Bullshit them.   No one wants to be the grim reaper but sometimes it can’t be avoided.   Are you afraid they will react and freak out?  Most don’t.

I haven’t fired that many people but I’ve been around 100’s of  people walking out of their cubes with boxes over the past 10 years.  Heck I work in a call center environment what do you expect?   95% are so in shock they don’t say anything much.

The worse thing you could do is drag it on and not be direct with them.  They already know something is up by getting called into the HR office with the HR director and manager.   It’s your job to be as quick and painless as possible.   If you were the one who recommended they get let go or you recommended them for the job you should be the one firing them if possible.

Ever watch Money Ball or Hard Knocks on HBO when they are making the cuts?  It really pretty similar in business.   Most of the times it not personal but in certain cases it can be.  No matter how hard you work if you don’t understand the game and dynamics of a company you still may be gone. The downside of business.

Back to being direct….

It can be tough to rip the band aid off if you will but it pays to be direct and have some empathy.   I’m sorry but we need to let you go.  Period.  That simple.   I know it sucks, it does but don’t beat around the bush and give them some corporate bullshit.   One final point,  let them say good bye to the team members don’t say something like: “please exit the premises immediately”.   Remember they are still in shock.

One final important point:  Look them in the eye when you are telling them.   It’s not as easy as you think.    It’s always worse than you think it will be.

by willyg on May 2, 2012 · 0 comments

in Uncategorized

Cold calling is dead.   I use to take this as a personal attack on my business, eCoast.  No longer.   The traditional smile and dial, it’s a numbers game is dead.   However, the reasons it dead is not due to social media, inbound marketing, SEO…

People are tired of generic pitches, hi this is Bob, how are you?, we are in your area, if you had a magic wand, all bull shit.  Click, you hang up.   No value, no personalization, poorly trained sales person.

Most likely, you never even talked to Bob because he had no clue how to navigate the gatekeeper.

These approaches didn’t work well 15 years ago.   The more calls you made didn’t equal more sales in most industries.  It took more than just working hard.   Yes, these reps got by but they were never on the top of the leader board.   The ones who were, they were solution selling, reference selling even before these approaches were accepted.

Here’s the problem to make it today you need to do at least some quick research on the prospect or company.  Check on LinkedIn, twitter, go to the prospect’s website.   Sounds easy enough? Trouble! In a traditional call center environment as the command-control mentality still exists.  They can’t be trusted.  We need more middle management then.  Give them access to social media is the absolute last thing traditional management will do.   Can you say status quo?   But what if your production starts to go south then what?   Hire more people because they others are getting burned out more quickly?   Does that really solve the problem?

Inside sales has already made the transition.   You see it and it seems to be working.  A resurgence in inside sales.  Work hard, buts more importantly work smarter.     Think Strategically, Act Analytically my college professor you to say.   Good advice.  Word of caution:   Don’t fall in blind love with the latest trends like inbound marketing,  even the leading inbound marketing companies have a sizable inside sales staff!

So what do big tech companies do these days?   They are all looking to cut costs, right?  Instead of looking for smarter companies to work with who have an intelligent process they look offshore so they can save money.  They have no idea the game has changed.   What about keeping jobs in the US?  No we would rather save 35% and off-shore this.   They will figure this out but they seem to be the last to get it as turning the battleship is not a thing of elegance.

So, why isn’t this thing dead yet like Hubspot has predicted?  ROI.   Can you track ROI on SEO?  Inbound marketing?  Sort of.   Outbound Lead Generation?  Appointment Setting?   Yes, and the money still flows as it’s all about getting net new opportunities and it can be done.

Two great resources to learn more about “warm calling”:

Smart Calling, Art Sobczak

Take the COLD out of Calling, Sam Richter

 

by willyg on April 24, 2012 · 0 comments

in Uncategorized

The new salesperson inferiority complex

April 16, 2012

Why do most salespeople sell out so early and take the easy way out? Fear?   Are afraid of rejection?   They don’t want to be thought of as a “salesperson”.   “Oh, I’m not in sales I’m in business development, I’m not calling to sell you anything just provide you with information.”   C’mon Man!  Really?   Are you [...]

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“The Donald” approach to cold calling

April 11, 2012

I love watching Donald Trump in the boardroom on celebrity apprentice.   I was preparing some new content for a sales training class I was conducting and it got me thinking,  what if Donald Trump was cold calling what would he say? Would he say something like “Can I speak with Ted, please?”   No way!   He [...]

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“It’s our fault”- Pandora

April 6, 2012

I came in this morning and instead of getting an error message saying to “restart the site”  I got a the message saying;  “It’s our fault”.    Wow, so refreshing when someone says it and I never thought it would seem so personal on a website.    If a website can accept responsibility why can humans?   [...]

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Avoiding the outsourced lead generation train wreck

March 30, 2012

An insiders view on choosing an outsourced lead generation company. I’ve sat across the conference room table from probably 1000+ clients from small VARS to large tech suppliers.   I always secretly rooted and identified with the fast growing VAR who is looking for help to grow his business.   This one’s for you… So if you [...]

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The real VAR Outbound Marketing Process

March 14, 2012

After reading the catchy inbound marketing inforgraphic from Impact on the New Sales Economy Blog I thought why not create a real life outbound marketing one just for my VAR friends.    Forget best practices in the SMB it’s all about winging it.   Here’s typically what happens….   Sorry no fancy infographic on this blog post. Step [...]

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7 Steps to Qualify Inbound Leads

February 16, 2012

You are drinking the Hubspot inbound marketing cool-aid and viewing yourself a publishing machine.    You have an editorial calendar, ebooks, pr releases, blogs, whitepapers, cta’s that work and get responses.  You have  focused set of keywords that you are religiously using to drive up your organic Google ranking.    Life is good in inbound marketing land, [...]

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My first sales job.

February 9, 2012

As you might expect I didn’t attend an ivy league college or have a specific job I was working toward. In 1996 when I graduated from college there were entry level sales jobs everywhere.  For some reason I always wanted to work in the computer industry although I really knew nothing about them other than [...]

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Salesforce & the Patriots humiliation technique

February 3, 2012

Humiliation as motivation technique for Salesforce sales team and the NE Patriots? Everyone loves attention when they do something well.   When things don’t go well or you do something stupid the last think you want is attention! Ironically, I was watching a webinar by the Salesforce sales manager talking about their “Wall of Shame”.   They [...]

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