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The young salesperson’s email promises me that his product will allow my sales team to produce 30 percent more appointments than they are producing now in the same time. He wonders if that is interesting enough to me to warrant a phone call. It isn’t.

I wonder what said salesperson actually knows about me. Nothing in his email suggests he knows who I am, what I do, or anything about any of my teams. He has been told that if I am in a certain industry, the product is right for me, even if this isn’t true.

I wonder how the salesperson knows about our prospecting processes. We haven’t published them anywhere, and he has never worked for my company. Since I have never spoken with him or anyone on his team, I am not sure how he is able to spot the inefficiencies that results in 30 percent fewer appointments than we should be scheduling during the hours we spend prospecting.

His software helps his clients improve their follow up on leads. I am not sure what leads he believes my team is being provided, and I am not sure how he knows that those leads aren’t being pursued. Mistakenly, his marketing team believes that we have a problem that we don’t have.

This young salesperson believes he can help me improve my team’s sales results. Yet, the person who is promising me better performance has chosen email as his preferred method of trying to schedule and appointment with me, regardless of the fact that it is a poor medium for sales communications, and despite the fact that my team uses the telephone to great effect.

Would I trust someone to advise me on sales who believes that the best way to engage with me is email?

Without any knowledge or insight at all, this salesperson believes that his product is right for me and my team.

My reply to this young salesperson to explain to him that I am not a good prospect did not in any way dissuade him. In fact, he took my direct statement that I see no value in what he sells, and that I am not going to buy it, and that my team doesn’t need account-based anything as engagement. He’s not intentionally tone deaf, he is just poorly trained, poorly led, and poorly managed.

No value, and a little pitchy.

Post by Anthony Iannarino on March 20, 2017

Written and edited by human brains and human hands.

Anthony Iannarino
Anthony Iannarino is a writer, an international speaker, and an entrepreneur. He is the author of four books on the modern sales approach, one book on sales leadership, and his latest book called The Negativity Fast releases on 10.31.23. Anthony posts daily content here at TheSalesBlog.com.
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