My father was an amazing carpenter. A seemingly master of tools and materials, I believe he could build anything with his bare hands. Cabinets, furniture, our vacation home in central Wisconsin – he could do it all, and make it look incredibly easy. And while my aptitude with a hammer, saw, and other (likely more dangerous) tools pales in comparison to Dad, I did pick up some of his practices and put them to work for me in research. (And luckily for me, I probably won’t lose a finger!)
Sketch a blueprint – develop a plan. Dad always had two items on his workbench…a yellow pad of paper (usually with a coffee ring in the middle of it) and a carpenter’s pencil that he’d sharpen with a utility knife. Every project he ever did, from the bookshelf he built for my college dorm room to Mom’s back yard gazebo, had to have a sketch. This allowed him to get a handle on what he’d need for materials, fasteners, and what the finished project should look like. Researchers should do the same by writing down a concise goal of what they (you) are trying to accomplish. This sketch should include all desirable data points (company information, contact information, titles, phone numbers, etc.), volume (how many records does the team need to work to achieve the desired result), and format (is this going directly into the database, or a document like Excel).
Take an inventory. Nothing made my Dad grumble more than having to pick up additional materials, or a special tool, in the middle of a project. Take the time to lay out all the sources you plan to tap into, and all your applicable intellectual property in one place. And by “all the sources” I mean everything: geographic constraints (countries, states, cities area codes, and if necessary down to the zip code), market segment terms (how does the industry/profession you’re researching describe itself), titles (including “competitive equivalents” and “sphere of influence” titles), any known trade associations, expos or certification boards, and any other sources you can think of.
TAKE YOUR TIME WITH THIS. It’s important to get your arms around all of these things for two reasons. One, laying out all your known sources allows you to manage the process. You’ll avoid “rabbit trails” creating busy work that may not produce results. Second, by knowing your sources, you can make determinations on what tools you’ll use/need to get the job done.
My dad would FLIP if he caught his kids using the wrong tool for a job. (Especially since they were his!) “Michael, that’s a rip saw! You’re trying to cut across the board. You’re wearing out the teeth and you’re tearing that board up.” Researchers, an example tool selection is this. Let’s say all you have is a series of contact titles, and some basic industry terms. With this “inventory” of knowledge, you might come to the conclusion that you’ll need to tap into a search engine like Yahoo, or Google, a social/professional network like LinkedIn, or look for a state licensing board, or professional association.
Set a timeframe/benchmark for completion of the project. A while back, I wrote a posting about “painting seagulls” – adding more to the sales pitch than what was needed, or what was desired. The same can be true of research. In my beginner Broadlook workshops, I often mention that “just because you can do something with data, doesn’t mean you should.” Imagine if the guy you hired to replace your roof, decided you’d benefit from an additional floor, and did it without your consent. First off, it’s not what you asked for, and you’d probably be resistant to the increase in the cost of the job, right? Secondly, it would probably extend the completion date of the project further than it needed to be. Lastly, if you never use the additional level for anything, it would be a waste, and likely an additional cost…as you’ll now need to care for something you didn’t ask for.
Granted, a couple extra columns, a few hundred extra contacts isn’t even fractionally as dramatic as the example above, but it’s still a use of time and resources that can be focused elsewhere. Set start/end parameters, whether they are results based, or within a timeframe.
There is one exception to this – and it involves the “perpetual project.” These are the projects where you’re looking to silo data – build a living, evolving database of information, so that those benefiting from your research can access it on demand. These are projects that usually occur on a cyclical basis, and are continuously cultivated. (Hmmm….maybe I should write an article on Mom’s gardening, and canning…) More on the perpetual project in another post.
That’s all I have for now – four takeways to remember:
- Blueprint
- Take inventory
- Use the right tool for the job
- Set start/finish parameters
Dad, while I may never be able to “square a board” or safely operate a planer, know that I was listening, and I thank you for the lessons. I love you Pops!
So in July of 2008, I wrote my first words of praise for a coffee roaster here in my quaint little neighborhood in the southeast corner of Milwaukee. I’ve visited the place today, and many times between, and am so very happy to experience the same great quality, the same great atmosphere, and the same high level of value.
