Sales bots, Glassdoor, developing sales people, SDR candidates.
Matt's LinkedIn Posts Q3 2018
Companies should stop asking their employees to write positive reviews on Glassdoor. These reviews are easy to spot because they focus on all the points made in the bad reviews. This tactic might be raising scores but it’s not fooling anybody.
I have a very novel idea for the companies doing this. Instead of recruiting your most vulnerable people to write these “unethical” reviews, spend time trying to make working for your company better.
If you’re starting out in sales you should know there are two types of companies. There are companies that at their core are honest and transparent and there are those that are not.
Oddly enough the dishonest companies don’t just come out and tell you that they’re shady. They tend to let new employees figure it out on their own, after they’ve already disrupted their lives and invested lots of time.
This can make selecting a sales position tricky because the quality of the job isn’t solely dependent on pay or market opportunity. There will always be high paying sales jobs available for those willing to be dishonest. Many times people find themselves in these jobs because they didn’t have all the information. They can end up staying out of need.
Today’s companies have a really hard time hiding dishonest practices so make sure and do your homework. If you keep reading the same complaint, I’d believe it.
Always remember, you deserve a company that doesn’t require you to lie for them.
10 Reasons why we don’t click ‘Like’ when we like something:
1. At work and we shouldn’t be reading posts on LinkedIn.
2. Never ‘Like’ anything ever because we’re cool like that.
3. The profile pic is bothersome.
4. It’s Saturday night and we don’t want people to know we’re online.
5. We don’t want the connection request.
6. Their headline is annoying | arrogant | audacious.
7. They’re a competitor.
8. We’re grumpy.
9. We don’t want to add to their big head.
10. It’s exhausting.
There is something illogical about the way some companies develop their sales people. The sales process being taught to trainees can be wildly different than the tactics being used by the company’s most productive reps.
This paradigm can occur when the company’s top people are taught the same sales process when they started. Even though these reps make adjustments based on real life experience, their success reinforces the company’s process and training.
As they become one of the company’s top producers they’re no longer held to any process. In reality, they earn the right not to be held back.
There is an easy but uncommon solution to this problem, make the best sales people’s process the company’s process. I guess if it were that simple I wouldn’t be writing this post.
Regardless, my advice to new sales people is very simple. Always be aware of what the company’s best reps are doing and you’ll have all the information.
Timing can be everything when you’re an outbound sales person. After connecting with a prospect at the perfect time you can’t help but feel lucky. But there’s actually no luck involved.
I used to tell people that being successful in sales was 85% luck but you had to put yourself in a position to get lucky. Of course that was my way of saying it’s really 0% luck.
The reason it’s not luck is because timing is part of the “numbers game” of sales. As you continually pursue your leads it won’t be good timing for every prospect.
But, if you’re calling on enough quality leads then you’re bound to reach some of them at the right time.
In conclusion, success in outbound sales will take 0% luck and 100% YOU.
Many sales people who dislike cold calling don’t really understand why they hate it. Some of them will tell you it’s because they don’t like bothering people. The more honest reps will admit it’s because it scares them.
When I dug into this topic by actually making a ton of cold calls, I realized that for me the fear I felt had nothing to do with rejection. The fear and stress I experienced was because every connection put me on a hot seat.
When a decision maker picks up your cold call you have to perform right at that moment. That can create an enormous amount of pressure especially for a sales person who is still learning. Being seated around other people who are eagerly listening to your conversations can add even more pressure.
Once you’re comfortable talking about your company’s value then winning on cold calls becomes easier and easier. The feeling of pressure that you felt when you first started making calls subsides to a tolerable and almost enjoyable level.
When you start winning and dials start turning into meetings and sales, that’s when you realize the journey was worth it.
Keep learning and cold calling, it will get better.
Dear SDR Candidate:
Apparently there’s a really good chance that your employment experience will be considered a failure. There is an even higher chance that it won’t be your fault.
Don’t get me wrong, you could fail because of you. If you’re unwilling to learn or put in the effort it is impossible to succeed in any sales role.
But, it may also not work out because your job is part of a high stakes equation. People who invest money in tech companies believe that X number of SDRs will equal $XXX,XXX revenue.
Since they’ve invested a bunch of their money, X number of SDRs will be hired whether or not:
-There is a sales training program in place.
-There is a proven sales process.
-There is sales leadership that can help you develop.
-There is a market for the company’s technology.
-There is a clear direction.
There are so many companies developing sales people in the right way.
If the end of your speech includes you saying, “The key takeaway here is…” then it wasn’t a very good speech.
Everyday business leaders in a fit of over excitement rally the troops for an unprepared speech. This often turns into a rambling of words that loses focus and the people’s attention. The end result is usually a worse situation than where things started.
