A company Founder calls me up the other day and was looking to outsource the sales and business development function to an expert and he finds me at (www.oneillprod.com). So far so good! However, before I can get my name out he starts to talk, and talk, and talk about himself some more and talk. I have to FINALLY after seven minutes interrupt him to ask him about what exactly his company does or is exactly, (Right There a Very Bad Sign) and how I might be of service.
In my experience The Founder, President, Business Owners, Entrepreneurs of companies unless they started in sales should never be anywhere near the sales cycle unless they went to school with the decision maker! And then they really don’t need me.
Good to Great business developers have to be good listeners and they have to be humble in the rigorous and gut busting task of getting to the Key Decision Maker. All traits that in my experience Founders, Presidents and most C-Suite Executives lack. It’s a shame for this guy has a good idea, some backers, requisite cash and maybe a reason for being with this business service… but if thinks he’s going to be able to help me in my work which he insists on doing. No Way. I can see the problem, My EAR is STILL ringing from the problem and the problem is HIM. If this guy ever gets on the phone and participates in an on-line demo with a potential prospect were toast.
If I spend hours making the calls, wooing the admins, getting the buy in from other departments, building my case internally and getting the requisite stakeholders involved and can fully demonstrate the value add and have a time booked with a key Decision Maker, am I going to allow this person anywhere near that call? No way and this is where were all heading.
Forget it! Know when to say I don’t do listening and humility well. In this day and age of full frontal assault in all things business, and the pace of executive life in general, getting to the decision maker is hard than ever, (please read my absolute favorite book on this subject how to sell to the C-Suite http://www.sellingtothec-suite.com/) and this opportunity is too valuable to waste.
All I ask is that you give me the tools and resources I need, show me all the ways this service or product is going to change the way you do things and make life easier at ABC Company and, make sure the web demo is perfect and works etc. And then please let me close the deal and if I need some internal resources for technical or product assistance then I’ll choose that person but it had better not be you.
I never returned his call for I knew this would be a lesson in futility and the better part of valor was to know when to say no. I’ve worked with these kind “leaders” and I’ve seen them run themselves and their companies into the ground. I’m not going along for that ride!
Life is too short.
OK I”m ready for the next one.