Are You In The Top 1% Of Sales People?

Michael Brenner on Mar 31, 2011 in Sales Alignment

This is a guest post from sales professional Kenny Madden.

In today’s environment, it is absolutely critical to approach prospects in a new way. The days of cold calling “put me through to the decision maker please” calls are well and truly over. ( Good riddance.)

The traditional numbers-focused sales and marketing model has fallen apart. Especially when selling or marketing technology products to savvy, tech folks. They don’t care about our products and services, they care about what those things can do for the businesses they run. The old school strategy of hiring more “feet on the street” or hiring 100’s of inside sales people to cold call 100’s of times a day looking for sales growth or generating volumes of leads is proving wildly inefficient.

Here are 4 easy tips to help you get above the clutter and noise in less time than it takes to make a cup of coffee…

  1. Go to the website of the company you’re calling before picking up the phone. You are now in the TOP 10% of sales/marketing people in the US.
  2. Go to the website and actually read something about the business you’re calling.  Congrats you just made the TOP 5% of sales/marketing people in the US.
  3. Go to the company’s website, read something , tailor a specific message that fits their business OR tell them something they don’t know. TOP 1% (Read: Exceptional credibility. )
  4. Don’t give up too early. (It often takes several tries to get a response) Most salespeople give up after 4 attempts.

Welcome to the TOP 1% of sales people in the USA. Even though you do not have much competition, don’t let your standards slip.

Feel free to reach Kenny W. Madden at kennymadden1973@yahoo.com or on Twitter @KennyMadden1973.

Michael Brenner
Michael Brenner
Michael Brenner is a globally-recognized keynote speaker, author of The Content Formula and the CEO of Marketing Insider Group. He has worked in leadership positions in sales and marketing for global brands like SAP and Nielsen, as well as for thriving startups. Today, Michael shares his passion on leadership and marketing strategies that deliver customer value and business impact. He is recognized by the Huffington Post as a Top Business Keynote Speaker and a top CMO influencer by Forbes. Please follow him on LinkedIn, Twitter, or Facebook and Subscribe here for regular updates.
Showing 5 comments
  • Jacob Yount

    The more you have a passion on your product or service mixed with a genuine care for the potential customer, the more the chips will fall into place.

    If the customer can sense they are being treated like a prospect, you lose before you really get going. I liked the reminder to spend time researching; know who you are calling. How can you add value to them and make their life easier?

    Thanks for Kenny and Michel. Wishing you a rockin’ week from Suzhou.

    • Michael Brenner

      Thanks Jacob! It’s all about the customer, right! I was so happy to see this guest post from Kenny – and I know it is from the heart: he’s called on me a few times 😉

  • kenny

    Thanks for the nice comments guys. Much appreciated.

  • Excellent post.

    Over the years I have been surprised at just how little account preparation some of my former sales colleagues performed when trying to gain access to clients.
    Research from Forrester reveals just how important account preparation is:

    62% of senior management surveyed said that salespeople don’t fully understand how to help their business and that 85% of meetings with salespeople do not meet their expectations.
    These are some very worrying numbers for business that run expensive Sale Teams.

    In order to succeed in the digital economy, the 21st Century Sales Warrior needs to be prepared. This means they need to be able to clearly demonstrate a level of knowledge and insight about a client and their industry, as this is now becoming the baseline expectation if you want to be considered at all.

    However, once in the door there is still a long and complicated road to travel in being able to close a deal.

    As a result enterprises need to be really taking a long and hard look at their sales models as the vast majority are still rooted in the 20th Century.

    This is a topic I am also blogging about over at the Sales Management Association.

  • kenny

    Nicolas, thank you for joing the conversation. I will check out the SMA.

    Just putting a new post together on how to cold call proof your business. 🙂