April 24, 2012
It's been a while since I've posted. Left a company after nine years of service. Honestly, the best job I've ever had but, it was time to move on. Once you've been at a place that long, leaving is almost like a divorce. Lots of stuff has been intertwined and has to be undone.
The good part though, is that I get to sell something new. I've been in Information Security for nearly 10 years and had all but abandoned my roots in Networking. Well, here I am selling...wait for it....Networking. Application Delivery to be more specific.
Now back when I was young (let's say the late 90's) we called Application Delivery - Load Balancing. That's about all that has changed in 10 years. I'm amazed that the messaging really hasn't budged since then. The speeds and feeds, players and amount of data has changed but the basic premise of getting information to the right place as fast as possible, remains.
What also remains are the customers trying to squeeze every bit of performance out of their networks. This is what is going to drive the product I am selling now. I cannot wait to tell my prospects/customers about this stuff.
So, it's back to the basics of salesmanship. Numbers count and here are the numbers I am holding myself to:
1. 20 touches per week (I need 20 appointments with partners/prospects/customers)
2. Drive at least 2 new opportunities per week
3. 2 marketing or networking activities per month
4. Get to every major population center in my territory in the next 30 days
What numbers do you hold yourself to on a weekly or monthly basis? How often do you touch your 30/60/90 day plans?
Food for thought.
Happy Hunting and here is my new contact info:
Jeff Patton
Regional Sales Director - North Texas and Oklahoma
jpatton@a10networks.com
http://www.a10networks.com
jlptexashunter (twitter)
214-405-1340 (mobile)
Tuesday, April 24, 2012
Tuesday, April 10, 2012
CRM Tool soap box and my new gig.
April 10th, 2012
Starting a new gig next Monday and in cleaning up my inbox, dropbox, documents, download folders and assorted packrat places I noticed that I may keep way too much information. You see, I'm actually pretty good about using the CRM tools that I've been given over the years.
Today's CRM tools really aren't that much better or different than ACT or similar tools we were using in the early 90's. The most important thing I've found is that you load valid information, keep it updated and make sure to clean the crap out occasionally. Simple, right?
Well from being a manager for a good portion of my career, I can tell you that it is indeed not simple. Most people fail in the "load valid information". They'll put whatever minimal information they can get away with. It's amazing. Updating is out of the question and clean up is worse yet.
For the Advanced Persistent Salesperson, the ability to use a CRM is key to uncluttered sales life. You can keep relationships, product history, contact info in one place. Why not use it?
I'll jump off of my soap box now.
Anyway, April 13th is my last day with Accuvant. It has been the best 9+ years of my career and I'm really going to miss everyone. April 16th, I start what is hopefully my last sales job working for someone else. I am heading to A10 Networks and the familiar world of Application Delivery. This is my second gig in this space. The first time was with Alteon Websystems. That was a pretty good run and I really cannot wait to jump back into networking.
Wish me luck and happy hunting everyone.
http://www.accuvant.com
http://www.a10networks.com
http://www.netsuite.com
http://www.salesforce.com
Sunday, April 1, 2012
Go out of your way
April 1, 2012
What makes customers buy from you over an extended period of time? I have customers that I've worked with for as many as 17 years now. I can think of two in particular that are now VP's that were Unix/Windows Admins when I met them. Hardly the decision makers they are now.
Another customer of mine that I've worked with for about 12 years now, tells a particular story as to why he does business with me. It involves a piece of equipment being down on a Saturday and me finding a replacement that day and hauling it up to their building. I've done it at least 20 times over the course of my career with at least 15 customers but for this one, it made the most impact.
So, what little extra things do you do for your customers? I have two things that I tell all new customers and constantly remind old ones.
1. If you're working, I'm working.
2. My phone is on 24 hrs a day, please use it.
Now, the problem with these statements are that someone is going to take you up on them. You have to be prepared to back this up. For me it means that I have to have a network of people, like minded, that are prepared to help me. It also means that I need to know where equipment can be made available. I have to likewise know where the closest food delivery place is, once I find said resources.
Don't forget to go out of your way a bit. It can make all the difference in the world. It's what persistent sales people do.
Happy hunting.
What makes customers buy from you over an extended period of time? I have customers that I've worked with for as many as 17 years now. I can think of two in particular that are now VP's that were Unix/Windows Admins when I met them. Hardly the decision makers they are now.
