I spend a lot of time with salespeople.  I love sharing my knowledge and experience and I feel like it is my way of giving back.

When I was new to the game of sales, I had a lot of people that helped me out along the way.  Actually, I could really say that about life in general.

I see a trend in some of the sellers I encounter and I wanted to talk about “seizing the opportunity – comprehenderent tempus.”

In the game of sales, we go back to the primitive instinct of being a “hunter/gatherer.”  We search for opportunities and gather “growth” as we move along (hopefully learning and providing value along the way…).

Every now and then, we encounter what I like to refer to as a “Compelling event.”  Now, in nature, they may call this a “freakish event,” where the streams damn up miraculously and fish jump out of the water into your hands or something along those lines.  Or picture fruit on the vine, ripe for picking!

The point is – you have something to sell and your customer has a need and the means to do it making the deal “real and qualified.”  So why do so many deals like this get lost?

Well, here is a trend I am seeing from my view in the cheap seats…
REAL QUALIFIED OPPORTUNITIES DISAPPEAR.  My question is WHY?

Here is what I am finding…

1 – Failure to adequately recognize the compelling event and the expiration date

2 – Failure to prioritize opportunities

3 – Failure to engage the appropriate resources in a timely manner (including communicating the compelling event and expiration date)

4 – Failure to manage the opportunity adequately (recognizes #1 above, but doesn’t manage to the event and expiration date)

All of the first 3 can be fixed with a little effort.  If you fall into the category of #4, you may want to rethink your career.

So how can we do a better job of identifying the compelling event and expiration date?
I call this the new “do you have budget” question (yuck btw).

HOW NOT TO LOSE TO YOURSELF

1 – Failure to recognize Event and Date —- Ask “yourself” – WHY ARE THEY BUYING THIS???  If you can’t answer the question – try the direct approach – “why are you buying this…what’s driving this decision?”  Gain a firm understand of the “Compelling event – ways that the customer can reduce it’s impact (aka – doing nothing becomes an option again) and gain a firm understand on the timeline and decision making process.  I am assuming, by the way, that you have the ability to meet the customers requirements – etc.

EXAMPLES —

Legacy product going end of support (is already end of life end of sale) (ON THIS DATE)

Customer is moving to a new location – and will have a new need in the new location (ON THIS DATE)

Contract or warranty is expiring and needs to be renewed (ON THIS DATE)

New business need (competitive) (must understand the ROI AND the DATE)

2 – Failure to prioritize opportunities – This typically cascades from #1 (my experience) but not always.  Sometimes we just have too much to do some days to work on all of our opportunities.  If this is you – well you’re fortunate.  MY experience has been that I had peaks and valleys in my business.  I would find myself working on BEAR deals (LARGE DEALS) to build my pipeline that would consume a lot of time, but the timeline was sometimes unclear or further out than other deals I was working on.  How can we better handle these?

Build a spreadsheet (simple one) and quantify the size, importance/severity of the compelling event, and lose date.  Rank your opportunities based on the sev of the event and the end date.  This should be your FIRST pass at deal prioritization.

Out task some of your deals.  YES – OUT TASK THEM.  Don’t lose a deal to your ego!!! Find a Jr Rep (hunter) and work a split with them.  COMMUNICATE the Compelling Event and Lose Date to them – and coach and give them guidance.  They will grow, and everyone will profit (you, them and your company).

3 – Failure to engage appropriate resources in a timely manner – having been on both sides of this fence, I think I can speak with authority on this topic.  MANY times I hear sales people complain – “I can’t get access to the resources…”  Let’s do a little sanity check here – did you come to the resources with #1 and #2 above when you tried to engage them?

Having run a large line of business and having incredibly limited resources, I cannot tell you how many times sales people came to me or my team with an URGENT request – had to have it right now – and they couldn’t answer 2 simple questions – COMPELLING EVENT – and DATE. I didn’t even care about the size of the deal.  And I cannot begin to tell you how many of those types of deals that I worked on that we would do the work and NEVER hear ANYTHING back from the sales rep (we had to chase them down) and the deals would never close. Support resources have been BURNED time and time again by burning the midnight oil (while the rep wasn’t) and not seeing or hearing about the payoff.  So before you complain, look above at #1 and #2.  I refer to this as separating the Pros from the Joes.

