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- B2B Sales Inspiration From NFL Training Camp
- 5 Creative Ways to Test Market a New Product
- 12 Ways to Successfully Welcome and Onboard New Employees
- Changing Your Business Name: A Step-by-Step Guide
| B2B Sales Inspiration From NFL Training Camp Posted: 08 Aug 2019 08:52 AM PDT Summer is an exciting season for NFL football fans. That’s right—preseason and NFL training camp! While preseason games and the weeks of summer practice may lack the excitement of Super Bowl Sunday, it’s still a promising time of year for fans, who can look ahead to the season with optimism and watch new talent develop. Everything seems possible during training camp; you never know which underdog team or which underrated players might emerge to shock the league in the fall. I'm a big NFL football fan (go Patriots!) and I’ve realized there are some surprising similarities between NFL training camp and running a team of B2B salespeople. Perhaps your business can find some inspiration from this year's NFL training camp. Evaluate and develop your talentObviously the first goal of NFL training camp is to "train" players—to develop and evaluate talent to decide which players are going to make the cut for the regular season roster. NFL teams are some of the most competitive work environments on Earth, as dozens of athletes who are at the top of their career field fight to make the team. In the same way, your sales team needs to be a competitive environment. It shouldn't be ruthlessly competitive or physically risky like playing in the NFL, of course. But you should have a way to identify who are the top performers on your sales team, who are the supportive role players, who are the "rookies" or new talent who need some mentoring and development, and other positions. There's no one right answer for what makes a superstar sales performer. Different characteristics can lead to success at different organizations and company cultures. Your sales team needs to be a place where people can have their performance clearly defined, measured, ranked, and constantly pushed to improve. Other Articles From AllBusiness.com:
Compete hard, but put the team firstNFL training camp is also a time for teamwork. Those hot summer days of practicing in full pads are where teams develop a sense of culture and identity, where position players like the defensive backs or the offensive line develop their own little tribes within the team. The best NFL coaches manage to create a team culture where—even though everyone is fighting hard to earn and retain their own jobs—people are also motivated to do the right thing for the team and fight hard for their teammates. It can be a difficult balancing act, and not every team manages to pull it off. In the same way, your sales team needs to encourage people to be top individual performers, but also team players who support each other's success. Remind your sales people that the real competition is outside your company, not within the sales team. Minimize drama and distractionsEvery year during NFL training camp, HBO chooses one team to go behind the scenes and film for a realty TV documentary series called Hard Knocks. This show is often wildly entertaining, but I'm surprised that an NFL head coach would allow TV cameras behind the scenes during such an important part of the season. NFL coaches hate drama and are always trying to avoid distractions from the media. They want players to focus on doing their jobs and getting better at their skill set. In the modern era of social media and 24/7 connectivity, it can be hard for business executives to maintain a sense of focus and all-in commitment among their team members. Even if you're not an NFL head coach, you might wonder if your people are having their attention pulled in too many directions by the nonstop bombardment of digital media. Some companies have started to implement "email bans" or communication blackouts to help people unwind during weekends and vacation so they can come back to work feeling refreshed. Other companies like to hold occasional offsite retreats with phones off to have the old-fashioned feeling of getting everyone in the same room to collaborate and build better working relationships. Don't be afraid to be creative finding some occasional escapes from technology. Despite all the great things that technology can do for salespeople, too much of it can also be a bad thing. Being in B2B sales is a competitive, exciting, and dynamic line of work—just like the NFL , but without the pressure of 75,000 screaming fans and the pain of getting tackled by a 300-pound defensive lineman. Hopefully these tips from NFL training camp can help you manage your sales team, and get your team on track for bigger results in your next "season" of selling! RELATED: What Does It Take to Sell to the New B2B Buyer? The post B2B Sales Inspiration From NFL Training Camp appeared first on AllBusiness.com The post B2B Sales Inspiration From NFL Training Camp appeared first on AllBusiness.com. Click for more information about Gregg Schwartz.  |
