The "B" Word

The "B" word I am referring to is of course "B" for Budget.

I recently had a situation where a potential client called and wanted to create a new website. We reviewed the general scope of the project at which time I asked the "B" word. This was over the phone but I could feel him "squirming" and he came up with a feeble and vague statement such as "I don't really have a specific number - but why don't you meet with our stakeholders and create a proposal for me?"

My spidey sense told me this was a price check - and that this opportunity could be flaky, however, I continued the process as they were in a vertical we had been targeting. I met with their stakeholders and expanded the original scope based on what they told me their needs were. I sent the proposal with two options.

Sure enough - after several un-returned phone calls later he finally sends me an email to tell me that he has chosen to go with his wife's agency. I emailed him back with a "good luck" comment.

The reason I bring the "B" word up is basic. It has been and always will be a great harbinger of things to come. I equate it to driving a car and you are stopped at the intersection (in this case a discovery meeting) - you wait for the light to turn green when you get the "B" dollar range answer) - or you get the "we haven't established a budget yet" answer - which is a yellow light and proceed with caution.

Sorry for the traffic metaphor but it is certainly accurate in this case.

So, continue to ask the (sometimes uncomfortable) "B" question - upfront - as it may save you a great deal of time and frustration in the long run.

Going Off-Line

Last Monday I arrived at work and as usual pulled out my laptop, set it up on my desk, and went to grab the AC adapter out of the laptop case and much to my surprise - it wasn't there. I realized that I had forgotten it at home as I was doing work in the Living Room of my house the night before - and left it behind the couch. At first I thought - oh oh - what am I going to do for 2-3 hours - in the office with a "dead" computer.

It turned out to be a great 3 hours. I shut my door and completed a number of tasks:

1. Planned my week out
2. Rehearsed a presentation that I was doing the next day
3. Made some changes to a brochure that I had in the "creation" phase
4. Came up with 3 new ideas regarding an upcoming product launch

I actually felt invigorated by being unplugged - so to speak. I wasn't distracted by email, news, browsers, and electronic documents.

I think we sometimes become over connected and lose sight of our overall objectives. Try it sometime - leave your laptop in the case - it will still work when you plug it in after lunch.

In the meantime, let the creative juices flow and use a pen and paper - or sketch out some ideas you've been thinking about on your White Board.

Go Off-Line and discover.

New Years Resolutions - Quota

It's vital to meet with your sales team or managers to discuss the objectives for the New Year the first week of January. I'm always amazed at companies that delay the assignment of the annual quota to their sales team - in some cases towards the end of the first quarter. Many years ago while working for a very large computer company (software division) - the North American quota was not fully assigned until May. We were only told that the quota would increase over the year before. However, most of the sales team ended up talking about it all the time and it turned out to be a major distraction. As it turns out the SVP of Sales subsequently was terminated in mid July.

Sales Managers and Account Executives need to start focusing on the new number immediately - sooner the better. Sales productivity and momentum are very important and 2-3 weeks of extra focus can make a difference in making the revenue number for the year.

Start the focus.

The Dip

I recently read Seth Godin's book called "The Dip". No it's not about a boss that you had at your previous company - it is the decision point we all come to in our business lives when our current position becomes a dead end. Seth refers to it as the "Cul de Sac" of your engagement with the company that is employing you.

There are a few ways to handle this - either put your head down and work hard - or just quit. Seth goes on to say it is absolutely OK to quit. We have been taught our entire life "Winners never quit and Quitters never Win" - I believe Vince Lombardi came up with this quote. However, Vince was the coach of the Green Bay Packers in the 60's and early 70's well before the technology age. Back then workers stayed with their companies for several years (even their entire working lives). As we know, today is a totally different story. We are still climbing out of the last recession and variable contracting is here to stay for sure. I'm not doing a book report here - just recommending it as a very objective read for any of us that are feeling the "pinch". Seth goes on to explain the reasons why you are feeling frustrated and gives some great examples of how individuals quit their jobs - even though things were going great - because they knew deep down this was not something they wanted to do forever.

So don't feel bad if you are under quota - there are decisions and corrections that can be made to help you out of the situation.

I think of the famous video excerpt from an old (really old) Hollywood Star - Jimmy Durante singing - "should I go or should I stay" . We have all found ourselves in this position.

You have to decide for yourself - but Seth can help.

http://www.youtube.com/watch?v=bY-zmJ1VCQI

Coffee is for Closers

I was in a business meeting last week with our design firm and we were discussing the acronym AIDA (Attention, Interest, Decision, Action)and integrating AIDA into the design of our new brochure. I immediately mentioned the cameo of Alec Baldwin in Glengarry Glenross - the Broadway play which was made into a not so successful movie of the same name. They had never heard of the movie or the cameo - which surprised me.

