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.

Clouds produce more than precipitation

Those of us that live in midwest, not neccessarily the geographical midwest, but the "real" midwest, the one that has all four seasons....seasons filled with snow, rain, heat, cold, flowers, green grass and miles of corn fields.  I was raised in a small midwestern town and had a Grandfather that was a tremendous farmer, I had uncles that farmed...the weather and clouds were mainstays of our conversations.  In fact, we were dependent on clouds, clouds created the neccessary weather that feed our farms.  

Its funny...I am not close to being a farmer, but finding myself in the middle of cloud discussions, has a little bit of irony for me.

I am currently going through a series of personal beta technology movements...tweeting, blogging, linkedin, and the most painful, I've moved everything I do to the cloud.  Yes...I am flying solo on a mini notebook, an Acer AS1410.  Nifty little machine that is fast, lightweight and extremely portable.  I need to give a nod to Windows 7 too...I am a fan.

So the only application I am running locally is Internet Explorer 8.  All my docs are at google, my mail is Profitabilities Hosted Exchange. My primary business application is a custom built web based tool for quoting and billing.  I wonder how many users are like me?  I do use word and excel, but google docs is sophisticated enough to handle any word processing or spreadsheeting. (spell check says not a word, beg to differ!)  Easy transition.

In just a day I gained speed and effieciencies.  I am enjoying the benefit of connecting to wifi anywhere and having everything, even if I don't have my notebook.

Long before I made the conscious decision to move everything to the cloud, I realized I've been relying on it for years.  In 2003 I began using TurboTax Online...one of the most important things a person has to do is file taxes...I do it in the cloud.  Every year my prior return is there, I log in, update, submit, done. 

Bottomline:  The cloud has been around, I need to pay closer attention, and continue to carry the family torch...watching the clouds role in.

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.

Dear Twitter...

  
So my co-worker has been after me to give twitter a serious trial.  I committed to giving it 30 days to see if it would stick for me.  My letter to Twitter;

     Dear Twitter:

I am sorry. I have spoken so poorly of you the last 6 months. My first impression was wrong, you are not a fad, you are not annoying, you are not texting, spam, noise, wasteful or redundant, you are not a toy, you are not passing through, you are not for everyone.

You're an outlet, time saver, answerer, questioner, friendship maker, informative, inspirational, thoughtful, creative an innovative.

Are you interested in life and how it is just damn hard. A place where it is OK to be mad, mad at yourself, your kids, your partner, your job, your parents, your spouse or just trying to figure out why you're mad.  Get with a crowd on twitter.

I read a post not long ago that helped me understand the essence of twitter. It is a creative tool that allows me the freedom to explore my worlds. As a husband, dad, lover, professional, Christ seeker, all can be discussed and shared with people...real people just like me that are interested in the same things that I am.

In my first week of tweeting I found help with so many things.  Like sifting through social media outlets, I found Amber  &  Julie.  Need some good advice on sales Eric always post some great links to articles.  Do you feel compelled to take on responsiblity and test your leadership abilities? Authentic leadership will help motivate you.  Do you want to be a better Dad? You can follow Dad's that are divorced, re-married, stuggling in marriage, wanting to be married or blending families.

I am excited about the weeks ahead.  Who knows what I might be following, debating or learning.  I might even catch on to the #, FF and other symbols that mean things to most but little to newbies like myself.

Thanks Twitter!

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...

Re-Thinking Social Media.

I just started blogging…and social media has been an early target for me. I have a hard time understanding the relevancy of self-promotion and self-branding. Pompous, Arrogant, and Selfish…timewaster... are still top of mind. However, this week I had a few experiences that are giving me a new perspective. Hey…I am not jumping ship here, only making an observation, MAYBE there is some VALUE to social media.

I regularly read Erin Schreyer’s blog http://sagestone.wordpress.com she is enthusiastic about what she does, passionate about sharing success and as far as I can tell…authentic. Never met her…which since I have never met her… how can I…..getting side tracked. (Reference my past blast on you can’t formulate an opinion on someone via social media)

What Erin shared in her latest blog was fascinating to me. As much as I joke and criticize those who choose to tweet their lives away…she found a motivational tool. She tells a great story of taking a 100 mile cycling challenge! Quite a feet, and along the way she thought it would be cool to share her experience with her twitter nation.

