Comments for EGYII : blog

Comment on A message for beleaguered Chief Learning Officers by Leonora Rivera

Leonora Rivera — Fri, 16 Jul 2010 13:52:02 +0000

Very good stuff.

Comment on Prospecting Today: A Difficult Adventure by Christopher S. Rollyson

Christopher S. Rollyson — Mon, 22 Mar 2010 04:04:31 +0000

Andrew, thanks for sharing your exchange with the “voice spammer” and your insight that she was just following orders. I think that we are in a deeply ironic point in business history. During the Industrial Economy, we subjugated ourselves to the machine, and it was a good trade-off: humanity for wealth. However, digital peer to peer communications are enabling us to interact with each other, which is raising the bar for firms. I regularly get superior “service” [some kind of help] from strangers online than from firm [paid] “service.” For the last couple generations, we accepted “I’m sorry, Mr. Rollyson, that’s not my department,” and being transferred around the firm for over 30 minutes! Now we hop on Twitter and get real help quickly.

Social networks drive down the cost of specific communication, so the spray and pray approach is that much more intolerable. Firms continue to do it because they lack the will or imagination to change. Increasingly, I refuse to take calls from people I don’t know; 1 ot 1 communication is very expensive, so I only spend those cycles with people who demonstrate that they know me enough to care; that means being considerate and doing their homework or getting a referral.

Voice spam is way past diminishing returns. Similarly true for direct mail (killing trees for spam). I think the only reason that we don’t have a paper do not spam list (as for telecoms) in the U.S. is the federal post would literally go out of business overnight; that’s how wasteful it is.

Lastly, I work with firms to use social networks to improve the value of their “discovery” phase of busdev (I see cold calling as part of discovery, historically). The calls are very expensive for people to make, too. Better to prospect online and pre-qualify, so you can approach people who really need your service *and* know why; then it’s not spam. In case this is interesting, here’s a post I wrote on social networks’ impact on each stage of the relationship life cycle. http://bit.ly/snrship1

Cheers-

Comment on Connect through High Impact Sales Conversations by Prospecting Today: A Difficult Adventure | Performance Acceleration by the Egyii Team

Mon, 22 Mar 2010 03:17:02 +0000

[...] For more, see Connect Through High Impact Sales Conversations [...]

Comment on High Impact Results with Low Impact Techniques: Business Development from a Trust Perspective by admin

admin — Mon, 01 Mar 2010 14:48:18 +0000

Mr. Thompson
Thank you for your comments. I like your approach- you certainly need a “differentiator” in such a competitive global business- and trust is a good choice. I say that because few people walk the talk- and truly follow the trust principles.
Doing work for free is not bad- the best way to prove yourself an build trust is by sampling. It gives you the option to “strut your stuff.” It is like the candy or ice cream shop where you can sample the goods. How often do people leave empty handed?
Part 2 is spot on- use your network
Part 3 is also spot on- I suggest looking at helping them by firstly knowing their business and secondly identifying some “unrecognized” problems and needs. If you can solve those “unrecognized” problems and needs with your solutions, you are one step ahead of everyone else.

If you would like some further advice, read Trust in Business- The Core Concepts http://bit.ly/7bSd1G. Or, of course, read the book http://bit.ly/aNC3dq all by my associates with the Trusted Advisor Associates team.

Behey
Trip Allen, Team Egyii, Singapore

Comment on High Impact Results with Low Impact Techniques: Business Development from a Trust Perspective by Frank Thompson

Frank Thompson — Mon, 01 Mar 2010 10:42:57 +0000

Great article. We’re trying some things in our “sales” organization to build trust with prospects first – which is important because we are a service business (web design / technology agency). At the risk of calling it “doing work for free” I’ll call it “building trust first.” Our method goes something like this: 1. identify companies that are a good fit 2. Develop a relationship with them preferably through a personal network 3. Help them (start with an idea that will help them) 4. Cultivate the relationship. We are developing a new large prospect this way and after reading your article I realized that “building trust first” is exactly what we’re doing.

Comment on Winning More Business with Your Hidden “Salesforce”- Your IT Professional Services Teams by Tremaine

Tremaine — Tue, 23 Feb 2010 14:25:45 +0000

Great advice and good ideas …. Should get some folks thinking.

Comment on Why do salespeople have such a bad reputation? by Winning More Business with Your Hidden “Salesforce”- IT Professional Services Teams | Performance Acceleration by the Egyii Team

Tue, 23 Feb 2010 03:26:28 +0000

[...] pressure of sales organizations tends to drive salespeople to be very “seller” centric, which then tends to drive the buyer away. This gives the professional services team the [...]

Comment on At Egyii, We’re in the Construction Business by Winning More Business with Your Hidden “Salesforce”- IT Professional Services Teams | Performance Acceleration by the Egyii Team

Tue, 23 Feb 2010 03:25:14 +0000

[...] a trusted advisor status opens up more opportunities by easing the lines of business and the relationship highways that need to be built for current and ongoing [...]

Comment on Gong Xi Fa Cai! by Ian Grundy

Ian Grundy — Mon, 15 Feb 2010 11:21:37 +0000

And the same to you to Egyii. Have a great 2010!

Comment on Trust: A Lot of Noodles but No Chopsticks by Somebody in private banking finally gets it… | Performance Acceleration by the Egyii Team

Fri, 15 Jan 2010 00:27:45 +0000

[...] He gets it, but do they really “walk the talk?” [...]