Greetings from MI6 Houston and "M" in Sugarland. Travel has been extremely dangerous over the past few weeks. Last week I was at 4457'N 8938'W?. Just west of Wausau, 45 degrees latitude meets 90 degrees longitude, which is exactly halfway between the equator and the North Pole, a quarter of the way around the world from the prime meridian. It was 35 F there as well.
I was on location working for Quicksilver Communications. It was apparent early on that S.P.E.C.T.R.E. operatives had infiltrated the properties in the past three years. I haven't been at Station W in three years, and WMD's had been used on Station W by enemy agents. Because of the high risk of enemy combatants, Station W has been also moved up to Class A, joining Greece and Portugal. What was unique was, considering all the attrition, they have a great attitude at Station W. They want to "get it done."
I apologize that you didn't see Weekly Flash Scoop last week. I couldn't break location code last week while on assignment. It would have been too dangerous. Upon returning to MI6 Headquarters, there were huge loads of paperwork to attend to. These bureaucratic procedures and attention to vital paperwork and security rules are not merely technical; failure to carry out paperwork and follow-up can lead to points deduction in the security breach points system. If an officer racks up 160 points over three years (breach of Top Secret counts as 80 points), this may lead to security clearance being withdrawn and instant dismissal. Therefore, the lockdown at MI6 the past four days.
In reviewing the reports that had come into MI6 HQ, I was very impressed, to say the least, with our Special Ops Managers in the field who guide and lead our agents in their daily tasks of whipping out the enemy and increasing market share and revenue. As Monday was rolling along, so did the incoming LPG TEMPTEST Recaps from the week before one by one.
One by one, they came in with some of the best reports I've seen in many years. We're talking about all-time records in a couple of them. At the end of the month, I will detail some of the successes. For now, let's just recognize a few: Agent Topping at Station R is having an incredible month. This also goes for Electra King, Solitaire, Domino and Xenia Onatopp. May is turning out to be quite the month. Also, I can't leave out Special Ops Major Amasova who is doing incredible work at Station H. Also, a special note of thanks to NSN36 for keeping me upbeat this week. Great job Station I-you broke through!
Back to fundamentals. I thought I would throw in a couple of highlights from Special Ops Mgrs. - who had some thoughts on the basic fundamentals of doing CMP's in their markets.
Those sales records I discussed above? Make no mistake; those were set during the darkest days of the "Great Recession" of '08/'09, when those properties kept their sales forces intact and also ramped up special training at a pretty brisk clip. The records we see today are because of what we did in the past 2 years. Also, we're not talking about the 5-8% increases being reported around NA. We're talking double digets plus plus. Here is a piece from Special Ops Mgr, Chris Kearney from Station K. I like how he puts the CMP in perspective: (MIA means: Masters of Internet Advertising-this is MIA #6 for Station K.)
4. What skill set did you teach in your training meeting last week? And what success did your team have in the field using it? |
| We started our MIA training by reviewing the discover section of our proposals. During in-field presentations, I've noticed our proposals missing this key closing tool. The discovery or needs analysis section both recaps the three problem related topics and provides solutions for the client. I explained that if this section is missing the emotional engagement is missing and the client might not feel the urgency to advertise. Recapping the CMP also bridges the time between CMP and presentation and shows that the rep is listening to their needs and that Castanet can provide solutions to their problems. I had Dan and Claire bring two examples of great CMP's. |
Here's one from Major Amasova:
"Great feed-back on the CMP role plays with George and Jeff. It is our in-depth selling process!!!"
Did I say that I'm fortunate enough to work with some of the best sales professionals in the world? All of our management and sales reps are the best in the world. You would be hard pressed to find better!
That's it from MI6 this week. I'll be heading off on a special mission to San Francisco on Saturday where I'll be all next week. June is heating up, not only at MI6, but for the summer. Crucial MYR's (mid-year reviews) and SBP's (some locations start fiscal in September) are coming up. This is where we separate ourselves from the enemy!
OS 212 out from the exotic Vauxhall Bridge HQ at MI6