For those of you that don't know - Alec Baldwin plays the head honcho from "downtown" who is there to shake up this regional sales team of under-achievers. He starts the meeting by thoroughly dressing down a sales rep played by Jack Lemon. Jack Lemon is pouring a coffee just as Alec Baldwin starts his rant - Alec shouts: "Put that coffee down" he yells - Jack Lemon smirks and is startled at the same time. Alec then says "Coffee is for Closers".

This clip is absolutely amazing and is filled with every sales meeting cliche in the book. I highly recommend it for any sales guy who needs some motivation, or sales manager that needs to shake up their sales team and adding some humor at the same time.

For anyone in sales you fully appreciate the scenario. The message is extremely dark and resonates deeply.

A warning of sorts - this 10 minute clip has course language and some derogatory terms so I suggest you thoroughly review prior to showing it at your team meeting. You don't want to be showing this clip with the HR guy in the room.

It is thoroughly enjoyable in dark and cathartic way.

Enjoy: http://www.youtube.com/watch?v=y-AXTx4PcKI

Linked In for Prospecting

I have been using Linked In for prospecting lately and I have to admit - it is a great supplementary tool for sales. As sales people - our ultimate goal is to gain audience with the key decision maker and in many cases this individual will have the letters CXO, SVP, EVP, VP attached to their name. We also know that it can be difficult to contact these individuals directly going through the usual gatekeepers.

Linked In is an interesting tool as you can discover more details about your senior prospect than you can at Hoovers or by reading their executive bios on their company website. The other plus for Linked In is that you can view your prospect's respective business network which always includes company colleagues that are at par or report to the prospect.

Building a 360 view of the prospect is part of the challenge in solution selling and this tool (there are others - Spoke, etc.)allows you to build a more complete picture of your target.

I use Linked In to confirm that my prospect - is indeed the right individual within the organization - by qualifying with other contacts within the organization. It gives me more ammunition to meet with the ultimate decision maker.

I haven't used the upgraded version of Linked In - but I've read other posts and for the most part they seem quite positive about the extended version.http://www.devproconnections.com/article/training-and-certification2/linkedin-it-pro-friend-or-foe-.aspx

As sales people, we need to be up on all the latest social media tools as this phenomena continues to generate momentum in the business world. I recommend you try it and utilize to your advantage.

Business Travel - Not Fun Anymore

In the 90's when I was a National Sales Manager for a Technology company I traveled quite often. I would fly all over the country and quite often would be upgraded to business class as every month I would receive upgrade certificates. Sometimes if there was room in business class I would pay a $75 upgrade and enjoy a nice long cross country trip. Flying business class was great as I took advantage of the "luxury" and was very productive work wise.

The best thing about flying back then was I would literally show up 10 minutes before the flight and run through security. Back then they only checked your ticket.

I recently completed a one day business trip from Toronto to Kansas City. Here is a snapshot of my day:

4:15 A.M. - alarm goes off and I stumble to the shower

4:40 A.M. - the taxi arrives 10 minutes early so I give him the high 5 as my towel almost slips off and I avoid flashing the cabbie

4:45 A.M. - I rush around and get my suit on and do up my tie - good thing I packed the night before

4:50 A.M. - depart for the airport and run into traffic as we enter the terminal ramp - traffic at this hour?

5:00 A.M. - I had checked in via the web the night before - luckily - as 2 of the check in kiosks weren't working and there were people lined up

5:10 A.M. - Filled out the U.S. Customs and Immigration forms
5:12 A.M. - Got in the "Document Check Line"
5:20 A.M. - Cleared document check now in the U.S. Immigration/Customs line up. I felt like a "steer" heading for the slaughter. There are approximately 7 queue lanes that snake their way to the customs desks.

5:40 A.M. - still snaking and am feeling really nervous - I can't miss this meeting
5:45 A.M. - another customs officer opens her "wicket" and the line moves a bit.
5:50 A.M. - I finally get to the wicket - and I get the new agent. She has just started but already appears to be bored out of her mind. I recently read that the U.S. agents make 50% more than the Canadian customs officers do - no wonder the Canadians are pissed off. What's interesting is some of the U.S. agents wear bullet proof vests - not sure why - we Canadians are a fairly peaceful group. I guess they don't want to take any chances.

5:52 A.M. - I clear the wicket then hand my form to another "bored" agent and go to the baggage drop. I only have my laptop case so I proceed to security.

5:55 A.M. - Shoes and belt off, laptop out and luckily I breeze through security.

5:57 A.M. - A secondary security check for explosives - but luckily there was only one agent there and she was busy with another traveler and she waved me through - good thing as my flight was leaving in 23 minutes.

6:00 A.M. - get down to the concourse and line up for coffee at Starbucks - luckily just a 3 minute wait - I need the caffeine hit

6:05 A.M. - I arrive at the gate and the flight is boarding.

