven't seen it, or can't figure it out, it's extremely.
00:11:00.980 --> 00:11:30.970 John Noonan: But yeah, So the way sales acceleration works is, we have our own companies. I work directly with my clients. Uh, but sales acceleration network allows me to pool my tools and systems and processes with the rest of the organizations. And of course we all come from different backgrounds. Marketplace, right? The types of markets that we worked in in our in our career, so I can almost guarantee that there is someone in sales acceleration that's worked in every market in America. So if we need that talent or some specialized
00:11:30.980 --> 00:12:00.039 John Noonan: vision in a specific market. I can call on that person for simple advice and council for me to bring to the client, or we may partner together. Um, you know, somebody makes thermo nuclear couplers, which I have no idea what they even are. Maybe I just made it up. Uh, but I bet you. I have somebody that that ran sales teams around that, and we could partner together where they could be the strategy and Content side, and i'll be boots on the street, working with the sales team and and helping them accomplish and implement the plan.
00:12:00.710 --> 00:12:25.499 Steven Frey @alwaysfreyday @smbguy: So you know something that's been brought up time and time again. And other shows that I've done is the idea of lead generation versus lead engagement and using the Internet and using social media to get. You know new clients and everything, you know, for somebody who has as much, you know field experience as you, and kind of the time and place that we're in now has that you know altered, or your your go-to-market approach at all? Or is it? You know kind of kind of still doing some of the basics well,
00:12:25.510 --> 00:12:55.470 John Noonan: but you still have to do the basics well, and and you know there's no substitute for good marketing and marketing, and sales have to work hand in hand. Now, through my career, I was generally the evp of sales and marketing. Let me be clear, Strategist on the marketing side. Never been inside a website or wordpress, or push the button to send an email. You know I I had folks around me that did that in the director marketing and things like that, but it's so essential that they're in tune, and and everybody's got the same message,
00:12:55.480 --> 00:13:20.379 John Noonan: the same content. And they understand what their role in the process is because marketing is to your point lead generation, brand, you know, identification brand awareness. Uh, but what they do is build the top of the funnel. When we look at the sales phone, where we kind of start with a client, the top are these leads, these people that have some general interest. They may be buying what you sell. They may have interest in going there,
00:13:20.390 --> 00:13:30.079 John Noonan: and that's great. You gotta build those possibilities up. Okay, uh, and then Sales job is to take them from the top of the funnel and pull them through.
00:13:30.150 --> 00:14:00.079 John Noonan: Engage the client, understand the client, walk them through the process, and one of the things I tell people all the time, and when they say process, a lot of people talk about sales process um as much as I have to use that word in my business. Uh it's It's a dirty word in front of a customer. Let's worry about the buying process. Let's worry about what the customers process Is not ours. Okay? So you know, walking them through and understanding their process, taking them through the journey hopefully,
00:14:00.090 --> 00:14:23.159 John Noonan: showing them that something we have is something they need, and it just naturally comes together. So you know, I I I see this need to, you know. Continue to work together. Uh, How is the Internet change things? Well, we're being bombarded now, right on the Internet. It's It's insane. Um! I heard of it at one point as marketing is asking someone out, and a date and branding is the reason they say Yes,
00:14:23.170 --> 00:14:35.190 Steven Frey @alwaysfreyday @smbguy: right. But we we'll We'll come back to that in just a moment. We gotta take a quick, quick break, John, but we will be right back with John Noonan, President of Growth Plan partners powered by sales acceleration. Stay with us. Thank you.
00:14:37.490 --> 00:15:03.450 www.TalkRadio.nyc: Are you a business owner? Do you want to be a business owner? Do you work with business owners? I I'm. Steven, fry your small and medium sized business or Smb Guy and I'm. The host of the new Show always Friday. While I love to have fun on my show, we take those Friday feelings of freedom and clarity to discuss popular topics on the minds of Smes today. Please join me at my various special guests on Friday at eleven am on talk radio, Dot Nyc.
00:15:05.660 --> 00:15:12.309 www.TalkRadio.nyc: Are you a conscious Co-creator? Are you on a quest to raise your vibration? And your consciousness?
00:15:12.320 --> 00:15:36.250 www.TalkRadio.nyc: I'm. Sam, your conscious consultant, and on my show the conscious consultant hour awakening humanity, we will touch upon all these topics and more. Listen. Live at our new time on Thursdays, at twelve noon, Eastern time. That's the conscious consultant hour awakening humanity. Thursday's twelve noon on talk radio. Nyc:
00:15:41.280 --> 00:16:10.129 www.TalkRadio.nyc: Are you on edge? Hey? We live in challenging edgy time. So let's lean in. I'm. Sandra Bargeman, the host of the edge of every day, which airs each Monday at seven P. M. Eastern time on talk radio. Dot Nyc Tian in live with me and my friends and colleagues, as we share stories and perspectives about pushing boundaries and exploring our rough edges. That's the edge of every day on Mondays at seven P. M. Eastern time on top Radio Dot: Nyc:
00:16:12.950 --> 00:16:18.419 www.TalkRadio.nyc: You're listening to talk radio, Nyc: uplift, educate, empower,
00:16:22.850 --> 00:16:23.900 you,
00:16:25.230 --> 00:16:26.480 you,
00:16:27.890 --> 00:16:28.780 you!
00:16:28.870 --> 00:16:29.800 You!
