Today I want to talk to but lost opportunities and wasted money wasted investment. Ah, poor return on your investment. What I mean by that?

Well, how many of us sales people or how many of you sales managers have your sales people going out on a daily basis, making cold calls and collecting business cards? What do you do with these?

If you're like most people, they sit right on the desk and they rot but you need to think about it. How much did it cost you for your sales? Over. How much of your time for yourself? What did it cost you of your time in your day?

To walk him to wait to ask the question to ground business card on who you should speak to if you add it up. It's hundreds of thousands of dollars a year, depending on this size, your sales force.

So what should you be doing? What life you like many of us. You let it get the best car, sit on here on the desk and you might call them back never in a few months.

The problem with that is that you are no longer aware you're not...

 I want to talk about touchpoints. What I mean by that is how many times should you be touching a prospect?

And why should you be touching a prospect? Meaning reaching out to them the amount of times you touch them. And how many times is enough times? Well, let me give you an example off.

I want to give you my answer. The other day I placed a phone call for prospecting call when I got the person on the phone, when I identified who I was, they said to me, I know who you are I watch your videos.

So the point of this is, how many videos did I create before she saw one of my videos? I don't know. I did over 150 videos on youtube before even realize that I was doing things wrong and had very few viewings.

So my point being is that in today's world, we are able to reduce the amount of costs involved to get in front of a prospect by creating content. When you think of the cost involved, each sales person, your highest cost people out there closing business representing the company and...

 Hello insightful sellers, Adon here the author of insightful selling, and today I would be taking the second episode of insightful prospecting. If you joined us on the first episode, you would recall that we went a little deep on the inner game. If you haven't seen the video or read the first episode transcript, I encourage you to do so because it is critical to your selling and prospecting success.

The information found in that episode will help you stay in tune internally, because once you find that balance, once you understand that prospecting is part of your identity, and once you realize and recognize that people's opinions no longer matter to you, then you begin to rise as a leader. So I urge you to take out time out of no time to go through the first episode of this series.

INTRODUCTION

As I mentioned in the book insightful selling, there is a formula that I have for sale, and that's what this transcript is all about. In the first...

Hello, sales pro, Adon here. In the last video transcript, I talked about the difference in the ISIS report of 2014 and 2016 in details. I also spoke about how the sales force is changing in such a way that the outside sales force is shrinking while those inside are expanding. If you haven't seen the video or read the transcript, I will advise you to do so as it will further enhance your understanding.

• In the janitorial industry, over 50 percent of distribution sales are paper and garbage bags.

• To make up for the loss and maintain the status quo within your margin, you have to increase sales by 36%. This is no easy task, but it is something that must be done.

• Distributors need to analyze how they can create a competitive advantage because the survival of their industry depends on it.

• From 2014 to 2016, the distribution industry witnessed another 3% decline.

This data stated below discloses the reason behind the decline the...

Hello, sales pro, Adon here. In the last video transcript, I talked about the alarming decrease of janitorial distributors in the last 25 years. I also pointed out that an immediate change is required if we want to see any improvement. If you haven't seen the video or read the first transcript, I will advise you to do so as it will further enhance your understanding.

• The new data by ISSA (The 2016 study on the industry) suggests that there are now 4,142 distributors compared to 24,000 the industry recorded 25 years ago.

• The report for 2016 shows that the same amount of distributors (4,142) in 2016 has decreased down to nine outside salespeople per distributor on average.

Did you know that the new data by ISIS (The new 2016 study on the industry) suggests that there are now 4,142 distributors compared to 24,000 the industry recorded 25 years ago? But here's something interesting; I noticed that in 2014, - ISIS last study - there was an average of 12 sales...

 In the last video transcript, I talked about the benefits and advantages of competitive advantage. We also talked about the gross profit for paper sales {29%}, chemicals {38%}, supplies {29%}, equipment {22%}, and {31%} for miscellaneous. If you haven't seen the video or read the first transcript, I will advise you to do so as it will further enhance your understanding.

• According to ISSA 2012-2014 distributor survey report, the janitorial industry worth 24 billion dollars, when you look at it from a distributor perspective.

• The janitorial industry is made up of a few major market sectors, and some of them are retail, building service contractors, industrial, education, healthcare, commercial, and government.

• When you focus on one sector at a time, it becomes easy to create value due to an extensive understanding of the said industry.

• Yes, the janitorial industry that worth billions in dollars, but services like cleaning are also...

 In the last video transcript, I talked about the ISSA survey and the three specific categories.

We also learned that according to ISSA survey, 17% of customers are extremely satisfied with their current distributor, 26% are satisfied, and 57% are dissatisfied. If you haven't seen the video or read the first transcript, I will advise you to do so as it will further enhance your understanding.

SUMMARY

• According to Michael Porter, competitive advantage is the leverage a business has over its competitors in the same space.

• If your business makes less profit than its competitors, you lack what we call a competitive advantage.

• The average gross profit for paper sales is {29%}, chemicals {38%}, supplies {29%}, sales {22%}, and {31%} for miscellaneous.

• If your gross profit ranks higher than those of your competitors, this means you are doing a great job, and you need to keep it, but if your gross profit comes out lower to that of your competitors, then,...

Hello LinkedIn friends, Adon here. And today, this transcript will cover the stats provided by the  ISSA for agents, distributors, and sales rep.

• The total percentage of sales in the janitorial industry is made up of five categories, namely sanitation, paper, chemical, miscellaneous, and equipment.

• When you break your business down into sanitation, paper, chemical, miscellaneous, and equipment, it gives you a benchmark as to how you measure compared to your competitors in the market space.

• When agents, distributors, and sales rep put the ISSA survey into consideration, it can help them tweak or enhance their competitive advantage.

• Many distributors invest heavily on equipment sales, and that might be a wrong investment because equipment doesn't necessarily have repeatable sales.

• Equipment sales are important, but to have a competitive advantage over your competitors, you need something repeatable and constant.

In the industry, the...

Hello, LinkedIn friends, Adon here. In the last video transcript, I talked about the five categories of the janitorial industry, and I called them sanitation, paper, chemical, miscellaneous, and equipment. I also pointed out that Equipment sales are essential, but to have a competitive advantage over your competitors, you need something repeatable and constant. If you haven't seen the video or read the first transcript, I will advise you to do so as it will further enhance your understanding.

SUMMARY

• According to ISSA survey, the end user satisfaction has three specific categories: Are you extremely satisfied? Are you satisfied? Are you dissatisfied?

• 17% of customers are extremely satisfied with their current distributor, 26% are satisfied, and 57% are dissatisfied.

• If 57% of customers say their rate of satisfaction hangs on average, this means that 57% of the market currently needs change.

• You need to take hold of the information the ISSA...

SUMMARY

• The total percentage of sales in the janitorial industry is made up of five categories, namely sanitation, paper, chemical, miscellaneous, and equipment.

• When you break your business down into sanitation, paper, chemical, miscellaneous, and equipment, it gives you a benchmark as to how you measure compared to your competitors in the market space.

• When agents, distributors, and sales rep put the ISSA survey into consideration, it can help them tweak or enhance their competitive advantage.

• Many distributors invest heavily on equipment sales, and that might be a wrong investment because equipment doesn't necessarily have repeatable sales.

• Equipment sales are important, but to have a competitive advantage over your competitors, you need something repeatable and constant.

In the industry, the total percentage of sales is made up of five specific categories, and I call them: Sanitation, Paper, Chemical, miscellaneous, and of...