“Work with those ready to be worked with.” Pretty simple advice. Pretty sound too. Especially when it comes to embracing new techniques, technologies and tactics for selling more faster. Or selling anything for that matter.
As usual, I came by this powerfully pithy insight from contact with someone way smarter than me. This time it was Bert DuMars, VP of e-Business and Interactive Marketing for Newell-Rubbermaid. His insight really whacked me right upside the head. Since I sell and facilitate Sales Process Engineering for a living, I often ask if virtually any sales organization can benefit from The YPS Group’s Sales Process Engineering methodology. Well, by gosh, the answer is, “Yes. ” But…
- Do some sales executives reject the concept immediately? Yes.
- Do some sales executives sort of “get” and accept the concepts? Yes.
- Do some sales executives say, “Wow! This is exactly the sort of thinking we need to embrace?” Yes.
Well, duh… Which group deserves my focus?
Of course they all do, but how? Group 1 should be assigned to my e-Rep. Maybe someday they’ll come around. Group 2 should also be assigned to my e-Rep. In addition I’ll invite them to be on one of my radio shows as a guest (among other things.) That way they’ll experience a little piece of an e-Rep’s selling power, and maybe move a step or two closer “SPE-ness.”
Group 3 is the target for my primary, personal focus. Oh, they get the e-Rep treatment too of course, but they also have the “pleasure” of hearing from yours truly directly and regularly. They get the full TY sales charm!
Bert’s dealing with the 40 different brands under the Newell Rubbermaid banner. He’s helping to bring them, at their own pace, into the wonderful world of digital sales and marketing. That’s exactly what I (and you!) need to be doing with our prospects. Meet ’em where they are. Accept and embrace why they’re there. Help ’em take the next baby step. NOT the full blown whatever of what we’re selling.
Listen to the full interview.