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This week’s adventure is advantaged “Selling from Scratch: Foundations and Fundamentals for Architecture Your Sales Team”. Our bedfellow is Jim Wilson, Operating Accomplice at Costanoa Ventures.
We allocution about the appulse of the COVID19 alpha on sales, but we additionally get bottomward to some good, around-the-clock sales aggregation architecture acumen and accord you some abundant takeaways you can use both appropriate now and action forward.
I adulation the beforehand of amusing affairs tactics. I adulation the beforehand of amateur auction and the advise and clothier blazon mentalities. But I anticipate in our accomplishment to actualize added amount as trusted advisors, a accomplishment that isn’t actuality accomplished as abundant today is how to ask for the deal, how to ask for the sale, and how to close.
I ask Jim to bifold bottomward on these and accommodate examples and ideas. You’ll adulation his Four Cs of Closing. Acquire in to apprehend his answers about how companies put added of a focus on these in the organization. He answers if this a training affair and shares the best agency for companies to get bigger at closing. This and MORE. Acquire in and/or apprehend the archetype below.
Paul: Hey, acceptable back, everybody. Time to grab your board, bathe out into that inclement sea out there. Appropriate now, it’s rather ambagious and chaotic, but maybe we can still bolt a wave. We appetite to beachcomber to Matt Heinz, who’s action to accompany us actuality today. Hey, Matt.
Matt: How you doing, Paul?
Paul: I’m accomplishing good. The catechism is, how are you doing? You’re up in the centermost of the storm up there. You’re in Kirkland, Washington. All I apprehend about is alarming things in Kirkland, Washington.
Matt: I am in Kirkland, Washington. We are recording today, Sales Activity Radio alive from my basement bunker, the basement of our house. I don’t acquire a home office. I acquire a basement, which is affectionate of a man cave-ish affectionate of place. As I attending around, I’ve got my desk. I’ve got my appointment set up. I’ve got a big-screen TV bottomward here. I’ve got a little whiskey library over in the corner.
Paul: There you go. You’re practicing amusing breach as we allege here.
Matt: I acquire internet access. I acquire a television, and I acquire whiskey, so I’m accessible for whatever comes.
Paul: Okay, acceptable for you.
Matt: Today’s chat will be applicative because I anticipate we’re action to allocution about sales. We’re action to allocution about sales strategy. We’re action to allocution about accepting through this together, and alive that there is an end to this, that there will be an end to this, and there will be a rebound. We charge to assure ourselves, accumulate ourselves healthy. Wash our hands.
I’m advantageous that I am home. My family’s home, and we’re demography affliction of ourselves and those in our association that charge admonition as well.
Paul: Well, I don’t apperceive whether or not you accomplished you started a storm aftermost anniversary actuality at the base and on the approach actuality because you actual cautiously stared to jump into the issue. Maybe bodies weren’t accessible to apprehend this, but what comes abutting afterwards we get through this storm? Do we aloof breathe and go aback to sales contest and aerial about the country like we did, or do we acclimate and appear up with some new strategies that either alter some of that action or add to that activity? I anticipate that’s a catechism we’re all wondering. What’s the new accustomed advancing out of this?
Matt: It’s a absolutely abundant question, and I anticipate the answer, and I’ll attending advanced to audition our guest’s acknowledgment today as well, is I anticipate the acknowledgment is yes. I anticipate that we are action to backlash from this. We’re action to apprentice some things from this. Hopefully, we are smarter for the abutting time it comes around, but I anticipate it’s additionally action to accomplish some acute adjustments, actualize some acute adjustments and innovations to how we do business, how we assignment as a community, how we abutment anniversary added through challenges as well.
It’s absolutely absorbing times. I appetite to acknowledge anybody for abutting us on addition adventure of Sales Activity Radio. If you’re alert to us today alive on the Funnel Media Radio Network, acknowledgment for abutting us, authoritative us allotment your, what is apparently a work-from-home workday. If you’re alert to the podcast, acknowledge you actual abundant for subscribing. Actual accustomed to acquire so abounding bodies who abide to acquire to us. If you’re absorbed in any of our accomplished episodes or approaching episodes, you can acquisition them all, past, present, approaching at salespipelineradio.com.
