In Sales, Should you Leapfrog?

leapfrog over your sales leadYou received an inbound lead. After weeks or even months discussions, exchanging emails, doing online tours, giving on-site presentations, maybe doing a free trial or two, you feel the sale is about to close.

Then suddenly, crickets.

No return phone calls. There are no responses from your emails.

Nothing. Silence. Dead silence.

You thought everything was going well. Your inbound lead asked all the right questions. He showed interest in your product or service. In short, he was making all the traditional buying signals.

Now what?

You now face an impasse that most salespeople fear – do you leapfrog over your lead and contact higher level, and perhaps better, key decision makers?

Or, do you continue to be patient, make more phone calls and send out more emails, with the false hope that your contact will finally respond and say those magic words that we all want to hear “Let’s order.”

My answer – if you have honestly made every attempt possible to reach your lead, and he hasn’t responded to your repeated efforts, it’s time to leapfrog.

But first, let’s back-up – Why is leapfrogging even necessary?

Several factors come into play

First, you are dealing with the wimp factor –

Your inbound lead is a wimp. Straight-up. He may be afraid to talk to people in upper management. Maybe he doesn’t want to interrupt busy bosses. Or he’s worried they will reject his idea and possibly demote him, or worse, fire him. Perhaps he never had permission to speak to you in the first place, and now he’s caught between a rock and a hard place – a persistent salesperson (you) vs. a dreadful manager.

Like it or not, many people are employed in toxic work environments. They have to deal with layoffs, lousy morale, unpleasant bosses, endless gossip, etc. In those malicious environments, some employees are afraid to speak up or offer ideas.

Second, you were never working with the key decision maker –

Yes, people lie. Sure, they tell you they are the decision maker and puff up their responsibilities and role, but when push comes to shove, they play “duck and cover” when you start insisting on a decision. Of course, maybe you should have asked tougher questions in the beginning about how decisions are made, and if others are involved in the decision-making process besides your initial contact.

And third, you are getting drawn into office politics –

Never underestimate the power of office politics when it comes to hurting your chances of landing a sale. You may think everyone loves your products or services, and that the world revolves around you, but that’s rarely the case.

For example, several years ago I was trying to sell a password security software program to a major hospital. While the IT Director admitted to me that my company’s software was better than the competition, he had to purchase the other program over mine. Why? Office politics. Because my prospect was hired recently as the IT Director, he didn’t feel he earned enough brownie points or confidence yet in upper management to recommend a higher price – but better – program. As a result, he purchased what he knew to be an inferior, but a cheaper product, to keep his job.

On the other hand, around the same time, I was also working with another IT Director at a major university. He held his position for nearly 20 years. His colleagues and upper management respected him. So, when he recommended that the academic institution purchase my company’s software, he faced very little opposition or objection.

leapfrog over your first leadHow do you leapfrog?

First, research and find out who you think the key decision maker is.

Second, send him an email briefly describing your conversations with your initial contact (but don’t chastise him).

Third, in the same email, explain the value that you are offering the company.

And finally, propose the next steps – e.g., schedule a phone call, meeting, online tour, etc.

Then wait a few days and follow-up again. Send another email. Make some phone calls. Leave some voice mail messages. You know the drill.

Sometimes the critical decision maker will respond quickly. He may even ask your initial lead to contact you to continue the sales process with firm marching orders on how to proceed with you.

Or, maybe nothing happens at all. In which case, you may have to go higher up the ladder until you reach someone who will see the value of what you are offering and continue with the sales process.

Yes, you may offend your initial lead. Yes, you may not get the sale.

But when you’re hitting a brick wall, you have nothing to lose and everything to gain.

And if all else fails, there are other fish in the sea to pursue.

Note: If you like this post, please check out my book – – Advice for New Salespeople: Tips to Help your Sales Career

In Sales, Promises vs. Reality

promises not being keptYou’re starting your new sales job. Promises were made. But soon, you discover that you have been lied to by upper management.

Maybe you didn’t get the sales territories you were promised.