What she got was totally unexpected…she received something powerful…tweets and re-tweets! At a point in her journey when she thought it was over…couldn’t find motivation to finish, and her legs shot…who’d of thunk it….twittering. Her nation bombarded her with notes of encouragement and motivation, she easily finished the race.

Another experience that has me waffling was at a luncheon that highlighted a company re-inventing themselves. Not uncommon in the business world and these stories are always fascinating to me. Here we have a travel company whose business was in a serious downturn, they sold high-end vacation incentive packages to fortune 500 companies…suits…conservative type business folk. Cutting exotic incentive trips in today’s economic climate...easy decision for them.

In a few weeks you will be hearing about www.ZipSetGo.com . The travel industry may not be the same after this hits. They are taking advantage of their expertise in the travel industry and delivering it to the masses via blogs, tweets and postings. You can get as much information as you need about any place you desire, no pretty brochures or canned videos, but real information from people who are there!

They have hired people to travel the world, keeping us up to date on everything from hiking, bungee jumping, dining, hotels, museums and beaches. Without giving too much away, can you imagine following someone on twitter that is traveling to a destination you might be considering! How cool is that.
There was no surprise when someone from the audience asks…”How do I get that job!”

They have put together a great team, innovative platform, and have a clear vision…they are launching in October. I smell a success story…social media included.

Join a group...don't follow a feed!

To the Gen X & Yer’s, let’s be clear about something….clubs and groups are a great way to meet people, develop relationships and solve problems…AS LONG AS IT IS FACE TO FACE, PRESSING PALMS AND EXCHANGING INTERPERSONAL DIALOG! Becoming a fan of…following me on…getting linked too or sharing my space, doesn’t make you connected!

I know your arguement...it is more productive to join online groups, post messages, and respond to emails, it is "the way" we communicate now...I get that. But really, why did you join the group? Take me for example, I joined a few groups in my youth…some official, some not so official. As a kid, I think it started with my love of sports, being on a team fueled my need to be amongst people. William Schutz, a well known American psychologist, identified 3 needs in humans: inclusion, control, and affection. In my youth I always felt included. As a kid this was probably OK and fairly normal, but this pretty much screwed with me as I transitioned into adulthood. I had this notion that everything I did was about making me feel included, which translated into my happiness.

In college I joined a fraternity, hanging with friends, no purpose…just hang out, play sports, host parties and meet girls. In college…I always felt included. A few years after college I joined the married group…married my college girlfriend. We traveled with other couples, vacationed with friends, bought a nice home in the same neighborhood as friends. In the married club…I always felt included. So these groups and clubs were great at the time, but what did they really offer me. What did I offer them? Did I even know why I was in the club…oh yeah, I almost forgot…. I was included and it made me feel good.

Trust me, without purpose and understanding why you are in a group or a club; they just come to an end, so choose wisely.

It took me a long time to understand the real benefits of joining a group. Inclusion can certainly make you feel good, but getting through life isn’t about feeling good. There comes a time when you have to draw a line in the sand and say, “This is me…this is where I am going.” A good group will help you define this; professional, therapeutic, social, or a marriage, will mold you as a person, challenge you do things that you thought you couldn’t, support you when you’re struggling, listen to you when no one else will, provide constructive feedback and offer you a helping hand. You won't find these qualities when browsing tweets, re-tweets, status updates and postings. Listen X & Yer’s, I am not suggesting give up on your twitting, but when you are ready…I mean really ready to advance yourself…find a good group, join it and contribute. Maybe then you will have something worthwhile to post.

Fashion First?

I dated a girl once that always believed in Fashion First. It was pretty cool too, at least the first few weeks. I thought it was great she always wanted to look "hot" or "sexy"...it felt good with her on my arm. I thought I was pretty cool having a woman, 8 years younger, all gussied up and hangin' with me. Unfortunately I found out quickly she wasn't about me...it was all about promoting herself. She was always prepared for whomever she may encounter. Luckily for me I bailed. She was married twice before and has been married twice since and that was 3 years ago. One of the few good decisions I have made.

