Welcome to The Pipeline.

LinkedIn Serves Up Catholic Like Feature2

By Tibor Shanto – tibor.shanto@sellbetter.ca 

endorsed 2

People always seem to be looking for a means to repent and ease their guilt. Whatever the cause or underlying motivation, people feel better when doing something, even if it is not the right thing for the wrong reasons, acting gives the illusion of accomplishment. So when it comes to sales, social media offers an outlet more immediate and less demanding than going to a confessional, when they know they have wronged and are feeling guilty.  All with the added bonus of being socially impersonal.

I look at this phenomenon as the sales equivalent of “slacktivism“.

I came to learn about this from a rep I am working with. He highlighted that a prospect had missed a scheduled call, one agreed to during the last meeting, invite accepted, and specific to the deal at the time. When he called as scheduled, he did not get a response. But the very next day the prospect in question “endorsed” said sales rep for two sales related skills on LinkedIn. Brad thought this just to be a coincidence, but saw it happen in other instances. He mentioned that he met someone at an industry event, the usual “ya, this is what we are looking for, definitely give me a call.” Follow up – no response; a few days later, follow up – no response, voice mails left on both calls, with return number. Lo and behold, a couple of days later, a LinkedIn endorsement.

I have always been flattered when I get LinkedIn endorsements, making a mental note, occasionally reaching out, but never looked for the coronation Brad mentioned. But, since it was brought to my attention, I have seen that I too have been a victim of this “social confessional”, a cleansing of guilt brought in when folks don’t follow through on commitments.

I say “social confessional” for two reasons. First, as people use social outlets to communicate things in a way different than the past, it only makes sense that it would creep into their communication of their guilt for not following through on their commitments, and in to their communication with whatever deity they hide behind when they mess up. So why make the trek down to the local church, just give them three endorsements, a “social” form of three Hail Mary’s and a candle. “It’s not like I ignored you, dude, in fact I endorsed you, three times man, let it go.”

The second reason, well, these days you stick “social” in front of any old thing, and it’ll just seem hipper.

So Catholic, or not, even atheists, can now endorse and move on with their day, without the bother of being accountable for their commitments. The Church can learn something here.

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Decision Makers Want To Deal With Decisive People2

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Decisions direction sign with sky background

A question I regularly ask when working with a group of reps on prospecting, is “who do you call on?” or “who do you want to call on?” The answer I get is “the decision maker”. Now I have used a lot of different directories and databases, and they all give a title, not role in decision. But let’s say they did, the real question is what happens when you speak to that decision maker. Unfortunately often this opportunity does not go as well as hoped, for the sales person, and the decision maker.

It has been shown in a number of studies that many decision makers are disappointed with many of their meetings with sales people, often seeing it as a waste of their time. Reps come in unprepared in so many ways. Despite all the information out there, all the research sales people supposedly do in advance of their meetings, they seem to bring little knowledge or real valuable or actionable insight to these meetings.

While there are more, I will look at two that if addressed and improved will dramatically improve your success. First is the focus of all the research and information reps do going into the meeting. When I ask, I still get the same old same old. It is all very product and sales centric. Mercifully you hear less and less of “what keeps you awake at night?” But while the words have changed, the posture and the way it rubs the executive has not. The reality is that much of what many sales people “probe for”, are things many senior executives and decision makers have delegated to others in the organization.

Instead they are focused on their objectives 12 – 18 months forward, they are consumed by those outcomes, and their impact on their company, be that profits, market share, Wall Street reaction, and more. It is not about “the” enterprise software, but the impact as they view it. Talk about that and they will engage, and exchange information with you, but with all due deference, the SPIN stuff makes their head spin. Show them that you can help them achieve their objectives, and you’re on.

