Click here to close now.




















Welcome!

Wearables Authors: Kevin Benedict, VictorOps Blog, Liz McMillan, Elizabeth White, Jim Kaskade

Blog Feed Post

What is a sales ‘thought leader’?

Someone called recently to ask if I were a ‘sales thought leader’. I laughed. “It’s a trick question,” I replied.

The term ‘sales thought leader is an oxymoron. As the person who developed a sales-related model to facilitate the behind-the-scenes aspects of the buyer’s decision path that can’t be addressed by the sales model (Buying Facilitation®), I’ve sought partners to think outside the box with me. Before he died, David Sandler called to buy me out, saying he thought he’d gone outside the box but hadn’t realized how far ‘outside the box’ was until he read my then-latest book.

So, in my map of the world, there has been nothing new in the field of sales since the Serpent convinced Eve to eat the apple.

WHAT HAS CHANGED?

The internet has made it easier to find prospects. But the field continues to push solutions at the wrong time and ignores the real influencing capability that’s possible far earlier in the buying path. The same-old same-old focus prevails, even in the face of decades, if not centuries, of inadequate results, rendering the term ‘sales thought leader’ moot:

Appointments: Most sales initiatives prospect by attempting to get an appointment, thereby eliminating a huge percentage of real prospects (appx 90% decline, many of whom could be buyers). Thought leaders would define prospects as those who WILL buy rather than who SHOULD, and begin conversations by immediately helping prospects  navigate their decision/change journey and enlist the entire Buying Decision Team. The appointment will be requested by the Buying Decision Team and then they are ready to buy!

Solution placement focus: Throughout history, the sales model has assumed that where there is a ‘need’ there’s a buyer – obviously a faulty assumption: The sales model closes approximately 7% of B2B sales regardless of the industry, or size/type of the solution or price. Can you think of any other profession that accedes to that level of failure? Doctors? Airplane safety? Imagine American Airlines advertizing that they have safe flights 8% of the time! Even a baseball player needs at least a 30% success rate! Entering with a solution placement focus – the end before the beginning! – ignores the idiosyncratic buying decision path that starts with an idea and demands appropriate buy in. A thought leader would start with a change management focus.

Disregard of systems: Buyers live in systems of rules, people, history, and a status quo that overrides – and must be included in – change. And a buying decision is a change management problem. When sellers attempt to ‘understand need’ and find those who should buy, they are pushing change into a closed system and get the resistance (homeostasis) that all systems revert to when threatened. And don’t kid yourself: buyers don’t ‘need’ you or they would have bought your solution already: they already have some sort of work-around that’s ‘good enough.’ A thought leader would enter immediately as a part of the system, facilitate buy-in and the change management process, and discuss solutions only when everything was aligned, thereby avoiding resistance.

Incentives, compensation packages: By compensating for closed sales regardless of the number of good prospects lost, the inordinate amount of time to close, or the number of good clients lost that must be replaced, we perpetuate the numbers game. My clients, using Buying Facilitation®, close in 1/2 the time. A thought leader would know how to close more sales in less time and make more money.

BUY-IN FIRST, SOLUTION LAST

Until buyers manage the behind-the-scenes change issues and get buy-in from everyone who touches the final solution, they cannot buy. Yet we continue to seek appointments merely to explain how great we are (and ‘understand need’…so we can explain how great we are), and disregard their start-to-finish decision path, merely perpetuating failure. And wasting valuable seller’s time.

Sales thought leaders would have a different set of beliefs, skills, and outcomes:

1. focus on discovering and creating prospects who WILL buy, overlook those who can’t ever buy, and know the difference – on the first call;

2. on the first call, create and enter onto the Buying Decision Team and facilitate buy in issues (with the tech team, user groups, HR, or whomever touches the solution);

3. discuss needs and solutions only when the Buying Decision Team buys in to change (and are made ready in ½ the time by the seller);

4. marketing automation and lead gen would lead buyers from an idea to solution choice.

Currently sellers wait, and hope, for a sale to close, following prospects around for months and years without knowing which ones will close and going through hoops and time wastage to ‘close the sale’. Why? Because they sales doesn’t facilitate the private non-solution-related private decision issues along the decision path. So the only prospects who buy are those who show up having already achieved necessary buy in. And, unfortunately, the time it takes them to accomplish this is the length of the sales cycle.

But we can change this. A sales thought leader would have two sets of skills: one to manage change, and one to sell a solution. They would enter the conversation with: “How would you and your buying decision team know when it was time to add new banking services to the ones you’re using for those times your current bank couldn’t support you?” for example. And when the change management/buy in process is completed, their solution would fit in immediately (with no proposals or competition or objections) or not.

So I guess I’m a sales thought leader. But I sure wish there were others in the field to play with. Fighting the status quo has been a dark and lonely job for 25 years. Anyone want to join the leadership team with me?

