The buyer is starting without you, don’t let them finish without you: Madlibs w/ @garthm

Dude…Guess who is back? Garth Moulton. That’s right. If you knew him, you missed him the last couple of years. Now he’s back and he is building a new company again — Circleback. That’s great for all of us because he is funny and smart as hell. His old blog at Jigsaw was absolutely legit. I hope he is inspired to get back out there and talk/write because he is a welcome addition to the sales-o-sphere. His Madlibs are classic. Check it out after this great picture from Bethany Weeks:sales 2.0, sales technology

  1. The b2b buyer is starting without you. Meaning they are using the web and social channels to find out about your product before contacting salespeople. Don’t let them finish without you.
  2. The biggest innovation in sales is not a piece of software and is not going to replace good people. I like the whole Challenger model being talked about wherever you turn.
  3. The coolest thing happening in b2b sales is buyers that have a social presence. How easy is it to find common ground to open a conversation?
  4. My favorite Sales 2.0 technology is not happy to be called Sales 2.0. Aren’t we on 3.0 or something? I am finally starting to appreciate Skype, although having a conversation with someone that isn’t looking you in the eye is weird.
  5. My favorite sales book is too hard to pick. Jill Konrath speaks the sales truth. My favorite business book is The Speed of Trust by Stephen M.R. Covey
  6. My favorite social media channel is Craig’s List. My wife gives the OK to sell anything in our house and I have it up there in minutes.  Someone shows up with cash and I make a new friend. “Demented and Sad, but Social.” Actually, it is LinkedIn.
  7. Social selling is pretty cool, but not going to replace good old fashion prospecting and targeting.
  8. I use Linkedin to death. I connect to everyone that I speak with or meet in person. The world becomes pretty small that way, and I don’t ever lose contact with anyone that I have ever met.
  9. Cold calling is here to stay. But only if you mean calling someone you don’t know to start the sales process. Calling anyone without researching them with all the resources available today is not only dead, but idiotic.
  10. In b2b, the idea of a funnel is still relevant; it’s just more complex and should be customized for each company and type of sale.
  11. The first thing every sales person should do is identify who their ideal customer is, absent of their own personal and company exec delusions, and then start connecting. Get out of your comfort zone and go for the sales that make the most sense.
  12. Voicemail is sucking the life out of me. But a well placed vmail in conjunction with social and email pings might be the communication that makes a prospect respond.
  13. The biggest mistake sales people make is giving up too soon! 95% of all sales contacts that I get give up after one try. After that it is not listening and just trying to throw up knowledge on the prospect.
  14. The biggest myth in sales is the “guy with the rolodex” of connections that can get your company immediate sales. Buying decisions are no longer made by one person, and your contact information is still hopelessly out of date (not for long- here comes CircleBack)
  15. My most forgettable sales experience was probably lost to due to blatant alcohol abuse. My most unforgettable sales experience was my first at Cambridge Technology Group. I was a 22-year old history major meeting with CIOs from fortune 500 companies- sink or swim time.
  16. The hardest part of selling is prioritizing a part of each day to do prospecting and other processes when you have big deals closing.
  17. The next “hot-thing” in sales will be transporters- like Star Trek. Or time machines. I have no idea what it will be, but I’m sure I will be slow to adopt it.
  18. In 2015, sales will be just as challenging as it is today.

 

Jigsaw, Data.com, SalesGarth Moulton is responsible for all customer facing operations for CircleBack, the always up-to-date personal address book, as well as ScanBizCards. Mr. Moulton co-founded Jigsaw Data Corporation in 2004, where he built and managed the 2 million person Community. After Salesforce.com bought Jigsaw for $175 MM in 2010, Mr. Moulton co-founded and ran Customer Operations for OtherScreen, a second screen platform startup. Moulton began his career in technology sales and has held senior sales management positions at several technology companies including Digital Impact (DIGI), Sawyer Media, Personify, Open Environment Corporation and Cambridge Information Network (CIN). In these sales roles, Mr. Moulton was responsible for developing and managing a range of accounts from mid-sized businesses to high profile Fortune 500 enterprises across a broad spectrum of industries. Mr. Moulton graduated magna cum laude from Brown University with a bachelor’s degree in history.

 

Craig Rosenberg is the Funnelholic and a co-founder of Topo. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter

  • http://www.enkata.com/ Enkata

    “After that it is not listening and just trying to throw up knowledge on the prospect.”

    Great point! You have to really listen to your prospect and understand what their true concerns/issues/problems/needs are. You might have to change your approach to fit what they are looking for but that’s what it takes to make a sale sometimes! Just overwhelming your prospect with info doesn’t mean they are actually more informed.