00:16:31.780 --> 00:16:32.740 You
00:16:50.700 --> 00:17:11.889 Steven Frey @alwaysfreyday @smbguy: welcome back everybody. It's Friday. It's always Friday, and it's me. Stephen Fry, your Smb. Guy. We are chatting with John Noonan President of growth Plan partners powered by sales. Acceleration, John, before we get into the method behind your madness, I thought we would just sit out by my fire pit, which, after feeling sick for a couple of days, sounds glorious right about now, and just give a quick perspective on the situation.
00:17:11.900 --> 00:17:25.770 Steven Frey @alwaysfreyday @smbguy: Most businesses every business out there. Really, they want to increase revenues. But, like I had said before, being sick the last couple of days, while i'm not happy about it, it is giving me some of that time that I was looking for to do some strategic planning for next year,
00:17:25.780 --> 00:17:51.580 Steven Frey @alwaysfreyday @smbguy: and arguably even for the next couple of years, which is something that if you're an Smb, owner or leader manager, what have you? You very often don't have the time to do because you're wrapped up in the day to day of doing the business, and some of that is somewhat self inflicted right, no matter what the industry vertical is, everyone has an element of sales. It's not necessarily what they've concentrated on in all their years of medical school, but
00:17:51.590 --> 00:18:21.199 Steven Frey @alwaysfreyday @smbguy: doesn't change the fact that in order to grow a business you have to be, you know, focused on sales, business development, strategy and ways to increase revenues that everyone can follow right. So a lot of that means taking stock of what? Exactly are your goals and figuring out what's missing like again? Standard advisor type of stuff figuring out where you where you are right now where you want to go, and what's the best course of action to get there. You know. Big thought there is. It's not doesn't have to be just you. You have plenty of people who can help guide you to the promised land of
00:18:21.210 --> 00:18:30.200 Steven Frey @alwaysfreyday @smbguy: you know a great process, not a sales process per se. I love that tidbit a buying process because it forces business owners to look at the other side of the table.
00:18:30.210 --> 00:18:46.739 Steven Frey @alwaysfreyday @smbguy: So another quick thought, There, it's really helpful to sharpen skills around building rapport and creating influence with people. And I love the fact that one of your favorite books is how to win friends and influence people by Dale Carnegie. There's a reason that that book's been in print for what? Like eighty years, or something like that.
00:18:46.750 --> 00:19:16.739 Steven Frey @alwaysfreyday @smbguy: So it's it's something that you know, although products and services and market conditions and climates and everything change along the way, winning friends and being able to influence people is something that's kind of rain consistent throughout the years, and it does have a lot to do with sales, strategy and business development. But along those same lines you know you had mentioned. You knew you didn't want to be a salesperson anymore. You wanted to be a sales manager, and then there's the other part, which is a sales leader, which I always have, you know, discern a big difference between leadership and management.
00:19:16.750 --> 00:19:46.739 Steven Frey @alwaysfreyday @smbguy: But you know I I share the sentiment for sure that the best sales people are definitely not always the best managers, and certainly not the best leaders all the time. But you know it's it's good to to really put some put some thought into. Who's managing the day to day? Who's leading the charge as far as empowering all of the people who work for you as like a macro idea. But it's very often again when you're an Smb owner and leader, you're just worried about the day to day. You're worried about getting things wrapped up for the week on Friday
00:19:46.750 --> 00:20:15.790 Steven Frey @alwaysfreyday @smbguy: here, so that you can actually enjoy football this weekend. I'm having a friends giving dinner with some of our friends here in town. So but then, coming back on Monday, and being able to take some action which a lot of people don't do after you know, drinking and football and everything. So, John, this is the method part of the show, the science behind what you do. And really I like the bucket. That is what do you do? How do you do it? And how do you go to market for it? So give us the lay of the land. Right? Okay. So again, most of my clients are struggling with sales. They're stuck
00:20:15.800 --> 00:20:37.399 John Noonan: right that they get to some point. Great idea. Great concept to your point. Maybe the owner is the top salesperson, because he's so passionate, or she's so passionate about what they do. You know the sales is natural. It's not even sales, you know. It's It's just communicating the benefits of products and services to clients that have the need, and it just seems to come together like magic, but
00:20:37.410 --> 00:20:55.720 John Noonan: over time um, you know that can only take you so far uh a, and you know there there is a process to everything right. People talk about successful business is really just two things people and processes. Okay, And if they're working and they're in tandem and they're appropriate. Then then you're gonna win.
00:20:55.750 --> 00:21:24.819 John Noonan: The second. Another thing that everybody here is what gets measured gets fixed, and that's one of the things that business owners just haven't taken the time. Don't understand, or it's just gotten away from them measuring results. Okay, I mean, we all have the big number sales. That's that's easy enough. Okay. But there are so many other things that take you to those sales dollars, so many activities, so many things that are done uh that that can be measured, because in essence,
00:21:24.830 --> 00:21:54.789 John Noonan: sales can be a bit of a math formula right? In other words, if you need to do a million dollars in sales and the average sales a hundred thousand dollars. That's ten sales. You need. Okay to get ten sales. You may have learned over time. You have to propose yourself to a hundred people. Okay, Um. And to get to those hundred people you may have to call on one thousand people, All right. So then you gotta take your one thousand people divided by the number of days or your work units that you're going through,
00:21:54.800 --> 00:22:03.410 John Noonan: and that's something to be measured. At least, you know you're on the right path to the ultimate sales goal. Okay. Now,
00:22:03.570 --> 00:22:10.739 John Noonan: part of the other method to the madness is again, many business owners just never documented a process, even if they have,
00:22:10.820 --> 00:22:37.270 John Noonan: or they let every salesperson have their own process like. Well, I hired him. I hired her. She's a good salesperson go do it, and the only method that they use to judge them is their end sales amount. Okay, uh, In many cases you may have very talented people that just Haven't been given the tools or the guidance to get where they need to go or don't even understand where the goal line and that's that's one that's so big. Um, you know
00:22:37.280 --> 00:22:44.109 John Noonan: nine and a ten companies that I start to help When I say, do you assign well just to sales people, and they say, No,
00:22:44.250 --> 00:23:14.209 John Noonan: okay. They don't have sales quotas. So back to your other point about forecasting and planning and goals where you want it to go. One of the first things I do with the client is, we have to sit down and talk about our growth trajectory, all right. Uh, where do you want to go over? What period of time and at what rate? Okay? And generally there's three common right? One is low and steady, hey? I just need to keep this thing growing. Three to five to seven percent would be wonderful,
00:23:14.220 --> 00:23:42.529 John Noonan: because I've been flat or going backwards for years. Okay, Then there's the double digit folks. Okay, I need ten to twenty. The kind of things that get banks and investors and other things excited. Um, you know that ten to twenty percent kind of growth, and that's probably the ones I work with. Most. To be honest with you. It's exciting You've got goals. The investment is there. There's going to be investments in in people and process, and maybe equipment depending on what you do.