The second common obstacle is the general demeanour of many reps. There is a difference between respecting someone and their position, and putting them on a pedestal. This needs to be a conversation of peers; not equals, but peers. Why would I open up to someone whose words, gestures and posture suggest that they have not faced the type of scenarios and objectives I deal with every day? Many sales people, especially the relationship types or the social types, are reluctant to ask the direct and difficult questions that not only demonstrates that you understand the day to day world of the person you are with, much less help them resolve the gaps that stand between them and their objectives. You can talk probing, but doing it right, is another story. Executives I have spoken to tell straight out that they don’t have time to educate reps on the types of things they are trying to achieve or resolve. “I can tell from the questions they ask, and the way they ask them if they really get, are faking it, or just scared shitless because they know they are in over their heads when it comes to my world and day to day”.

The reason some reps never get the appointment is not because the executive or decision maker is not open to input, but they want that from a peer, who understands what they are dealing with, and can demonstrate that they have fought the battle and won. Not with a glossy case study but how they conduct themselves. In short, Decision makers want to deal with decisive people, people who can lead them to success, not just follow hoping for relationship.

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Delivery Over Messaging In Prospecting Calls0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Bulls eye

When it comes to effective prospecting there is usually a complete imbalance between two critical components of an effective message. Effective here means leading to initial engagement. The two components are “the content” of the message, and the “delivery”. The being the ability to ensure that the content is packaged and delivered in a way that the recipient can full receive and digest it and get out of it what the seller intended. Most people tend to focus way too much on the message, and the content, then fail to pay sufficient focus and energy on the delivery, often resulting in great content and message being wasted.

The important part of the delivery is “dynamics”, what is happening on the prospects side of things that will enable them or prevent them from taking on the message. Your value prop is a flop if it lands on deaf ears, on the other hand if you can get the prospect to take in the message, even a semi polished message will go further than the perfect line that misses the target.

Most prospecting calls, OK, cold calls, usually fall short because the caller is thinking too much about their end of the call, not the prospects end. First and foremost they are trying, and frankly encouraged by many pundits, to come up with a message that will avoid or side step an objection. Well forget it, that is not happening, when you are interrupting someone trying to pack 16 hours into a ten hour day, you will get an objection, because you are an interruption, no matter how golden your message or revolutionary your product. The only way to avoid objections is to not make the call, and I know some resort to that method. Add to that the fact that no matter how cool or “disruptive” your product, they think they already have it or something like it, remember you called them.

So you have to make it about them. Now I know you’re all sitting there saying I already do that, but having listened to thousands of call delivered by hundreds of reps, you’re not. What I hear is people telling the prospect about their company, what they do, and their product, and only after that do they get to the good stuff, what’s in it for the buyer, but even then, it is often to general. What reps tell me is that they need to introduce themselves, no you don’t. You need to introduce what’s in it for them. By the time you get through your intro they are either asleep or looking for a window, not to jump, but to throw the phone through. Lead with the outcome, the happy ending, the punch line, whatever you wanna call it, give them the end, then work back from there. This will help you get their attention, ensure the message gets through, and will set you up to manage their objectives more effectively. Now, if you want to better manage their objectives download the Objective Handling Handbook, normally $12.97, free today.

This but one example of how the delivery can make a difference. There is also the words, the tone, the cadence, and more, the key is to not focus entirely on the message, and put more attention to the delivery and dynamics involved.

BTW – you can start by joining me today at 1:00 pm Eastern, for a webinar I am present with data.com, I will be showing you how to Mastering voice mail, e-mail, and other tools of Prospect Pursuit Success! 

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Mastering voice mail, e-mail, and other tools of Prospect Pursuit Success! #webinar0

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Thursday July 16, 1:00 pm Eastern – 10:00 am Pacific

content (2)Having great leads, being social, and ready are all important, but it takes a lot more to connect and engage these days.  Sometimes the biggest challenge is not the message but the ability to deliver it.  This webinar will look at the tools of trade, how you use and leverage will be the difference between connecting and selling or being left behind.