What is a sales ‘thought leader’? is a post from: SharonDrewMorgen.com

Read the original blog entry...

More Stories By Sharon Drew Morgen

Sharon Drew Morgen is the visionary and thought leader behind Buying Facilitation® the new sales paradigm that focuses on helping buyers manage their buying decision. She is the author of the NYTimes Business Bestseller Selling with Integrity as well as 5 other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy.

Morgen dramatically shifts the buying decision tools from solution-focused to decision-support. Sales very competently manages the solution placement end of the decision, yet buyers have been left on their own while sellers are left waiting for a response, and hoping they can close. But no longer: Morgen actually gives sellers the tools to lead buyers through all of their internal, idiosyncratic decisions.

Morgen teaches Buying Facilitation® to global corporations, and she licenses the material with training companies seeking to add new skills to what they are already offering their clients. She has a new book coming out October 15, 2009 called Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it which defines what is happening within buyer’s cultures (systems) and explains how they make the decisions they make.

Morgen has focused on the servant-leader/decision facilitation aspect of sales since her first book came out in 1992, called Sales On The Line.
In all of her books, she unmasks the behind-the-scenes decisions that need to go on before buyers choose a solution, and gives sellers the tools to aid them.

In addition, Morgen changes the success rate of sales from the accepted 10% to 40%: the time it takes buyers to come up with their own answers is the length of the sales cycle, and her books – especially Dirty Little Secrets – teaches sellers how to guide the buyers through to all of their decisions, thereby shifting the sales cycle from a failed model that only manages half of the buying cycle, to a very competent Professional skill set.

Morgen lives in Austin TX, where she dances and works with children’s fund raising projects in her spare time.