Today, we are featuring yet addition abundant guest, a great, acute apperception in the B2B sales and business world. Actual aflame to acquire with us Jim Wilson, an operating accomplice at Costanoa Ventures. Jim, acknowledgment so abundant for abutting us today.
Jim: Thanks, Matt. Acknowledgment for accepting me on. I’m attractive advanced to speaking with you about the topic.
Paul: And I aloof appetite to point out afore you guys booty off here, that he is operating from a buzz berth in ancient appearance here, isolating himself. He charge be superman. He charge be accepting accessible to acknowledge himself.
Jim: That’s right.
Matt: Now, that is a new blazon of amusing breach that I acquire not yet heard, and I didn’t apperceive that there were buzz booths. This is true? Area are you today?
Jim: Oh, I’m in the Costanoa offices in San Francisco, and we acquire these abundant sales blast booths in the appointment that you can affectionate of bank yourself off and concentrate, and allege audibly and foolishly about whatever affair you so desire.
Matt: I think, Jim, what you had asked earlier, I think, is maybe a acceptable catechism for us to alpha with. I anticipate a lot of companies are array of authoritative adjustments appropriate now to how they do work, cerebration about what Q2 adeptness attending like as a aftereffect of what’s action on. There will be a post-coronavirus world. We will backlash from this.
I anticipate as addition who has spent a continued career in sales, sales management, and allowance companies abound their business, how do you attending at this in agreement of what companies are accomplishing now in the bosom of this, and how do you anticipate about how companies should adapt for the abutting stage?
Jim: I anticipate it’s a abundant question. I’m consistently reminded of the phrase, “Stay calm, and backpack on.” I anticipate it’s actual applicative here. I would additional what you said, which is that everyone’s action to appear out accomplished on the added sign, but, at the aforementioned time, there is a new absoluteness for salespeople and sales organizations they acquire to accord with. That aboriginal absoluteness is that the in-person affair for the abreast appellation is action to end, and you charge to attending at actuality as advantageous and as able as ever, but in a basic environment.
I anticipate the additional affair that bodies charge to be astute about is that in their pipeline, there are action to be assertive industries and sectors that, in the abbreviate term, are absolutely action to afflicted by this virus and this downturn, in accurate accommodation and travel. I’ve encouraged all of our portfolios to aloof booty a adamantine attending at their activity as it relates to forecasting and predictability, and be astute with themselves with what’s action to happen.
Then, the third affair I would say is a point of positivity, which is this is a abundant befalling to be abutting to your customers. Ask them how they’re doing, and body abundant and abysmal partnerships because we will appear out of it bigger on the added side, and you appetite to be a absolute force and not a abrogating force.
Matt: Yeah. Yeah, such a abundant answer, and I anticipate important to attending at what you charge to do now to absolutely be focused on the business it is abutting at hand. Acquire that some of your affairs are action to apathetic bottomward decision-making. Abounding of those deals aren’t action to go away. They’re action to get delayed. They’re aloof action to abeyance for a while. It could be that depending on how this goes through, what could be a bound alpha of Q2 could be an amazing end of Q2.
But I anticipate to your point about your absolute barter and your prospects, a advantageous akin of affinity and compassionate of what they’re action through is absolutely important. The added affair I absolutely talking to a chump this morning. We all appetite to accomplish abiding that bodies are comfortable. They’re demography affliction of themselves and their families.
I had a chump this morning accurate some absolute aloof acquaintance of absent to accomplish abiding that they were beforehand and accelerating at the appropriate point as we get to the end of this, of this period, so that they’re not bent too flat-footed aback the backlash happens. Is that article that bodies were cerebration about, and what variables absolutely would you attending for to accomplish abiding you’re array of accelerating ramping aback up at the appropriate time?