| 5 Creative Ways to Test Market a New Product Posted: 08 Aug 2019 08:34 AM PDT Do you have a brilliant new product idea? If so, get an early read on your product’s market value. It's a crucial component to a successful launch. The earlier in your development process that you determine the value of your idea and the emotional connection it will have with your audience, the better. That way, you’ll be able to make adjustments to your message, your target market, or your product. You can evaluate the viability of your product in many ways. For example, paid surveys, market research mobile apps, consignment testing, and freelance market researchers are all cost-effective ways to test market your product. But real-world feedback will give you the biggest bang for your proverbial buck. It’s vital for you to get objective opinions about your idea. Chances are you’ve been exposed to your concept for so long that you’ve lost the ability to be unbiased. Take a look at the creative ways these entrepreneurs went about testing their products. 1. Talk to customersThe Ergo Spout is an ergonomically designed handle and pouring spout that instantly transforms any mason jar into a pouring pitcher. CEO and co-Founder Kate Hansen and her husband, Bryce, created a prototype with the help of an engineer and a 3D printer, then used that sample to test their product. The prototype gave potential customers an idea of how the spout would look and feel. It took several versions to get it to feel right. But once they had something that was pretty close, it was time to get it in front of people. They wanted to get real-world feedback on the product and to gauge interest. To find people, the Hansens went to a local farmers' market where the fee for a booth was nominal. They brought a few spouts in various colors and a clipboard for taking notes. By showing off their early models and chatting with patrons, they discovered what changes to make to the design. They also found out that interest was high enough to justify further investment in the development of Ergo Spout. They left that first farmers’ market with a list of 60 emails from people who wanted the product once it was finalized. With a great design in place, the Hansens were able to launch a Kickstarter campaign that raised $10,000 in 14 hours. Overall their campaign brought in $40,000 and led to a successful product launch. 2. Test uglyGrowth Engine is a twenty-year-old innovation agency that consults on new product creation, testing, and launching. Co-founder Bryan Mattimore has written three books on the subject, including 21 Days to a Big Idea (Diversion Books). One of the creative ways the company tests new products is to use rough or “ugly” prototypes, says Mattimore. Why? It generates interesting conversations with potential customers. Mattimore emphasizes the key is to make sure you use an unfinished prototype. If the prototype is too well-developed, you won’t get the feedback you need to refine your idea further. "Customers are reluctant to criticize or suggest ways to improve a new product concept if it looks too finished," he explains. "But they have no trouble telling you what they feel if it seems rough or rudimentary." As an added bonus, a rough prototype of your creation is faster and cheaper to produce. This idea is a no-brainer for your early-stage testing. Other Articles From AllBusiness.com:
3. Offer a sampleThe Coconut Collaborative is a dairy-free coconut yogurt and dessert company based in Manhattan Beach, Calif. Founded in 2014 by two Londoners, who believe you don't need to sacrifice happiness in the pursuit of a healthy lifestyle, The Coconut Collaborative is now on a mission to spread plant-based goodness across the states. The company’s U.S. office is located in a WeWork space in Los Angeles, and on Monday mornings the work space hosts a much-loved "Build Your Own Parfait” tradition. One week, The Coconut Collaborative hosted the event. Initially it was a way to get the word out in the L.A. market where they were opening a new production facility. But they also discovered it was a great way to get product feedback. The Coconut Collaborative now provides its yummy coconut yogurt to several stores in Los Angeles as well as many of WeWork's other L.A. locations. Seize any opportunity you can to share your product in real-world scenarios that will give you instant feedback. 4. Use test adsBefore he launched Best Online Traffic School, founder Rodney Yo created a website landing page which contained the startup’s value proposition and a registration form. He then ran a Google Ads campaign to test the acquisition costs while also using heat maps and visitor recording software. Taking the registration emails he received from the initial landing page, Yo ran surveys to delve deeper into how the company could improve. Best Online Traffic Schools' small experiment ended up saving the entrepreneur months of work. According to Yo, "We could launch with a much higher conversion rate from day one." 5. Get personalDulles Designs creates and produces bespoke engraved stationery and invitations for weddings, society families, lawyers, and country clubs. In the beginning, Emilie Dulles got ultra creative when she decided to test her product. She painstakingly mailed out hand-written notes to affluent prospective clients around the world. Every year, Dulles Designs sends out 1,200 to 2,400 handwritten, calligraphy-addressed notes. "Each message is personal, not about business," says Dulles. Each handwritten letter serves as a lovely and impressive sample of the company's calling cards, letterhead, envelopes, and note cards. The time, effort, and revenue that Dulles Designs has