Is Your Telemarketing Script A Sales Horror Story?

Sometimes a blog post falls from the sky, or from the telephone. Lately, our household has been bombarded with phone calls which caller ID tells me are from a well-known replacement window manufacturer. I picked up the phone  last evening out of curiosity. My original intent was to ask them to take me off their call list. Here’s the transcript of my phone experience.

Telemarketer: “Hi how are you?” (Are you kidding me? This is right up there with “So, how’s it goin’?” Who begins a phone conversation with a stranger by using this type of greeting? So I asked….)

Babette: “And just who is this?”

Telemarketer: “Is this BeeBee?” (OK, so she didn’t know how to pronounce my name. And she still didn’t identify herself, either.)

Babette: “Yes it is. And just who is this?” (I’m not going to teach her how to pronounce my name and this is the second time I’ve asked for the name of her company. Two strikes and you normally are out in my book. I could have hung up at this point, but the conversation was shaping up into great content for a blog post). [Read more...]

Charles H. Green’s Defining Moment

It was a sales call early in my career, where a lot was at stake (for me). After a pleasant meeting, the potential client looked me straight in the face and asked me, “Tell me, Mr. Green, how much experience do you have doing marketing studies for industrial consumables?”  (The job was a marketing study for a sandpaper company).

 Gulping, I realized that most likely we’d never done any marketing work in such a narrow vertical as that (not to mention I couldn’t think what else besides sandpaper would even constitute “industrial consumables”), and I began to formulate an answer full of MBA-speak that began with, “Not exactly, but we’ve done a lot of similar work…” [Read more...]

5 Strategies for becoming a Sales Expert

“The most successful people are the ones that become experts in their field. What measures can a salesperson take to become experts in their craft? Any ideas?”

My colleague, Don F. Perkins of Mindmulch, posed this question to our Tribe the other day.  And it’s a good question that needs to be asked. Constantly. My friend and colleague, Bob Terson, was the first blog responder to this question.  Here’s my take on this subject.

  1. Define your Sales Sweet Spot. The most successful folks in any endeavor understand what they do best, and what they do not do best. What kind of selling do you enjoy the most? Is there a particular industry or customer type who fascinates you and brings out your Sales Sweet Spot? Some of us are customer retention specialists. Some of us enjoy choreographing big deals with lots of players and moving parts. Others prefer selling commodities or retail.  Still others love working with manufacturing and high-tech companies full of engineers. You get it. Define your Sales Sweet Spot.  [Read more...]

4 Tips for Building It Here and Selling It Everywhere

How do you, as a US manufacturer, develop strategies for solving your most challenging problems? That was the subject of Fast Forward, a summit held in Plymouth, MI on June 21, 2012, presented by Industry Week, the Italian Trade Commission, and Machines Italia

The highlight, for me, was the talk given by Peter Perez, Deputy Assistance Secretary, Office of Manufacturing, U.S. Department of Commerce, International Trade Administration. He addressed, straight up, what the U.S. – and really any country with manufacturing capacity – needs to focus on to generate revenue and profitability in today’s global economy. He provided me with a copy of his talk for reference in this blog post.

His bottom-line mandate to manufacturers: “Build it here and sell it everywhere.” Because 95% of the world’s consumers live abroad. “Manufacturing matters.”

[Read more...]

Are You A Talking Techie?

In April, I guest blogged for Leanne Hoagland-Smith’s Increase Sales blog series on the topic of sales people who need to escape from being stereotyped as a talking head, or a brochure on legs.

Sales Engineers and Engineers who sell have the same issue with buyer perception. You are regarded as a Talking Techie who is applied-as-needed by the sales force when it’s time to sign the contract or if there is a particularly sticky technical issue to be resolved. So you show up with the sales rep at the customer’s office – or virtually – and “do your thing.” You demo. And demo. And demo. About all the neat features and possibly a financial benefit of the solution your sales rep has proposed. And then you stop.

What does the corporate culture who put you in this position expect the customer to do after your amazing demo? Jump up and shout “Hosanna, I’ll take three in assorted colors?”

[Read more...]

The Fine Art of Selling Technology

Recall the last time you attended a concert, whether classical, country, rock, blues, jazz. You anticipate the event. You enter the concert hall, take your seat, hear all the buzz of excited concert-goers around you. The atmosphere is charged and the concert has yet to begin!

The artist walks onto the stage. Everyone jumps to their feet, wildly cheering and applauding. Electric anticipation of what will follow.

The artistry is starting to happen.

The music begins.  You hear the lyrics and opening chords. You recognize the melody! The notes begin to float forward from the stage.

The charged particles of  energy from the audience in the auditorium flow towards the artist on the stage. Artistry happens at the interface of these two force fields. The artist and audience feed off each other throughout the concert. It’s an artistic tsunami.

It is magic, it is communication, it is insightful, it is inspiring.

[Read more...]

Sales Summer School – Even for Techies!

If you are thinking about becoming a sales engineer, or are an engineer who has been thrust into a business development role, you know that one-size-fits-all, same-old sales training isn’t for you.
Who do you turn to to learn the fine art of selling your technology? You’ve seen so many talking-heads sales people who sound swarmy and manipulative. And let’s face it, did you ever even think you would have to sell when you went to engineering school? I didn’t think so either. [Read more...]

When a Referral Isn’t a Referral – A Sales Horror Story

Having a satisfied client base is a great thing. For starters, your customers should know you have their backs. They trust you. It takes a while to earn their trust. Your actions always speak louder than your words.

And your word must always be your bond.

Serving your clients well earns you the right to ask for referrals, whether you choose to do so or not. Some of your clients are super at providing referrals, especially if they have a diverse professional network. That way, they aren’t referring you to a competitor. Others aren’t comfortable giving you referrals for one simple reason: they don’t want competitors becoming as successful as you have made them. [Read more...]

Are you “There” yet?

Remember those road trips we took as children? The question we always seemed to be asking our parents was: “Are we there yet?”

Where is “there” anyway?

“There” always seems to be in the future. It’s associated with some hallmark or rite of passage that we are supposed to want to achieve: [Read more...]

5 Reasons Why Project Managers need to be more than Project Managers

Recently, I was asked about why I make all this fuss about teaching technical professionals to sell. Don’t you have enough to do being engineers, project managers and technical experts?

The answer is two-fold: YES! You do have enough to do. And NO! You aren’t doing enough with what you are tasked to do.

Samir Penkar interviewed me for his Future of Project Management blog post.  I encourage you to read the full transcript of the interview which also includes the audio download of our discussion, as well. 

For those of you reading my blog post while you drink your first cup of coffee this morning, settle in and enjoy the condensed version.

And let me know your thoughts.

Here are 5 key take-aways about why Project Managers have to be more than project managers in today’s globally competitive economy. [Read more...]

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