We will explore:

  • The Pursuit and Pursuit Cadence
  • Voice mail messages that get returned
  • E-mail and role in the pursuit
  • Referrals 2.0
  • Everything New is old again
Register

Are You A Pompous LinkedIn Stink Bomber?0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

LI Stink

Wherever one may land on the whole social selling vs. all other forms of selling, there is no denying that one of the best attributes of social is the ability to share your views, learn from others, especially those with opposing or different views. When you look at a platform like LinkedIn, it offers various means of seeking out many views of an issue, and engage others with differing. Long before it was fashionable I joined as many groups as possible and sought discussion, rebuttals and other reactions to my posts, now we can add LinkedIn Publisher as yet another channel to debate and discovery.

The pay offs for putting my opinions out there have been great and rewarding, not only in terms of learning, expanding or hardening my views, most importantly financially, and often in the most unexpected ways. Sure I have been able to connect “with just the right person” to make a deal happen; I have had people who read something I posted that resonated with them so much that they reached and hired me on because they felt so aligned with what I wrote. But most rewarding is when someone initially comp[lately disagreed with what I said, strongly challenged me, sometime harshly at first, but then as we went back and forth, first on LinkedIn, then in the real world, where we found common ground, leading to them hiring me.

But then there are those that I call “Stink Bombers”, I am sure some of you know who you are right now without me going any further, but I will. Stink Bombers come in two form, the everyday no lead incidental types. These people innocently get in the middle of something that they don’t get, and quickly retreat when faced with alternative views. Then there are the fully leaded, no ethanol, super premium, self-indulgent “Pompous Stinkers”. These are the people who will throw their opinion into a discussion, drawing different reactions, but don’t engage any further.

As a rule, I try to respond to all comments or feedback to my posts or comments I contribute to other’s discussions. Not only is that “social”, but that is how you encourage dialog and learning. After all, if someone is kind enough to take the time and share their view, on or about something I said, the least I can do is respond. But that’s not how the “Pompous Bombers” roll, they will come into a discussion, drop their “bomb”, in the form of an opinion or comment, usually self-serving, and then disappear. People respond, challenge, ask for clarification, but they get nothing back for the “Pompous Bombers”, I have seen and been part of instances where people directly address the “Pompous Bombers”, only to have no response at all. Now I know people are busy, but if you are going take the time to throw something out there, you should be prepared to truly participate. This is about discussion, not declaration.

What makes this phenomenon very amusing is that the “Pompous” variety are very often people who call themselves, “Social Sellers”, people who should more than others understand the importance and frankly the pay-off and benefit of interaction, engagement and debate. But of the dozens of examples of this, be they in the form of a published post, or comment to someone else’s post, most often, they are “socialites”.

While I can almost understand (but not forgive) when they don’t respond to comments on their posts, I really don’t get it when it comes to people responding to a comment they left on someone else’s post. In the case of the former, they have stated their views in the post, what can they add. Save the fact that they seem to uniformly respond to positive comments, but never to challenging or alternate views.

But when they jump in on someone else’s thread it is very different. You put it out there, I believe you owe those challenging the view a response. I recently had a socialite jump into to a thread where people were responding to one of my posts. Their comment was in my opinion, not only of topic, but was baseless. I made an effort to engage, and nothing.

I know a lot of people don’t know me or like me and therefore may not want to engage, but in these cases they choose to engage, throw their “stink bomb” in the “room”, then why not continue? That is the genuine question I put to the “Pompous Bombers”. A friend of mine suggested that they are just arrogant, “I have spoken”, and so be it. Maybe, but I think that in many instances, they really don’t have much to add, they saw an opportunity to parrot something they heard in the echo chamber, and never expected someone would engage. They were looking for their 15 seconds of thread fame, and expected the statement would speak for itself, after all no one in the echo chamber where they picked it up questioned it, so why would they outside that environment.

No matter what the venue or medium, if you are going to enter a “discussion”, you should be ready to discuss, dropping a bomb and hiding, is not only childish, but intellectually void, and if you are that, just sit the whole thing out, not just the important part.

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Where Have All The Sellers Gone? – Sales eXecution 3013

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Over the last few years there have been numerous articles and commentaries suggesting that the sales population will dramatically dwindle over the next few years. I don’t think there will be less real sellers than now, but the roles will be more clearly and accurately defined.