@ThingsExpo Stories
SYS-CON Events announced today that HPM Networks will exhibit at the 17th International Cloud Expo®, which will take place on November 3–5, 2015, at the Santa Clara Convention Center in Santa Clara, CA. For 20 years, HPM Networks has been integrating technology solutions that solve complex business challenges. HPM Networks has designed solutions for both SMB and enterprise customers throughout the San Francisco Bay Area.
For IoT to grow as quickly as analyst firms’ project, a lot is going to fall on developers to quickly bring applications to market. But the lack of a standard development platform threatens to slow growth and make application development more time consuming and costly, much like we’ve seen in the mobile space. In his session at @ThingsExpo, Mike Weiner, Product Manager of the Omega DevCloud with KORE Telematics Inc., discussed the evolving requirements for developers as IoT matures and conducted a live demonstration of how quickly application development can happen when the need to comply wit...
The Internet of Everything (IoE) brings together people, process, data and things to make networked connections more relevant and valuable than ever before – transforming information into knowledge and knowledge into wisdom. IoE creates new capabilities, richer experiences, and unprecedented opportunities to improve business and government operations, decision making and mission support capabilities.
Explosive growth in connected devices. Enormous amounts of data for collection and analysis. Critical use of data for split-second decision making and actionable information. All three are factors in making the Internet of Things a reality. Yet, any one factor would have an IT organization pondering its infrastructure strategy. How should your organization enhance its IT framework to enable an Internet of Things implementation? In his session at @ThingsExpo, James Kirkland, Red Hat's Chief Architect for the Internet of Things and Intelligent Systems, described how to revolutionize your archit...
MuleSoft has announced the findings of its 2015 Connectivity Benchmark Report on the adoption and business impact of APIs. The findings suggest traditional businesses are quickly evolving into "composable enterprises" built out of hundreds of connected software services, applications and devices. Most are embracing the Internet of Things (IoT) and microservices technologies like Docker. A majority are integrating wearables, like smart watches, and more than half plan to generate revenue with APIs within the next year.
Growth hacking is common for startups to make unheard-of progress in building their business. Career Hacks can help Geek Girls and those who support them (yes, that's you too, Dad!) to excel in this typically male-dominated world. Get ready to learn the facts: Is there a bias against women in the tech / developer communities? Why are women 50% of the workforce, but hold only 24% of the STEM or IT positions? Some beginnings of what to do about it! In her Opening Keynote at 16th Cloud Expo, Sandy Carter, IBM General Manager Cloud Ecosystem and Developers, and a Social Business Evangelist, d...
In his keynote at 16th Cloud Expo, Rodney Rogers, CEO of Virtustream, discussed the evolution of the company from inception to its recent acquisition by EMC – including personal insights, lessons learned (and some WTF moments) along the way. Learn how Virtustream’s unique approach of combining the economics and elasticity of the consumer cloud model with proper performance, application automation and security into a platform became a breakout success with enterprise customers and a natural fit for the EMC Federation.
The Internet of Things is not only adding billions of sensors and billions of terabytes to the Internet. It is also forcing a fundamental change in the way we envision Information Technology. For the first time, more data is being created by devices at the edge of the Internet rather than from centralized systems. What does this mean for today's IT professional? In this Power Panel at @ThingsExpo, moderated by Conference Chair Roger Strukhoff, panelists addressed this very serious issue of profound change in the industry.
Discussions about cloud computing are evolving into discussions about enterprise IT in general. As enterprises increasingly migrate toward their own unique clouds, new issues such as the use of containers and microservices emerge to keep things interesting. In this Power Panel at 16th Cloud Expo, moderated by Conference Chair Roger Strukhoff, panelists addressed the state of cloud computing today, and what enterprise IT professionals need to know about how the latest topics and trends affect their organization.
It is one thing to build single industrial IoT applications, but what will it take to build the Smart Cities and truly society-changing applications of the future? The technology won’t be the problem, it will be the number of parties that need to work together and be aligned in their motivation to succeed. In his session at @ThingsExpo, Jason Mondanaro, Director, Product Management at Metanga, discussed how you can plan to cooperate, partner, and form lasting all-star teams to change the world and it starts with business models and monetization strategies.
Converging digital disruptions is creating a major sea change - Cisco calls this the Internet of Everything (IoE). IoE is the network connection of People, Process, Data and Things, fueled by Cloud, Mobile, Social, Analytics and Security, and it represents a $19Trillion value-at-stake over the next 10 years. In her keynote at @ThingsExpo, Manjula Talreja, VP of Cisco Consulting Services, discussed IoE and the enormous opportunities it provides to public and private firms alike. She will share what businesses must do to thrive in the IoE economy, citing examples from several industry sectors.
There will be 150 billion connected devices by 2020. New digital businesses have already disrupted value chains across every industry. APIs are at the center of the digital business. You need to understand what assets you have that can be exposed digitally, what their digital value chain is, and how to create an effective business model around that value chain to compete in this economy. No enterprise can be complacent and not engage in the digital economy. Learn how to be the disruptor and not the disruptee.
Akana has released Envision, an enhanced API analytics platform that helps enterprises mine critical insights across their digital eco-systems, understand their customers and partners and offer value-added personalized services. “In today’s digital economy, data-driven insights are proving to be a key differentiator for businesses. Understanding the data that is being tunneled through their APIs and how it can be used to optimize their business and operations is of paramount importance,” said Alistair Farquharson, CTO of Akana.
Business as usual for IT is evolving into a "Make or Buy" decision on a service-by-service conversation with input from the LOBs. How does your organization move forward with cloud? In his general session at 16th Cloud Expo, Paul Maravei, Regional Sales Manager, Hybrid Cloud and Managed Services at Cisco, discusses how Cisco and its partners offer a market-leading portfolio and ecosystem of cloud infrastructure and application services that allow you to uniquely and securely combine cloud business applications and services across multiple cloud delivery models.
The enterprise market will drive IoT device adoption over the next five years. In his session at @ThingsExpo, John Greenough, an analyst at BI Intelligence, division of Business Insider, analyzed how companies will adopt IoT products and the associated cost of adopting those products. John Greenough is the lead analyst covering the Internet of Things for BI Intelligence- Business Insider’s paid research service. Numerous IoT companies have cited his analysis of the IoT. Prior to joining BI Intelligence, he worked analyzing bank technology for Corporate Insight and The Clearing House Payment...
"Optimal Design is a technology integration and product development firm that specializes in connecting devices to the cloud," stated Joe Wascow, Co-Founder & CMO of Optimal Design, in this SYS-CON.tv interview at @ThingsExpo, held June 9-11, 2015, at the Javits Center in New York City.
SYS-CON Events announced today that CommVault has been named “Bronze Sponsor” of SYS-CON's 17th International Cloud Expo®, which will take place on November 3–5, 2015, at the Santa Clara Convention Center in Santa Clara, CA. A singular vision – a belief in a better way to address current and future data management needs – guides CommVault in the development of Singular Information Management® solutions for high-performance data protection, universal availability and simplified management of data on complex storage networks. CommVault's exclusive single-platform architecture gives companies unp...
Electric Cloud and Arynga have announced a product integration partnership that will bring Continuous Delivery solutions to the automotive Internet-of-Things (IoT) market. The joint solution will help automotive manufacturers, OEMs and system integrators adopt DevOps automation and Continuous Delivery practices that reduce software build and release cycle times within the complex and specific parameters of embedded and IoT software systems.
"ciqada is a combined platform of hardware modules and server products that lets people take their existing devices or new devices and lets them be accessible over the Internet for their users," noted Geoff Engelstein of ciqada, a division of Mars International, in this SYS-CON.tv interview at @ThingsExpo, held June 9-11, 2015, at the Javits Center in New York City.
Internet of Things is moving from being a hype to a reality. Experts estimate that internet connected cars will grow to 152 million, while over 100 million internet connected wireless light bulbs and lamps will be operational by 2020. These and many other intriguing statistics highlight the importance of Internet powered devices and how market penetration is going to multiply many times over in the next few years.