Maybe you didn’t receive the compensation package that you were expecting.

Whatever the reason – do you stay, or do you go?

It depends on your situation.

My advice – stick it out for a while and see what happens. For example, there may be a change in management that could work to your advantage. Or another salesperson may leave, and you could inherit some of his large leads or accounts. Or, the compensation package may change. Or, one of your primary competitors could go belly up, and you and others on your sales team could receive more business.

Success in sales, like any profession, is due in part to hard work and smarts…but sometimes it’s mainly due to luck.

As we all know, sometimes it’s being at the right place at the right time when the stars (and dollar signs) are aligned that really matters.

For example, I knew a woman who became a sales manager and earned a lot of money because the entire sales team left. Fed up with what they considered to be the owners’ eccentric decisions and mismanagement, the whole team all walked out the door – expect her. She stuck it out.

success or failureEventually, the owner realized he was over his head, and hired a business manager to run the day-to-day operations. He also hired a team of top-notch employees to help run and manage the production and shipping departments.

With the business finally growing, the owner didn’t forget that woman who stayed with him during the hard times. As I mentioned above, she not only became the sales manager but also collected about 80% of all the significant accounts and was financially successful for several years – until the owner sold his business to a competitor.  As a result, the entire sales team was sold down the river. A year later, everyone was laid off. (But that’s a different story).

Of course, it’s always a good idea to do your homework before you accept a job offer. Yes, you can read reviews on Glassdoor or Indeed. But there have been numerous times when employers will “urge” their employees to write positive reviews to order to attract gullible employees.

Can you trust your gut? Not always.

One of my friends was working as a consultant for a tech start-up. The owner offered him a full-time job with benefits. With a family to support, he accepted the job offer. After all, he had been working as a consultant for a while, and he thought he knew the business. Or, so he thought.

It turned out to be the worst decision he ever made. But he stuck it out for about six months and decided he was happier being a consultant again.

We’re all human. We all make mistakes.

Promises don’t always turn into reality.

But if you stick it out, sometimes those promises may come true.

Note: If you like this post, please check out my book – Advice for New Salespeople: Tips to Help your Sales Career

What Girl Scouts Can Teach us about Selling

With so many Girl Scouts selling cookies near my work and grocery store, I have to assume that the Girl Scout cookie season is upon us again. (Girl Scouts sell cookies Girl Scouts selling cookiesfrom January through April, but in some  cases, they may sell them in September).

For most of us, selling is a career that we either start as soon as we graduate college or mid-life when our current job isn’t panning out.

But for most young girls, selling Girl Scout cookies is a Rite of Passage that begins at an early age.

(Full Disclosure – My mom was a Girl Scout leader, and all four of my sisters sold Girl Scout cookies).

What can we learn from Girl Scouts?

Here are some observations

1). Location, Location, Location – it’s no accident that many Girl Scout troops will set up a tabletop display near a busy street corner, a grocery store, or shopping center. They know that location is the key for selling. The more people traffic, the better chance you have to sell more cookies.

(I once saw a Girl Scout troop hold a cookie sale in someone’s front yard. Despite all the cheering scouts, it appeared they didn’t get too much traffic).

2). Product – unless you are a con artist who can sell ice to an Eskimo, selling requires having a good product. Being a connoisseur of Girl Scout cookies, I can testify first hand that the cookies are delicious. (My favorite is Thin Mints®).

3). Free samples – I notice that some Girl Scouts have taken a page out of the professional salesperson’s handbook and are offering free samples. That’s a great idea. It’s an excellent way of driving foot traffic to your location and increasing sales.

4). Branding – at most Girl Scout table displays, I notice a lot of signs. This is not a coincidence. In this busy and hectic age, you must attract attention of busy shoppers and pedestrians. Large colorful signs tapped to a table, or better yet, waved by girls, is a right way of drawing attention and more sales. Also, having a large stack of boxes of cookies on display will help people quickly see the variety you are offering, and enhances your branding too.