The reality is that many of those calling themselves sales people, or were hired to fill a role with a job description of sales person are not sales people at all. Many who pretended to be hunters to get the job were not; and many who were hired to manage and grow accounts, were in fact willing or capable of doing either. So if you redefined those to what they really were, rather than what you were hoping or pretending they were, you’d have a thinning of the ranks. In reality there are not as many sales people now as many would pretend.

Further to this point, last week I participated in an event hosted by SMB Acuity, a premier supplier of actionable business insights, where they presented the results of a survey of Small and Medium business in the USA and Canada specifically companies with 100 or less employees, those driving the economy. One interesting result they shared was that a large majority of upsells and cross sells were in fact initiated by the businesses themselves, not the sellers (by title anyway). The numbers were 57.8% of respondents in Canada, and 68.3 in the States. Confirming that many who say they are in sales, are in fact order takers.

What’s worse, is that these numbers clearly indicate that both types of sales people dropped the ball. Account managers should have been involved enough with the accounts to be in tune with potential demand, completely missed the opportunity. Leading to the question of how involved were they really, were they managing them in the real world, in their CRM, on a list, or as I suspect not at all. The other question is where was management? Why did they not have a process and the metrics in place to ensure coverage and get ahead of the opportunity?

One thing is sure, when the buyer initiated the conversation that lead to the upsell with you, they likely did so with your competitors as well. Given the scenario, I bet you don’t even know if and when they decided to buy more or another product, you don’t even know if they bought it from you or your competitor.

And where were the hunters, how did they miss this waiting opportunities?

It is almost an insult to real sellers to call these transactions “upsells” or “cross sells”, when it was buyer initiated. This is why they call people in department stores clerks, not sales people.

So yes, over the years as we fine tune the role, you will find less people classified as sellers, not because there will be less sellers than now, but because there will be a separation of sellers and clerks.

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Summer time and the Selling’s Easy #podcast0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Radio Renbor the pipe

There are a lot of misconceptions about selling in the summer, but don’t be fooled, there is selling in the summer.  That is the focus of this month’s segment with Michele Price and BREAKTHROUGH radio.  Take a listen and let me know how you’heat you summer sales.

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Check Out Marketing Podcasts at Blog Talk Radio with Breakthroughbusiness on BlogTalkRadio

Mastering Tools and Methods of Prospecting Success #webinar0

Business man point: Turn Prospects Into Sales Appointments

Wednesday June 10, 10:00 am PT/1:00 pm ET

Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career. But to achieve success in prospecting, you will need to master two key elements

1. Sourcing the right leads and crucial information needed to reach that prospect
2. Connecting and engaging with those leads and converting them to pipeline opportunities

Join me and Clinton Rozario, as we present you the methodologies and tools that will help you master the two elements above, and keep you pipeline full and healthy.

By attending this 60 minute expert talk, you will learn how to become more efficient at both lead generation and prospecting and following up, thereby allowing you to spend less time in gaining more prospects and freeing up time to sell more to new and existing clients.

By attending this webinar, sales professionals can learn about

• Leveraging Social Platforms for Micro Targeting
• Reaching C-Level Decision Makers on Social Networks
• Proven method for successful B2B Prospecting
• How to sustain a continuous flow of opportunities
• Lead Gen and Prospecting Tools that will make you more efficient and successful

About Clinton

Clinton Rozario is an expert in B2B lead generation and prospecting on social networks. He has been the chief architect of several such patented products at eGrabber. He offers his expert advice about B2B sales lead generation at various forums and has written numerous articles on the same.

Register

 

 

The Best Sales People – Trust, But Verify – Sales eXecution 2992

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Detective

Some may remember one of Reagan’s more famous statement in 1987, while he was addressing folks gathered at a nuclear treaty signing, Trust but Verify, could also be part of every keynote at your everyday B2B sales Kick-off.