What if there is NO resource available (legitimately?).  Communicate to your management team (#1 and #2 above) and seek outside attention.  A lot of times we are supporting (and a lot of you reading this in my target audience are Technology Resellers) the manufacture’s products in a deal.  GO TO THEM FOR HELP.  If you have a handle on the deal and it is just a resource constraint issue, communicate and make them a part of your team to win.  I worked for the largest networking company on the planet and I GLADLY helped my business partners in deals when they were able to communicate effectively about the opportunity.  I was even more sympathetic to the fact that their resources were constrained when they should discipline within the deal.

Lastly – Communicate with your customer.  IF you can meet their requirements, have a better solution, are more competitive and TIME is the only constraint, then be open with your customers.  I have found that good customer relationship are built on the foundation of honesty and open communication.  They are people too and have probably suffered from the same constraints.  I have also found that some customer timelines are more outwardly aggressive, and they slip them more than we do.  Sometimes open communication can highlight this and create a symbiotic relationship from the onset.

4 – Failure to manage the opportunity adequately – If you suffer from this, I will refer you to two things.  First – read what color is my parachute.  Chances are, you’re not meant to be in sales if you can’t manage opportunities.  It is a harsh statement, I know.  The bitter truth is that sales is a professional sport.  If you can’t manage deals – then it’s like being a hunter that can’t hunt or a farmer that can’t farm.  Maybe a new field should be in order, especially if you can’t do #s 1-3 from above.

If it’s just a tools issue – or a time management issue – or a focus issue – then discipline yourself into doing the things above.  Take a few little steps to gain better control over managing opportunities – and by all means – don’t lose a deal to yourself.

Be a pro and take the little steps required to be successful.

The art and science of sales is ever evolving.  Sharpen the saw (as Stephen Covey would say) and keep your edge sharp.  Who wants to talk to a dull salesperson anyway?

Happy Selling!
Frank

Inspiration comes in many shapes and forms

As a business owner of a start-up, I am more motivated than ever to ramp, scale and grow my business.  I strive to be successful through my customers.

I have more than one vision for my company, and I think that is what motivates and drives me.

Throughout my career I have often had people ask me a few common questions so I thought I would take a little time to share my responses here so that others may use this information for their own growth.

What inspires me and where does my passion come from?  This is a question that I get asked a lot from colleagues, peers, and even business owners and executives.

Well, while there isn’t a simple answer I do have some things that I can share that may help others continue to maintain their motivation as they move forward.

1 – Inspiration – Recently I watched a series on TV called “The Men who Built America.”  It is an insightful look at the  industrial revolution and the trust companies (monopolies) that grew and thrived in the presence of incredible opportunities.  While the story has an underbelly of “breaking the backs of Americans” (not what I condone) – it also tells a story about how a few men built the infrastructure of what still touches a lot of our lives today.

So how did I frame my inspiration into words by watching this series – and why was it inspirational?

A – Carpe Diem – if you see an opportunity – GO. Don’t wait.  I learned the 5 troop leading procedures as an officer in the military and I still apply them today (look them up) but I do a mental risk assessment: what if, what if not, who is in the market, what do they do, what is missing, how can I be “DIFFERENT?”  Think, Act, Do.  I love Rockefeller’s approach to kerosene.  Everyone made it – his product was the same – but he “marketed” it differently and created an empire.  He didn’t wait for someone else to do it first.

B – Flexibility –  Be flexible and adaptable – and change with or before the market.  I love being in front of customers…why?  You see their needs (macro) before the market does.  When the analysts are talking about something, the problem has already been solved. Rockefeller created the first oil pipelines and nearly bankrupted Commodore Vanderbilt by being FLEXIBLE – and changed the face of both the oil and rail industries forever.  Ford later created a whole new market that leveraged one and competed with the other.  CHANGE.

C – Differentiation – I talked about this above in Rockefeller’s example – but it is so imperative that you drive / derive value through your customers differently than everyone else.  ME TOO – is me too little or me too late.  Many times in my career I was asked to help quote a solution that was put together by someone else…and my immediate answer was always “NO!!!”  Why would I stoop to “ME TOO?” (me too late).  I stood a better chance of winning by engaging – ripping apart (where possible) the other solution – and using my business experience to change (and solve) to better align with the LONG term goals of the organization AND win the deal.  Rockefeller was a chemist at heart and refined kerosene out of crude oil.  While everyone fought for drilling oil out of the ground, he focused on delivering “Standard Oil” kerosene to every household – and he became one of the richest men in America by doing this “different” thing.

