I just read the following blog post by Dave Kurlan and I immediately asked for his permission to repost it here. I've known Dave for 20 years and have represented his product and service all those years. He started blogging when blogging wasn't cool. His organization is a marketing and product machine. Dave is truly a subject matter expert when it comes to hiring better sales people (link to our site), assessing sales organizations to answer 17 critical business questions (link to his site for download of sample) and he is an expert at helping sales managers get their sales professionals to sell more, more quickly at higher margins. I've read Dave's blog post over the years and this may be his best ever; if not, then certainly in the top ten. And it fits in very well with the series I am in the middle of writing now - Why Aren't Your Sales People Selling As Expected. His blog post has one of the potential answers. Read and enjoy.
The Next 'Can't Miss' Game Changer for Salespeople
A guest post by Dave Kurlan, President of Objective Management Group and Creator of the #1 Sales Assessment in the world.
Another game changer? After so many in the last 5 years? It's coming - no doubt about it. I'll give you the background and tell you why this incredible tool will be the one to supercharge your sales.
Today, Social Selling (like blogging, LinkedIn, Twitter and others) is all the rage. Experts are evangelizing these tools, touting their power to connect, and providing training on how to best use them. And they're all correct about these tools. Every seller should be using them, but therein lies the problem.
Soon, every seller will be using them!
Would you like to start blogging? Good luck finding your audience from among the more than 2 million articles that were posted - not in the last 5 years, not last year, not last month, not this month to date - but more than 2 million posts today alone! It's a very difficult time to start blogging.
Would you like to start sharing articles, asking questions, and commenting on LinkedIn or Twitter? How will your tweets, comments and shares be noticed above the noise from all of the salespeople who have begun to do that?
Would you like to host webinars, or send a weekly or monthly newsletter? How will you get people to read those when they are routinely barraged with hundreds of useless emails each day?
Would you like to have your own YouTube channel? There are 4 billion YouTube views per day - that's a lot of people watching videos, but how can you possibly get their attention when there are millions of YouTube channels for them to watch?
Yes, friends, Social Selling certainly works - and can work well - for the people who already have well-established audiences and followings. I'm fortunate enough to have an award-winning Blog with a nice loyal readership and get lots of organic traffic from Google searches. A late start in any Social Selling channel may cause you to become very discouraged.
But there is hope!
I know of a tool that works better than everything I have mentioned so far. While it doesn't have the power to reach as many people in as short a time as Social Selling, or as I prefer to call it, Personal Marketing, it is much more effective for targeting and reaching specific prospects. Not only that, the communication is in real time, with no latency, lagging, or delayed response times. Doesn't that bode well for having a real, rather than digital, conversation?
Even better, if you are an early, rather than late, adopter of this game-changing approach, you'll be one of the only salespeople using it, and unlike Personal Marketing, there won't be any noise!
Are you ready?
As has been the case for the better part of the past 30 years, I am way ahead of the curve on this. Would you like to know about it?
I have become aware of a tool that allows you to reach any prospect, anywhere, at any time, without even knowing their email address, twitter handle, or public LinkedIn page! There is no limit to the number of characters, length of message, or size of content. Your prospect can respond to you as easily as you can reach out to them and the technology is readily available to anyone who wants to avail themselves of it. And the best news? It's covered by nearly all of your existing subscriptions and fees. Doesn't that sound awesome?
It gets better. Email, InMail and Twitter messages don't always convey how you wanted to sound and can be easily misunderstood or misinterpreted. Not so with this technology.
Introducing the Tool of the Future
Today, I would like to be the first to introduce you to the sales tool of the future. A Direct Line of Communication to any prospect in the world.
You may have seen this tool before, but you may have to use it in a way that is different from how it was intended. Today, most people use these devices to send text messages, tweets, emails and upload photos and videos. But if you poke around enough, you will find that manufacturers actually included a nicely hidden feature that allows you to punch in about 10 digits and you can actually speak - LIVE - to anyone - anywhere - on demand. It is SO COOL! And the device will remember those numbers so that you don't have to punch them all in again. Amazing.
And for a limited time, I can provide you with a demo of how this works.
Go to your device, find the application called PHONE, and tap the following 10 digits in the field provided: 800-221-6337. Press the green button. You will hear a sound to indicate that you have initiated an attempt to reach me. There is a very good chance that a live person from Objective Management Group will answer your very first ping. I'm going to provide you with a promo code that will give you direct access to me. When they answer, say, "Dave Kurlan, please" and the live person will actually reroute your ping directly to me! And if I'm speaking live with someone else at that moment, I have a digital clone that will answer and you can tell my clone exactly what you wanted to tell me, leave any kind of message you want, and I can actually listen to it later and return your ping. It's truly amazing, friends, and will revolutionize the way selling takes place in the future.
I'll bet that you're thinking that this entire article is a joke - that I wrote it with tongue-in-cheek. Wrong. I am dead serious. Do you know how many phone calls I received today? One. Nobody uses the phone anymore and that's what makes the phone such a perfect and obvious choice for building your pipeline and accelerating sales growth. Web-based tools are awesome for marketing and generating interest, but most of us have to sell! And trust me when I tell you this:
It is a lot easier and much more powerful to sell on the phone, via video conference and face-to-face than it is hiding behind your computer screen.
Please take advantage of my limited time offer to demo this new technology. Try it for yourself! Call me now - 800-221-6337 ext 212. Remember the promo code: Dave Kurlan