Before you unintentionally “throw up” on a group of people, do yourself a favor and follow these steps:
1. Take some time and calm down. Speaking when you’re heated is never a good idea.
2. Reevaluate the details before speaking. Make sure you’re not misreading the situation.
3. Put yourself in their shoes. Make sure you’re not being unreasonable.
4. Plan out what you’re going to say. Seriously, write it down and practice it a little in your head.
5. Keep it short. If it’s a negative discussion there is no reason to drag it on and on and on.
6. Avoid repeating yourself. If you keep saying the same thing it makes you seem unprepared and/or not confident.
I’ve been on LinkedIn for about a year and a half now and I’ve seen a lot of things change. Here’s my short list:
-A lot of talking head videos that I scroll right past, sorry!
-A whole lot of people finally found out about Jay Jensen and his incredible content. Thank you, Jay!
– Marc Bodner is putting out sales content that everyone in sales should be waiting to read.
– Gabe Larsen is now pro Cold Calling. Good to have you on the team, Gabe!
-Well known people have stopped calling opposing views delusional. That’s been nice.
– James Bawden’s content is for real. He’s probably shocked I even wrote this, that’s how real he is.
-Did I mention the videos?
-Last but a sales beast, Jon Selig is changing the landscape of sales training with comedy.
When you’re in a groove in a sales job it feels so good it can make you anxious. The more successful you become the harder it is to maintain and the higher the stress. It feels like the moment you stop prospecting mother sales is going to slap you in the face with a big goose egg.
If you’ve felt what I described above then you’re probably a really good sales person. Nice work.
These types of successful spans in your sales career can last months, years, and for the great reps who choose the right jobs, decades.
Some experts might say the anxiety is caused from the fear of losing the emotional and financial rewards that come with being successful in sales.
But I think, like anything else in life being successful comes with a price.
In the profession of sales the cost is always worrying about your next deal.
Better keep prospecting.
If your company is having trouble selling, the good news is that you probably have the answers.
A company with competent personnel actively trying to make sales will possess the information needed to understand why they can’t sell.
Don’t ask a consultant.
Don’t ask an outside sales trainer.
Don’t ask, “hey Google”.
Talk with your sales people first.
And listen with an open mind.
Did you hear the end could be coming for all sales people? There’s a new talking bot that can schedule your next haircut.
It seems a little optimistic to me that (.ai) PEOPLE think this technology could replace a B2B salesperson.
Don’t get me wrong, I think it’s a highly impressive capability.
But here’s the thing, there are a few lines that you can never cross in any sales situation.
Getting caught doing one of these generally means game over for your sale and the relationship.
The line this bot would make a huge leap over in the world of sales is called Deception.
A bot presenting itself as a human while speaking to a decision maker would be highly deceiving.
I’m not sure if the sales doomsayers understand, PEOPLE don’t like that.
The level of adrenaline created when you take a decision maker from A to M on a cold call, makes me feel like I shouldn’t be in an office. A boxing ring seems more fitting.
The rush first starts when they pick up the phone and it continues off and on as you battle through the conversation.
When you realize they finally understand what you’re saying, it feels like you figured out LinkedIn’s algorithm (I’m guessing of course).
Many consider cold calling to be the hardest aspect of sales. It can be exhausting and stressful.
But the reward is worth the sacrifice.
Sales is a different kind of team sport. It turns out most sales people don’t like sharing credit. In sports talk, we want the ball.
Maybe it’s our competitive nature or maybe it’s because we’ve spent months working on the account or maybe sharing the commission is freaking out of the question.
Bringing in a sales manager to help close usually isn’t our first choice. Involving another sales rep is even worse.
But sometimes it’s a necessary step to satisfy a prospect and wrap things up.
Most sales leaders know how to handle this situation and senior sales reps better be able to relate.
But new sales people should understand that it’s always okay to let others assist you for one selfish reason:
Each time an experienced person helps you close a deal, you gain access to their knowledge.
In the game of sales, knowledge is everything.
You don’t need anybody’s permission to be successful. There are so many ways to improve yourself and nobody is going to do that for you.
Don’t ask people if you should:
-Go back to school.
-Pursue a new career.
-Start a business.
-Stay at home with kids.
-Write a book.
Ask yourself what you want to do, then figure out a way.
Thanks for reading, please share!
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About the Author
Matt Wanty is the Founder of Subroot and the Author of The Lost Art of Cold Calling. Recently launched Subroot is the latest sales tool to help reps reach more prospects and build a bigger sales funnel. In addition to writing a book on cold calling, Matt regularly shares posts on Linkedin, His sales content on cold calling, sales career, SDRs and more has been read by millions of sales people around the world. Sign up below to receive Matt’s content directly to your inbox.