Now this might not seem like a big deal, but it really is. Consistency in mediocrity is easy…just be scattered all the time, and you’re consistently ‘okay.’ Almost ANYBODY can hit a 3-pointer…once.
Consistently great…now THAT’s cool. Anodyne may never become a Starbucks, or a Seattle Coffee Company…so what? They remain awesome in their product, and it’s ALWAYS that way…never had a bad cup yet.
Got a story of consistently great? Comment below.
If you’re ever in my town, look them up, and be sure to read the July, 2008 article here….
Peace,
Mike
If you recognize the name “Seth Godin” you probably have one of his books in your library. Seth’s authored “Purple Cow” ‘Meatball Sundae” and most recently a well-received book about being indispensable in your company called “Linchpin.”
(I used to leave copies of Purple Cow at companies that I was interviewing with – my response to the “So, what are you reading?” question.)
What got me inspired about Seth again is this amazing offer he’s putting out to his community – a five-day seminar in New York for only a select group of people. How select? He’s got room for only 11, and will likely receive 1,000+ applicants. Still, I and my company are excited about the opportunity, and my boss has even encouraged me to apply to get in.
So, if it’s such a great offer, and he’s only taking a select few people…why am I talking about it!? C’mon now…if you’ve been reading my “stuff’ for the last couple years you should know two things about me.
- I want the best for the people that invest in me, and that includes my blog community. If I don’t get in, I hope someone that really cares about their offering to their company does get in.
- I’m not scared of a little competition! Hey, to me, competition is a necessary motivator. Sometimes, our only measure is how we stack up to everyone else. This journey, of which I hope to be a participant in, becomes all that more gratifying to me if I am chosen from a pool of 10,000 rather than a pool of 14. Give it your best shot – I did!
So, the gauntlet’s been thrown down, and I challenge you to apply. It sounds like a lot of work, but I believe that the juice is worth the squeeze. Here’s the page describing the requirements.
Peace,
Mike
Sorry it’s been so long since I’ve posted. Living in Wisconsin sometimes gives one a little “brain-freeze” that lasts from September – March. (Okay, I’m stretching it a bit.)
Look for new this Spring. Stay safe, and STAY WARM!!!
Okay…I want you to do me a favor, and follow along on this little exercise…
- Step 1. Close your eyes.
- Step 2. Envision yourself being completely inundated with small, yet significant detail-oriented tasks. You would love to defer them to another team member or subordinate, but you bow out from doing so because you know it will suck more of your time and energy explaining what needs to be done, than doing it yourself.
- Step 3. Open your eyes and continue reading this blog.
How did you do? Did you make it to Step 3?
Of course you did. In fact, EVERYONE READING THIS BLOG made it to Step 3.
Either:
a) you read ahead through the steps, KNOWING that at Step 1 your eyes will be closed, and DUH! you can’t read with your eyes closed, or
b) chose not to do my little exercise, but read ahead.
If you’re part of the “a-team” you have demonstrated an example of the core of today’s blog – looking past the task. Help us all if there’s someone out there with their eyes still closed, stuck at “1″ waiting for something to happen. Yet, people time and time again fail to look past what they were doing, working mechanically and never seeing the big picture past the task.
They work with a “check box” mentality – and as long as they get their “stuff” done “like you told me to” they feel like there’s no reason for reprimand. Here’s the rub…most tasks are part of a larger picture, and many times the end result can be IMPROVED with a little bit of forethought.
So, the boss isn’t gonna yell at you…big deal. At the same time, most “a-team”ers won’t trust you to complete complex assignments…because “It’ll take longer for me to show….”
You get the picture.
Time for a Tischer Parable. (In other words, this may or may not be 100% true, but I’m hoping you’ll relate.)
I’m sitting in a local coffee shop area, drinking ANYTHING but a pumpkin spice latte (with nutmeg) NOT reading a book on kitchen color choices, but instead flipping through a book about…rebuilding a big block Ford engine…(yeah) when this rather attractive lady sits down at a table not far away. She’s got a stack of books and papers in one hand and a coffee with some packets of “Sugar in the Raw” in the other. She sits down, sets her stuff in a pile on the table, and just as she’s getting the lid off of her coffee cup, this squirrelly looking guy – also with folders and crap -walks up to her table.