00:23:42.540 --> 00:23:48.309 John Noonan: Um, but it's extremely doable. And then there's the you know rockets that you know. Hey,
00:23:48.320 --> 00:24:05.319 John Noonan: I want to sell this business in five years. I've been told it's worth this much. I need five times that to retire at my comfort level. How do we grow this thing three times in five years? Is it doable? Yes, but obviously a much bigger investment in people, time,
00:24:05.330 --> 00:24:34.759 John Noonan: equipment, et cetera. So we balance budget against goal. Okay, once we get there, then my job is to determine how to divide that goal amongst the people. We have doing the selling job so that everybody gets a quota. Everybody's going to be measured, and at any point in time we're going to see where everybody is, what they're doing, how they're achieving, et cetera. Now, the best way to do that is obviously documented. You get everybody to understand it, but you must have a Crm. Uh, you know, for
00:24:34.770 --> 00:24:38.590 John Noonan: it's interesting. We do a an assessment with every client.
00:24:38.600 --> 00:25:08.590 John Noonan: So between the two hundred of us I believe we do something like two thousand eight hundred assessments a year, and then we do a big annual report on where companies in the five to fifty million dollars, small and mid-sized businesses, full on different scales of knowledge and implementation of sales, processes, procedures and the things that we teach and and implement for our clients, and I just saw it the other day again, because I just needed to verify it. You know It's only about fifty percent of companies in that size
00:25:08.600 --> 00:25:29.310 John Noonan: range that have or use a Crm system. And I say use because, you know, maybe many more have them because somebody told them you need a crs, and they use it as a giant rolodex. Maybe they put something in it. Maybe they don't, you know. So when a complicated spreadsheet exactly when I help a client, I will help them.
00:25:29.320 --> 00:25:57.969 John Noonan: If they have a crm, i'll work with it. If they want a recommendation i'll make one. But we're gonna take that sales process. We're gonna embed it in the Crm. So everybody's following the same process and procedure to take us down our path to success. And Then we're gonna assign those goals quotas Kpis. Maybe that's number of calls or number of customer visits, or whatever. And we're going to turn those into a score card in a dashboard. Okay. So you know, you know, at the beginning of the game every day
00:25:57.980 --> 00:26:19.429 John Noonan: where the goal line is. Okay, And you know how you're progressing towards that goal. And as a manager you'll get to see how everybody gets to progress. At one point I always like to make quickly, because sales managers, I mean sales people a lot of times. Say, they just want me to put that stuff in there because they want to, you know, suck my knowledge. And and you know, if they fire me, they know what's going on.
00:26:19.440 --> 00:26:48.930 John Noonan: I try to tell sales to. I can't run my business without the Crm: Okay, i'm working with my clients. I have my own Crm: Everything I do is in my crm system. I have my own pipeline. I'm monitoring my progress. I don't know how to do it any other way. Uh, and if salespeople see crm as a solid tool to run their Mini business within the business because their territory or their goal, or you know they're what they're going to accomplish is kind of their own mini business, right? And then they get to track
00:26:48.940 --> 00:27:08.800 John Noonan: themselves. So you know, I just encourage sales people, and I train them to look at it as your tool, not a management tool. Okay. And you know, once we have a lot of that in place, then you know the other things I do for clients can evolve around hiring additional sales, people compensation plans, um compensation plans or something that
00:27:08.810 --> 00:27:15.680 John Noonan: you know a lot of times I'll i'll talk to owners, and they're like, you know, these damn sales people just don't do what I want them to do. Okay,
00:27:15.690 --> 00:27:44.809 John Noonan: Okay, Um. Well, that kinda tells me that your compensation plan is not paying them to do what you want them to do, but I can almost guarantee It's probably making them the most money. So you know sales. People are smart. They're there to make a living. Their hunters. They know that's their tote board. Okay. So you know, one of the things we do right away is, look at the compensation plans. Are they rewarding the appropriate behavior for the company's growth objectives? Okay. So I won't. Get into a long
00:27:45.040 --> 00:27:52.540 John Noonan: thing on that. But you know that comp plan is an extremely important thing to look at, to entice good sales, people,
00:27:52.550 --> 00:28:22.459 John Noonan: and also, you know, we we. We hire new sales, people for our clients. Sometimes we have to let some go. They're just not appropriate fits. Um! They they! They don't have the the motivation or the skill set to take us where we need to go. Uh, we do have sales. Acceleration does have an in-house recruiting firm. So we can help them obtain salespeople and watch that whole process and monitor it for about a third of the price of your normal recruiters. Uh, and we give a six month guarantee because we're so involved
00:28:22.470 --> 00:28:51.590 John Noonan: with the client deciding who we want, interviewing them and writing and on boarding, plan and training them, which is something we do with with all of our clients and sales teams. We know this person is going to succeed, so we give them a six month guarantee, and you know there's many other things we do consulting in between there. But, uh, you know, once a lot of that process, work is done, then it's time to spend more time in the field with the salesforce. So we will do uh in field sales calls. We will do one to one coaching each week.
