Go For That Hail Mary Now – Sales eXchange 2331

By Tibor Shanto - tibor.shanto@sellbetter.ca

Hail Mary

When we hear the phrase Hail Mary, we think of the end of half or end of game, a last chance play or pass, a buzzer beater, usually accompanied by some level of desperation (perceived or real). This a ritual not limited to sports, it is practiced in B2B sales, but under different names, fueled by the same need, and with all the same negative connotations; the end is nigh, and you know the drill. We’ve all seen it or lived through it, the end of quarter (or other sales period) deal coral and round up time. All rules and reason go out the window, it is all about the close; your manager’s vocabulary is reduced to four words, “Have you closed _________?”, no vacations, and god forbid if your wife goes into labour before the 31st.

Don’t get me wrong, there is nothing wrong with long shots, this is more about which, why and when. I love long shots, some of my best opportunities resulted from me taking a shot on things others ignored, or by taking an approach everyone would have bet will lead to disaster. But you have to pick them, because as we have said here repeatedly, time is a non-renewable resource. But they are long shots for a reason, and you need to select them for the right reason, and more importantly make sure you select them, rather than them selecting you, in the form of an all or none situation.

Long shots should be over and above the real opportunities in your pipeline rather than the only things in the pipe. This allows you to stretch, experiment and discover new ways to sell without bringing unnecessary risk to your quarter year, or overall success. With a blended pipeline with ample coverage, long shots are fun, and can be rewarding. When approached as a bonus, they allow you to explore new sectors, prospect new people, and expand your repertoire, expand markets, and open new referral channels.

Plan your long shots with the understanding that will need a lot of run way. Why most sales Hail Mary’s fail is that they are not given enough time to unfold properly. Instead of waiting for the last Wednesday of the quarter, start your pursuit on the first day, start two, as chances are that at best one may work. But make sure you start with enough time to have a “shot”.

Make sure you not only have a plan B and C, and beyond. Just due to the nature of these opportunities, you are likely going to need a plan G, M and maybe even a plan T (plan T;s are my favourite).

One of the things I enjoy most about Hail Mary’s is the opportunity to talk to people in roles I don’t normally deal with, and in types of accounts outside my normal ones. This is not only challenging in a way that allows me to sharpen skills, but is fun, and you do have to have fun. When I win, there is more than money, and if I lose, well it is not my core pipeline.

So yes, take the long shot, go for the Hail Mary, but do it now, not March 25.

What’s in Your Pipeline?
Tibor Shanto

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