Apparently really nice-looking ladies prefer Rocky Squirrel (him) over Bullwinkle Moose (me) – whatever…I digress.
So this guy bumps the table, and her cup tips a little and coffee spills all over the table.
He stares at her.
She looks at him while collecting her stuff.
He keeps staring…and now with mouth open, while she’s starting to twitch in one eye, and tilt her head to the left a little like…”HELP! I’m working on a project with a nincompoop.”
“Can you put that stuff down, and reach for some napkins?” she asks him.
So he does…he puts the stuff down ONTO THE TABLE FULL OF COFFEE and runs for napkins.
She looks up at me, just as I bite my lower lip, and start to turn away trying not to laugh.
As he returns with the napkins, kind of half apologizing/half excuse-puking, she looks toward me and says to him…”It’s cool…your paperwork blotted up most of it.”
(Thanks “Double D” for encouraging me write this.)
Letter I received from a recruiter, using an automated campaign email system….
Hi Mike,I’m updating my database and wanted to see if you were still open to hearing about great job opportunities?
YES / NO (The responses were hyperlinked.)
A refresher about me, I’m an executive recruiter who specializes in placing Executive and Finance professionals. Please let me know if I can be of service.For Current Openings, click here. Just click on the job title for full description & how to apply. Remember, you can also change location & title in the search box.
Derrick Niemann
Wishing you great success!
KellerNiemann, Inc.
“Building Winning Teams”
Derrick, when did a “check Yes or No” type email become professional? It reminds me of something we used to do in 7th Grade, when we liked a girl, and wanted to know if she liked us back.
Derrick, dude…please get it together. I just “un-LinkedIn’d”you for this.
Mike
There’s a toxic phrase creeping into the so-called buyer’s vocabulary. Do me a favor, and “Google” the following phrase…
“I don’t see the value”
I bet you’ll get some +200 million results. If you scroll through the SERPs (Search Engine Results Pages), you’ll see links to blogs about “this and that”gripes – a product, a service, whatever.
“I don’t see the value in Twitter.”
“I don’t see the value in buying the Kindle.”
“I don’t see the value in doing research.”
Sometimes, it’s a poignant comment…someone thoroughly reviewed a product, service, or idea and came to the conclusion that it wasn’t valuable to them. More often, though, I firmly believe that it’s a flippant comment – a track in a tire-kicker’s iPutz of responses.
In those cases, they either “don’t get it” or “didn’t care.” In either case, if the person you’re talking to uses “I don’t see the value…” to deflect the solution you’re presenting, it’s now your problem.
Some sales consultants/trainers will tell you that the problem is obvious – you’ve not instilled enough value into what you’re selling, to make your prospect buy. I can almost here them now…
“You’ve got to create MORE VALUE! MORE VALUE!!!”
Here’s the funny part. No one ever tells you how to “add value” do they? That’s because they don’t know themselves.
With possible exception to a Miley Cyrus CD, almost EVERYTHING has value in the right circumstance. A book of 20 matches currently sells for what? Maybe a nickel each IF you buy them with your logo on it.
But, if your customer was stranded in an arctic storm, and had no other means to make a fire, they’d be worth more, wouldn’t they?
Here’s what I’m trying to say. Throughout a sales person’s career, they will undoubtably run across people who have no concept of value.
When you run into those people…
…run away.
Seriously. Take them out of your sales cycle, out of your forecast, off your Blackberry, collect your samples, get back your demo, and leave.
Note: I’m a huge advocate of taking back my intellectual property if the cycle ends early. Here’s some psychology that is solely for your own benefit. What you’re doing, is re-establishing your personal, and company value. The prospect doesn’t “see value” – so what?! You do. Besides, what’s the point in them keeping your IP only to throw it away, or use it for comparison’s sake later?
Do it politely, but do it quickly. Then, take a big breath, and start looking at the big picture of how you got to “there” in the first place. After you solidify “the break-up” between you, and Mr. “I don’t see the value” Prospect, you’ll no longer be emotionally committed to him, and you’ll be able to answer the following questions with clarity.