00:28:51.600 --> 00:29:09.920 John Noonan: We will put in a cadence of um a sales meeting every week for everybody to attend and help one another. Um, you know It's interesting. Some people say fractional. You know. How how much can you get accomplished part time. Okay, And I ask everyone to my business owners. It be honest with me.
00:29:09.930 --> 00:29:37.989 John Noonan: How many hours do you personally spend with the sales team or on the sales process. Besides what you do. So okay, I think the most honest answer I ever got on the high end was six hours, but the average was, I don't know an hour. Maybe I chat with them in the halls They bring me bids to look at, you know. So again. There's no time being spent on it now. And uh, you know, Obviously, compensation is important to sales people, but
00:29:38.000 --> 00:29:45.630 John Noonan: it all the stats today tell you the number. One motivating thing for a salesperson is recognition
00:29:45.640 --> 00:30:12.150 John Noonan: being recognized. For what they do is every employee. I would probably say that it's true, for but people always thought it was. Oh, it's just money. Salespeople are only motivated by money Now they want to be recognized. They want to know that they're doing the right thing, and they want the pad on the back and the support to do more of it. So all that thought we got to take we got to take a quick break, but I love it. We'll be right back with John Noonan, President of Growth Plan partners powered by sales acceleration. Stay with us.
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00:32:14.790 --> 00:32:44.780 Steven Frey @alwaysfreyday @smbguy: Welcome back to always Friday with me, Stephen Fry your Smb. Guy, Not just me. We're hanging with John Noonan, President of Growth Plan partners powered by sales acceleration, some great tidbits from John in the methodology segment. I want to just follow up with two quick thoughts before we get deep into the madness, John, you know. Again, it's. It's not necessarily consulting that. You guys do It's like consulting. Very often. Sounds like like like you had described as people go. You know they get some ah tools. They go online. They try to figure out the map and the compass to navigate the wilderness.
00:32:44.790 --> 00:33:14.779 Steven Frey @alwaysfreyday @smbguy: What you're doing and what your colleagues are doing is really more of a guide through the wilderness, which most of the time is what business owners and leaders are looking for. They they very often have a tough time asking for it and coming to terms with it back to your assessment, right? Because anytime I hear the word assessment. I always think of my consulting background. I I clicked on the assessment just for fun, and the first question got me going in the right in the right direction immediately. You talked about. You know big, bigger companies, corporate America a lot of times. They'll have metrics and things established
00:33:14.790 --> 00:33:29.350 Steven Frey @alwaysfreyday @smbguy: for sales, but the a lot of times in your small medium-sized business There's nothing right. So when I took a look at the assessment, the the first question says, How do you determine your company. Sales, objectives each year.
00:33:29.530 --> 00:33:33.949 Steven Frey @alwaysfreyday @smbguy: I feel like the the first. The first option that was there was the one that you,
00:33:34.260 --> 00:33:41.080 Steven Frey @alwaysfreyday @smbguy: even though people won't, mention it this way. It's the one that they're living by in the small medium-sized business world. We don't We just want to do better than last year.
00:33:41.090 --> 00:34:09.369 Steven Frey @alwaysfreyday @smbguy: There you go. It's true. So on that note. This is the madness part of the show, John. So madness has to do with the artistic observational view of what you do stories you have from the field? No subject to taboo. I know that you know most of the folks in the sales acceleration program have on average, twenty-five years of experience that's how you guys have five thousand years of of sales leadership training and in management, just general experience. But you know definitely Want to hear some stories you have from the field.
00:34:09.380 --> 00:34:39.329 Steven Frey @alwaysfreyday @smbguy: Yeah, The The idea of outsourcing crucial business functions is one that I've spent most of my career talking about, and there's almost no more crucial sales function than sales right? Because if you're not really embodying sales, you're not going to increase your revenues year over year. So talk to us a little bit about what the travels have been like. Give us some stories from the field, sure. Sure. Well, you know it's funny. I'll go right to the first point you made about, you know goal setting, and uh that line came directly out of a client's mouth when I sat down with them. And
00:34:39.340 --> 00:34:49.819 John Noonan: okay, What's our sales forecast for next year? Where do you want to be next year? And this simple answer was better than last year. Okay, And I had to say
00:34:49.850 --> 00:34:51.419 John Noonan: dollar better.