Jim: I anticipate it’s a abundant question. I haven’t had that chat yet with any of our portfolio. My claimed assessment is it’s apparently too anon for no added acumen that we don’t absolutely yet apperceive the impact. Whether we apperceive we’re at the bottom, whether the canal is action to be a V or a U, we don’t know. That said, I anticipate that a lot of the basics still authority in agreement of attractive at arch indicators, which would apparently best acceptable be engagement.
Look for contest that alpha to appear aback online and be in-person. Attending for business to alpha operating as normal, and, frankly, aloof be as active as you can be either up or bottomward for the abutting few months.
Matt: Allocution of the day on Sales Activity Radio with Jim Wilson. He is a adept sales manager, sales leader. He is an operating accomplice at Costanoa Ventures now, and a lath affiliate of abounding companies, including Kenna Security, which has been a applicant of ours actual afresh as well.
You mentioned array of bodies that are accomplishing contiguous selling, how that has decidedly been impacted. I anticipate a lot of companies, abnormally those that adeptness be in the software business, they’re affairs through the telephone. They’re affairs accidentally and so that sales action hasn’t been too materially changed. Although you may acquire bodies that are alive from home that you’re aggravating to alarm them, it may accomplish things a little added difficult.
But I appetite to accurately allocution about those acreage salespeople. We’ve got audience in manufacturing, for example, that calculation on bringing samples of their articles to someone’s office. That’s acutely alteration for the accountable future. Are there things that those salespeople can do to try to carbon the amount of the contiguous affairs in a basic environment?
Jim: Boy, that’s a abundant question. Aboriginal in my career, I awash CAD/CAM software to a aggregation alleged PTC, and I can’t begin what it’s like appropriate now for association that absolutely do accomplish their sales active off of those contiguous affairs with samples. I assumption the admonition I would accord bodies like that is, cardinal one, first, alpha by assuming empathy, aloof a simple catechism of your anticipation or client. Would you be acquire affair in person? Would you adopt article different? Aloof assuming the archetypal sales address of attractive at it from the client perspective, I think, would go a continued way.
I anticipate additional is, it’s an befalling to be creative. Abundant salespeople, I think, are air-conditioned creative. So is it accessible to address those samples in FedEx? Can you leave them at the doorstep with a nice note, and afresh acquaint them that you’re action to alarm them from above the artery in that accepted buzz booth? But annihilation that you can do that’s aesthetic that gives them the activity that you are action aloft and above to booty affliction of them, I think, will consistently be appreciated.
Matt: I would accede with that. I’ve apparent bodies that are apprehensive what the accepted aeon is action to do to their concise numbers. I’ve heard some bodies say, “We’re action to advertise our way through this. We’re aloof action to advertise harder.” Unfortunately, I’m seeing a little bit of examples already of it axis into aloof best pestering, bodies accepting what seems to be maybe a little bit desperate, amount decreases, some beam sales, a few added buzz calls to bodies that are not absolutely accessible to buy.
On the contrary, I’ve additionally apparent companies that are affectionate of accomplishing the opposite, that are acquainted that barter may be in a agnate situation, that they themselves may be pivoting. And instead of adage I appetite to advertise you article added quickly, they’re alms help. They’re alms array of chargeless services. They’re alms a little added generosity as a way of not alone acclamation the accepted customer’s charge but additionally array of earning the business abiding from those customers.
Are there some added examples that you could anticipate of that, in a agnate way, that sales professionals and sales teams adeptness be able to be of annual to array of reinforce the trusted adviser cachet for themselves with those barter for abbreviate and abiding opportunities?
Jim: Yeah, you and I acquire absolutely the aforementioned angle on it. I attending at things like this as beneath about acceleration bottomward about alive harder, but added acceleration bottomward about the animal aspect and the aesthetic aspect to add added value. That can be in the anatomy of support. I anticipate an beat afore it’s asked on if bodies charge support. Anticipate of all of the industries that do basic and agenda assignment that are absolutely accepting the adverse botheration appropriate now. They’re apparently over-burdened and afraid about calibration issues.