6:10 A.M. - I board the flight and it is absolutely packed - not one empty seat - I thought the air travel industry was hurting - not today on United Airlines

6:25 A.M. - Aircraft leaves the gate and we taxi to the runway

7:05 A.M. - Arrive in Chicago and pick up an hour on the time change. I have an hour and a half between my connection to Kansas City.

7:20 A.M. - I line up to order a breakfast wrap from a popular restaurant - that takes 15 minutes but it was worth it. I take the sandwich and coffee to the bar area as all the table are taken. I am enjoying my breakfast and there are a number of travelers ordering Bloody Mary's - at 7:20 A.M. - obviously vacationers or raging alcoholics but quite funny nonetheless.

8:00 A.M. - Make my way to the gate and board. Again - the flight is packed and not one empty seat. I have an aisle seat and 5 minutes before departure a huge man waddles down the aisle and with my luck I'm thinking he's going to sit beside me but luckily he's three rows behind. A nice lady from Kansas City takes the seat next to me and I have a relatively pleasant flight. I nodded off a couple of times.

10:00 A.M. - Arrive early but wait for 10 minutes as there is no gate agent available.

10:20 A.M. - Hail a cab and head towards downtown. I didn't realize the KC airport was 30 miles out of town - takes about 30 minutes and the cabbie is booting it the whole way.

10:30 A.M. - Arrive 1.5 hours early for my appointment so I go for a walk and end up in a bar/restaurant and have a coffee and get ready for my appointment. By this time I've had 5 coffees to help me stay awake.

12:00 P.M. - Arrive at my appointment - clientgreets me and we head off for lunch at a local restaurant.

1:30 P.M. - Head back to the client's office - he escorts me to the boardroom where I prepare for my presentation.

1:45 P.M. - I check the room projector and hook up my laptop and review my notes.

2:00 P.M. - 7 people including the CEO of the company file in for my presentation - in addition there is a phone in so we hooked her up via webex.

2:07 P.M. - Powerpoint Presentation Starts

3:25 P.M. - Meeting ends - I think it went well. The key decision makers stay and we continue to dialog

4:00 P.M. - The after meeting ends and the receptionist calls the same cabbie that brought me here

4:20 P.M. - The cabbie was a bit late and only takes cash so I have him stop at an ATM for cash - we head for the airport.

4:50 P.M. - I check in at United Airlines (who I flew down with) but discover going back is with US Air - even though United Airlines was prominently displayed on my ticket. Fortunately they were right next door. United have a direct flight back to Toronto so I ask the US Air ticket agent to transfer the fare - they tell me there is not enough time to process (30 minutes) - I politely protest but to no avail - I believe the real reason was revenue and they didn't want to lose the amount to United.

5:00 P.M. - Have a bite to eat and a beer at the local restaurant. Deep fried chicken fingers and french fries - so much for my diet.

5:40 P.M. - Security in Kansas City takes all of 2 minute to go through - I wish all the airports were like that.

6:15 P.M. - board the flight and head to the US Air hub - Charlotte.

9:25 P.M. - time change and arrive in Charlotte (2 hour flight) and just have enough time to change terminals and board the aircraft for Toronto

10:17 P.M. - Flight is absolutely packed again - not one empty seat - flight is delayed as many passengers continued to try to "jam" their suitcases in the overhead bin.

11:00 P.M. - I start watching the last episode of LOST - Season 5 - on my Laptop - keeps me from falling asleep.

12:15 A.M. - arrive in Toronto and walk to Customs and Immigration - luckily no line up to speak of and I am out hailing a limo in less than 5 minutes

12:25 A.M. - Limo takes off (literally) from the airport - I don't live that far so he wanted to hurry back to get another fare.

12:40 A.M. - I arrive at home - finally

12:50 A.M. - By now I'm hungry so I grab a bite to eat and turn on the T.V. - Bonus - an NHL playoff game between San Jose Sharks and Colorado - of course being a good Canadian I watch the third period and it goes into overtime.

1:15 A.M. - San Jose score in overtime - game over - and game over for me.

1:30 P.M. - Finally get to bed - I'm out like a light. A 22 hour day.

Is this what business travel is all about? Is this a typical experience for sales people. A few weeks ago I watched the George Clooney movie "Up in the Air". Every sales and business person should watch it as it really satirizes business travel but at the same time illustrates the fact how tough travel can be.

Well that's most recent travel experience. This trip was really not extraordinary at all as there were no massive delays, or people having heart attacks, weather problems, or psycho passenger altercations. Just every day business travel.

I want to bring back the 90's but with idiots with explosive shoes, underwear, and (next)body cavities - it doesn't seem that we will be relaxing any of these security measures anytime soon.

Grin and bear it is the motto going forward - and get used to "lining up" for almost everything.