Business

I have found it fascinating to watch this political season unfold.  Realizing again that the old ways continue and the new ways fall to the way side when power is involved.  There are NO changes that I can see that either party offer ~ it certainly seems that way from the campaign adds, digging up dirt, and unkind words at play.  Instead of seeing this election as a powerful change the media and both campaigns have brought it down to the same old same old......so here we are....
 
We are seeing history play out.  The first African American man to run for president and the first Woman on the Republican ticket to run for VP.  Yet we GO AFTER them too. We aren't divided by race and gender as much as we are divided by politics and the way WE each think it should be.  Instead of embracing each campaign and learning about each platform ~ we quickly divide into two categories. (DEMS and REPUBS).....
 
That fact that we've broken almost 250 years of one demographic running for the presidency and in turn running our country. Both campaigns are playing the same game of politics.....? 
 
As we continue to watch this unfold and history being made with no regard on either ticket for real CHANGE we can only hope that the "best team" wins.  In other words, whatever team wins will either of them really be looking at the country's best interest over there own.  Georgia Dudley, Founder & CEO Empowering Women Network, Inc.

Hello All - Just a quick note on "Selling in a Down Economy".  I have a set of amazing Sales Coaching Clients who are "nervous" about the economy.  They are getting push back from their clients on purchasing goods and services.  The reason:  "Reduction in Spending" or perhaps they are hearing, "Work force Reduction", etc.  The news certainly confirms these findings!
 
TIP 1 - Let's remember why companies purchase goods and services in the FIRST place....to either SAVE THEM or MAKE THEM ($) money.  Most products and services - when cost justified using a ligitmate ROI ~ can show these companies how to save money and/or make money in any type of economy.  If for example work force reduction is the issue (remember things still have to get done).  Can your product and/or service support the "gap" in productivity or the length of time to market companies will may face with a workforce reduction?
 
TIP 2 - Don't let other "down and out" sales folks compromise your own motivation or sales efforts.  You may have to work harder, make more contacts, reduce your margins a little - however business is being done while you are worrying about getting it done!
 
TIP 3 - Get out and NETWORK ~ find new venues, go more often, contact customers and friends for referrals. 
 
TIP 4 - Go back to the basics!  Make sure you brush up on your SPIN selling techniques and have a defined Sales Process.  Keep records of your progress and make MORE CALLS!
 
TIP 5 - HANG in there - this too will pass!
 
See you next week!  Georgia Dudley, Founder Empowering Women Network, Inc.

Thank you ALL for taking time to respond to Empowering Women Network's 2008 Member Survey. 
The anniversary event was amazing and I appreciate all the kind words. (Audio for the event - click on EWN Radio). We have an exciting year ahead and will be using this valuable member information to plan for 2009, future events and new programs for the organization.  Georgia Dudley, EWN Founder
If you have any suggestions, comments please post on our BLOG!
Your Survey Results:
How often do you attend EWN Events?Number 1 Answer:  1+ per month
Using a scale of 1-5 (5 being the highest) please rate the following inimportance to youNumber 1 Answer - EWN Monthly MeetingsNumber 2 Answer - TIE - EWN Roundtables & Progressive Luncheons
What TOPIC/S are of most importance to you?Number 1 Answer - Business Development/Sales/Building RelationshipsNumber 2 Answer - Leadership TopicsNumber 3 Answer - Self Promotion - Marketing "Self"Number 4 Answer - Work Life Issues
What time of day works best for you to attend EWN Events?Number 1 Answer - Early Evening
What meeting format do you prefer?Number 1 Answer - Networking with Key Note SpeakerNumber 2 Answer - Progressive Luncheons
What is the Number 1 Value you have received from EWN?Number 1 Answer - Networking & Meeting "Like Minded" Professional WomenNumber 2 Answer - Business OpportunitiesNumber 3 Answer - Learning/Professional Development
What is your overall satisfaction with your EWN Membership?Number 1 Answer - Very SatisfiedNumber 2 Answer - Extremely Satisfied
Have you Shared EWN with someone you Know?Number 1 Answer - YES

Over the next several weeks I will be focusing my blog entries on the topic of SALES.  Over the last 6 years I have had the opportunity to meet thousands of women that own their own businesses, are executives in large companies and/or are working up the corporate ladder. 
 
