In the recent post, CEO\u2019s, Do You Have a Sales and Marketing Blind Spot, we clearly picked on the Marketing leader more than Sales.\u00a0\u00a0 Let\u2019s now revisit that pretend lunch meeting to suggest the kinds of answers we hope you don\u2019t receive from your Sales Leader.<\/p>\n
To recreate the scene, we are suggesting CEO\u2019s schedule a lunch meeting with both their Sales and Marketing leadership to ask them this question.\u00a0 \u201cHow our we doing on creating new leads for the sales force?\u201d\u00a0\u00a0 The only additional instructions for the CEO are to require each leader to answer separately.<\/p>\n
Sales Leaders still grounded in traditional selling models will answer the question like this.<\/strong><\/p>\n \u201cLook I read the same articles everyone else does about \u2018sales 2.0\u2032, new buyer processes, social networks, and all these automated ways to build a pipeline, but I\u2019m telling you it\u2019s just a bunch of consultants and software companies trying to make work for themselves.\u00a0\u00a0 In our industry selling comes down to relationships.\u00a0 Period.\u00a0 Companies buy from sales people they know and trust and our guys have the best contacts in this business.\u201d<\/p>\n We need to hit the pause button here to warn you these lines are straight from the \u201cSales Is An Art<\/em>\u201d playbook.\u00a0 They are designed to deflect any deep, probing questions around sales process, success metrics or goals vs. performance.\u00a0 It only likely to get worse from here, but let\u2019s read on.<\/p>\n \u201cAs head of sales I know better than anyone that new logo wins are slower than what we want, but we are making progress and new opportunities are about to hit the pipeline.\u00a0 If the economy hangs on we can have our best fourth quarter in a long time.\u00a0 I will also tell you that Marketing passing my guys a bunch of leads every month just because they visited our website \u2013 or even worse \u2013 suggesting we start blogging or looking for leads on LinkedIn is an absolute waste of our time.\u201d<\/p>\n If your sales leader\u2019s response was anything like this, then as we said before, your challenge is now clear.\u00a0\u00a0 Your only choice is retrain or replacing your sales leader, because the sales world this leader grew up in is long gone.<\/p>\n","protected":false},"excerpt":{"rendered":" In the recent post, CEO\u2019s, Do You Have a Sales and Marketing Blind Spot, we clearly picked on the Marketing […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[49,22],"tags":[],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts\/7936"}],"collection":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=7936"}],"version-history":[{"count":2,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts\/7936\/revisions"}],"predecessor-version":[{"id":8183,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts\/7936\/revisions\/8183"}],"wp:attachment":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=7936"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=7936"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=7936"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}