If you're anything like the rest of the world, you're winding down on 2014, closing last minute deals, getting ready for family, maybe a little R&R before you start all over again in 2014.
If you're anything like the rest of the world, you're winding down on 2014, closing last minute deals, getting ready for family, maybe a little R&R before you start all over again in 2014.
You don't care about your rep. Your only goal is to get them to hit quota. Everything revolves around filling the pipeline with leads. Nurturing and qualifying the leads and closing sales to get one step closer to making quota.
A friend of mine sent me a message on Facebook along with the comment, "I really hope I can someday use this line and swap jerk for (deleted).".
Topics: trusted advisor, trusted adviser, SOB quality
I've actually written about the value of blog comments before.
Several months ago, some dopey expert suggested that a rep's initial conversation with an inbound lead might start with, "Hi name, I was notified that you came to our website and recently downloaded (reference the conversion event). Do you remember doing that? Great! What were you looking for help with?"
Pete Caputa once advised me to spend one third of my blogging time reading oth er blogs, one third of my blogging time commenting on other blogs and one third of my blogging time writing on my own blog. Lately, I've added another third. (Can I do that?) I've been writing for other blogs and publications. At first, it was seldom, but it's been happening so frequently lately, that it's cut into my writing for my own blog time. (I guess I couldn't add another third.) In case you're interested, this is where I've been in the past month.
Topics: sales blogs, sales conversations
Odd title, I know, but it will make sense after I share this story.
In July of 2009, one of my favorite clients, Rob, enrolled his sales guy, Jay in group training. Jay had some prior success in sales, but was far from a rock star and his evaluation indicated that although we found areas that he could improve significantly, he felt that he was pretty darn perfect and didn't need our help. (Eventually, Rob and Jay parted ways.)
I agreed to do some group coaching. The way that it works is I schedule a 60 minute call and share the GTM link. 20+ salespeople join the call. 4-6 of those salespeople will submit an agenda that we will role play and work on for 10-15 minutes with everybody else listening. This past week, somebody asked what to do when somebody wasn't excited that you called (or worse). So, I role played the situation with me being the salesperson and him being the prospect. During the role play, I asked (in role), "Do you want me just to go away?" and we wrapped it up.