put into creatively sharing its work has produced remarkable results and ROI. TakeawaysThese are just five creative strategies out of a vast number of possibilities at your disposal and most of these approaches are relatively cost-effective. You can use these exact approaches, or think of them as a way to get your own ideas brewing. It's often nerve-wracking to spend money trying to launch a product. You may even need to use financing, such as a business credit card, to fund prototypes and test marketing. But as long as your actions propel your business forward, do it. Test marketing your product can save you time and money in the long run. RELATED: 15 Expert Tips for Startups Seeking Angel or Seed Financing The post 5 Creative Ways to Test Market a New Product appeared first on AllBusiness.com The post 5 Creative Ways to Test Market a New Product appeared first on AllBusiness.com. Click for more information about Gerri Detweiler.  |
| 12 Ways to Successfully Welcome and Onboard New Employees Posted: 08 Aug 2019 08:31 AM PDT New employees coming into an office for the first time can feel remarkably out of place. Company cultures and expectations can vary wildly between organizations, and job duties may have a lot of small details that can’t be conveyed with a simple PDF or Google Doc. But helping new workers feel comfortable, as well as conveying what’s expected of them, is vital. Without this, employees may end up struggling or feeling disconnected, which can easily result in them leaving for a new job. To learn how to get your new people better settled in and engaged, we asked members of Young Entrepreneur Council (YEC) the following question: Q. What is one good approach to make sure new employees feel welcome during their onboarding?1. Schedule onboarding over a month
2. Give a proper introduction
3. Organize a welcome party
4. Use the buddy system
5. Assign them a mentor
6. Encourage senior leadership to greet new employees
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7. Have them shadow the team
8. Address what they’re afraid to ask
9. Express genuine interest
10. Provide personalized onboarding documents
11. Create a welcome basket
12. Schedule lunch for them and their team
RELATED: 6 Surefire Strategies to Kickstart Employee Engagement The post 12 Ways to Successfully Welcome and Onboard New Employees appeared first on AllBusiness.com The post 12 Ways to Successfully Welcome and Onboard New Employees appeared first on AllBusiness.com. Click for more information about YEC.  |
| Changing Your Business Name: A Step-by-Step Guide Posted: 08 Aug 2019 08:22 AM PDT Over time, you may decide that the business name you chose for your company no longer accurately reflects your brand. Or you might decide you would be better off legally to have a different name. Depending on the entity type, the process for changing a business name varies. It can be confusing, so let’s take a moment to break down the options that sole proprietorships, partnerships, LLCs, and corporations have when changing their company name. While this guide will give you an understanding of what’s involved, it is not a replacement for advice from a lawyer. Changing your business name may have legal implications, so it’s best to talk with a licensed business attorney before jumping into action. Sole proprietorships and general partnershipsOperating as either of these entities means you have not set up an official business structure with the state. A sole proprietorship or partnership are one in the same entity as their owner(s)—the business name must have the owner's first and last names in it. However, that doesn't mean sole proprietorships and general partnerships can't market themselves under a name that's more interesting and attractive. They can file for a fictitious business name, also called "Doing Business As" (DBA). If your business is a sole proprietorship or partnership and you want to change your DBA, you can do so by:
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Limited liability companies and corporationsBusinesses registered as either an LLC or a corporation may change their name using one of two methods. One requires abandoning the original business name entirely while the other maintains the original name and creates a new one for marketing purposes (such as for a new product line). 1. File Articles of Amendment with the state to change the business nameBy filing a document called "Articles of Amendment," an LLC or corporation can request to change the name of the business. When approved, it means your company will operate under its new name. Note: Businesses that have foreign qualified in other states (i.e., are registered in multiple states) must file Articles of Amendment in all those states. While this takes care of the state records, you may also need to follow through on one or more of the following steps, depending on your situation:
