Another Horrific Client Termination Story: Your Sick Parents Preclude Continuation (and you got me no results also)
So, last July, I sent a prospecting email to a New Jersey based company that had an interesting staffing technology. Out of nowhere and quite surprisingly I had received a response with interest in speaking further. We talked and agreed to work together, not for the staffing technology, but for an LIS system for clinical/medical laboratories. After ensuring there was no competitive conflicts with other clients, particularly SMARTFormulator (which is not an LIS), we engaged. Having done little…
Adventures in Prospecting: Why Did You Even Want to Talk to Me?
This happened also. So, I do some research and find this interesting technology company that has an RPA solution for IT Service Management. One of the salespeople, a channel guy, is located in New Jersey - not far from me. I see that he is relatively new. With a little further investigation, I find that the company has like two very junior salespeople - the daughter of the owner and some kid who worked at Best Buy and like 8 people total. OK. I have knowledge in this space and thought he…
Adventures in Prospecting: The Contract Fit for A Corporation - Not Trial Engagement
So, I found this interesting company offering a "breakthrough" Health Digital Assistant solution and call the CEO who was advertising a part-time sales development job on Indeed. Long story short, we talked, it was a good fit - I was a little more 'expensive' and had less hours to offer than what he was looking for - but he liked my approach an experience. He was "concerned" because I waived a commission or incentive for the first three months - a trial period. I sent him a proposal. He was…
Adventures in Prospecting: The Crazy Guy Responds
So, this literally happened today. I recently had a client terminate an engagement in favor of hiring 2 full time people to more rapidly grow the business. It is laughable how many clients end engagements thinking that things will go faster or better with more of more, when the challenges they had were not resolved in the first place. I find this company that offers an innovative technology for sales intelligence using AI. Having been a Sales Intelligence Manager and a pioneer of account…
A Week's Worth of Work Isn't A Go-To-Market Effort
I work with client on a fractional basis, no more than 25-32 hours per month providing focused, strategic prospecting. Strategic because it is more tailored to the prospect and the conversations are deeper, I don't just sell - I want to learn more about the prospect and their situation. Usually it is a validation of a hypothesis created to prove out that this particular buyer is a target for the solution being offered. When working with pre-revenue startups or early stage companies, they have…
What Sales Development Is and Is Not by the Experienced Prospecting Agent
A major reason why client engagements fail and I get stiffed on payment is that after a few months or, as in the case of the "executive search firm" a few years I suddenly am told - "I did not get any revenue from you (or your efforts)". And, I keep telling my clients - CLOSING is YOUR responsibility - not mine. I also advise them when a lead is informational or sales oriented - typically well in advance. My role is use a combination of research, prospecting/outbound calls, and compelling…
And Sales Means What? Today
I never fail to be astonished by some of the hires that start-ups and entrepreneurial firms make and am shocked that they actually succeed. More and more, in examining and researching companies, I see a lot of people with the title VP of Business Development or Sales who are nothing of the sort. Loads of "content pushers" out there, highly educated and/or experienced people with not a prospecting stint to their name, and "sales" people who have no real sales experience. I can somewhat…
