“Cold Calls”

Why I don’t believe in cold calls…

Before my fellow sales professionals jump down my throat, please allow me to explain. I don’t believe in TRADITIONAL 1950’s cold calling that still goes on today.

“Hey, Bob, bobby, bob-man! This is Fred, I’m from so-and-so, LLC wanted to hit you up about my services…”

First of all, Bob already hates you.  Second, do your F-ing research!!!

It’s the year 2017, picture the world with computers in our pockets, endless information about publically traded companies and a pretty good amount of private companies on the internet to assist your calls. One step further, the person you wish to connect with probably has a LinkedIn, this profile tells a story, where they came from, interests, it may give away their DiSC (you’ve seen this corporate training right?). Endless amounts of info at your disposal to assist you in your connection.

Networking is great because you get pieces of people at these events and this assists you in your calls. The internet can do the same. Information is out there for the taking, that’s the whole point of LinkedIn. Of course, don’t start a call with “I love pineapple upside down cake too!” (Maybe this could work for a bakery, depending on what your service is.) With that being said if you sell recruiting services and Glassdoor has poor reviews of the company, this could also be your way in. You should be there to assist and help solve a problem, build a lasting relationship.

By all means, if you are in a pyramid scheme please keep cold calling, real sales professionals are judging you anyway, and you make us look better. For the real professionals, it’s time to come into the 21st century. There’s no reason we are still making blind calls, but it happens every day. It also may be why you aren’t successful.

Some companies still have outcall requirements… So Fred gets to keep his job because he gets hung up on 50 times a day but Megan gets her hand slapped (metaphorically) because she had 5 calls, but were all an hour long and is in the process of closing 3 contracts. Which is better for your business?

Why your startup may fail before you begin…

I like to go on interviews for fun especially if I’m sought out. I don’t see it as wasting anyone’s time, valuable information gets shared in these meetings behind closed doors. Market strategy and ideas are very valuable. I recently decided to meet with a startup, and politely declined moving forward in the process before they could even think about moving forward with me. Let me tell you what I learned:

  • Have a strategy: ANY strategy and if your strategy is “warm bodies in seats” this is not a very well thought out strategy. I always ask what the company’s strategy is for whatever year it is and their five-year plan. It’s only fair, I am expected to answer the same question, and it shows you’re interested. When the answer is “We’ll do any thing to fill seats”… STOP! RUNAWAY!
    • First of all that raises flags for me on ethics.
    • You do not have a market strategy? Do you want to be successful?
    • This is also usually a flag for “We’re hoping we get purchased by a larger company.”
  • To truly grow your company you will need top management and sales department recruits. Unless someone is personally invested in your business they probably aren’t going to take the job for less than they make. No matter how much “unlimited commission” you offer. If a person doesn’t negotiate or takes what you are offering:
    • They hate their current job.
    • They lied.
    • They are about to be fired.
    • They are not nearly as good as their resume says.
  • Speaking of pay, your management and sales team is where you need to invest. You already have the product or service now it’s time to convince others they do too. If you expect to offer an entry level salary, you are going to get entry level people.

I salute your endeavors to begin your own company and move out into the world. There are many consulting firms that assist with these projects, I suggest you hire one. You may not have a strategy at first or how you want to introduce your sales cycle but their are people out there, veterans of the marketplace, who are for hire to assist your goals.

Worklife

I’ve been doing a lot of self-reflection and mindfulness recently to counter my anxiety. Along with reading blogs and articles about what could be the root of my problem. I’ve been at my company for over five years. At first, I was getting my feet wet, and then I was promoted to a position I didn’t love, I felt underpaid and under apprciated. I was promoted again and it was better for awhile and then the rut started again this more quickly than the last. I realized it’s not the job itself, it’s the culture.

I then found this article on Forbes.

https://www.forbes.com/sites/ashleystahl/2016/03/03/hate-your-job-heres-what-its-costing-you/#589b73476630

Hating your job has negative health effects.

  • Weight Gain
  • Illness
  • Mental Health
  • Stress
  • Losing Sleep
  • It will hinder your personal life
  • Lower motivation and passion
  • It can kill your confidence and self-worth
  • It’s holding you back from what you really want to do

Everything I have been feeling in one article. I’ve never been the person who needs constant praise but a “Nice presentation” wouldn’t be too much to ask. My clients love me more than my company does. I have had some call to say “hi” and ask how my day is going, I’ve never had a manager ask how my day is going…

After much self-reflection the realization that it isn’t me or the particular job I am doing, it’s the company and the culture. The churn and burn, stay until it’s done, have a quota worth millions but yet make less than $40K. The truth of the matter is, I’m just horribly unhappy and need to start looking outside my company. Some of this realization came from when I applied for a promotion and received a robo e-mail from my own company, they chose someone else. I didn’t even deserve a “thanks for applying, we had some great candidates” (There were only ten candidates they chose four). Yes, I could ask for feedback which would be proper, but I’m just done the last straw situation. I’m just a warm body in a seat, I’ve made the company over a billion dollars in my tenure but I’m just a number. (Fun story, this is why I dropped out of the first University I went to. It was large and 500 people in my class, I couldn’t learn that way.)

So now the job hunt starts, but where to start…

canstock14865171