CIO's need to sell the cloud too...

I want to know as much about something new as I possibly can and this cloudy stuff is no different.  Trying to understand how and when it will impact businesses is like wishing for snow days.  Which raises the question...just what is holding back technology leaders from migrating to the cloud?

As a sales professional it is critical to learn how to paint an accurate picture to a prospects (for the CIO its your CEO's and CFO's), they need to SEE why they should choose my solution. Getting a prospect to choose your products or services is partly art and partly learned skills.  Debating which is a better quality (Art versus Skill) is like debating what's the best day for cold calling.

Knowing who you are as a salesperson is what will make you successful.  I am certainly not  trying to insult my CIO friends, hell you forgot more about technology while you were shaving this morning than I will ever know, and most of you have spent a lifetime developing your expertise.

I understand that being a CIO takes wisdom, experience, business savvy...but how often do you find yourself working on your ability to close the sale!  Many of you have several projects on your plate and determining which will provide the greatest benefit to your company will require analysis, calculations and "gut" feelings that only you can make.

There have been a few studies about "Risk outweighing the benefits" of cloud computing.  I am still struggling with why the "cloud" has yet to live up to the hype.

Ultimately, your assessment will drive the decision, but sometimes generating interest and enthusiasm for a project is no different than getting your foot in the door.  So spead the word, and by the way...welcome to sales.

Sales shouldn't be hard...just hard work!

Most of my friends consider a career in sales "easy" money...roll into the office around 9am, long lunches and afternoon golf sessions...r  i  g  h  t...unless you are selling Cisco in 1999, its hard work.

I had been in slump over the winter and happen to get invited to join a linkedin group, this nutty guy was talking about jedi mastery, kicking ass, and called himself Uncle Paul...I figured what the heck.  I will check it out, and either block him or learn something new...I was in a serious need for a momentum swing.

I read several post before it dawned on me...basics.  The basic rules of sales have NEVER changed, what makes a person successful in sales is A C T I V I TY.  There are 3 things that will get you out of a slump:

1.  You don't need to bore me with arguments about social networking versus cold calling.  The fact is, do what comes naturally and what you are good at....and seriously...do it!  Set aside time everyday to connect with outsiders by calling, connecting or networking, whatever your method, ACTIVITY DRIVES OPPORTUNITY.

2.  Be an expert in your field, the 10,000 hour rule! You don't need to understand the details of a specific technology, but you better understand how your products and services can solve complex business issues.  And don't be afraid to turn down the sales ratchet, instead, get involved in professional organizations.  Stop treating them as opportunities to sell your product, but as opportunities to work side by side and get to know your prospects!  What better way to gain respect and trust, than by working on committees with business leaders who are passionate about the same things you are.

3.  Get motivated! Kick up the volume and let "Rock N Roll Ain't Noise Pollution" be heard around the office, head phones are a good option too.  I tend to watch some of my favorite movie clips to get me in the mood to cold call, like Al Pachino's Speach.

So sales is hard work, but it can be fun and rewarding too.  Always be enthusiastic about your approach, have a solid plan of attack, stay active and find sources of motivation to work through the tough times.  Of course getting a jump start from a crazy sales professional like Uncle Paul helps too.

Some People have connections...

I am not sure how it works...well I know how it works, you have to know someone who knows someone to get information before the rest of us.  This is definitely the case with Nigel Edelshain, no sooner did I get his latest post, then I get an update from linkedIn about the enhance capability of using the Company Watch feature!  Damn, I'm not sure who Nigel knows, but seriously to get his post out before LinkedIn.  My hats off.  In case you missed it here are a few of the highlights:


"LinkedIn is, in my opinion, the number one tool for B2B sales people to have in their tool box when trying to get into target accounts. Primarily this is because it allows you to build and leverage relationships. But as LinkedIn continues its relentless pursuit of Facebook it keeps adding features that give real-timeupdates.These real-time updates are a perfect source of trigger events.
"Trigger events" are changes in your prospect's environment. These changes cause opportunities for you as a salesperson as they create new pains or needs that your product or service may be able to address."

You should read on..Great stuff Nigel.

Thank you.

Sales Playbook...Uncle Paul Just Gets It.

I have been following my brother in sales Uncle Paul Castain for several months.  I don't REALLY no Uncle Paul, but he is clearly either studied the psychology of selling or he has a ton of experience and is kind enough to share is his thoughts and wisdom.  


Do you find yourself trying to justify reason why not to make the call,  Mondays are bad because everyone is grumpy getting back to work and Tuesday, no way!! Everyone is busy trying to fix all the issues from Monday...so on and so forth.  C'mon, don't act surprised, we've all had those debates.


In this post he answers the age old question...what day is the best day to cold call?


Once again he hits a homerun.

Why twitter works...against you.

Again I have to give credit to my co-worker on this one.  He shared a tweet this week that really sums up where twitter is heading.  

Some of you might have heard the story about an over weight Hollywood executive that got kicked off of a plane for taking up too much room.  Unfortunately the airline didn't realize that this passenger had more than a million followers on twitter!  He proceeded for the next few hours to just punish the airline with his humorous anecdotes on his experience.

There is an obvious lesson here, right...something about watch what you say, or write...or post...or god forbid tweet!

Even though my trip to the bookstore has seemingly validated my new fascination with twitter.  "Twitterville", "The twitter book", "Twitter for dummies", "Twitter in 10 minutes" & "Twitter Tips" are just a few of the titles that have made there way onto the shelves in the last 7 days.  I have some concerns about me & twitter.  I realize in our new found relationship we will hit peaks and valleys, good days and bad, maybe even break up a time or two.

I need to work on managing my expectations anyway.

Seriously...what if people don't like me or what I say, or wirte...or post...or tweet.  What if I say the wrong thing, do the wrong thing, wear the wrong thing, parent the wrong way, husband the wrong way, or post something that just offends someone...or worse piss off someone with a gagillion followers.

How long until my kids are tweeting about what an awful parent I am...with two (2) in junior high I am accused of this often.

Are we now in such a social revolution that your reputation is based more on how your write, blog, tweet and post.  Does your twitter following carry more weight than a personal reputation?  Concerning...it takes a lifetime to build ones integrity, only to be shattered by twitters voice.  I am cautiously pressing on with you twitter...