The Mission of the Arizona Small Business Association is to foster and empower a thriving Arizona small business community by offering relevant, dynamic, and innovative resources and the highest level of advocacy as THE VOICE of small business in Arizona. ASBA fosters and empowers a thriving small business community by: • bringing relevant and dynamic education and mentoring opportunities • providing innovative and relevant tools business owners can utilize to grow and sustain their business • creating a variety of relevant and dynamic opportunities for members to meet potential clients • working diligently to advocate for legislation and regulation supporting a pro-business environment. Join ASBA. Be amAZed®
In This Issue
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Liability Insurance: What Is It and Who Needs It?
Why Is LinkedIn Such a Valuable Sales Tool for Prospecting Leads? by Ryan Reyes, MBA, Director of Strategic Partnerships & Initiatives, Arizona Small Business Association
Legislative Efforts Promote FinTech in Arizona
I have been sales prospecting for leads since I was knee-high to a duck. From an early age,
Will Skipping Sleep Cost You?
that had something to do with that!
Time for an HR Check-Up! Invest Time in Evaluating Your Technology Nice Girls Don’t Get the Corner Office – and Other Lies You’ve Been Told About Leadership Improved Hiring, Better Retention, Happier Healthier Employees … and You Just Saved Money
I was always networking, pitching, etc. I like to think it was my father’s influence in car sales It wasn’t a surprise when I began my own career in sales, but I wanted to be different. I wanted to do something that no one else in my industry was doing. Your standard sales tactics — door knocking, cold calls and referrals — had success, but were limited. I was internally motivated, and extremely competitive — seeking a solution to get me to the top! I had found it — LinkedIn. No more cold calls, random door knocking, walking up and down floors in an office building just to get to one person. I finally understood an old adage my father had once said: “Work smarter and not harder.“
Dead or Dying? Central Arizona 4600 E. Washington St., Suite 340 Phoenix, AZ 85034 • p. 602.306.4000
The biggest obstacle for a new salesperson, or “green pea,” is the phone call. As humans, we seek out interaction and engagement. However, new salespeople or some salespeople just hate the phone. Phone calls used to be a useful tool, but with the incorporation of
Southern Arizona 3444 N. Country Club Rd. Suite 118 Tucson, AZ 85716 • p. 520.327.0222
“gatekeepers” (AI software, screener voice prompts, etc.), you end up on a dead phone line or
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into a prospect’s office only to receive an “out to lunch” from the front office or the constant
leaving a voicemail that never gets returned. Door knocking is also a thing of the past. There’s nothing worse than unexpectedly walking “time checks” if you get past the secretary. So what’s the new way to sell?