00:34:51.480 --> 00:35:05.760 John Noonan: Well, it should be more than that, I said. Five million dollars better. Well, I don't know if we can get there. And I said, Well, that's the point we we we've got to put a stake in the ground. We've got to have some goals here that we can work with. So um, you know
00:35:05.770 --> 00:35:35.749 John Noonan: you, you made a lot of points about a business owner getting really busy and not being able to focus on the sales function, and that's that's what we do. We put all of our effort there. We let the business owner kind of retract from it all. They can participate as much as they like. But, uh, you know, then then they find themselves much more efficient by going helping the balance of the business and doing other things that are more visionary instead of implementer types of things that we were doing on a regular basis. So you know, other stories is just working with sales team,
00:35:35.760 --> 00:35:58.729 John Noonan: and and you know I mentioned before how much you know appreciation is is, uh, you know, a motivator to sales, teams and things like that, and I love going out and working with sales people. But you see a lot of the problems that are created. I talked earlier about, you know, looking at the buying process, not the sales process when you're out with the client. So I started with a new company
00:35:59.070 --> 00:36:13.019 John Noonan: went out with their top sales and their absolute top salesman. Big account, you know, was going to make a presentation. I had only been there maybe a week, something like that. So I was going to be quiet and observe, and you know I walked into the meeting,
00:36:13.030 --> 00:36:27.509 John Noonan: and there were six or eight people on the other side of the table. Okay, So it was a buying committee for a large organization, and this company was given the opportunity to make their presentation from an Rfp. Or whatever. And this gentleman
00:36:27.520 --> 00:36:38.699 John Noonan: hardly shook a hand. Okay, just kind of said Hi. Everybody, you know. I'm Bob and uh we're here to tell you about Abc. Company. And uh, he just went to slide one
00:36:38.710 --> 00:37:07.689 John Noonan: and started talking about Abc. Company. Okay, hopefully, not reading directly from the slides and read, and reading directly from the slides. Very engaging, right. It's very engaging, and it's just what these people wanted, i'm sure, and I just watch the the rolled eyes and the glaze, and the this and the that, and you know he finished it acceptably. And and you know, then said, are there any questions and things like that. But then it was almost just a courtesy to get us out of the room, you know, type of thing, and and I went to, and I said, You know,
00:37:07.700 --> 00:37:34.509 John Noonan: have you met any of these people? Have you talked to any of these people before? And I talked to one in purchasing. They they got us this thing. Didn't we do Great! I said. No, we did horrible. I said, we, we don't know anything more about these people than the minute we entered the room. So one of the things, and it's a little sales tip to bit whatever that that I instructed this company to do. Moving forward, I said, Any presentation you ever make again in front of clients, be it one or ten.
00:37:34.520 --> 00:37:41.070 John Noonan: I want the first slide to say what we know about you today,
00:37:41.420 --> 00:38:09.860 John Noonan: and all you may have been able to get was a little bit of research off the Internet. You know your Xyz Company, and you have so many locations, and your growth to direct three is this: And you love being green, and you're gonna read whatever the heck you can find um. But obviously, if you know, the people look them up on Linkedin, you know, and I know Bob went to Nyu and Sally as a degree in this or that. Just throw it up there, you know. First off makes them feel good.
00:38:10.170 --> 00:38:24.849 John Noonan: Person actually took the time to research something about me personally. Pretty damn nice, you know. Um, but it what it does is it opens a conversation So the same salesperson to finish this story maybe a month later had a similar presentation.
00:38:25.300 --> 00:38:32.309 John Noonan: He had his sixty-two slides ready to tell his story, and he put up the first one. What we know about you today.
00:38:32.480 --> 00:38:37.479 John Noonan: One hour and fifteen minutes later we walked out of the room and never got the slide to.
00:38:37.780 --> 00:39:02.199 John Noonan: We just talked for an hour and fifteen minutes, and he said, Well, you know you kind of got those things right. But no, we're growing at a much faster pace, and we're going to be to all within. We could do this, and you know. And all this. Oh, how are you involved? What's your process? What should we do for you? Hour and fifteen minutes. One slide up on the screen that says what we know about you today. So you know just some of the war stories and some of the things that
00:39:02.210 --> 00:39:18.549 John Noonan: don't put enough emphasis on, and they wonder why why didn't they go? Well, you know what you know, and and and sales training in general, and you kind of talked about. You know um how to win friends and influence people. I'm. I'm a big believer in ongoing sales training. Uh we partner closely with
00:39:18.560 --> 00:39:44.519 John Noonan: the L. Carnegie, and they are great training institutions. Um, some people say, Well, don't you compete with them. Now we we don't do ongoing sales training. I do coaching. I I coach salespeople individually. I help them. Uh, but I think sales I mean uh Sandler and and Dale Carnegie kind of appreciate when we're in there first, because part of our jobs as I talked about before, is to make sure we have the right butts in the right seat, so to speak, and once we do,
00:39:44.530 --> 00:40:00.100 John Noonan: everyone loves to invest in a motivated, talented person as opposed to the old saying, putting lipstick on a pig that's you know. Not not going to win you any any ribbons at the fair. So uh just a couple of of ones they kind of came to mind to me there. So
00:40:00.110 --> 00:40:17.929 Steven Frey @alwaysfreyday @smbguy: so. So there's a couple of case studies that are on some of your content out there, and I know some. You know some things you might have participated in. Some of them might have just come from the Sales acceleration stories from over the last fifteen years, and it's an exception. But there was what I was looking at back to your Crm discussion from before Construction Company case study.
