XX Factor2017-05-22T17:26:30+00:00
% Of Women Physicians 34.3%
% Of Women In Congress 18.5%
% of Women On Fortune 500 Board Seats 17.9%
% of Women US Population 51.8%

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Women In Sales – The XX Factor 

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Women have made significant progress

(Scroll over each box to see the stat.)

Medical Degrees

% Of Women Graduates for Medical Degrees

Master's Degrees

% Of Women Graduates for Master's Degrees

U.S. Labor Force

% Of Women Working In U.S. Labor Force

Professional Jobs

% Of Women In Professional Level Jobs

However, The Statistics For Female Leadership Are Far Different

Fortune 500 CEOs

% Of Women Fortune 500 CEOs

Executive Officers

% Of Women as Executive Officers

Top Earners

% Of Women As Top Earners

Creative Directors

% Of Women Creative Directors In Advertising

While women control 80% of consumer spending!

The Harris Consulting Group: XX FACTOR

We recognize there are distinct differences between men and women in business.

Furthermore we think these differences should be discussed and the strengths identified.

Recent Blog Posts

Negotiating your Work From Home Expenses

sam clar office furniture

As WFH will continue to be the new normal it’s important that companies and employees take a good look at what it takes to have healthy work from home policies, especially around the equipment needed. And most importantly, who is responsible for it? Whether you are in inside sales, field sales, marketing, engineering, HR, IT, this stuff matters, a lot.

We believe that companies should build strong cultures, and as such, it’s up to the company to provide these resources.   Now, if you are in need of a job, bills, family, rent, mortgage, etc. Then we will absolutely support that you need not negotiate too hard on these things. But if you can, don’t let them do this to you!

Do not let your company IKEA you for WFH!
Do not let your company Stipend you for WFH!

The hidden costs of WFH that your employer should start paying for. Whether you are in #sales#marketing#HR#Engineering#IT, this matters.

$700 – Phone 
Yes, that could be a little pricey, but keep the following in mind. Who’s owns the data on the phone? What if something gets sent out by accident on your personal phone that could affect your company? What if your company asks you to turn over your phone and then they have access to everything personal about you.

I know we don’t like to think about this stuff, but companies are having this discussion. Remember everything is fine until… it’s not fine.

$1200 – Unlimited Phone Data Plan $100/ month
You don’t get to piggyback off my data plan. The operative word, “MY”.

$1800 – High-Speed Internet $150/ month.
You want me to have good zoom calls right? You don’t want to give our prospects and customers we can’t afford something like this do you?  Again, you don’t get to piggyback off my internet any more than my neighbor’s teenager.

$200 – 2nd monitor
Yup, gotta have one to be more effective.

$400 – Desk, need a good ergonomic desk
Not talking some IKEA $99 special. Imagine what the workman’s comp claim might be like

$300 – Chair – yup, need a good ergonomic chair
Not talking some IKEA $99 special. Imagine what the workman’s comp claim might be like

$300 – Printer
Ok, maybe not a printer anymore, but docusign, echosign, pandadoc, etc.

$150 – Headset
Definitely need something with good noise reduction.

$140 – Microphone
Have you watched the news lately? Can you tell how bad it sounds?  Don’t treat your customers like this.

$50 – Lamp
Something a little directional, something.

So how do we “negotiate” these things?  I think its important to first create a list of the things you need. Then start with questions like this…

“So, as we look to set up for success, it seems to me these are the things that are necessary, ___, ____, ____, etc.  How are you addressing the costs associated with this?”

I would suggest asking for what you think is reasonable in the current situation. And by all means, DO NOT TAKE ADVANTAGE. If you have a desk, don’t ask for them to buy you a new one. If you have a monitor, don’t ask them to buy you a new one, etc.   It’s important EVERYONE act fairly and in good faith.

What happens if they say they won’t pay for things?  You could ask questions like this:

1. What was the per-employee for lunches?
2. What was your per-employee overhead cost?
3. What were your per-employee costs for monitors, headsets, lamps?
4. What were your per-employee high-speed internet costs?

And so on…

Remember, just don’t let them IKEA you!

Oh, if you need some help, check out my friends at Sam Clar Office Furniture they’ve got some excellent and affordable stuff. And no, I don’t get a kickback but feel free to tell them I sent you.

What did I miss that you feel are must-haves for your WFH setup?

3 Kinds of Demos

There are 3 types of demos in #sales when following N.E.A.T. Selling.

N.E.A.T. = Need, Economic Impact, Access to Authority and Timeline

  1. Trailer – This is essentially an explainer video. This gives people just enough to understand the pains you solve to entice them into a deeper conversation. 2-3 minutes
  2. Main Feature – This is a demo that actually walks your prospects through their specific use cases as it relates to your product or service.
  3. Director’s Cut – This more like a POC or trial. Or perhaps a #CustomerSuccess demo of a new application

Throughout the #salescycle you must determine what is your equal get for giving these to people.

5 more tips about demos

  1. Demos are used to uncover pain, not showcase your UI
  2. Demos – The UI should sell itself, but only if you ask “how does this compare to your current way of doing things?”
  3. Demos are NEVER product training.
  4. Demos should be given when you feel it will help you get to the next stage
  5. Pre-qualify the demo, “Hey, before we do this demo. Assume it goes well because if it doesn’t I won’t hear back from you, what happens next from your side?”

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