5). Variety – According to Girl Scouts’ Meet the Cookies, there are 12 brands of cookies this year. There is a debate on whether companies or organizations should offer too many products or not. Think 1-800 Flowers with its large display of flowers and other gifts. Too many products can be overwhelming.  But given that most people expect a lot of variety when it comes to snacks or desserts, 12 different types of cookies appears to be a good fit.

6). Referrals – most of us have worked in offices where at least one employee has an order sheet in the office kitchen for people to sign up for orders. If it’s the boss or manager, some employees may feel some undue pressure to order cookies to secure favor and harmony in the workplace. But for most of us who like cookies, it’s the convenience of completing a form and knowing that our favorite snacks will be arriving soon.

7). Enthusiasm – I’ve never passed by a Girl Scout cookie display without witnessing enthusiastic girls (and sometimes the adults are more excited than the kids). Enthusiasm is contagious. It also helps with sales.

(Several years ago, I saw an overweight man sitting in an office lobby behind a display of Girl Scout cookies. His arms were folded. He had this overconfident smirk on his face, as if he was expecting people would rush to buy the cookies. That didn’t happen. With his arms folded, no display and no real enthusiasm, he wasn’t very approachable).

8). Dress for success – most Girl Scouts wear their uniforms when selling cookies. This is important. It shows professionalism and credibility on their part, and underscores that they are raising money for a good cause.

There you have it.

Most Girl Scouts may never be salespeople. But we can learn a lot from their techniques in selling cookies.

Note: If you like this post, please check out my book – Advice for New Salespeople: Tips to Help your Sales Career

In Sales, How to Deal with the Hand-off

the hand offYou spent weeks, if not months, working with your client to close the sale. Just when you think you finally see dollar signs in your eyes, your client decides to hand you off to someone else.

What just happened?

You just got handed over to someone else who may or may not give a damn about what you are selling. In fact, he may never even have heard of you or your company before.

Why did this happen?

First, your client wasn’t a serious buyer. Sure, he may have told you he was the decision maker, but he lied. Don’t be surprised. It happens. In fact, it happens all the time.

Second, maybe your client is interested, but he’s too busy working on other projects, or suddenly, a personal or professional crisis occurred, and he has to break discussions with you temporarily. Because what he’s going through isn’t your business, he hands you off to some flunky or low-level employee to keep you busy for a while until he gets his affairs in order.

Third, he honestly wants a second opinion from an outside expert or consultant, so he decides to have an outsider hear what you are pitching. This happened to me once when I was selling password security software. After months of free trials and online tours, the decision maker wanted to cover his ass, so he decided to bring in a cybersecurity expert to review the software I was selling. Was I confused and hurt? A little. But then I put myself in my client’s place – because this was going to be a significant order for him, he wanted to get a second opinion before signing the dotted line. If I were in his place, I probably would have done the same thing.

So, rather than get my feelings hurt, I decided to treat the outside consultant with respect. I repeated all my online tours. I provided him with all the information I sent to my client. I patiently listened to all his questions and answered them accordingly. In a couple of months, my efforts paid off – I won over the consultant, he became my advocate, and I got the large order.

How to avoid the hand-off?

First, make sure your client is the decision maker. And in most cases, the decision maker isn’t always one person. Sometimes decisions are made by a series of people in upper management or even by a committee.

Second, try to get a time commitment from your client. What is his deadline? Is there a sense of urgency on your client’s part to making a purchase? Or, is he just window shopping.

And finally, if you do get handed off, don’t panic. Depending on what you’re selling, the sales process could take a long time. Be persistent. Be professional. And if all else fails, there are other fish in the sea. And who knows, your current fish that you’re trying to reel in may just voluntarily jump on your boat when you least expect it.

A hand-off doesn’t always mean you’re getting the backhand. It just means you have to work harder to seal the deal.

Note: If you like this post, please read my book: Advice for New Salespeople: Tips to Help your Sales Career

 

Sales & Marketing Conferences for 2018

Happy New Year!