00:40:17.940 --> 00:40:25.589 Steven Frey @alwaysfreyday @smbguy: Okay, So this is something that's very sensitive to me with the Crm world, because I've seen so much of that over the years where
00:40:25.600 --> 00:40:53.590 Steven Frey @alwaysfreyday @smbguy: somebody said you needed to have a crm system, and the people just use it as a more complicated spreadsheet, and not really with any sort of rhyme and reason. And you know, like that's it a lot of times. It's because this the technology itself, like if you use salesforce as an example, is expensive to license, and people that consider that to be the biggest expense. I consider the biggest expense with something like salesforce to be spent on implementation and to and too many times I've seen people license the technology
00:40:53.660 --> 00:41:23.649 John Noonan: and then have their own people internally figure out how to implement it when it's not really any part of their expertise. Have you seen that out there as well. Oh, absolutely, I mean, I've seen, you know. You know whether you call it deal process, opportunity, process, whatever the heck it is, and depending on the one that you're using just random stuff put in there, and and with no thought, no rhyme or reason. Well, it kind of came that way, and we just adapted to it, and we just worked it that way. Um, and it's amazing. Um, or they're they're not using
00:41:23.660 --> 00:41:30.510 John Noonan: the tool as a guide. I mean, there's so much Ai out there right? Artificial intelligence. So today
00:41:30.520 --> 00:41:45.369 John Noonan: with any major Crm system, you know, you can have everybody's using linkedin to find people right. So we're gonna find people on Linkedin, whether we have navigator. And we're doing these massive searches, or we're just doing our one on one stuff and regular linkedin,
00:41:45.380 --> 00:41:54.760 John Noonan: you know. Part of the headache is. Oh, God! Now I got to type this crap in right um last thing you want a salespeople person doing is typing it in, and you're not going to pay somebody to do it.
00:41:54.770 --> 00:42:13.429 John Noonan: There's software out there already. There's one called Lead jet. They actually just change their name. I'm sorry, but anything you do on Linkedin pulled right into your crm. Just say, pull it into Crm: name, phone number it. No typing, no more typing just notes and information and attachments. Okay, So you've got that to start your process,
00:42:13.480 --> 00:42:19.559 John Noonan: and if you build a good process and you follow it. I mean the busier you get, the more
00:42:19.570 --> 00:42:38.910 John Noonan: you have to keep track of things right. I mean. I was a calendar person. I used to use the daily plan or written one, and we got to computers and digital and outlook, and I use my calendar every day for appointments, and to do kind of thing. But one of the things is activities, you know, in in all good Crm systems
00:42:38.920 --> 00:42:53.679 John Noonan: that every time you're looking at an account or an opportunity, you know what's the next activity? This is what I focused sales people on this really two things I want to talk about when you're talking to me about a potential account. What have you done?
00:42:53.840 --> 00:42:58.040 John Noonan: When did you complete it? Okay, And what are you going to do?
00:42:58.050 --> 00:43:20.059 John Noonan: And when you're gonna complete it? Okay? And this is how we keep track of things. Okay? Well, I showed him some samples. He's got some interest uh next thing I want to do is get them to come visit the plant, you know, so that they can see it great. When are you gonna do that? What's your commitment to do that? Okay. And if you're diligent in working with all of your clients, all you do is pull up your daily activity list, and it's right there in front of you.
00:43:20.070 --> 00:43:33.720 John Noonan: You said you were going to do this. Call that guy, mail this, send a sample, Go visit this person, boom, boom, boom, boom, and you just automatically become so much more efficient and trying to remember things. And and you know
00:43:33.870 --> 00:43:43.920 John Noonan: there's a term out there called lead nurturing right? Um. In other words, you know, you can have a great marketing company and and leads. Really, you know, there's two
00:43:43.940 --> 00:43:58.620 John Noonan: two areas there's interest and and need. Okay. And then there's timing. All right. You need both to make a sale. Okay. But when you have interest in need, Okay. But the timing, maybe six months from now,
00:43:58.630 --> 00:44:05.570 John Noonan: once you learn that you've got to nurture that? Okay. You've got to make sure that you put time and effort
00:44:05.600 --> 00:44:22.239 John Noonan: into staying top of mind staying in contact, even though you know a decision is not going to be made for six months. Um, you need to nurture that lead, and those are all parts of your activity and and maybe email blast that that are out there generating interest for you.
00:44:22.250 --> 00:44:33.109 John Noonan: Um, Another stat That just kind of came to mind as we're talking about this is in the average B to B sale today. There are nine point five
00:44:33.120 --> 00:44:48.290 John Noonan: influencers to the sale in a company. Okay. So what's an influencer. You may never meet an influencer. Okay, you may only deal with two people at the company. There's Bob, and there's Sally, right, and I go meet Bob and Sally, and they're going to make this decision.
00:44:48.370 --> 00:45:03.109 John Noonan: They may ultimately make it. They may sign the purchase order. They may give you the order, whatever it may be, but there's probably another seven people behind them that are gonna have to know something about your company, what you do, how you do it, and can
00:45:03.120 --> 00:45:33.089 John Noonan: land, mind you, if they don't like what they're hearing, even though they've never met you or seen what you do, So it's important to market to a much broader swath of people within an organization, so that they have an understanding of who you are and what you do. So when they're sometimes, you know Cfo may never be in any of your meetings. Okay, but I can assure you he's signing something about your down the line. So if you can find out who that person is. Just go, go, go five or to nine ways deep in an organization,
00:45:33.100 --> 00:45:39.090 John Noonan: Find the Hr. The purchasing the Cfo. All people that may have an influence
00:45:39.100 --> 00:46:09.090 John Noonan: get their emails. It's easy enough to do with lists or whatever, and get them on your marketing cadence of E blasts and information. They may ignore it, but at least when they're asked about you, hey? I've seen something on them. I don't remember where, but they seem like an okay company. Fine. Do it as opposed to. I've heard of these guys. How are they? Give me some data, or I vote? No. So we got to take a quick break, but just to point something out here the construction case. Study right it, said the big win. The company set a sales record, and it's first quarter of implementation
00:46:09.100 --> 00:46:39.080 Steven Frey @alwaysfreyday @smbguy: projected three million dollars increase over the next three years. But then, when you look at the testimonial that these folks left, It was almost funny to me. It's like sales. Acceleration came in. It helped us fix a broken sales process in our organization. We implemented commission plans, a sales, playbook, crm, and trained existing sales people. It was a significant investment, but they delivered exceptional value, and using your example from before of well, do you want to increase by one dollars or five million dollars. If you're increasing a projected three million dollars.