2. Keep the original name as the registered business name and file a DBA for the new nameIt may make more sense for a company to keep its official name intact (e.g., perhaps the business holds a trademark for the name or has built a customer following for the brand) and create a new name for marketing and branding purposes. In situations like that, you can keep your business’s officially registered name while filing a fictitious name (DBA) for the new name with the state or county office (whichever has authority over DBAs). After filing the DBA, contact your bank to find out if the DBA can be added to your company’s existing bank account or if it will need its own account. Changing (and using) a business name is no gameWhether filing Articles of Amendment to change a business name or creating a DBA, it’s critical to check that the desired new name isn't already claimed legally by another business. Using the United States Patent and Trademark Office's online database can help detect any potential conflicts. I also recommend doing a more in-depth search using state databases; a trademark attorney or online legal filing service can assist with that. RELATED: 12 Tips for Naming Your Startup Business The post Changing Your Business Name: A Step-by-Step Guide appeared first on AllBusiness.com The post Changing Your Business Name: A Step-by-Step Guide appeared first on AllBusiness.com. Click for more information about Nellie Akalp.  |
No matter how detailed your transition documents, or how many one-on-ones you set up, no one can truly understand a business during their first week. Treat onboarding as a month-long (or quarter-long!) process. Lunches, one-on-ones, and group discussions are great. But have them again a few weeks later, and again after that. If you think about employees as years-long teammates, an extra few weeks is a small investment. —
If you want an employee to feel welcome, it helps to give a proper introduction to your existing team members. If you operate a remote company, you can post the introduction in the team chat. Those who work in an office can have a more traditional introduction in front of the rest of your team. —
When a new team member joins the staff I always have a welcome party for the whole company. The events vary—they can be a catered lunch, ice cream, or even just a meeting where the whole firm gets together to welcome the new team member on their first day. I find all of these options to be helpful in welcoming new employees and building a team atmosphere. —
When we bring someone new onto the team we partner them with someone in the office. This partner is their buddy for the week. They are responsible for introducing them to everyone, being there when they have questions, and making sure they feel settled in. This usually makes the new employee feel comfortable while also giving them an ally from day one. —
Mentors are like diamonds in the business world. Anyone can be a mentor, provided they are willing to guide others. When a new person starts, they may feel nervous about learning new procedures. Assigning them a more experienced coworker gives them someone who can show them the ropes, and the mentor feels good they have been trusted with this task. It’s a win-win situation that fosters teamwork in the long run. —
During the onboarding process, companies should engage senior leadership to personally welcome and greet new employees. A small gesture can go a long way. New hires will feel more invested in the company and will more quickly feel like part of the team. —
Get your new hires to shadow a couple of people from different departments in their first week, even if it’s not directly related to their position. Lunches and parties are great, but one or two meaningful connections will make a bigger difference. This helps them to build deeper, personal connections with a few people while also understanding the bigger picture of the company and its vision. —
To make new hires feel welcome during their onboarding, be sure to address all the topics they may be afraid to ask about. For instance, tell them everything they need to know about compensation, benefits, and any other amenities you offer. Being open regarding these sensitive topics will make them feel like a true part of the team, and they’ll feel more comfortable in their new position. —
It’s important to express enthusiasm when hiring new employees so they feel more welcome as part of the team. If everyone’s attitude is just so-so or nonchalant about onboarding, then the experience itself lacks a feeling of genuine welcome. Make sure everyone on the team is excited for new members to come on board, as this is essential to making everyone feel welcome. —
When we hire new employees, we will give them a personalized onboarding document to help them get affiliated with our company, values, and the team they’ll be working with. We find that this method helps new employees feel welcome because they have a good understanding of their coworkers and environment before they start. —
Most people feel special when they receive a gift. So if you want to make new employees feel special and welcome during their onboarding, consider giving them a welcome gift basket. A welcome gift basket could include company swag like T-shirts or planners printed with your logo. You could even include a gift card to a local coffee shop. —
It’ll help your new hire feel welcome if she or he has the opportunity to directly engage with their team one-on-one when they start. If they’re able to get properly acquainted with their team during the first few days or weeks they start, they’ll feel more comfortable, which is an asset for the company. —| You are subscribed to email updates from AllBusiness.com. To stop receiving these emails, you may unsubscribe now. | Email delivery powered by Google |
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