EDITOR’S NOTE: This morning, I read a LinkedIn post by Rocco Manfredi titled “The Glengarry Glen Ross Sales Training Book, or How the Tin Men Taught Us to Sell (A Revisionist’s View).”
Today’s post is my response.
My first comment on Rocco’s post:
Trigger warning – I am cutting back on my caffeine intake, so read at your own risk 😉
Rocco B Manfredi, I LOVE this post!
To start, it brought to mind a recent article by Tom Mills titled “Disappointing Salespeople, Mushroom Gummies, and the Last Aztec Emperor,” in which Tom – who is a game-changing next-generation rebel with influence, castigates about the poor practices of salespeople. Here is the link – https://bit.ly/3QK2guI
It also brought to mind a discussion I had with the CEO of a notable tech company, who said – “I believe that most salespeople in high tech can make a great living without making a sale by changing companies every year or two.”
40 years plus into my career, I can say with great certainty the following:
– ChatGPT is the worst thing for salespeople because everyone sounds the same, as emails will be easier and faster to write and have more empty-calorie rhetoric than meaningful text.
– Sending mass emails isn’t part of the sales process – besides, 80% of emails are never opened.
– You must cultivate relationships instead of phoning them in with SEO-based jargon.
Having read your book, Rocco, it should be required reading when training salespeople.
My second comment on Rocco’s post:
Milan Topolovec TEP, BA, CLU, CHS, RCIS, you know why you do what you do – that’s the key to sales success.
The other day, I commented on a great post by Bollinger Motors – here is the link and an excerpt: https://bit.ly/49QdaYv
“The statement “it’s what we do & who we are” is what immediately stands out. In short, you are not in the trucking business; the trucking business is in YOU.
That mindset is the difference between selling a product or service and delivering solutions and value regardless of what industry you are in.”
Knowing and believing in the “why” of what you do doesn’t require SEO or fancy sales jargon because you bring authenticity of purpose to any relationship.
Conclusion:
Message to Salespeople –
- Forget about SEO and algorithms
- Stop selling products to people, and start solving their problems!
- BUILD RELATIONSHIPS and not transactions
I am now going to get a cup of decaf coffee 😉
30
Procurement Insights
A Word About (And To) Salespeople
Posted on November 23, 2023
0
EDITOR’S NOTE: This morning, I read a LinkedIn post by Rocco Manfredi titled “The Glengarry Glen Ross Sales Training Book, or How the Tin Men Taught Us to Sell (A Revisionist’s View).”
Today’s post is my response.
My first comment on Rocco’s post:
Trigger warning – I am cutting back on my caffeine intake, so read at your own risk 😉
Rocco B Manfredi, I LOVE this post!
To start, it brought to mind a recent article by Tom Mills titled “Disappointing Salespeople, Mushroom Gummies, and the Last Aztec Emperor,” in which Tom – who is a game-changing next-generation rebel with influence, castigates about the poor practices of salespeople. Here is the link – https://bit.ly/3QK2guI
It also brought to mind a discussion I had with the CEO of a notable tech company, who said – “I believe that most salespeople in high tech can make a great living without making a sale by changing companies every year or two.”
40 years plus into my career, I can say with great certainty the following:
– ChatGPT is the worst thing for salespeople because everyone sounds the same, as emails will be easier and faster to write and have more empty-calorie rhetoric than meaningful text.
– Sending mass emails isn’t part of the sales process – besides, 80% of emails are never opened.
– You must cultivate relationships instead of phoning them in with SEO-based jargon.
Having read your book, Rocco, it should be required reading when training salespeople.
My second comment on Rocco’s post:
Milan Topolovec TEP, BA, CLU, CHS, RCIS, you know why you do what you do – that’s the key to sales success.
The other day, I commented on a great post by Bollinger Motors – here is the link and an excerpt: https://bit.ly/49QdaYv
“The statement “it’s what we do & who we are” is what immediately stands out. In short, you are not in the trucking business; the trucking business is in YOU.
That mindset is the difference between selling a product or service and delivering solutions and value regardless of what industry you are in.”
Knowing and believing in the “why” of what you do doesn’t require SEO or fancy sales jargon because you bring authenticity of purpose to any relationship.
Conclusion:
Message to Salespeople –
I am now going to get a cup of decaf coffee 😉
30
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