Hello, it’s me. Your sales guy. I saw you at the “all-hands” meeting and by now you’ve read the memo. Cutbacks have happened. Revenue forecasts have been adjusted (downward). Your tradeshows have been cut. You can’t travel. Your department is decimated. You’re not sure you’re happy to be a survivor—you have the pleasure of doing the work of three people. Your department has been hit harder than mine. The reason is simple: I’m directly measurable—you probably are not. Our management will find ways to do that, and soon.
Guess what—the company needs us now more than ever. Sure times are tough. But if you and I truly believe in the value of our product and what we do, there are people and companies who will as well. You and I have to find them and demonstrate how we help them (sell more, spend less, thrill their customers even more, etc.). Peter Drucker said: “Companies exist for one reason—to find and keep customers.”
And here’s something you probably never thought you’d hear me say: “I NEED you; I need your help.” You and I need to be better, faster, smarter and cheaper (or at least more efficient) at finding and keeping our customers. Everything is different now. Many of the things we used to do won’t work in this environment. But the basics are what will get us through this—WE need to: prospect, qualify and close. It’s that simple.
I need leads. I need leads. I need leads. If you don’t get this, I suggest you watch: "Glengarry Glen Ross" starring Al Pacino, Jack Lemmon, and Alec Baldwin. A dark humor movie to be sure (we sales types love dark and sardonic humor); but, it is a must see for anyone trying to understand the makeup of sales types. But, I don’t need lots of leads—just the good ones. So what is a good lead? That is the magic of our relationship.
So, get yourself a cup of coffee. Get out a clean sheet of paper. Look around at all of the empty cubes in your department. Take a deep breath. Give me a call. You and I have work to do.
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People tell me I’m a sales guy. I look like one. I talk like one. I act like one. And, yes, I’ve moved my share of product in my day. I’ve also been a marketer. Now I am responsible for both and I am befuddled about how these groups work together.
One would think the two disciplines would be more closely aligned and work like (pick your metaphor here): Butch & Sundance, Starsky & Hutch, Crockett & Tubbs. Unfortunately most companies’ marketing and sales departments get along as well as Nancy Pelosi and Newt Gingrich. I don’t get it.
This blog is intended to give you some insight into a sales guy. Hopefully it will help you understand us a little better, and maybe, just maybe you will see just how much we really need marketing.
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