Another customer of mine that I've worked with for about 12 years now, tells a particular story as to why he does business with me. It involves a piece of equipment being down on a Saturday and me finding a replacement that day and hauling it up to their building. I've done it at least 20 times over the course of my career with at least 15 customers but for this one, it made the most impact.
So, what little extra things do you do for your customers? I have two things that I tell all new customers and constantly remind old ones.
1. If you're working, I'm working.
2. My phone is on 24 hrs a day, please use it.
Now, the problem with these statements are that someone is going to take you up on them. You have to be prepared to back this up. For me it means that I have to have a network of people, like minded, that are prepared to help me. It also means that I need to know where equipment can be made available. I have to likewise know where the closest food delivery place is, once I find said resources.
Don't forget to go out of your way a bit. It can make all the difference in the world. It's what persistent sales people do.
Happy hunting.
Saturday, March 24, 2012
You're the new account manager on an old account
March 24, 2012:
One of our top reps left this week. This was the second company we had worked for together. Really going to miss him being on our team. He had about 10 very good buying accounts with lots of deals on the table.
So this weeks blog is about; What do you do when taking over someone else's account? How do you establish your brand and your style while keeping a customer happy?
Over the last 20 years there have been literally hundreds of sales reps leave the companies I've been with. The algorithm that I've learned over those 20 years is: 33% of the customers stay, 33% of the customers leave and 33% of the customers are up for grabs.
What can we do to maximize that 33% that are up for grabs?
First, identify who the flight risks are. If you're the rep taking over the accounts you need to quickly make appointments with everyone that will meet with you. You're going to have to dig in. I like meeting with the field staff first and on very friendly terms. Happy hour, sporting events, somewhere away from the office. I need intel and these guys generally have it.
Second, ask the "champion" in the account what they liked about their old rep. If the departing salesman and the champion went to grade school together, just hope your former co-worker didn't go to a competitor. What we're looking for here is, if the champion likes our company as much or more than they liked the previous sales person. Also, we need to refine our intelligence gathered from the field staff.
Third, meet with the decision makers and get your brand established. Here it is very important to find a new project or continue any current project with military precision. The execution of this project is, I think, key to keeping this account.
It is also very important that already established relationships with engineers, product managers, executives get revisited during this transition. It's going to take a team effort. Don't go down alone. Make sure that all eyes and hands available touch this account and make them feel important because, THEY ARE. We all know the old axiom, "it is far easier to keep a customer than to find a new one".
With that, I picked up three of my friends accounts. Next week looked like a nice leisurely swim into the end of the quarter but, not now. I'll be on the phone and in the car meeting with my new customers.
Stay persistent my friends.
One of our top reps left this week. This was the second company we had worked for together. Really going to miss him being on our team. He had about 10 very good buying accounts with lots of deals on the table.
So this weeks blog is about; What do you do when taking over someone else's account? How do you establish your brand and your style while keeping a customer happy?
Over the last 20 years there have been literally hundreds of sales reps leave the companies I've been with. The algorithm that I've learned over those 20 years is: 33% of the customers stay, 33% of the customers leave and 33% of the customers are up for grabs.
What can we do to maximize that 33% that are up for grabs?
First, identify who the flight risks are. If you're the rep taking over the accounts you need to quickly make appointments with everyone that will meet with you. You're going to have to dig in. I like meeting with the field staff first and on very friendly terms. Happy hour, sporting events, somewhere away from the office. I need intel and these guys generally have it.
Second, ask the "champion" in the account what they liked about their old rep. If the departing salesman and the champion went to grade school together, just hope your former co-worker didn't go to a competitor. What we're looking for here is, if the champion likes our company as much or more than they liked the previous sales person. Also, we need to refine our intelligence gathered from the field staff.
Third, meet with the decision makers and get your brand established. Here it is very important to find a new project or continue any current project with military precision. The execution of this project is, I think, key to keeping this account.
It is also very important that already established relationships with engineers, product managers, executives get revisited during this transition. It's going to take a team effort. Don't go down alone. Make sure that all eyes and hands available touch this account and make them feel important because, THEY ARE. We all know the old axiom, "it is far easier to keep a customer than to find a new one".
With that, I picked up three of my friends accounts. Next week looked like a nice leisurely swim into the end of the quarter but, not now. I'll be on the phone and in the car meeting with my new customers.
