Tech Sales Hunter

I read a blog recently by sales trainer Phil Polson that was filled with practical philosophy about sales rejection.  While I agreed with Phil's general thesis, I realized that rejection is something I virtually never consider.  I'm sure  that prospects, clients, & candidates have rejected me personally, but I almost never view it that way.  Through my rose-colored glasses, they just don't need what I'm offering now, or they can't afford my services, or they already have a good tech sales recruiter, or my timing is off.  Why would those reasons be considered rejections?  They're...

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Studies show that free is a magic word in marketing, advertising, & sales. It’s more effective than a great buy of 75% off or a cost of $1 or even a penny.  In general, the purpose of a free product or service is to get trial & prove value.  While getting trial may not be a money-maker, neither do you want to lose money or perceived value.    Offering something for free is powerful if applied strategically, but it can be bankrupting if used too freely.  Certainly, there's the tangible income loss.  There's also the opportunity cost of not using those resources to earn...

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 I recently joined the local Brunswick County NC Toastmasters Club  & gave my introductory "icebreaker" speech.  Titled "The More I Change, the More I Stay the Same," my speech highlighted some ways in which I had not changed since youth. One of those ways was that I love reading.  In middle school, I read tomes such as Gone with the Wind & The Agony & the Ecstacy.  My bachelor's was in English, mostly so I could read my way through college.  And I still love a big, juicy novel.  One thing that has changed over the past 10-15 years is that you're as likely to see me reading...

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My clients often want highly technical sales people.   I caution them not to expect extensive or hands-on tech skills; rather, to look for brains & learning ability; technical interest, aptitude, & history.  Having said that, technical aptitude is important in a technical sale.  So how do we assess it? The interview can include true technical tests, but that may not be necessary.  As the recruiter, here’s what I do to qualify sales people for technical expertise: Review candidates' resumes & employers for the types of products & services they’ve sold.  If they’ve...

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In the negotiation training I've led recently, it's clear that many people aren't aware of how often they negotiate.  They may consider an interaction a negotiation only if it's in a formal financial or legal or business setting, only if they're sitting across the proverbial table from "an opponent," or getting ready to work out a deal expected to end in a signed contract, or something similar. How many of your waking hours do you spend in problem-solving that involves another person?  For instance: With colleagues, determining who'll cover which project responsibilities?  With your...

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My previous posting was the first of a series of techniques to get to the truth with prospects, clients, and candidates.  These techniques aren't foolproof, but they significantly increase the likelihood of finding out the other person's real intent.  Here's the 2nd truth tip: "Appeal to their nobler motives."  In How to Win Friends and Influence People, Dale Carnegie notes that we tend to try to live up to others’ expectations and to our own high regard for ourselves.  He gives examples of how murderous gangsters consider themselves good, caring, decent men.   In Influence, The...

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We sales people love it when clients tell us what we want to hear.  Then doubt intrudes into our bliss.  Are they telling me the truth?  Will they do what they say they’ll do?  Am I getting ready to waste my time?  While we can’t guarantee that our prospects and clients will give us the truth or even the relevant information, we can increase that likelihood.  Here's the first of several tips for getting to the truth:      Tell prospects and clients upfront what you expect.  Early and often, set your specific expectations for integrity and candor.  You could start out with something...

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My friend Bernard sent me the following email about his cat's encounter with a skunk in the wee hours of the morning:  ". . . I wanted to pass along my decontamination lessons in case you ever face that situation.  Skunk scent is oil-based, so vinegar makes a good stopgap measure.  Rubbing vinegar into the animal's fur will reduce (but not eliminate) skunk scent, and keep it from spreading.  Straight vinegar and a hot shower took the skunk scent off of me, and wiping hard surfaces like Whiskers' cat door with vinegar eliminated the scent there. I called the veterinarian when they opened...

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A couple of months ago I did something I rarely do anymore - I paid for a webinar.  So many good, free webinars are available that I just don't consider buying, but this one by KLA Group was about negotiating via email, & it got my attention, my money, & my appreciation.    KLA Group's promotion caught my eye because, more & more, I find myself having to negotiate all or in part through email.  As a sales recruiter, historically, I've worked out most of my agreements voice-to-voice rather than face-to-face, & I'm comfortable with that.  I actually enjoy negotiating &...

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Last week I heard psychologist & author Ken Christian speak about how to achieve "breakout performance."  He was really talking about why some people never quite live up to their potential. The good news is that you don't have to have talent to be spectacular.  The bad news?  With or without talent, you have to work hard. Christian is a licensed psychologist, founder of the Maximum Potential Project, & author of Your Own Worst Enemy – Breaking the Habit of Adult Under-Achievement.  In his research, he's learned that achieving outstanding performance isn’t about talent; it’s...

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