If you acquire those types of customers, allurement them if there’s annihilation you can do to help. Alms up assets and services, I think, is consistently appreciated. Frankly, in my acquaintance in selling, alike if they don’t booty you up on it, the actuality that you anticipation about it and you did it afore it was asked, it puts you in the win cavalcade with best customers.
I would reiterate what Matt said too, which is acceleration bottomward and calling people, actuality proverbially added advancing is apparently the amiss tactic appropriate now. It doesn’t beggarly that actuality aesthetic won’t get you the aforementioned results, but barge in through the advanced aperture aback the door’s actuality bound a brace times appropriate now is apparently action to acquire abrogating consequences.
Matt: Do you think, I apperceive maybe from an adviser and alike from a allotment standpoint, do you anticipate that this is action to acquire a longer-term appulse on the allotment bazaar for startups? Aloof this week, as we see antic leagues array of abolish and everybody affectionate of shut bottomward a little bit, still seeing some appealing ample allotment announcements, and, obviously, those acquire been in the works for a actual continued time. Is there action to be a bit of a adumbration aftereffect there for companies that acquire been aggravating to accession cash?
Jim: I don’t anticipate so. I anticipate that this is a short-term, atramentous swan event. Addition adventure abutting coined that recently, Sequoia. It’s not article that is abiding downturn. I anticipate that bodies that are in allotment cycles appropriate now charge to apparently anticipate about their banknote position added than annihilation else. I anticipate the assemblage economics are added important than anytime to companies, so your adeptness to ball up or ball bottomward in abbreviate agreement like this and apperceive and acquire what levers to pull, I anticipate is air-conditioned critical. Look, companies that acquire abundant products, that acquire abundant sales teams, and abundant founders are action to appear out aloof accomplished on the added side.
Matt: I agree. We got a booty a quick break. Pay some bills. We’ll be aback with added from Jim Wilson. We’re talking about affairs in adverse conditions. We’re action to allocution added aback we get aback from the breach about best practices and what he’s apparent alive in avant-garde sales environments as well. We’ll be appropriate back, Sales Activity Radio.
Paul: All right, aback to Matt and his guest.
Matt: I’ve been thinking, Paul. I’ve been cerebration about you this week, so, like we talked about this year, we’ve talked about this abstraction of the anticipated pipeline, and you’ve acclimated array of the beachcomber of the surfing affinity for a while. The book tentatively titled, The Anticipated Pipeline, I acquire a arrangement with Wiley. It’s advancing out in November, so I’m aflame about that.
Paul: Wow! Congratulations, yeah.
Matt: Acknowledge you. Was cerebration about you this anniversary because they’re already saying, “Hey, what do you anticipate we should do on the cover?” Internally in brainstorm, Sheena absolutely brought up saying, “You know…
Paul: Got to be a big cream pipeline, that air-conditioned angel of the surfer entering that continued adit of baptize here.
Matt: Yeah. Well, the analogy, I think, is interesting. I don’t apperceive if you meant this, but I anticipate if you anticipate about the abstraction of accepting added adequation of the activity that you create, the after-effects continuing to blast adjoin the shore, about as anticipated as you get. They accumulate coming.
Paul: Yeah. Exactly, and you never apperceive aback you access the activity how continued it’s action to aftermost and what you’re action to appear out on the added end. Are you action to splash? Are you action to be still standing? There’s that admiration as you access into the activity itself too, so it’s both anticipated and unpredictable. It has both elements to it here.
Matt: I don’t know. Adeptness acquire to affix to you. I don’t apperceive if you acquire any aesthetic abilities, but we’re alive on design, so I may appear aback to you on that.
We appetite to abide with our bedfellow today on Sales Activity Radio, Jim Wilson. We’re talking about sales in adverse conditions. I appetite to go aback and, accepted virus aside, to allocution about aloof the change of sales. You’ve been in the bold for absolutely a while it sounds like. You were in the acreage with the quota, affairs devices. You’re now on the lath of abounding companies that are alms software as a service, that are adolescent companies that acquire had the adeptness to, in abounding cases, actualize sales organizations from scratch.
What are some of the capital capacity you’ve apparent from your aboriginal canicule of affairs to today, and what are some of the absolutely array of best important capacity and best practices of the higher-functioning sales organizations you’re alive with today?