Was value naysayer the right person, or just the first person to show some interest? I can’t tell you how many times I, or another sales person at a tech company I worked for JUMPED at the chance to “sell” to an IT guy, or a VP…only to have them shut us down, and not permit us to get to the right person? Gatekeepers come in many titles my friend.
Are you selling spherically to all people involved? This is a heavy question, but there’s some real truth to the old adage “Measure twice, cut once.” Applying it to sales, it means this. Do your research, and pull everyone positively impacted by your solution in, right away. More on that in posts to come.
Would the solution cause the person you’re presenting to more work, or a budgetary strain? Back to technology, and back to IT dudes. Listen, everyone knows the stereotypical IT guy – always stressed, sometimes with good reason, and never interested in taking on a new project. Think he’s going to be a deal-maker for someone selling software? Probably not in the initial conversations. But, if you can establish value above him, and lateral to him, you can get through his resistance.
That’s all for now. I know it’s tough out there…keep your chin up, and spend time with the people who value you, your company, and the products you present.
As most people know, I’m a huge lover of music – Jazz, R&B Soul, Rock, World Music…I love just about all of it. As I’m writing this blog, I’m still completely amped up, as it’s been only a couple hours since I’ve had the incredible pleasure of seeing one of the most remarkable, passionate performances I’ve seen in the last 5, 10 years – Stevie Wonder, accompanied by opening act John Legend. (It’s Day 4 of Milwaukee’s Summerfest, an 11-day event that is the world’s largest music festival.)
What made the show remarkable, and unforgettable was the theme of the entire night – a tribute to Stevie’s longtime friend, Michael Jackson. Now, we’ve all probably gotten (and forwarded) an email or text this week, rehashing, or developing a new joke on Jackson’s behalf. (Heck, I thought I wrote an original one, and when I tested it out, one of my friends showed me a text message proving that someone else was just as offensive as me.)
Personally, in the wake of Michael Jackson’s death, I was extra motivated to see Wonder do his thing at least one more time. I always regretted not seeing “the great ones” Sinatra, Elvis, and others because I was either too young, or didn’t have disposable income. With Jackson, I’m particularly mad at myself for not seeing him, as the opportunities were there. Say whatever you want about Michael, he was one of if not the, most brilliant performer of all modern time. So, when I got a call from one of my oldest friends to see Wonder, knowing he would likely tribute Jackson, I jumped at her extra ticket.
The night started out with opening act Legend proving he had the chops to share the stage with a true “legend” as Stevie Wonder arguably is one of the most prolific, and ground paving artists to ever make their way to Motown. While the crowd was truly appreciative of John’s brilliant performance, it was still obvious that everyone was there to see Stevie.
Stevie was escorted on stage by his daughter, and before his most talented fingers made contact with keys or his beloved harmonica, he had a couple things he needed to get off his chest. (When you’re Stevie Wonder, you get to do those kind of things.)
He began to describe Jackson in one of the most loving ways a person could ever describe a friend…as only a close friend or family member could. He then took a few minutes to defend Jackson against all of the claims that brought Michael in a negative light, and reminding us of all of the positive ways he contributed to the world through music, his performances, and his contributions to global causes. What moved me most about the introduction, was the way this man delivered it – with complete, unapologetic conviction.
For someone who’s visually blind, Wonder’s been seeing things that many of us haven’t.
As the night progressed, in addition to Wonder’s amazing performance, and the frequent invitation to Legend to join him on stage for a duet, Wonder did something I’ve not seen before. Every so often, he’d break from the performance, and have the production crew play a snippet, of one of Michael’s recordings…as if we were all at a party, and he wanted us to listen to one of his favorite records. The crowd embraced it, and got off their feet more than once to share in showing respect to the King of Pop. In one instance, Stevie was so overcome with sorrow, and emotion – REAL grief – that he nearly collapsed right on stage…sobbing deeply with his hands covering his mouth. And while I was merely one of the thousands of people who were in Marcus Amphitheater tonight, I felt his pain, and related it to the sorrow I’ve suffered in losing two of the closest people in my life last year. As Wonder’s daughter (who tours with him as a backup singer) walked over to comfort her dad, the reality of what Jackson meant to Wonder was apparent.
