Brian Monahan

Hot take: as an agency owner, you should be tracking everyone’s time. Let me explain. Agency owners sell time for money. Their employees need to work on client projects. It’s also impossible for an employee to be 100% productive. Down time, training, time off are all necessary. Measuring how much time your agency is devoting to client work vs internal work is critical to measuring your agency’s efficiency. It helps predict when to move on to new projects, and keeps revenue predictable.

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Tips on digital and print introductions (bios, profile pics, ethos) TL/DR they should be current and succinct. Things that keep us from updated headshots and content: Having your photo taken can be hard. Looking at pictures of yourself can be hard. Summarizing all you do in less than 30 words is communication cross-fit. The images and blurbs aren't for you, they are for others. 😺 Is it true that some people don't care if you are a dog person? Yep. 💸 Are some people shopping purely on price? Also, yep. ⚾ Do you run the risk of missing the mark? Uh-huh.  The chance that your message will hit home is more important than risk or fear. One thing we try to do in our work is create multiple opportunities to capture someone's attention. 📣 Ways to get the point across: 💱 Infographics for detail and number seekers 📰 Headlines for scanners 📖 Copy blocks for readers 📸 Photos for visual learners 🎥 Video for consumers My headshot on the Trampoline Design website was close to 8 years old. I don't use the filter on Zoom calls because I don't want people to meet me in person and think, "Yeesh, the years have been rough." So, new photo up on the site and new copy coming. Cobble those shoes, my cobbler pals.

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There are two metrics every agency owner should track. Thankfully, they’re both simple to calculate. The first is utilization cost. Before we go further, yes, as an agency owner, you should be tracking everyone’s time. Utilization cost answers the simple question of “How much of my team is working on profitable projects vs internal work?” A high utilization rate is good, but remember, your team needs rest and non-client tasks. Think 80/20 rule, not 100/0. Tomorrow, I’ll go over the second metric.

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Are you hiring salespeople the same way you hire everyone else at your company? If you are, I bet you are experiencing one of these issues. 1) The salespeople are missing their revenue targets. 🤔 2) They reps aren't doing what you need them to do to change, and get better 😒-- or maybe 3) You wouldn't hire them again based on your current experience. 😡 Hiring sales talent is one of two main challenges I hear about from business owners and senior sales executives, especially those in the commercial construction life safety and security space. SO, I decided to do something to make a difference. I am doing a FREE 5 Day Challenge to hire your first or next sales superstar. 1-hour 5 days in a row I will give you what you need to hire the sales talent you want. July 10th to 14th. More info here 👈 . #saleshiring #salespeople #rightsizing #helixsalesdevelopment #retention

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Are you hiring salespeople the same way you hire everyone else at your company? If you are, I bet you are experiencing one of these issues. 1) The salespeople are missing their revenue targets. 2) They reps aren't doing what you need them to do to change, and get better -- or maybe 3) You wouldn't hire them again based on your current experience. Hiring sales talent is one of two main challenges I hear about from business owners and senior sales executives, especially those in the commercial construction life safety and security space. SO, I decided to do something to make a difference. I am doing a FREE 5 Day Challenge to hire your first or next sales superstar. 1-hour 5 days in a row I will give you what you need to hire the sales talent you want. July 10th to 14th. More info here . #saleshiring #salespeople #rightsizing #helixsalesdevelopment #retention

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If you aren’t framing your sales calls effectively, you’re killing your close percentage. Leading your sales calls with a powerful frame establishes you as the go to expert. Allowing you to control the container of the conversation. Doing this right will: 💥Remove objections before they happen 💥 Keep the call from going astray 💥 Create clear expectations for the prospect 💥 Have the prospect view you as their coach before they’re working with you Watch this video twice… And do this on your next call. ——- Struggling to close sales? 👇🏼 Reach out for a free sales breakthrough session where I’ll help you pin point exactly what’s holding you back. Stay leading😎 #ignitetheleaderwithin ➡️ Follow Trevor Maloney for more Sales and leadership tips.

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There is no Ozempic in voiceover marketing. No quick fix. No short cut. If you want to lose the bloat and belly fat from the babble in the bubble. . . If you want to achieve true fitness for your business. . . If you want to flex your lean and mean marketing muscle. . . You have to put in the daily grind, for several days, weeks, months, and years IN A ROW. "Consuming" the right information. Performing the right "exercises" the right way each day whether you feel like it or not. And you need to GO GET the right person in your corner to guide you every step of the way. I happen to know a pretty good personal trainer. Just sayin. #voiceover #voiceovers #voicetalent #voiceactor #voiceacting #voiceovertalent #voiceoveractor #voiceoveracting

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IMO.... The sales process shouldn't be - adversarial. Tactics that are manipulative and pushy don’t work anymore. (Did they ever?) Customers want to be in control of the buying decision. As an Uncopyable salesperson, you adopt a win-win attitude. Your customer has a problem. You provide the solution. Or, they have a dream, goal or a desire - and you help them attain it. The best salespeople guide their customers through a process that results in the very best decision for them. Making a sale that results in a happy, even excited customer isn't just a win for the customer; it’s a win for you, too. It leads to repeated sales, referrals, and testimonials. It’s more profitable 💰 and it’s more fun!