2 – Passion – Where does my passion come from?

A – Childhood – I think where we come from and what we’ve experienced in life fuels the fire.  I know what it is to have absolutely nothing – and when I think about it, I never ever want to go back there – so a real fire burns inside. Contrast this with Dale Carnegie.  He started in the mail room and as an impoverished errand boy for Vanderbilt and he grew into one of the richest men in America.  Embrace who you are – and whatever fuels your passion.

B – The desire to succeed – Fear of failure (people ask)? I say – “no”  Fail to what?  No matter what, I won’t fail to a level of where I came from – so it isn’t a fear of failure – or I wouldn’t try anything.  Too many people get stuck in a position because of a fear of failure – to the contrary – I would say it is an overwhelming desire for “SUCCESS.”  J.P. Morgan risked it all on Thomas Edison – who was so transfixed on his blind passion around DC power – that he dismissed the young brilliant Tesla who worked for him – and was willing to GIVE HIM AC Power.  In the end, Tesla gave away all of his patents to Westinghouse to see his vision through.  JP Morgan’s ability to seize the day created a new company called “General Electric” that we all still know to this day.

C –  The overwhelming desire to learn – I truly enjoy learning new things.  If you look at my life and you will see “Frank the fiddling fireman.”  Someone once called me that at a young age because I seemed to have so many interests – that they said I would never accomplish anything if I didn’t focus.  WOW – if you let people hold you back, I promise they will.  What have I accomplished? Hmm…

– US Army Paratrooper – with many accomplishments
– US Army Aviator – Instructor Pilot – Standardization Instructor Pilot
– US Army officer (and scholarship recipient)
– Race car driver
– Motocross racer
– Musician/songwriter (closet
– Scuba diver
– Military ski instructor
– Multi-lingual
– Successful technologist
– Successful salesperson
– Marathon runner
– Father of three wonderful children
– and a LOT more…

I don’t mean these as a narcissistic brag – I post them so that you can see the diversity of the accomplishments.  Some people would take any one of these their lifelong dream or accomplishment.  I just looked at them all as a “bucket list”  and learning experiences.

In my professional career today – I still have that overwhelming desire to learn and grow…
– What are the needs of the market (customers?)
– Who are the competitors – how many?
– What do they do and why?
– Where are the gaps?
– How can I be different?
– What is the payoff versus the investment?

VISION – Self-vision to be more exact.  I have a “vision” that is the core of who I am.  I have my belief system and my values that drive me – and when I waver from them is when I fail myself and other people.  That’s just some personal insight…

But at the core of my “self-vision” I always come back to one word…. “DIFFERENT”

I don’t “dare to be different” for the sake of being different.  I have always looked at the ways I was taught to do something – the way other people did stuff – the way things “have always been done” and I looked for ways to do them differently for me and the people around me.

We are ALL unique – but at what level?  Create your own uniqueness – and make it your own – that is some of the best advice I can give anyone looking to grow.

As I continue forward on this journey of building out “Call To Action” – know that I won’t settle for being a  “me too…”

If you are an entrepreneur, a salesperson, or someone just starting your career and you read this – and it gives you a little direction or insight – then I did my job in writing this.

Interviewing can be tricky.  We all want to make a good impression and, if it is truly a job that we desire, we may only get one shot when we walk into the room, so we need to make it count.

There are several steps that you can take to increase your chances for a position; you just have to have the discipline to follow through on a few basic items.  I am amazed at how many people I have interviewed in my tenure that just flat out miss the mark when competing for a position.

Never forget that you are one of many candidates potentially going after a position, so if you really want it, take the steps required to ensure you leave a favorable impression and you walk out of the room leaving them with a the feeling that “you” are the one they must hire for this position.

3 tips for success –

1 – Prepare for success – I am amazed at how many people don’t prepare adequately for their interviews.  I’m not talking about how they dress, if they shaved, etc. – I mean REALLY spent some time preparing.  In the age of Social Media, it takes 5 minutes to look up the people you are going to be interviewing with on the various sites that are out there.  Start with LinkedIn, move to Twitter, and finish on Facebook.  Google them – read their bio – try to figure out what makes them tick.  You might find a common interest that you share to make a personal connection when you are in the room and, professionally, people will respect the fact that you did your homework.  Find the job posting (if it’s out there, if not, ask for it from the person scheduling the interview) and READ IT.  A lot of times the job posting can answer any questions you may have about the position and is a great way to “prepare”.

