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)

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

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.