One of the number one topics we are always asked to talk on is 1) Sales.....it seems whether you are a CEO, CFO or Director of IT - simply said  ~ We are all in Sales. Businesses are in business to be profitable each person in the company contributes to the companies success and/or failure.  Every time we "leave the building" we are representing the company we work for. 
 
Volumes have been written on what makes a Great Sales Person. From experience and working with hundreds of sales executives (Running Sales Organizations, Founding Empowering Women Network and "Coaching" on the topic of Sales) the truth is that sales executives that have the following traits are most successful: 
Great Sales People:

1. Take a Leadership role in the Sales Process,
2. Follow a Repeatable Sales Process
3. Have a strong network and/or advisory board
4. Believe in themselves and never give UP
5. Have a "Sales Coach/Mentor" in the Sales Profession (NOTE: do not hire a sales coach who has 1) Never Carried a Bag and doesn't know what that means, 2) Doesn't know who wrote "Strategic Selling" and 3) Thinks SPIN selling has something to do with Bill O'Reilly.
6. Have a positive attitude and embrace CHANGE
7. Is continually learning about EVERYTHING
8. Understands how and why business works (including the phrase: It's not personal it's Business)
9. Knows about their clients and their clients NEEDS and finds the whole thing a fascinating topic of conversation.
10. Is motivated to WIN

Looking for a Sales Coach whose carried a bag?  I look forward to hearing from you:  ggdudley@aol.com
Next week ~ Five Things That will Change You from Where You Are to What You Can Be!
Georgia Dudley, Founder, Empowering Women Network, Inc.

Last week while I was facilitating one of EWN's amazing Corporate Roundtables we hit on a topic that the entire group had thoughts and advice about.  The topic was the differences between Assertiveness vs. the extreme we call aggression and the retreat we call submissiveness.  In business women are sometimes thought of as either too agressive or too submissive.  Here's a definition of Assertiveness I recently read:
 - The way we behave depends on how we learned to cope with life as we grew up and most of us will admit that our reactions are not always appropriate or effective.  Agression (attack), popularly perceived in our culture as an asset, can produce short term success but at the expense of generating conflict, ill-feeling and damaged relationships.  Submissiveness (retreat) may protect us from immediate pain, but at the expense of diminishing self-confidence, giving the impression that we are week individuals of whom others can take advantage.  People who are confident, in control and able to relate to others openly and honestly in a spirit of co-operation, enhance their personal effectiveness through assertive behaviour.
Assertiveness Techniques the group came up with:

• Saying what you mean - making your message clear
• Giving and receiving priase without embarrassment
• Saying "No" to unreasonable requests
• Understanding criticism and how it effects ourselves and others
• Giving and receiving criticism effectively
• Asking for what you want

http://animoto.com/play/0e2e65474dd409803fa9c7b53dea91ef
Do you have a couple of seconds to click on the above link?  I hope so because you will see a room full of professional women (EWN Members and our Guests at EWN's October Monthly Meeting) that understand how important both work and life are. Our speaker Helen Kasper (Vice President of Sales for The Hartford) shared openly her amazing journey and how the choices she made led her where she is today and how those choices currently impact her day to day life. One of the things she said: "We are all really great business women, aren't we? Getting the job done at the office no matter what it takes, well, are we doing those same things in our personal lives?". She continued, "If there was one thing you would like to stop doing and one thing you would like to start doing today what would they be".  I hope you have an opportunity to see the video clip and see the SMILES!  Smiles come from a really "good" place.  What choices have you made?  What tips can you share that have worked in your life?  We look forward to hearing from YOU!~