I think SMB'ers need to jump on the social media bandwagon now! It makes way too much sense, it fits the mold...
...its intimate, personal, engaging which is exactly what SMB'ers claim is the advantage of doing business with them in the first place.
Social media stands for the same principles small businesses are built. Partnerships that work together to solve business issues instead of holding each other hostage with contracts and price wars.
The social media boom points to the need for human connection on a level that is different from previous generations. The SMB'ers have always had the advantage of personal service, access to personal cell phones and the ability to collaborate without calling it "consulting". Social media is another dynamic for the SMB's to build trust and cultivate relationships.
The mighty Fortune 100 can no longer confiscate the brightest and best talent for their own gains, the talent is everywhere. There is expertise in any field you choose to follow. Trying doing a twitter search on your industry or hop on Linked In and source a group.
Already nimble and quick, the SMB's can now extend personal service across regions, states and countries. Combine that with having access to the same talent and information as the big boys and the world might start to look differently.
Yes, the deep pockets of the Enterprise will always drive economies of scale, but now more than ever, social media is rich with information and talented people who want to cultivate a relationship.
Showing posts with label Fun. Show all posts
Showing posts with label Fun. Show all posts
Tuesday, January 11, 2011
Monday, May 3, 2010
Sales shouldn't be hard...just hard work!
Most of my friends consider a career in sales "easy" money...roll into the office around 9am, long lunches and afternoon golf sessions...r i g h t...unless you are selling Cisco in 1999, its hard work.
I was in a slump over the winter and happened to get invited to join a Linkedin group. This nutty guy was talking about Jedi mastery, kicking ass, and called himself Uncle Paul...I figured what the heck. I will check it out, and either block him or learn something new...I was in a serious need for a momentum swing.
I read several post before it dawned on me...basics. The basic rules of sales have NEVER changed, What makes a person successful in sales is A C T I V I TY. There are 3 things I always come back to when I hit a slump;
1. I don't need to bored with arguments about social networking versus cold calling. The bottom line is, do what comes naturally and what you are good at....and seriously...do it! Set aside time everyday to connect with outsiders by calling, connecting or networking. Whatever your method, ACTIVITY DRIVES OPPORTUNITY.
2. Be an expert in what your selling, the 10,000 hour rule! I don't need to understand the details of a specific technology, but I better understand how your products and services can solve complex business issues. And don't be afraid to turn down the sales ratchet. Instead, get involved in professional organizations. Stop treating it as opportunities to sell your product, but as opportunities to work side by side and get to know your prospects! What better way to gain respect and trust, than by working on committees with business leaders who are passionate about the same things I am.
3. Get motivated! Kick up the volume and let "Rock N Roll Ain't Noise Pollution" be heard around the office, head phones are a good option too. I tend to watch some of my favorite movie clips to get me in the mood to cold call, like Al Pachino's Speech.
So sales is hard work, but it can be fun and rewarding too. Always be enthusiastic about the approach, have a solid plan of attack, stay active and find sources of motivation to work through the tough times. Of course getting a jump start from a crazy sales professional like Uncle Paul helps too.
I was in a slump over the winter and happened to get invited to join a Linkedin group. This nutty guy was talking about Jedi mastery, kicking ass, and called himself Uncle Paul...I figured what the heck. I will check it out, and either block him or learn something new...I was in a serious need for a momentum swing.
I read several post before it dawned on me...basics. The basic rules of sales have NEVER changed, What makes a person successful in sales is A C T I V I TY. There are 3 things I always come back to when I hit a slump;
1. I don't need to bored with arguments about social networking versus cold calling. The bottom line is, do what comes naturally and what you are good at....and seriously...do it! Set aside time everyday to connect with outsiders by calling, connecting or networking. Whatever your method, ACTIVITY DRIVES OPPORTUNITY.
2. Be an expert in what your selling, the 10,000 hour rule! I don't need to understand the details of a specific technology, but I better understand how your products and services can solve complex business issues. And don't be afraid to turn down the sales ratchet. Instead, get involved in professional organizations. Stop treating it as opportunities to sell your product, but as opportunities to work side by side and get to know your prospects! What better way to gain respect and trust, than by working on committees with business leaders who are passionate about the same things I am.
3. Get motivated! Kick up the volume and let "Rock N Roll Ain't Noise Pollution" be heard around the office, head phones are a good option too. I tend to watch some of my favorite movie clips to get me in the mood to cold call, like Al Pachino's Speech.
So sales is hard work, but it can be fun and rewarding too. Always be enthusiastic about the approach, have a solid plan of attack, stay active and find sources of motivation to work through the tough times. Of course getting a jump start from a crazy sales professional like Uncle Paul helps too.
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