And with the new year now here, there are several upcoming sales and marketing conferences you might want to consider.

With so many conferences and so little time, how do you select the ones that will best help you in your sales and marketing career?

sales conferencesHere are some tips

1). Networking opportunities – which event will help you make the right contacts to help your career or business?

2). Good Planning – does the sponsor have an agenda, a floor plan for trade shows (if there are any), and plenty of time to meet people.

3). Discounts – are there any early bird discounts and low hotel reservations available?

4). Speakers – are you going to have an opportunity to finally meet those thought leaders and experts that you read about?

5). Company compensation – if you can swing it, will your employer reimburse all or part of your expenses?

6). Attendee List – as an attendee, your sponsor should provide you with a list of people attending the event. This will help you network better.

7). Location – is the event being held in a city where the location is nice, and you will have interesting sites to visit?

Meanwhile, here are a sample list of conferences for your review –

Sales

AA-ISP Digital Sales World 2018
Dates: Feb. 1st, June 20th and September 6th
Locations: San Francisco, Atlanta and Boston

Revenue Summit
Date: March 1st
Location: San Francisco

Rainmaker
Dates: March 5 – 7th
Location: Atlanta

Sandler Sales & Leadership Summit
Dates: March 12th – 16th
Location: Orlando

Sales 3.0 Conference
Date: March 12th – 13th
Location: San Francisco

Inbound
Dates: September 4th – 7th
Location: Boston

Dreamforce
Dates: September 25th – 28th
Location: San Francisco

For a more comprehensive list of Sales Conferences, please go to this link –

16 Top Sales Conferences You Should Attend in 2017 & 2018, by Leslie Ye for Hubspot

Marketing

GrowthHackers Conference
Date: February 6th
Location: San Diego

SXSW Conference & Festivals
Dates: March 9th – 18th
Location: Austin

Social Media Week
Dates: April 24th – 27th
Location: New York

Gartner Digital Marketing Conference
Dates: May 15th – 17th
Location: San Diego

DigitalSummit
Dates: June 12th – 13th
Location: Portland, OR

Growth Acceleration Summit
Dates: June 18th – 20th
Location: Boston

Seattle Interactive Conference
Dates: October 17th – 18th
Location: Seattle

B2B Marketing Forum
Dates: November 13th – 16th
Location: San Francisco

An Event Apart
Dates: December 10th – 12th
Location: San Francisco

For a more comprehensive list of Marketing Conferences, please go to this link –

2018 Marketing Conferences: The #1 Marketing Events Guide, published by The Bizzabo Blog

Note: If you like this post, please read my book – Advice for New Salespeople: Tips to Help your Sales Career

Shout out – Sales Enablement Society

I just recently joined the Sales Enablement Society (SES). If you are a serious sales professional, I recommend that you become a member too.

It’s a volunteer group made up of sales and marketing professionals. The goal of the organization is to better define sales enablement procedures, practices, and roles at companies and organizations.

Here is the mission statement

The SES’s overall mission identifies best practices for successful outcomes, clarifies the operations for the sales enablement business, and develops the criteria for sales enablement roles within successful organizations. The SES’s mission is based on an Albert Einstein quote: “The definition of insanity is doing the same thing over and over again and expecting different results.” This quote applies to most organizations tasked with driving sales and marketing productivity today.

SES is an international group. There are chapters throughout the U.S., as well as in India, Europe, Australia and Canada. New chapters are springing up all the time.

There are several communities that you can join. Each community has its own discussion forum. Like LinkedIn, you can also connect with members and view their profiles.

The organization just held their first annual conference in late October.  If you couldn’t attend the conference, there is a library of information that was presented during the gathering, with new content being added all the time.

Interested?

Please check out their site –

https://www.sesociety.org

To give you a better idea of what Sales Enablement is all about, below is a video summary of Elay Cohen’s talk on “Ten Sales Enablement Guiding Principles” –

Note: If you like this post, please check out my book – Advice for New Salespeople: Tips to Help your Sales Career