I’m known for saying – okay, harping about – that technology only ENABLES process. It doesn’t build people relationships for you. It doesn’t sell for you. Never has. Never will.
Yes, I know. Everyone loves the hacks. Or, the idea of them anyway. People cannot resist the urge to believe in mythical short-cuts, which DO NOT exist in selling. Today, it is even tougher to reach buyers. They are done with the corny pitches, cheesy close lines and lazy messaging that is self-serving adding absolutely no value to their day. And, salespeople wonder why no one wants to talk to them.
You say your sales manager makes you do it?
Your message isn’t researched or well thought out because your boss demands X number of calls made and emails sent? Well, you’ll want to get over that right now! Checking the box so you keep your manager happy isn’t how you own responsibility for your own career and selling success.
YOU are responsible for your own sales success.
If your activity isn’t generating enough sales meetings, it is time to look in the mirror. Your message and approach is likely the culprit. No matter how many prospecting touches you are expected to make, it is up to you to take the reins and change how you present yourself.
If your activity levels drop but you book more sales conversations with qualified buyers, you are in a good position to show your manager that quality FIRST (relationships + value message focused on solving buyer’s problems) + quantity wins out every time!
This is WHY relationships matter!
I don’t know when the chatter started but lately I have heard more than a few people insisting that relationships don’t matter in selling. I beg to differ. I don’t know that I ever met a buyer who bought from someone they didn’t know, trust and like. I suppose if you sell a widget that no one else in the world makes AND the company you are selling too cannot live without that product, okay. You can probably get away with not developing the kind of trusting relationship that leads to a prospect becoming a customer who stays with you for life. I have also heard from experts that prospects don’t have to like you to buy from you. With 25+ years of successful B2B Enterprise, SMB and Mid-Market in a variety of industries, plus Retail, Distribution and Channel Partner selling under my belt, I have to say B.S. to that idea. Do you buy from people you don’t like? I’m not talking about buying a book on Amazon. If you sell B2B, the higher the financial investment a buyer (buying team) needs to make, the more likability, along with trust and relationship matter.
Which is why Amy and I talked about how bots are not going to take over, though they are trying.
In this interview, learn why:
With all the noise becoming louder about AI and bots in selling, the human element and interpersonal relationships matter even more. You’ll hear from Amy why she suggested the topic of our conversation.
Both Amy and I believe that technology simply helps to open the door, if done right. As I already mentioned, in B2B selling, in particular, human beings are a big part of the equation. Amy and I discussed a few of the ways that humans can make an immediate impact on the sales/buying process.
I asked Amy if relationships make a difference depending on the type of account: SMB to enterprise sales. Listen to the interview to find out!
Scale is always a question for sellers managing large geographic patches. Amy shared her perspective on how to scale, build relationships and manage a big territory with high activity numbers.
Given that Amy is in the talent business (people biz for the unenlightened), I asked her about the general thinking with respect to AI and bots in her industry.
Another insightful interview, if I do say so myself. 🙂 Listen and enjoy!
Amy Volas, Founder and CEO of Avenue Talent Partners. She is a sales fanatic turned entrepreneur, bitten by the startup bug many moons ago and couldn’t imagine spending her time anywhere else. She created Avenue Talent Partners to help with the tremendous task of growing startups through one of their most valuable assets—salespeople. When she’s not working, she’s spending time with her cat, dog, and husband—in that order (jokes). Connect on LinkedIn and Twitter. Website: Talent Avenue Partners
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