Stay persistent my friends.
Monday, March 19, 2012
Luck be a lady...
March 19, 2012
Do you ever wonder how many times you've been lucky in sales? I know, I know, preparation meets opportunity, blah blah blah....but, sometimes it's just good ol' craphouse luck.
I was assigned a big target customer about 3 weeks ago. I haven't thought two seconds about them since they were assigned. Figured that I'd try to close the quarter out strong and tackle them next month.
Then I got lucky. Prospect called a good integrator partner they've worked with for a while asking for a skill set that they didn't have. The integrator's VP came from one of my current customers and VOILA, I have a new customer. Just like I said, craphouse luck. I will take it, thank the Lord above and go about executing this project with my new customer.
All of that being said I still believe that you make more luck than not. Persistence is the key. Here is one of my favorite quotes from Ray Kroc - The Milkshake Mixer Salesman who made McDonald's a household name:
"Press on. Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent."
Stay persistent, my friends.
Do you ever wonder how many times you've been lucky in sales? I know, I know, preparation meets opportunity, blah blah blah....but, sometimes it's just good ol' craphouse luck.
I was assigned a big target customer about 3 weeks ago. I haven't thought two seconds about them since they were assigned. Figured that I'd try to close the quarter out strong and tackle them next month.
Then I got lucky. Prospect called a good integrator partner they've worked with for a while asking for a skill set that they didn't have. The integrator's VP came from one of my current customers and VOILA, I have a new customer. Just like I said, craphouse luck. I will take it, thank the Lord above and go about executing this project with my new customer.
All of that being said I still believe that you make more luck than not. Persistence is the key. Here is one of my favorite quotes from Ray Kroc - The Milkshake Mixer Salesman who made McDonald's a household name:
"Press on. Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent."
Stay persistent, my friends.
Thursday, March 8, 2012
Dealing with frustration
Feb 27, 2012
My muse has escaped me for the last few days but what days they've been. Picked up one new customers and two new prospects. That's pretty salty. Again, contacts from the partner community have paved the way. If you're not meeting with your partners, your force multipliers, at least a few times a week, you're missing the boat. Why make it hard on yourself. Spend the time to get to know the folks that you work with outside of your company. You'll be surprised.
How many people are sick of hearing about the "cloud". I know I am. However, I'm starting to understand the "why" of the cloud. Now that I've walked through with a customer moving their crapplications (pure commodity apps) to the cloud and hitting the = button on the calculator with them. I GET IT!!!!! If your customers are having a hard time getting it. Educate yourself on it, get with your partners, and show them the light. They can save a pile of money.
Speaking of educating yourself. How much time to you really spend on the web or in a book learning. I try to at least squeeze in one hour per night. A colleague of mine does something very interesting around this. He tries to spend 4 hours of uninterrupted time just coming up and brain panning new ideas. Incredible. He shared some of his ideas recently and they're awesome. Where he finds 4 hours without a golf course, fishing boat or hunting blind is beyond me. I'll have to try that one for myself.
That's if for tonight.
Stay persistent.
My muse has escaped me for the last few days but what days they've been. Picked up one new customers and two new prospects. That's pretty salty. Again, contacts from the partner community have paved the way. If you're not meeting with your partners, your force multipliers, at least a few times a week, you're missing the boat. Why make it hard on yourself. Spend the time to get to know the folks that you work with outside of your company. You'll be surprised.
How many people are sick of hearing about the "cloud". I know I am. However, I'm starting to understand the "why" of the cloud. Now that I've walked through with a customer moving their crapplications (pure commodity apps) to the cloud and hitting the = button on the calculator with them. I GET IT!!!!! If your customers are having a hard time getting it. Educate yourself on it, get with your partners, and show them the light. They can save a pile of money.
Speaking of educating yourself. How much time to you really spend on the web or in a book learning. I try to at least squeeze in one hour per night. A colleague of mine does something very interesting around this. He tries to spend 4 hours of uninterrupted time just coming up and brain panning new ideas. Incredible. He shared some of his ideas recently and they're awesome. Where he finds 4 hours without a golf course, fishing boat or hunting blind is beyond me. I'll have to try that one for myself.
That's if for tonight.
Stay persistent.