In a few months the freshness of facebook and twitter will be lost in their own media mockery. I see consultants everywhere pushing social media conferences and training sessions...How your company will benefit from facebook? Why you need to use twitter to promote your business? C’mon isn’t your facebook a long list of soccer updates, mommy meet-ups and family vacation photos. Don't get me wrong I love the novelty of it all. I spend a few minutes each day sifting through post and catching up on friends and family news…which is exactly what it should be.

I think most people are average Joe's just like me. I have a family, friends and a company that provides me a paycheck... and all with dreams, ideas and priorities. Their goals and aspiration's are just as important, if not more important, than mine. I hope as we go through this latest trend that we don't forget the people that support us. This is the root of my frustration with social media. It seems we are becoming obsessed with instant self-promotion and having to feel as though our lives are so important and fulfilling that everyone should follow it.


Unfortunately this has become an endless supply of noise that only a few have the time to muddle trough. If I am a business owner or manager...I pull the plug. Save that stuff for your own time in your home office. As a business community we need to focus on the basics...teach our people to be responsible and promote value and service, dig deep to find what makes your company unique...and guess what...having a facebook or twitter is not the answer to more sales... is just makes you fashionable.

Social Media – Are we more concerned with falling behind or leading?

Point# 1. Social media is perpetuating a culture of immediacy.

This is not anything new…since newspapers, radio, television, fast food, highways and the internet we have been a culture of “quicker, faster, better”. The problem is we continue to get further away from personal communication. When was the last time you could get a “vibe” or “gut” feeling from a text message? How can you interpret body language from a tweet? As we continue to feed this generations thirst for immediate gratification…where does it end. How is this going to impact our ability to develop strong leaders? Diving even deeper, what is the impact of immediate gratification on our economy? I think we are in a Spontaneous Reactionary Economic Condition. This can’t be good, but don’t get too worried, you won’t find that term anywhere…I just made it up.

Point# 2. Please just stay the course.

Social media is feeding an already increasing trend of “job hopping”. Today, employees are bombarded with opportunities that provide bigger titles, corner office and fatter paychecks. Heck, I get daily updates in my mailbox of jobs in my field and in my city. Since the mid 90’s I have seen resume’s change. No longer do you see people working for a company for 7, 10, 15 years. I understand the value of taking new positions and moving your career forward, but when times are tough and things get hard, leaders emerge. Leaders develop from learning to manage through crisis. The best leaders don’t react they transform. How can you be an effective leader if you continue to live off of your successes? How can you develop talent and leaders when employees are constantly on the move?

Point# 3. We just react.

In the course of business, effective leaders have always surrounded themselves with people they trust, people that are forthright with thoughts and information. These are people that can be counted on to listen to every hair brained idea and give you fair and constructive feedback. Maybe it’s a board of directors or an inner circle, whatever you call it; a leader needs PEOPLE to make decisions. I see a dangerous trend of discounting personal interaction. You cannot effectively have a conversation and make good decisions via email or instant messaging. We are creating an environment that discounts personal interaction. Our culture today seems to be all about making decisions on the fly.…a click of a mouse or slight movement of thumbs and you react. Let’s not forget about work ethic; when did learning to worker smarter not harder, turn into, just not working?…hmmm. Email, Facebook, Myspace, Twitter are prime examples of how we are cultivating a spontaneous reactionary culture. Are we more afraid of falling behind than leading?

Point# 4. Convergence of worlds.

Maybe I am the only one that is uncomfortable with my clients and prospect seeing my vacation photos, but when did it become OK to mix work circles, social circles, and inner circles? I realize this point is probably pointing to more of a health/wellness issue rather than economics, but companies need to be cautious here. The old cliché “it only takes one bad apple to spoil the bunch” is certainly worth a look. Why would you want your employees listing their employers on social media sites? I realize the ability to expand you network and reaching potential clients is huge, but what about the pitfalls. People make mistakes every day, do you want those mistakes instantly available to the world.

I have a hard time seeing through all the clutter, but for my time, the juice is not worth the squeeze.

Nathan