I had the privilege of moderating a panel of SaaS sales experts last night at the 1st SalesMentour STL event. So much great conversation around old school and new school sales and marketing techniques by John True, Kathy Gereau, Tom Hanrahan, and Mark Kosoglow.
I've got to admit, I don't focus very much on Social Selling when I speak to reps. about best practices. It's not that I don't think that it's a tool in the tool box that should be considered and used where appropriate, but I don't grab my pom poms when the topic comes up and shout "Three Cheers for Social Selling". I have been known to say, "No one sells anything over email! You still need to pick up the phone." Well, something happened yesterday that got my attention.
I watched the most unbelievable, come from behind, win I'd seen in college basketball in years last night. If you know or follow me you're already aware, I'm a huge @kuhoops basketball fan and NCAA bball fan. I watch about 200 hours of NCAA basketball a season. But, you didn't need to love the Jayhawks to appreciate what happened last night.
Over the next few weeks, I’m going to share successful strategies I’ve learned, developed, and implemented, in several companies over the past 15 years. Hiring the wrong sales representative is costly. I want to help ensure that you have the tools needed to make sure you’re placing the right bet on the right person.
Would you get in the car to drive to a place you've never been without directions, GPS, or Waze? Of course not. So why do so many companies think they can get to the "next level" without metrics, goals, or KPI's?
I'm seeing Sales teams without revenue goals, Marketing teams without monthly lead, MQL, or SQL targets, and Customer Success teams without renewal or up-sell goals. It's baffling. How do your employees know when they leave work each day if they have had a successful or unsuccessful day? How does the company know if they are on track to reach their revenue target for the year?
I was working with a couple of reps. last week helping them prepare for a very important onsite demo with a large prospect. They had smartly scheduled a call with an IT influencer to make sure they had their presentation and demo all buttoned up.
The sales reps. were a bit concerned going into the call that the IT influencer might not be on their team and they were going in a bit guarded in their approach and wanted to keep their cards close to the vest. As the meeting progressed, the sales reps. became more bold in their questioning and to everyone's surprise, the prospect gave us insight and information we never expected to get. He shared not only the names and titles of everyone that would be in the meeting, but also who the three key stakeholders were and what was in it for them. He shared why the last implementation had failed and the concerns about deploying a new system. He even told us who our two competitors were, not the two we thought they were!
I'm not your regular March Madness fan. If you follow me on LinkedIn then you know I went to the University of Kansas and I'm a huge Jawhawk Men's basketball fan. If you don't follow me, then hopefully my "March Madness" profile picture was a tip off (basketball pun intended). I calculated that by the time March Madness starts I've watched no fewer than 200 hours of NCAA basketball. I never miss the Jayhawks play. Then there are the games I watch for scouting purposes. I estimate I see 70% of all Big 12 games. This year I was keeping a close eye on UNC, Duke, Iowa, Kentucky, Louisville, etc- you get the point. I watch a lot of NCAA basketball. So imagine my disappointment to be tied for 16th in my March Madness pool!
If you had the pleasure of watching the last 4 days of basketball with me, you probably heard the following from me at some point: "Is this happening?", "Yep- this is happening!", "Did that really just happen?", "Did Michigan State really lose to Middle Tennessee?", "What conf. is Middle Tennessee in?", "A&M is in overtime? I switched that game off with a minute left- it was over!" Ahhhhh, I love March Madness.