“No” Doesn’t Matter

(An excerpt from the BUT I HATE SALES®  Speaker Series by Christopher Bell, III)

What-Not-to-Do

“No.” One word, one syllable, two letters.

So what is it about that one little word, that can cause normally confident men and women to retreat, pause, or halt their advance toward their breakthrough to a better life? What is it about “no” that causes discomfort, ushers in pause, and can kill the motivation to persevere? If you’re a non-sales professional, answers to these questions and a remedy may require you to remember when and how you initially heard the word “no.”

“No.” (One word, one syllable, two letters) is one of the first words a child ever hears, speaks, or mimics and how one initially learns “no” often determines it’s power and influence, or frames our comfort with the word.  Was “no” used as a warning or word of protection? Was “no” rationed, or unemotionally and judiciously applied in learning, education, or correction; or is the root of “no” emotionally anchored in a legacy of pain, rejection, or behavioral enforcement?

One, some, or all of the aforementioned reasons may be true for you and if you’re like most non-sales professionals… You still haven’t figured out how to deal with “no” and leverage it to your advantage the way some professional sales people have learned to do.

Want to diminish the power of “no” in your life? If you’re a non-sales professional, you may want to follow this thread on Facebook at https://www.facebook.com/ChrisBell3rd to share experiences and to capture insights and tips on how to successfully overcome and manage the dreaded “no” in your business interactions. Until then…

Win,

Chris Bell 3rd

Speaker Series: 2013 Tech Sales Trends & Tips

423876_3015206471201_20528481_nThe 2013 Technology Sales Arena. Are there new rules and new tools? Will it be a New Year with new fears? The velocity of change is only increasing in the technology sales/business development arena  and you already know… what got you here, won’t keep you here. You’re invited to register and attend a presentation hosted by the Howard County Economic Development Authority Speaker Series, authored by Chris Bell, III entitled “2013 Tech Sales Trends & Tips” that may transform your business.

Registration details are below…

Date: Friday, February 8th 2013
Time: 9AM to 10:30AM
Location: Maryland Center for Entrepreneurship
Address: 9250 Bendix Road, Columbia MD 21045
Registration http://www.eventbrite.com/event/5066734740#

 

(Video) A Technology Sales Team Tune-Up

 

My name is Christopher Bell, III and I’ve spent more than a few years successfully generating new sales revenues in both information technology and biotechnology software sales arenas as an individual contributor, sales executive, and coach to more than a few six-figure sales producers.  But along the way, I’ve been perplexed by the callous brutality of some of some senior sales executives who prematurely terminate their sales athletes out of frustration, with little warning or opportunity to honestly remedy or ascertain the root cause of poor sales performance problems. Worse, a few have privately confessed (after summoning the courage to exercise introspective due diligence) that the primary culprit for failing to hit revenue goals …was looking back at them in the mirror.

“Call high!” Great… Now what is a rep supposed to say and do when they get to the executive suite, AND is it enough to be invited back? “You need to make more calls” is a common sales management cliché and default cop-out for some execs who aren’t able to successfully address complex sales and marketing collaboration deficiencies. So, how do you evaluate sales effectiveness BEFORE deals are forecasted or before the competency of your sales management and leadership is questioned? Obsolescence in the sales profession is quite real and the velocity towards the cliff of irrelevance is accelerating. The net: What got you here… isn’t enough to keep you here. Is your sales team struggling because of organizational systemic failure and obsolete processes, protocols and tools you’ve put in place; OR are they lacking the evolving sales skills and a personal sales coach  to help them win in a hyper-competitive business environment? Perhaps, it’s ALL OF THE ABOVE, but how do you know?

Call CB3 at 443-398-2230 or email dawn@chrisbell3rd.com to schedule an appointment with me to discuss a tune-up or remedy for your sales organization thru a One-on-One Personal Sales Coaching Program designed for sales athletes, and our consulting services developed to optimize your existing sales processes & tools necessary to improve sales forecast reliability. Nobody knows it all. Let us help you take your technology sales organization to the next level… and win!

VIDEO – A CB3 COMPLEX SALES PROCESS MAP

WHAT DO SALES REPS AND EXECUTIVES HAVE TO SAY?

“… a sales professional that you want on your team, because if he is on your competitor’s team you will lose.” Carl Fijat, Business Development Manager, Cisco

“…an innovative problem solver and has an extensive understanding of the strategy it takes to move forward in a complex selling environment.” Cris Lull, VP Business Development & Sourcing, Optoro

“… a significant portion of my sales knowledge came from Chris, which helped shape my successful sales process today.”  David Michaels, Federal Account Manager, CLC Bio

“Let’s Do Dinner” – A Failure to Reciprocate?

If you’re fortunate enough to have a team pumping out a few high-quality leads (like the inside sales crew at IGLOO Software to supplement your own activity) you feel super-loved and supported but under no illusion… you know that’s how they’re compensated.

When sales professionals have significant business opportunity engagements in the technology space,  they’re also introduced to enough economic buyers (EBs) in the normal course of  regular qualification and discovery processes that enable them to begin handing out really good, qualified leads to colleagues and peers working with other organizations – as long as it’s clear their products and solutions aren’t a fit, and there’s no competition for the same budget.  Unfortunately, it’s also quite likely they’ll receive a generic token of appreciation from the recipient of the lead that sounds like this:

 “Oh, thank you so much! We really have to get together sometime for dinner or maybe hit the links – I’ll call you!”  Even if the bearer of good news doesn’t say it, they’re thinking: “you’re kiddin’ me, right?  I just passed you a fat, actionable lead that’s going to  keep your insecure butt out of the fire for another 90 days or that may change your life, and you just pitched me the superficial oh-we-really-do-have-to-get-together-sometime” rap?

Me? I’m of the opinion that the “let’s do dinner” response is obsolete and that we should all press “reset”, start over, and think again about this aspect our professional interactions.

Instead of offering me dinners and golf outings that you know will never materialize, why not just make it a priority to reciprocate by returning the favor received by giving a qualified lead, in exchange for a really good qualified lead.  It’s the “golden rule:” do unto others as you would have them do unto you. In the process you replicate yourself and put another set of feet, eyes, ears, and an advocate into companies and places you don’t have access to… yet.

Want to take your sales initiatives to a higher level? Give away qualified leads, set reciprocity as a condition for lead-giving and then watch both you AND your peers income increase.  Dinner?  Thanks, but my wife called – “Big Daddy’s” going home to a feast of lovin’. 🙂

Rain check?

-Chris Bell

Video: But I Hate Sales™ – The Beginning

Two years ago I was reading thru some of my old journal entries and one theme I’d consistently stumbled across in my professional life was that most of the people whom I knew, loved, and respected … hated sales (and avoided sales people in general.) In fact, most didn’t want to be associated with selling anything, or they were envious of sales people (“My God do you know how much money he made for one deal?”) Others were terrified at the thought of being perceived as a “salesperson.”

Then it hit me – while companies are pouring hundreds of millions of dollars annually into sales training, who is training non-sales professionals who are doing the buying? Why is selling and buying so hard? What has been the impact of this in-congruence on businesses and families? Why not change the game? So I did… and began creating the But I Hate Sales™ Series of seminars and products with the inaugural seminar taking place on Thursday September 13that the Columbia Hilton in Columbia, Maryland.  Welcome to But I Hate Sales™

Christopher Bell, III