00:46:39.520 --> 00:47:05.639 Steven Frey @alwaysfreyday @smbguy: That's pretty sizable like it It's a lot of times small medium-sized business owners can be penny wise and pound foolish. And this is this like it? It immediately struck me that way. It's like It was a significant investment, but they delivered value. It's like I I I bet I bet that's the case. I don't think they spent three million dollars on implementing that right? Right? Exactly. So we're going to take a quick break, but we'll be right back with John Noon and president of Growth Plan partners powered by sales acceleration. Stay with us, everyone.
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00:49:12.700 --> 00:49:40.939 Steven Frey @alwaysfreyday @smbguy: Welcome back to always Friday with me, Stephen Fry, your Smb. Guy. We are chatting with John Noonan, president of Growth Plan partners, which is powered by sales acceleration, John. Some great tidbits here, I hope everybody's listening. You don't have to do it alone is one of the biggest messages that I take away from discussions like this. I'm gonna throw out there a couple of testimonials pertinent to some of the case studies for for sales acceleration, and through the work that John does, and some of them are even pertinent to some of the little messages that John was sharing just now, but
00:49:40.950 --> 00:49:50.260 Steven Frey @alwaysfreyday @smbguy: sales acceleration came in and developed a new plan for the organization which created a positive work. Environment through refined sales, processes and key personnel changes.
00:49:50.270 --> 00:50:20.260 Steven Frey @alwaysfreyday @smbguy: Sometimes business owners have a hard time letting go of people. It's like they. They have that family feeling which I always laugh when I, when I get that from people like you do realize that one out of every two families ends in divorce, right? Uh? But but yeah, it's, You know one of those things where sometimes, if someone's not working out, you know, people who operate own and operate small medium sized businesses might have trouble making some really drastic changes uh here's another one. The owner now has overall confidence that within the next twenty-four to thirty-six months the new sales organization will generate fifty percent of costs
00:50:20.270 --> 00:50:24.979 Steven Frey @alwaysfreyday @smbguy: company sales. He feels like the sales organization has been built for sustainability and growth.
00:50:24.990 --> 00:50:47.879 Steven Frey @alwaysfreyday @smbguy: This is really important because you had mentioned before certain companies that you had worked with over the years, they grew without acquisition. But then you mentioned some other ones that grew even larger with acquisitions, succession, planning, and getting out of certain businesses these days, given, you know, the influx of all the millennials and Gen. Z. Folks to the workforce and baby movers, and even some Gen. Xers exiting the workforce right
00:50:48.310 --> 00:51:12.600 Steven Frey @alwaysfreyday @smbguy: a lot of times in my travels. And you you tell me if this is kind of consistent with what you see when somebody's a small, medium-sized business owner, they'll look at the business as their retirement plan pure and simple One day they'll just go. Oh, i'm gonna hang it up and pay me for my business. It's like that process, Tip. If you talk to any succession planning, specialist or anybody like that, they'll tell you that that process starts about thirty, six months before you really want it to happen.
00:51:12.610 --> 00:51:41.359 Steven Frey @alwaysfreyday @smbguy: Yeah, at at at minimum, right? So sales acceleration brought in the sales structure and strategy we needed to be successful. Thank you. And again, like I read, I read testimonials like that, and it's it's it's cool, makes me feel good, but I also I like what you first said when we got started. It's not a sales process. It's a buying process. Nobody likes to be sold. They love to buy
00:51:41.370 --> 00:52:11.290 Steven Frey @alwaysfreyday @smbguy: John. The whole idea with the message part of the show to bring things home here from weekend insight to Monday impact. We want to leave everybody with some sound bites. They can actually remember over the weekend I know you have, uh the assessments that people could take which is going to be in the show notes. You have free consultations where people could book time with your calendar link and all that. But what else do you want to leave people with over the weekend that gives them some food for thought to hit you up on Monday morning. Yeah. But let me just re-emphasize the assessments. I mean the the one on on my website, or you know, in my email,
00:52:11.300 --> 00:52:38.020 John Noonan: and what you'll post is just a simple ten question, one literally take you three minutes, three minutes, so that we can have a real intelligent conversation, and again no obligation. Happy to talk to anybody about their current situation. Um. One of the things I pride myself on, and I know most of the sales um um acceleration folks do as well is, you know we are truly advisors and counselors that help you do the work. We're not here to tell you anything.
00:52:38.030 --> 00:53:08.020 John Noonan: Okay, We We wouldn't be doing our jobs if we were. So you know we want to look at your current situation, and we'll be brutally honest with you if we can help you. But the assessment is kind of like. You know the examination that your doctor does right before he treats you. I'm not going to prescribe anything to you until I know what your systems are I mean, your symptoms are, and and what we can do about it. So please Prescription without diagnosis is malpractice. Hey? I go Boom, I love it. So I encourage anybody that that feels like they're stuck to
00:53:08.030 --> 00:53:27.480 John Noonan: to do that, even if you just want to chat. I'm. I'm happy to have a chat and talk about your situation and what you can do. But you know simplistically, you know some of the other sound bites to think about. You know how much time you spending with your salesforce? How much time are you spending on that process? And are you just leaving them alone to do it? Even if you don't,
00:53:27.490 --> 00:53:49.580 John Noonan: you know, engage with me or anybody else. I I've got to encourage you to uh, you know. Get together with your sales team. Sit down. Talk about a game plan, Put some goals together and and do it as a team. One of the first things I say in my very first sales, meetings with everyone, every client I've ever worked with, and every company I've ever managed is My first line is
00:53:49.610 --> 00:53:53.330 John Noonan: gentlemen, ladies Sales is a team sport.