So what does this posting have to do about sales? Probably nothing. I think it does have a lot to do about life, though. I got two life lessons/Reality checks from this evening.
Reality #1 - A lot of people profited from exploiting Michael Jackson – newspapers, websites, magazines, tabloid television, and even credible news sources. And still, a man as loved and revered as Wonder, who had nothing to gain tonight (he had been booked for months), defended him, and paid public tribute to him. What’s more credible, and more honorable? It’s really easy to kick someone when they’re down, or when they’re gone, especially when you never really knew them. What harm could possibly come from just showing people respect, though?
Reality #2 - As you reach the twilight hours of your existence, will you have contributed to others in such a manner to evoke this kind of love and respect from the people around you? If you’re reading this, there’s still time to start, but do it soon. As the show was ending, Wonder asked the crowd to find room in their heart to love someone…and if there’s still room to do so, love everyone. It might not be possible, but it’s certainly not the worst goal to strive for.
I hope that each and every one of you reading my blog develops the friendships, and mutual respect from your peers, that was displayed tonight. The first step in doing so, is by demonstrating it yourself.
Time for a confession – A few months ago, I fell off the health kick wagon for about four weeks. Yeah, I’m pretty disappointed in myself.
Don’t get me wrong – I had excuses…just not very good ones. First a bad bout with the flu put me at serious risk of dehydration, then a senseless heel injury sidelined me for a week. So, instead of working around the injury/sickness and continuing to eat right, I fell right back into bad habits. So when I made my first appearance in the gym in nearly a month, and was shocked by how much progress I had made was lost. My strength and conditioning was down, and I was spent pretty quickly.
Physical atrophy. Lethargy.
I’m writing this, because I know that this can easily happen in sales. Many years ago, I took the Sandler Sales course, and while I probably can’t recite every single step in the “submarine methodology” there was a concept called that I kept in my back pocket, and think about all the time.
“Behaviors, Attitudes, and Techniques.” (I tried to coin the phrase “BATting average” but my Sandler dude didn’t gravitate to it.) Seems kinda simple. If you practice good behavior, and you maintain the right attitude, and you use the right techniques you will be reasonably successful in ANY endeavor. If you don’t implement all three, you’ll likely be less successful than you could be. Like I said – really simple.
What he didn’t tell me (or I failed to retain this), is the UNIVERSAL TRUTH in all forms of training. Each aspect of the “BAT” model is intertwined with the others. Without getting into a Sandler sales pitch, let me briefly illustrate.
Last night, at 5:05pm, somewhere in America, a pretty average sales rep chooses to meet up with his buddies for a couple beers “to blow off steam” because the boss is “on his ass to move get his numbers up.” (I know, I know – this NEVER happens, right?) He’s got an important meeting tomorrow at 8:00am sharp, but he’s done this presentation like, 100 times…in his sleep.
He leaves the bar, not at 6:00, or 7:00pm, but at like 10:50pm, a little juiced, with not enough time to get 8 hours of sleep, but just in time to hit Mc D’s to grab a Double McWhatever, some fries, and a shake. He goes home, shovels McCrap in his stomach, and sets his alarm for 5:15am – 15 minutes later than he should, but you, know…he’ll magically make up the time in the commute, or skip shaving…or something, flips on the TV and flops into bed at 11:30, waiting for his heartburn to kick in.
THIS IS AN EXAMPLE OF BEHAVIOR. Behavior refers to the actions or reactions of an individual in relation to an environment. Behavior can be conscious or unconscious, overt or covert, voluntary of involuntary – and yes…CAN BE INFLUENCED by attitude. See, had our sales guy been in a good mood, wasn’t feeling like he’s got pressure on him, and had an attitude that his work, and his contribution to his company was valuable, he might have been inspired to walk into the bar for only an hour, spend his time with his buddies having fun and enjoying 1 beer instead of 10, and leave in time to prep a little before hitting the sack at 9:00.
Let’s get back to our guy. As predicted gets up late – a couple smacks of the snooze bar (BEHAVIOR influenced by a hangover), skips shaving and instead of missing traffic, endures a longer…drawn out drive to work in the morning sun. It’s a good thing he’s done this presentation 100 times in his sleep, because between going home 2 hours later than he should, suffering the heartburn attack, and making multiple trips to the head to relieve himself of all the cheap beer he swigged, he only got two “real” hours of sleep.