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Is your event branding getting lost ↳ or ending up in the trash? (The year was 2015) → A client asked us to manage an event for 3,500 staff members. They said they had branding materials ↳ so they deliver everything from their warehouse. What arrived was a mess: Broken, torn, moldy, mismatched, and obsolete elements—none of it salvageable. Some items had been in storage for 10 years. No one knew they existed, who ordered them, or how to assemble them. Our client isn’t alone. Most companies that attend or hold events own branding items. But guess where these items end up after the event? In the warehouse. ↳ forgotten until the next event. By then, they’re almost always damaged, moldy, and unusable. Sound familiar? We have a sustainable solution for you. Here’s what we kept hearing from similar clients: 1. Managing event branding is a hassle. → Transportation, setup, and removal are time-consuming. 2. Frequent repurchases due to loss or damage. → Branding materials often need replacing. 3. Insufficient storage facilities. → Finding space for branding materials is a constant struggle. 4. Burdened with unused, outdated branding. → Old materials take up valuable storage space. At Expandabrand UAE, we’re committed to a more environmentally focused approach. Using sustainable materials is just part of the puzzle. The real impact comes from reusability. Our proprietary event branding ecosystem: (Sustainabrand) We handle: - Printing - Delivering - Deploying - Storing - Repairing - Cleaning Sustainabrand saves you time, protects the environment, eases the pain, and most importantly, saves you MONEY! #LinkedIn community, which challenge resonates most with you? 1, 2, 3, or 4? Let us know in the comments below! #branding #sustainability #events #dubai

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If you removed revenue level based commission from the equation in sales, would it make everyone more skilled salespeople? Hear me out. When you hear a need or problem from a prospect that you know you can fix, it's human nature to dive head first into solution mode - "I can sort that for you! Look, here's a shiny solution'. Why? Because there is a potential sale there and the revenue is what you're targeted on. When a prospect says everything looks great, they're excited to present this and they're sure it may help them - we have a little wee. "This one sounds like it's in the bag!" Why? Because we're thinking of revenue. There's many more examples where focusing on revenue, as that is your target, which leads to bonus, which leads to having nice stuff makes us take our eye off our true goal - uncovering the truth. When you hear a need or problem if we were targeted on how well qualified a lead was you'd suddenly become the Carl Jung of asking questions - How long have you noticed this has been having an effect? Why use this as a solution? Maybe the problem might just go away? From what you've seen, how can you see this working for you over the next 6 months? When a prospect says 'everything looks great, they're excited to present this and they're sure it may help them' - we would hold in our wee and pick up on the words 'present' and 'may' like a dog hearing the fridge open from 300 metres away. When you say 'may' it sounds like there's some areas you're not sure on, tell me more about that. Ok, tell me about your usual process moving forward from this point? Who does this need presenting to? I've recently shared some case studies and data that's really helped sales managers get buy-in from their CCO on this, would it help if I shared these with you? When you go for revenue, you cut corners, get happy ears and believe your own lies. When you qualify and get curious you have a more truthful pipeline, more available time and a stronger relationship with prospects that genuinely need your help. For me this starts well before I speak to people - the tag line on my online presence is 'for businesses that are serious about training their salespeople'. I want to get to the truth quickly. Is training to tick a box for HR purposes, do you want a sticking plaster? Or do you genuinely want to develop your team? Maybe we should target on qualification over revenue for a healthier sales industry?

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❓Trivia Tuesday🙋 Question: What type of tasks can you outsource to a Virtual Assistant? a) Only technical tasks related to IT support 💻 b) Only creative tasks like graphic design and content writing ✍️ c) A wide range of tasks including administrative, technical, and creative support 🫶 d) Only physical tasks that require their presence on-site 🤹‍♂️ Answer a, b, c, or d in the comments below. 🌻 #triviatuesday #odbervirtual #virtualassistant #virtualsupport #socialmediamarketing

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🛑 STOP Dumping ALL your event registration data into your CRM!!! Be strategic with what goes into your CRM/AMS. Before youint dump all your reg data into your CRM... 🤔 Think about these super important questions to get the most out of your data: ❓ Why am I even doing this? Like, what's the end game with putting all this event data into the CRM? Make sure you've got solid reasons that align with what you want your business to achieve. ❓ Is this gonna make my customer profiles any better? Think about whether adding this event info is gonna give you a deeper insight into who your customers and potential customers are, so you can chat with them more effectively. ❓ Will my sales and marketing buddies find this useful? Make sure this info is something your sales and marketing teams can actually use to tailor their campaigns or follow-ups better. ❓ How will I know if this was a good move? Figure out how you're gonna track whether adding this event data was a win or not. Set some goals or KPIs to keep an eye on. ❓ Am I stepping on anyone's toes with data privacy? Double-check that using this event data isn't going to get you into hot water with data protection laws or upset your customers and prospects by mishandling their info. Just a bit of friendly advice to make sure you're on the right track with integrating your event data into your CRM! #eventregistration #eventdata #eventroi ------------ Follow me at Vinnu Deshetty for more tips and insights into event measurement and analytics. For specific help on how to effectively use Salesforce for event registration, book time with us at EVA | Event Tech Hub. https://lnkd.in/e-JfBG3T

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I had a recent request to run a workshop for a sales team whose closing rates were poor. Closing isn't, nor should it be, a mutually exclusive event separate to the rest of the sales conversation. An agreement to proceed happens naturally when both buyer and seller agree on the value being delivered. If a deal doesn't close, the seller probably hasn't identified the buyer's needs properly and so, they haven't been able to justify the value of their solution. The problem doesn't lie with closing. The problem starts much earlier in the sales conversation. Poor closing rates are a symptom of the problem. They're rarely the cause. If you're a sales leader and your team are having challenges with concluding deals and having to give discounts and other concessions, have a look at what's happening earlier on in your team's engagements with their customers. If you need a hand, please drop me a line and I'll show you how we address this problem using our root cause analysis tool. Thx Kav #closing #rootcauseanalysis #salesgeek Sales Geek

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