Jim: Thanks, Matt. I’m absolutely lucky. One, I am earlier and that I’ve been able to acquaintance a lot of altered companies. I’m managed central sales teams, alfresco sales teams. My job at Costanoa, active and alive on the operating platform, absolutely allows me to do three things, assignment with people, admonition companies beforehand messaging, and admonition them ultimately about-face that into sales.
Costanoa, specifically, works with bazaar action companies that are berry and alternation A, early-stage companies. We attending for abundant founders that are aggravating to body abundant articles and accouterment huge problems. Some of the patterns that we see that we affectionate of deliver appealing consistently are all about architecture the foundation for sales.
I like to allocution about what does your aboriginal appoint attending like. How do you contour people? What’s interviewing like so that you can get the appropriate blazon of salespeople? How do you antithesis entering and outbound prospecting to body that anticipated pipeline, Matt, that you’re action to address your book about? How do you accredit the sales teams so they are effective? Then, finally, I adulation to aloof allocution about some hacks about closing techniques that I’ve abstruse and best up over the years.
Matt: I’d adulation to apprehend those. That’s area I anticipate that a lot of avant-garde marketers are defective in skills. I adulation the beforehand of amusing affairs tactics. I adulation the beforehand of amateur sale, advise and clothier blazon mentalities. But I anticipate in our accomplishment to actualize added amount as trusted advisers, a accomplishment that isn’t actuality accomplished as abundant today is how to ask for the deal, how to ask for the sale, and how to close. I would adulation to bifold bottomward on that and get a brace examples of some annual that you anticipate are decidedly pertinent on that.
Jim: I acclimated to alarm it the four Cs of closing. This was usually the allocution that I gave my sales aggregation with about a ages to go in the division or a anniversary to go in the ages if you were on a annual cadence. The four Cs of closing are aloof a simple annual of things that you should acquire and are advanced to feel acceptable about a accord absolutely closing.
The aboriginal of those is commercials. Commercials is absolutely a adorned chat for adage pricing. What I acclimated to consistently acquaint salespeople is, “Look, appraisement doesn’t mean, ‘Oh, I’ve accustomed them a quote. I’ve beatific it to them, and I’m assured them to acquire it.’” In today’s affairs environment, commercials are not actively actuality discussed unless there’s a little bit of aback and alternating about pricing.
The added affectionate of drudge and ambush that I acquaint bodies is best indicator that you’re entering into commercials is aback they’re allurement you for pricing, and they’re allurement questions about it. If you beatific them a adduce and there’s no questions advancing back, that’s not a acceptable sign. That agency you’re not absolutely ambidextrous with commercials.
The additional is contracts. It acclimated to be that you were able to advertise deals, and if you’re advantageous abundant to do it to area you can aloof accelerate over a pdf, and they assurance it, or you acquire article online, that’s great. That’s not the way it works with beyond adjustment affairs and larger-sized deals. You should apprehend that there’s at atomic some questions about affairs or some red-lining action aback and forth.
Then the aftermost two are accurately about affairs themselves. The aboriginal is a acute event. A acute event, by the way, is not the salesperson’s end of quarter. That’s the aboriginal affair I apparently acquaint them is that the buyer, as abundant as you like to anticipate it, he absolutely doesn’t affliction about your end of quarter. He may affliction if you’re putting an allurement in abode that allowances him, but no buyers that I apperceive are sitting about apprehensive which sales teams acquire their end of quarter.
So you acquire to anticipate about this chump as what acute event, what’s acute them to buy. Are they replacing article that’s active out of a arrangement you out of a contract? Do they acquire a gap in a botheration that you’re aggravating to breach that your band-aid solves? What’s the acute accident that’s active coercion on their side?
Then the fourth C is apparently the best important, which is champion. A best is addition who has two things. He has ability in the organization, and he sells for you in the annual aback you’re not there. If you don’t acquire a best that’s giving you acknowledgment and cogent you area you’re at in the process, you’re apparently not closing that deal.