00:53:53.340 --> 00:54:22.429 John Noonan: If you feel like, there's the door. Okay, Because loan rangers and those ones that want to do it on their own. And you know It's a balance of company goals and objectives against you know their ability to earn money and and what they should be doing. So uh sales, sales, marketing, and operations need to be singing in unison. You said it before with sales and marketing. I would definitely bring operations in there as well. This is this is great stuff, John. People need to be need to know that folks like you are out there, and it's not all incumbent upon them to figure out
00:54:22.440 --> 00:54:26.270 Steven Frey @alwaysfreyday @smbguy: best sale strategy and the best buying process.
00:54:26.280 --> 00:54:56.260 Steven Frey @alwaysfreyday @smbguy: So you have to be able to look at it from the From the consumers side of the table you have a direct line nine, one, four, four, five, zero, nine, one, nine zero. So people can give you a call. You do have an email. That's with the sales acceleration folks. I know your preference of email is Jane, that growth plan partners. But they will both find John, no matter what they'll be in the show notes. So you guys could find him, John. Thank you so much for joining me here today. Really appreciate you spending some time with me. Thank you, Steve. I appreciate it very much before I let you go, though I am going to revisit the answers you gave me to my favorite question:
00:54:56.270 --> 00:55:08.520 Steven Frey @alwaysfreyday @smbguy: Who's your favorite movie? Your Tv show character. What's your favorite movie, your Tv show what's your favorite musical instrument, And who's the artist? You'd like to hear play it? So I guess it's no surprise that since you help various enterprises with sales,
00:55:08.530 --> 00:55:37.330 Steven Frey @alwaysfreyday @smbguy: that your favorite Tv show character is the commander of the Uss enterprise. Another none other than James Tiberius Kirk. So there's There's a lot to be said, for, you know Captain Kirk, and what you do. You know, Kirk leads his crew as they explore new worlds, new civilizations, and boldly go where no man has gone before. There you go, man or woman, these days. We're not trying to, you know, have to have the sex as part of it. But you know, and any person go polyg where no person has gone before, and really
00:55:37.530 --> 00:55:57.709 Steven Frey @alwaysfreyday @smbguy: the where Sms. They might not have felt the need or the desire, or the even the reality, that you can have an outsourced vp of sales, a fractional cro, if you will. But yeah, exactly. They look at it as something. Hey? I could do it myself. You can always do everything yourself, but you're not giving yourself the best chance a lot of times,
00:55:57.740 --> 00:56:00.780 Steven Frey @alwaysfreyday @smbguy: right? So your favorite movie
00:56:00.830 --> 00:56:04.279 Steven Frey @alwaysfreyday @smbguy: Caddy Shack, one of my favorites as well.
00:56:04.290 --> 00:56:34.279 Steven Frey @alwaysfreyday @smbguy: So Caddy Shack an exclusive golf course has to deal with a brash new member, a destructive dancing gopher, and the goof ball caddies themselves, which is one of the reasons you think of Caddy shack, and as I thought of it as soon as you mentioned it, one of the main characters names is Danny Noonan. There you go, and he works as a caddy at the club, just to earn enough money to go to college. He's trying to kiss the butt of Judge Smail, so he can get into the Caddy scholarship program and become an attorney, or whatever the hell he wants to do. But it's it's. It's a great stuff man like It's it's first. As soon as you say
00:56:34.290 --> 00:57:04.280 Steven Frey @alwaysfreyday @smbguy: I was like Danny do this, obviously, and we won't miss it. We're gonna make sure you make that shot like he did exactly so. Your favorite instrument and artist is one of my favorites as well, and a very popular answer quite possibly the most popular one this year is you like the piano, and you like Billy Joel. So there it in certain lyrics from his songs actually made me think of the business owners who have really trouble getting this type of concept like I don't care what you say anymore. This is my life. This is my business.
00:57:04.390 --> 00:57:14.430 Steven Frey @alwaysfreyday @smbguy: It's like, and you're talking about like Why, the people haven't taken direction from the owners. It's like, Do they want to know why? Or they just say, don't ask me why I have no idea,
00:57:14.930 --> 00:57:32.480 Steven Frey @alwaysfreyday @smbguy: but it's a something that struck a couple of nerves with me. But no matter what I gave you the today's school of what Billy Joel looks like, and the old school of what Billy Joel looks like. So, no matter what you're looking good. Thank you, sir. Great pleasure to have you here once again. I'm going to let you go for the day
00:57:32.520 --> 00:57:56.379 Steven Frey @alwaysfreyday @smbguy: coming up next week. It is going to be Thanksgiving shortly, so i'm not going to do a show on next Friday We'll be back with more on Friday, December second, at eleven Am. Eastern time. Until then, thank you for joining us on always Friday. We hope you gain some weekend insight to make a Monday impact. Have a great weekend. We we will see you on December second, right here on talk radio, Nyc: after Tommy D on philanthropy and focus. Have a great weekend. Everyone
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