So, since our “wittle Mr. Sales Professional is sleepy” he isn’t asking compelling questions, or watching for confirmation of a concept received, or even using a normal cadence in his speech. Instead he’s tweaked out on coffee, with a throbbing head, exhausted, and twitching like Flava Flav in a spelling bee! Think he’s able to hit the ball out of the park in this presentation? Me neither. TECHNIQUES INFLUENCED BY BEHAVIOURS? Ding!
Every professional athlete knows that you’ve got to eat right, sleep well, exercise, and be around positive people in order to kick the 50-ft field goal, hit the hurdles in cadence, or focus enough to see the break on the putting green. Imagine how good Babe Ruth would have really been, had he not been a drinker, smoker, and dramatically overweight. The athletes today are machines…and so are the professionals you’re competing with. I know companies who incentivize their employees to eat right (free healthy snacks), work out (healthclub memberships, personal trainers) so they can kick their competitors butts. I don’t know of any companies that pay their employees to smoke and drink, though.
(For the skeptics - if you get an entertainment budget, ask your boss if they’d rather you spend $100 on a client drinking, or spend it taking the client to a nice dinner, or a visit to a golf pro…well…you know what the answer SHOULD be.)
So our guy doesn’t get the sale. (No surprise, right?) He comes into the office, dragging his behind, with no contract in his hand, and the boss says “Hey! How’d the presentation go!?” He hears some excuses…sees the bloodshot eyes, and the scrappy beard, and the faint smell of Jaeger seeping from the pores of our guy…and the cycle continues. Behavior influenced technique…technique influenced attitude…attitude influenced…
Sing along with me now -second verse, same as the first.
B.A.T. So simple…so related…and so critical to everything we do.
An old friend sent me the following question via LinkedIn. Poor Steve, I think he thinks he was asking a simple question. Little did he know that he would summon my alter-ego, “Joe Answerman!”
“Mike, I have started my own independent inside sales business/ contracting. I have 2 clients now so I am working while I am making plans to grow this into a substantial entity.
There are many opportunities out there from independent contracting to being part of a contract services group. In your experience what has helped you decide to go the direction you’ve gone?” – Steve
My response…
A PAYCHECK!
Seriously, I found a company that wanted to grow, and one that I could have an impact at. I liked the product (and the management team), understood the value proposition, and was prepared for a couple years of hard work before my investment would really pay off. I even kept running my entertainment company, AND selling at Broadlook, just so I could maintain enough income to keep the lights on at home. But, I knew this would be the case ahead of time, and kept my eyes on the prize.
During that time I worked daily on messaging, self-branding, networking, and relationship building – all the stuff you need to do, and do well in order to be viewed as a true sales professional.
Plus, in addition to selling, I made myself available to assist in other areas that needed help. I devleoped systems that became standards in our organization, I lent my advertising and marketing experience to create product slicks, webinar, and tradeshow presentations. I did a lot of copywriting that was used on our websites, etc…whatever was needed to make Broadlook a better brand, I was, and continue to be, willing to contribute. THOSE efforts promoted me from sales professional, to true partner to my company.
Today, while I’m not a sales rep out generating new business, I’m a vested member of this organization, and the “go-to” guy for a lot of the unique things we do. I’m primarily responsible for onboarding, and client retention, but I’m also called upon to discuss strategy, branding, marketing, and still act as an ambassador for our company at some of the most distinguished, and influential professional associations within the industries we serve.
I’m blessed with the opportunities presented to me, and the smarts to take advantage of them.
In my situation, I found a home that I knew was going to be right for me for a while and merely kept outside interests intact until I knew I was dialed in enough to make the leap and fully fund my lifestyle here.
You’re taking a different route – working independently – but from a personal investment/partnership perspective, I think you can do the same. Regardless of what the arrangement might be between you and the person signing your checks, you want to find a project that you can dig into, and be there for a while. Just as it takes time to develop true customer relationships, it’s going to take some time to truly establish the relationship you really want with your partners.
That’s a long answer…but that’s what you get for asking an open question like that, Steve…a long, retrospective answer!
