Magnus Marketing Blog

So, I have an interesting situation which many marketing and inside sales people probably have faced - the salesguy that can't close business. Almost every single opportunity I have brought to this person which was either a VP level meeting or a contract for delivery has resulted in no go-forward or complete lack of delivery.

Here are some examples of that:

1. I was contacted by a key person at a very well known technology firm asking for help with a situation he had. He was bypassing the internal organization and going directly outside to obtain the help he needed. The salesperson engaged with him, signed the contract, said the company would be able to fulfill the request, etc. A month later, there was nothing delivered. I actually got involved in delivery and managed to find some resources which were passed to the salesperson to do further work on. The salesperson proceeded to do nothing. Three months later, both the salesperson and the boss had nothing to show for it. There wasn't any communication with client. The salesperson was too busy, she claimed, delivering for existing clients. Well, folks, it turned out that this high profile tech company NEVER engages external help, it won't, it can't. We had a golden opportunity which could have resulted in a ton of new business, but they sat with the thumb up the ass and let it go by. It will never return again.

2. I pulled in a contract with another high profile company. The boss got involved directly. This took many months of work to get. I communicated directly with the VP of department who forwarded my info to one of his key subordinates who then reached out to me asking for help. The boss got involved, was overjoyed with the contract and assignment. A month went by, then two, then three - I asked what happened to "HPA Company??". The boss tells me, after i worked close to year getting this opportunity in, "Yaaar, it was bad - that guy - he was the wrong person to deal with" and shook his head. Uh. That guy was referred from the head of global department. So, basically the Vice President of the client didn't know the right person for us to deal with?. Right. Another major opportunity flushed down the toilet.

3. I pulled in a contract with a local company in a key vertical. I told the boss that the prospect wanted some samples of work product before they would commit to any kind of delivery schedule. Considering the pathetic history the company had, I thought that was a fair request. What is the big deal anyway, if you are that good and can do the work - showing some samples shouldn't be a big deal. Well, a month went by, when I (for the third time) asked - have you found some work samples to give to the prospect? I was then told by the boss that the salesperson who was to procure the samples was too busy delivering for another client and couldn't do it. (After a month)? The boss said he would do it himself. The night before the boss left on a trip, he procured some work samples which I gave to the prospect. The following message was left on my machine: "I recognized the work product as being the same one I saw a few months ago, there is nothing new here! If you want to do business with us, go back to the drawing board and try a little harder next time". My boss used a canned sample that was publicly available, a shortcut that didn't show the real capability of the firm. I was soo embarassed and I am sure this opportunity will go the way of the others.

Why do I still work with them? I question that myself, maybe because the potential is there, because the cash helps me to survive, because I invested time and energy. Yes, it is a losing proposition - unless the management realizes that a change is needed there and does something to remedy the situation. With the right changes, I think it can be salvaged. I think the management is out of touch also and there are other factors in play, it is not likely to change.

This happened to me before with an employer, I kept generating leads and meetings, and nothing closed. It became clear to me, that the company lacked any sales capability whatsoever. If the business came in through a referral or was handed to them, then they could deliver. Like that company, this one will go nowhere. Unless real sales talent is engaged....