The sales person stared at his day planner. His sales target would miss badly if he did not get more leads and meetings set up. Leads just did not flow from his company and he had to figure something out, now.

He started a blog. He sells software to an industry verticle. Years spent talking to professionals in this vertical have filled his bag with valuable industry data. And he started to write about it on a blog of his making.

The blog started slow. He learned how to use good traffic keywords in his content to pull people to his site. He wrote informational pieces aimed at helping people cut costs and increase profit in his focus industry. And eventually the visitors came.

The visitors read his information. It was good. And they kept coming back. The sales person started to build his community based on value added information. He learned how to make offers of special information, or content pieces like white papers or journals. For special info offers, a simple optin form was provided.

And his contact database grew, in time. Nothing happens overnite. He stuck to it, and now, leads come in on a weekly basis.

I watch sales men work. And I see excitement when quotes are generated. Yet I see that very few quotes turn to dollars, and I figure out that generating a quote cost a company time and money. Far better may be to earn the prospects OK first. Talk about the offering and the terms and together, craft the deal. This is done and agreed to and then if needed a formal quote ties all together. Sales people that do this have very high close rates. The prospect is qualified and is cooperative. And consider all the attributes of a solid prospect; budget, authority, need and timeframe. But most important of all are they cooperative. Does the prospect return calls, share details with the sales person, and is the prospect honest? I put these attributes in the cooperation bucket.

Sales is a profession to me, just like accounting or engineering is a profession to accountants and to engineers. I have put the time in to learn my profession and each day spent selling continues my education. Often, I sense a lack of respect for sales people by management of the prospects I speak with. This is a warning flag to me and I feel for the men and women selling for companies like this. Nothing is ever done right by salespeople in this case. If the deal is won, then the product sold and the sales guy just polished the door knob, and if the deal is lost, the sales person is seen about to fall on his/her sword. After all, the great product can not lose, right?

I worked for a company like this once. I came off a good year, and a fine December. Commission payments were late, and when paid, were short. I spoke to the CEO, who ran the sales team, and his opinion was that others participated in the sales and I was paid enough. I replied that I had a pay plan which dictated commission paid as did other sales team members. I quit on the spot and was on the street for one day.

I do not suggest rash decisions. This creates undo pain for the sales person. I do suggest that all sales professionals work for companies that value the sales process. Beware of lip service paid to this.

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I watched some Democrat nut tell us about a person using her sisters false teeth. Think about this? The lady dies and her body is moved to a funeral parlour. The funeral person prepares the body for the wake. Most families in America do this. The lady is dressed in Sunday best complete with her false teeth. If the teeth were not in the departed’s mouth the face would appear strange.

Now the sister, sitting in the wake seat area, needs teeth. She can not afford her own, and she lacks whittling skills carve a set. She plots her approach, waits until the wake winds down, and creeps up to sis’s body. Then, quickly, pries open the dead mouth, yanks the false teeth and jams in her mouth. How is this possible?

These stories just kill me. The Democrat idiots think the American public buys this bull?

Speed in selling wins. If I can engage resources faster, get to root issues faster, I am closer to to the win. Speed in getting leads contacted is the first step. Do you still email and call in leads? Think about this. If you attend trade shows for lead generation, how do you get leads to salesguys? Do your route fast? Or go back to office, recover from too much show and then remember to get the leads sorted out?

If the latter, there goes your cash. Spent all kinds of money on the show and leads are wasted. Why is this. Chances are, sounds like the start of a song, your competitors are in the door faster. Setting the table, creating road blocks to entry for your company.

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Why is this. Cause the ACT Software is an electronic rolodex, a contact management software. Cheap you may say and I say really? What is lost in translation is losing deals costs cash and jobs. What is the cost of not getting data to and from sales partners? And with ACT, unless carrier pigeons are on the payroll, communication ain’t happening. ACT users work in a closet. And low end sales guys, not sales pros, like this invisibility in lack of accountability.

ACT Software users, eating rats in this dog eat dog selling world, paddle hard against the current, sweat rolls down brows. Feel the spray in your face, that is the competition speeding by, rocking your boat. The competition, using online sales software, is on top of the sales game, tracking leads and closing deals.

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Years ago, while playing professional football, I sold swimming pools in the offseason. I worked for Seahawk Pools, owned by a super guy, Bob Winnie. I learned the sales facts of life from Bob and the first lesson:
Buyers are Liars

I listened hard to Bob and this lesson registered. I went on to sell for Bob for many off seasons and I loved the job. I always salted all the prospects told me, knowing, buyers are liars. And why is this?
Read more about sales liars >>

My technology sales career kicked off at IBM. Prior to IBM, I cut my teeth as a stock broker, gaining heavy duty sales habits, still valuable today. IBM thrilled me. All these wonderful solutions were available to struggling companies and to companies seeking to stay on top of their technology and the market. Yet, as I moved from prospect to prospect, and uncovered needs, sales resistance surprised me.
Read more about overcoming sales resistance >>