I use this expression not to suggest or imply a lack of trust between sellers and their potential buyers, but to ensure that sales people make the most out of their most precious resource – Time. The better you do things the first time, the more time you have to execute other important parts of the sales day, instead of having to repeat things you thought you had completed last week. Some ways to bring this to your selling will insular, specific to things you do, and some will face externally, and ensure that others are also part of your sales success.

One great place to apply this mantra is your pipeline. We often find that we have a lot of opportunities in our pipelines, and it feels good, but if we were verify the quality, or reality of those prospects, we may not have as many as we thought. Verifying is easy if you want to do it. Does it meet your minimum thresholds, i.e. is the prospect a good fit for you, or are they just a placeholders because your manager has a silly rule of having a pipeline three times the size of your quota. Are they really engaged, one easy way to validate is to not only get next steps, but give they homework that will verify that they are. For example, I always like to ask for the opportunity to interview a sample number of their reps after my initial meeting and going any further. If they do, it is a clear indicator that they are willing to invest in the process.

Another area where sellers benefit from a Trust but Verify approach is during the process of prospecting and qualifying. It is easy to sprinkle things with a little sugar, go on appointments we know are not likely qualified but are available. A little scepticism goes a long way, and while it may result in less appointments, they will all be of a better quality. When qualifying a prospect, that crucial phase between hand shake to proposal, how well you choose to verify will dictate whether it will be a solid proposal that will lead to a close, or a not so solid one leaving you to having to resell and negotiate your way to the finish line, or an “oh so close death”. It is easy to have a positive outlook, take everything a prospect says with a sprinkling of hope. It is more practical to verify and deal with the best opportunities, not any old opportunity.

It’s nice to have a full pipeline, but it also creates a false sense of confidence, one that releases strange endorphins in a seller’s mind, endorphins that prevent sales people from prospecting for new prospects. It is true that the fuller a rep believes their pipeline to be full, the greater the likelihood that they will not prospect for new opportunities. Verify the pipeline, and a more honest view will dictate their emotions and resulting activities.

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Success is an Addiction Not a Lottery0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

business growth

The most successful B2B sales people I have worked with have always been focused on winning and improving. A constant and unwavering quest for success and improvement. Each sales is like a fix, and like real sales junkies, they are focused on the next fix, a fix that has to be more, in the case of sales better, than the last.

Some may not like the comparison of sales to a habit, but get past the crust, and you have to admit their drive is second to none. Again, we may not condone or admire how they apply it, but the drive, sellers can learn a thing or two.

One convenience of hyphenated sales, is it allows practitioners to hide behind labels and abdicated responsibility for the outcome, and make excuses for doing necessary things they just refuse to do.

A sales junkie friend of mine recently attended a large trade show, and when he wasn’t helping prospects at his booth, he rolled up and down the aisles, allowing as many people as he could to “introduced” him to their solutions. He indicated interest to all, and allowed himself to be qualified and “scanned”, to their delight.  Four days after the event he had five generic e-mails pointing him to no end of landing pages, and no direct contact. In the same time frame he had prioritized his leads, made 10 phone calls, and set four appointments. Appointments are his habit, they feed his pipeline and feed his kids.

He is a hunter, and yes I know, “hunting” is politically incorrect. But what they naysayers fail or refuse to understand is that we are not hunting prospects, we are hunting revenue. Relationships are nice, but they don’t feed your kids. As many have said before me, if there are three sellers working the same deal, one gets commission, the other two have hungry babies, I love my babies.

One of the reasons I hate hyphenated sales, or qualified selling, you know, like “solution selling”, “consultative selling”, “complex-sales” or “social selling”, is these labels are often artificial and more a distraction adding value to the sale or how it is executed. And remember sales success is about Execution, everything else is just talk.

Seems that many sales people view sales success as a lottery, somehow the outcome is out of their hands, they pretend that their success rests with the buyer, the product, marketing or elsewhere. Well it doesn’t the buck stops with you, like it or not. Great sales hunters are focused and driven by success, not fear of not being like, or the fear of failure. They would rather execute, fail and learn in the process, and bring that to the next deal, than not execute for fear of failing now and forever.

Tibor Shanto    

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