The Filling The Funnel Blog
By John Barrows
By John Barrows
“I’ll need some time to digest what you just said.”
As a younger, less experienced rep, I used to think this phrase was awesome. I would go into a meeting, ask my basic doctor-check-up questions, let the client speak for a few minutes and then I’d jump into my rehearsed, relatively canned “pitch.” I’d start with the history of my company and move on to all the different services we could provide. At the end the client would lean back in their chair, take a deep breath and say “wow, that all sounds really impressive. Let me take some time to digest what you just said and get back to you with my thoughts.” I would walk out of those meetings feeling like I was Captain Sellalot and think to myself “man, that guy was so impressed with what I just told him he didn’t even know what to do.” And therein lies the problem. Since the client didn’t know what to do with the information they didn’t end up doing anything, at least with me.
Today I am presenting at Sales Machine 17 on why it’s mandatory to “evolve or die” in sales. Follow along with me on Instagram, Snap Chat and Twitter (@JohnMBarrows) and stay tuned for a video recap of the presentation coming in the next week or two.
I’ve been training the Salesforce sales team on outbound prospecting skills for over 5 years and have shared and learned a lot along the way. They are one of the more aggressive and fast moving sales organizations in the world, which forces me to evolve as I try to stay one step ahead and continue to add value. READ MORE
Lately I’ve seen lots of graduates on LinkedIn and I’d like to say “Congratulations” to everyone moving on to the next chapter of your life journey. The good news is you’ve made it. The bad news is these upcoming chapters are what actually matter. What job will you land? Where does your career path start and end? What lifestyle will you build? A small number of you might have a very clear picture of this and are already on your way. For those of you who don’t have a path carved out, you might want to give sales a try.
Last week I wrote a blog post about the exercise I did at Vayner Media’s 4D workshop that helped me redefine my ‘Why.’ We were asked to define our ‘Pillars of Behavior’ which are our values. Earlier in my career I had done a similar exercise where I defined my Guiding Principles of success.
If you’ve been following me recently you know I went to Gary Vaynerchuk’s 4D (Daily Digital Deep Dive) workshop where I got exposed to all the different departments over at VaynerMedia. Heads from each department came in to present to a group of 15 of us and walked us through their strategy and thought process on various topics including social, brand building, creative, and others. Gary came in at the end and did a two hour Q&A to share advice with each of us based on our respective business challenges. It was a fantastic day and I got a lot out of it.
Have you ever realized how much better things tend to go when you map out at least a rough plan before whatever it is? Whether it’s a meeting, your day, your year, or a vacation it’s almost always better to be proactive about your approach than reactive which is what this post is all about. READ MORE