Trust
March 8, 2012
How do you earn trust with your prospects and customers? It's essential to earn some trust before any transaction can be done. Do you rely on your past accomplishments and references? What about demonstrating that you can be trust worthy? How would you go about that?
Lately these questions have been running through my mind. I've sat with brand new prospects that didn't know me from Adam and guys that I had met through associates/associations over the last few weeks and was taking a mental inventory of what I was going to do for each of them to earn some trust.
The largest prospective customer couldn't have cared less what I or my company were bringing to the table. They had everything figured out and didn't need any of our services. Normally I don't take much offense to this but my employer has some of the most accomplished security practitioners on the planet, bar none. So I couldn't immediately earn anything with him but, I fed him a ton of information regarding our 3 or 4 most famous guys and what they're currently working on. Fish on!!!! Something caught his attention. I still haven't earned any personal trust but I've at least earned the right to talk to him some more because of my company's smart guys. Baby step.
Next guy was an IT Director for a very small shop. They don't spend a bunch of money on security but are about ready to. They're going to have to get their act together quickly because of industry regs that their largest customers are pressing down to them as part of vendor management. This one was easy. We just sat and had a long, long, long talk about what was going to be expected of them. I read the letter their customer had sent and then we went to the web for more info and resources. Instant credibility. Once this Director figured out that I was friend not foe and that I knew at least as much, if not more, than he did, we were set. I think we'll have a nice relationship.
What are you doing to earn trust? It's not the old days of seeing a pic of some kid playing baseball and striking up a conversation about baseball. I've always thought that was more IFF (Identify: friend or foe) than earning any trust.
I've recently re-discovered a small technique for gaining trust that I'll share. EARNING IT!!!! Execute on one thing. If it's a project, an assignment, an RFI...Whatever. Execute that one thing perfectly. Nothing will earn you trust faster. Now finding this opportunity can be tough. You'll have to ask lots of questions and listen but something will present itself. Know your product, prepare some questions and if I may briefly channel Jim Rome, "have a take, don't suck".
Sorry, I wish this one were a more profound blog but, it's not. Let's recap real quick.
How do you earn trust with your prospects and customers? It's essential to earn some trust before any transaction can be done. Do you rely on your past accomplishments and references? What about demonstrating that you can be trust worthy? How would you go about that?
Lately these questions have been running through my mind. I've sat with brand new prospects that didn't know me from Adam and guys that I had met through associates/associations over the last few weeks and was taking a mental inventory of what I was going to do for each of them to earn some trust.
The largest prospective customer couldn't have cared less what I or my company were bringing to the table. They had everything figured out and didn't need any of our services. Normally I don't take much offense to this but my employer has some of the most accomplished security practitioners on the planet, bar none. So I couldn't immediately earn anything with him but, I fed him a ton of information regarding our 3 or 4 most famous guys and what they're currently working on. Fish on!!!! Something caught his attention. I still haven't earned any personal trust but I've at least earned the right to talk to him some more because of my company's smart guys. Baby step.
Next guy was an IT Director for a very small shop. They don't spend a bunch of money on security but are about ready to. They're going to have to get their act together quickly because of industry regs that their largest customers are pressing down to them as part of vendor management. This one was easy. We just sat and had a long, long, long talk about what was going to be expected of them. I read the letter their customer had sent and then we went to the web for more info and resources. Instant credibility. Once this Director figured out that I was friend not foe and that I knew at least as much, if not more, than he did, we were set. I think we'll have a nice relationship.
What are you doing to earn trust? It's not the old days of seeing a pic of some kid playing baseball and striking up a conversation about baseball. I've always thought that was more IFF (Identify: friend or foe) than earning any trust.
I've recently re-discovered a small technique for gaining trust that I'll share. EARNING IT!!!! Execute on one thing. If it's a project, an assignment, an RFI...Whatever. Execute that one thing perfectly. Nothing will earn you trust faster. Now finding this opportunity can be tough. You'll have to ask lots of questions and listen but something will present itself. Know your product, prepare some questions and if I may briefly channel Jim Rome, "have a take, don't suck".
Sorry, I wish this one were a more profound blog but, it's not. Let's recap real quick.
- Have a take, don't suck (learn something worth sharing)
- Be an ambassador or conduit of information
- Execute that first thing perfectly
- Stay persistent
That's all for tonight...Let me know what you're running into out there.
Happy hunting.
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