2 – Put together a personal prospectus and have a plan – YES – you really should create a leave behind document, and this isn’t your resume.  Build a prospectus.  Be smart and tactical on how you use it.  Don’t pull it out and dive right into it, wait it until they are DONE with their process and, chances are, they will have a process.  When you sit down, lay it on the table where they can see it.  It will probably prompt them to ask, “What is that…?” and you can say, “This is something we can go through after you’re down with your process.” The people who are interviewing you are also interviewing SEVERAL other candidates.  WHY should they pick you out of the many other candidates they interviewed? Did you stand out?  Did you seem to have your S#!T together, or were you JANC? (Think about it.) If you want to stand out, build a PowerPoint – print it out – bind it – and use it in your interview!

                     Things to include:

• Why (their company)? – Tell them what you love about their company.
• Why this position? – Why is this position so attractive to you? What inspires you about it – motivates you about it?
• Why YOU? – Yes, you first made it about them – now contrast why you are the perfect fit for the company and position.
• How would you be successful? – Lay out a 30 – 60 – 90 day timeline – and a 1 year plan.  Show them you’re the one.

3 – Tactically Ask for the job – This is where I see several candidates fail.  They don’t ask for the position they so badly want, or they don’t effectively know how to ask for the position.   So I will give you the dialogue that I think works and I will frame it with some talking points.

Things to consider:

• Have a “Closing Process” – Move into the interview wrap-up.  Ensure they are done – you should sense it – and then have (and practice) your close.
• Frame them – Start with, “Thank you for taking time out of your schedule to meet with me, I am incredibly impressed with the company and I am really excited about being a candidate for the position…”
• Relate – “I know it has to be difficult to interview so many candidates.”
• Empathize – “And I know it has probably takes you away from a ton of important stuff that you’re trying to accomplish.”
• Position – “I have to be candid – this is a position I really see myself doing.  I could see both of us being successful….”
• OBJECTIONS – (this is the most important part) – “So, since I am really interested in this position, I have to ask (Mrs./Mr. Interviewer) what would keep you from hiring me for this position?” — Don’t let them pick up on the fact that your notebook is still out (yes – you should have thought to bring a notebook to capture what is really important to them about this position). They are potentially about to tell you where your gaps are for this position – LISTEN CAREFULLY and TAKE NOTES.  You MAY not get this position, but you will learn how to better prepare for future interviews AND what you might need to do to become a viable candidate.
• WHAT WAS SAID? – Listen to the objections (yes, there are objections that can turn into REJECTIONS) – and ask yourself, is there a real gap or a perceived gap?  If there is a lack of experience that you may not have communicated effectively, than “tactfully” address the “objection.”  For example, “Oh, that is a great point, I would probably feel the same way looking at a candidate if they lacked the proper experience.  I may not have pointed out that I …”. Fill in the relevant gap here – where you got the experience, how it directly correlates to the experience they are looking for, and how you were successful using that experience.  IF you don’t have the experience, you may not be qualified for this position, so another great tactic would be to ask, “You have a lot of experience in this field, do you have suggestions on how I could get the appropriate experience you require?  What can I do to make myself a better candidate for you and your company?”
• Balance – Don’t be pushy, be engaging.  If you truly have the skills, and the right “make-up” for the position (attitude, aptitude) then let them shine as you seek to understand where you have gaps.
• CLOSING – I have had (on a couple of occasions) people say to me, “There is nothing that would keep me from hiring you for this position…” and I have jokingly (with a smile) replied, “Great, then now we just have to figure out my true value to the organization so we can both get back to being productive…”

These are my words – and thoughts.  Several people will have many different opinions and experiences and I hope that they share them as well so that others can be successful in pursing their dreams.

Always remember, there are never failures, only new opportunities to learn and improve.

This is the kick-off of our new look and feel for the corporate domain.

There are some posts that we will be sharing that won’t be public – so please be sure to register so you receive updates and access to all of our great content to come in the future.

Remember, Rome wasn’t built in a day, and neither will Call To Action – BUT – we do expect it to be a great ride and a fun journey, so “TAG” along with us and share in our success!
Frank