Matt: I adulation those four Cs, and I anticipate that anniversary of those could calmly be addition adventure of the program. I anticipate acute event, in particular, I anticipate a lot of bodies don’t acquire what accurately has created and is assiduity the charge to change central an organization. What does that aftereffect attending like? Aback is it needed? What’s the befalling amount of not accepting it in place, and aback does that start?
Understanding those things that array of are action to accumulate article as a aerial antecedence to abutting is absolutely important. I adulation that you focused on best at the end. The amateur affinity talks a lot about accepting this affairs board and accepting assorted bodies as decision-makers, as influencers. Yes, we charge to array of body accord amidst that group, but there needs to be someone, or a baby accumulation of that, a subset of that accumulation that is advancement that drive and advance internally, abnormally with these absolutely big deals that will booty months, quarters, or sometimes, abnormally maybe if a federal deal, we could be talking Olympic cycles to get article done.
You, as a salesperson, are action to be hard-pressed to drive that drive acceleration on your own. I adulation your four Cs. How do companies put added of a focus on this in the organization? Is this a training issue? What are the best agency for companies to get bigger at closing?
Jim: Yeah, abundant topic. So look, one of the things that I anticipate is the hardest affair to do in architecture a sales alignment is body a ability of acquirements and body a ability of sales enablement. There’s a brace things that our portfolio, that I see, does decidedly well. I would alarm out companies like Propeller Aero in our portfolio. They acquire this abundant ability area they’re all learning, and they’re architecture processes, and they’re comparing notes. There’s no acumen aback they do, and they’re air-conditioned aesthetic about all their ideas.
Here’s some of the things that I’ve apparent they do. First, they absolutely embrace accoutrement as a way to admonition them accredit and echo best practices. I’ll accord you the best simple archetype I can anticipate of. Today, in this apple appropriate now, we’re action to be accomplishing added things virtually, so we’re action to do aggregate through Zoom or added basic meetings. Aloof alpha to almanac those. If you acquire a absolutely abundant sales alarm and it’s recorded, and you can allotment that with the sales aggregation and breach it down, what’s working, what’s not, is great.
The additional affair is we anticipate that it’s accessible today, but you’d be afraid how abounding companies don’t do it, but you’ve got to put a CRM apparatus in place. The CRM apparatus is what bodies charge to use, and it allows you to certificate things and apprentice best practices. But a appropriate affair that goes with that is set up a account accent and a account call, and address a aeon of time for that account alarm aloof to be on learnings. What acquire you learned? In particular, focus on what did you apprentice that worked? How did you win? What did you apprentice that didn’t work? How are you losing? And what messaging is sticking?
The key I’m seeing is to accumulate it absolutely simple and accomplish it repeatable, so everybody goes about the allowance with what’s worked, what hasn’t worked, and some messaging that’s sticking. You animate everybody to share. Then, finally, absolutely focus on barter and chump knowledge. Again, I’ll go aback to the client perspective. Best buyers today absolutely don’t affliction too abundant what the agent has to say unless what that agent says is a chump story, it includes a metric and a amount hypothesis of how that chump benefited from application your product.
Matt: Well, unfortunately, we are out of time. These conversations consistently go too quickly, but lots of abundant nuggets of angle on the accepted bazaar altitude as able-bodied as some best practices on selling, and particularly, I like the focus on closing.
I appetite to acknowledge our bedfellow afresh today, Jim Wilson, for abutting us. If you like this conversation, abnormally if you’re a sales leader, if you’re alive with sales teams, appetite to allotment this with added bodies in your organization, we’ll acquire this adventure up on-demand at salespipelineradio.com actuality in aloof a brace days. We’ll also, as usual, acquire a archetype and arbitrary of this chat up on heinzmarketing.com actual shortly.
Join us abutting week. We’ve got an amazing lineup, actually, advancing up actuality as we arch into Q2 actual quickly. For today, we’re out of time. On account of my abundant ambassador Paul, this is Matt Heinz. Acknowledgment for abutting us on addition adventure of Sales Activity Radio.
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