Love life in a sales cycle Chapter 2

As we continue using Salesforce terminology, DM uncertain means the person who can decide to pursue your product has a "hidden" objection preventing them from giving you the OK.

The funny thing we all have been the DM who was uncertain to fully say "yes."

Scenario:  I'm in a bar and I spot the lady that has grabbed my interest.  I want to impress her.  The initial conversation seems to go pretty good except towards the end there seems to be a change in the interest level.

I said something that probably wasn't very flattering and ended up with

In higher ed, it's a complex sale dealing with different point of views and being able to navigate through this can be difficult.  I notice some women I come across can be as complex as a sale and one wrong move can have you in the "not interested" pool.

Still confidence is on…  

Advocate Sold: Seeking DM Approval

At this point, this is the highest percentage of advancing to the next round of conversation with a female.  In salesforce, your advocate is someone who is convinced in your product but needs the decision maker to approve it.

Scenario:

Meeting a girl that you have decent rapport with.  It seems like a good fit.  She throws a curveball… 

"My friend would love you.  I'm going to introduce you too!"

 Almost there!

Now my job is to not F' this up.  It's literally a 50-50 chance of success.  Everyone listens to recommendations from friends and the same carries with this situation.

Now Playing-  "Steppin out"

Closed Lost and Advocate Uncertain

Remember when I told you my love life is like a sales cycle?

The verbiage of being rejected by a female is to the effect of a director or VP telling me they are not interested whatsoever, in my product ever.  They share a common theme.

From my previous post, A closed/lost opportunity is when the decision maker is not interested in your product at all.

Let's use a scenario common to the man in his 20's- mid 30's.

CLOSED/LOST

I'm at a bar confident in my ability to be of use to a desired woman.  She's the perfect opportunity until we get to talk and I find…

She is not interested at all in what I'm saying. She probably knew within 5 minutes it wasn't the best fit.  When I see that sign, I just chalk it up as closed opportunity for the time being.

I can NEVER as a salesmen look like this… 

Sometimes a conversation I have will be with the friend of the girl first.  We like to call her the gatekeeper.

ADVOCATE UNCERTAIN

The gatekeeper knows what will be of interest to the girl and knows her general likes and dislikes.  Toughest obstacle is to  convince the gatekeeper I'm the right guy.  She may not be sure if I should  "pass the test."  I'm not sure if she even enjoys talking with me.  She may never let me converse with her girl. ( the DM)

Gatekeeper is essentially a   

I could:

- Make her feel like she will look good by selecting me by charming her.

- Try to go directly above her but that usually doesn't end well.

Now Playing- Chopped and screwed

My love life is a sales cycle

How often everything I do in sales subconsciously funnels into my personal life- mainly my love life.

Using Salesforce, Sales consultants have a pipeline ( Business opportunities) and each opportunity has a stage.  I thought it would be fun to apply sales metrics to response rates when you meet someone in a social setting that you like.

To make sense of the scenarios I present, Here is Salesforce terminology for you non-salesmen.

Closed Lost- Opportunity is closed due to obstacles or zero interest in the product. (0% success)
Advocate Uncertain- Someone below the top decision maker who has concerns for your product. (20% success)
DM Uncertain-  Top decision maker has concerns or objections for your product. ( 30% success)
Advocate Sold Seeking DM Approval- Someone below the top decision maker needs to present your product to them. ( 50% success)
DM sold closing in range- Top decision maker must be get one last "OK" to move forward with your product.  (70% success)
Verbal Commitment- Top decision maker has received the "OK" for formality and is ready to move forward. ( 80% success)
Closed/Won-  Top Decision maker is prepared to implement your product and use it. They are now your client.  ( 100% success)

Stay tuned for my sales cycle..er my love life cycle.

Now Playing- "Falling in love is so hard on the knees" by Aerosmith.

#TheMysticalpotatoehead

When I began to first learn guitar, my guitar teacher told me it takes 10,000 hours to master a skill.

I just wanted to rock out and play for fun.  I never thought I would hit the level of amazing guitar players like Steve Vai, Joe Satriani and Van Halen.

Maybe I could have…

There have been very few "masters" in their fields lately.  We have so many distractions that a high school kid doesn't sit and practice his craft for 8-10 hours anymore. ( Unless he's an athlete)

How often have you said you were going to do something only to be derailed into something social media related.

I just got sidetracked looking at my twitter.

Older generation talks about how the newer generation is lazy.  I'd say it's a more challenging world to be a master nowadays (especially if you lack concentrated direction)   The older generation didn't have Xbox and social media to distract them from their craft.


Now playing "Mystical Potato Head Groove Thing"

#ThehonestGabe

You know the saying: "Honesty is the best policy."

"Tell the truth and it will set you free"


Most workers don't do this.  In a work setting, telling the truth will indirectly get you terminated.  there's a certain etiquette we follow.  Rather than directly confront someone at work for what they did, Some employers chastise them.

An environment where you receive a company email always leads to more banter and bickering due to natural curiousity.  Offices(especially sales consultant) do take the form of high school.

I have grown fascinated recently with how psychology and sales work together.   There are reasons people don't feel comfortable telling the truth.  It makes them uncomfortable to know someone may not like their opinion.

You can call me Jerry.  I have grown to appreciate honesty.  I can honestly say I am comfortable with people that love me as much as people who dislike me.


Not many people are like this.  Typical offices carry this attitude:

#TheMonday

After a weekend of creating music, I decided this week, I want to be creative.

One of my favorite shows of all time is Seinfeld.  It's a show that no matter what demographic you are, you will see yourself in one of the characters.   You will also learn to appreciate the criticism all the characters have for themselves.  

This week I want to run this blog like I would write a Seinfeld episode.

What seems to be the problem in this picture?

Mondays here not trying to be sappy

Hair is nappy and I'm not happy.

Monday came and yet I'm back see

Work was long, building my pipe

dream of a day when I'm the boss

taking responsibility facing the costs

To not be conformed to just one thought

Monday's past. Now I forgot.

-Gabe

#summerofG

It's friday night and normally after a long work week, I go out….

Didn't go out tonight.  I enjoyed playing guitar and just focusing on what my next steps are to get where I want to be.

I have grown to appreciate the unexpected and this summer, I want to add more spontaneity in my life.  No more predictable weekends or days.

Getting out of my comfort zone could help me embark on things I normally would not give a chance.

This summer is like the opposite of the one George Constanza had.  I am planning to do things and not just talk about them.

Have a great nite everyone!