How to Secure 6&7 Figure Meetings with the Most Difficult to Reach Prospects

Great webinar this week with Conner Dube. The video replay is here: https://youtu.be/-EtoB7JQXbw

One of the best events I have ever had. I am employing the video chat feature to reach out to a new book of leads this week. I’ll be taking August off, but please do attend the Virtual C-Level later this month.

Check out the replay of the July Webinar here.

Some additional notes from the preso, i.e. other resources shared:

Contact Connor: www.activeblogs.com/webinar (and enter to win)
Contact Bob: https://www.linkedin.com/in/robertmcneil/

PODCAST PLATFORMS:
spreaker.com
https://restream.io/

OTHER RESOURCES (not endorsed by Connor or Bob)
www.InfluenceBoard.com
https://www.loom.com/use-cases/sales
https://lunchclub.ai/?invite_code=noah2

RECORDING: https://youtu.be/-EtoB7JQXbw

Virtual C-Level

https://www.meetup.com/Colorado-Technology-Sales-Meetup/events/269306195/

Job hunting during COVID-19

We had a great webinar last week. Here are the notes from the event:

• Small companies are in a hiring freeze, but there are exceptions…just ask Jordan.
• Large companies are hiring, but this needs to be qualified:
Is the req. for real?
Are they actually hiring for the position? “Actively interviewing”…or not. Some companies have lots of posted requisitions but are only hiring for a small % of them.


HOW TO JOB HUNT –

  1. Find the req.
  2. Have a contact of yours who works at your target company submit the resume. Send them the req. # and your current email and a cover letter to submit on your behalf.
  3. Follow up
  4. Find out from your contact if the req. is for real
  5. More follow up – you’re in sales and you’re selling your sales talent, after all.
  6. If you con’t have a contact at a target company, make some. (Details on how to do that below)

Video Interviewing – you are still making an impression…visually, personalty, body language, etc.
o Wear a suit and tie
o Check your backdrop, design it, change it, look at TV correspondents’ backdrops on the news and take notes from them – i.e. bookcases instead of a TV behind you.
o Have the camera level with your eyes
o Keep your video conferencing software updated. (Zoom AND Webex AND MS Teams, AND Blue Jeans AND GoToMeeting…test out the software ahead of each video interview. Nothing will derail an interview faster than a video app that needs updates 3 minutes before it’s suppose to go live, like extensions that needed to be added to your browser.
o Lighting – be front lit, lots of light. Having light behind you will produce a silhouette that will produce a horrible image.
o You may need to exaggerate body language, hand motions, facial expressions.

Resources:

  1. Contact Jordan here: https://www.linkedin.com/in/jordanagreenberg/
  2. Reach out to Bob for a one-on-one chat here: https://www.linkedin.com/in/robertmcneil/

JOB SITES TO UPLOAD A CURRENT RESUME TO:JOB SITES

LinkedIn Jobs

Monster

Ladders

Indeed

These are useful so you can be found, rather than find roles out there.

OTHER NOTES

  1. Physical Fitness. – do not neglect your health during a job hunt. All the worlds health advise, I am convinced, boils down to “Eat right & exercise” A lot of us have bad habits to deal with stress and over-work. So, get outside once a day at least, walk a mile, go on an evening hike, return to your gym, if you can do so safely.
  2. Never stop networking. Make it a habit to reach out to a few people (at target companies) per day on LinkedIn. Have a few canned outgoing messages like: “Hi __, I’d like to join your network as a fellow ____ alum in the tech sector.” or “Hi _, I’d like to connect with you as I am looking at sales roles in ______. Do you have time for a call later this week or next week? Thank you!”
  3. Stay in touch with your tech sales community through my meetup: https://www.meetup.com/Colorado-Technology-Sales-Meetup/ and ask ‘How can I help out?’

Job hunting during COVID-19

We had a great webinar last week. Here are the notes from the event:

• Small companies are in a hiring freeze, but there are exceptions…just ask Jordan.
• Large companies are hiring, but this needs to be qualified:
Is the req. for real?
Are they actually hiring for the position? “Actively interviewing”…or not. Some companies have lots of posted requisitions but are only hiring for a small % of them.

HOW TO JOB HUNT –

  1. Find the req.
  2. Have a contact of yours who works at your target company submit the resume. Send them the req. # and your current email and a cover letter to submit on your behalf.
  3. Follow up
  4. Find out from your contact if the req. is for real
  5. More follow up – you’re in sales and you’re selling your sales talent, after all.
  6. If you con’t have a contact at a target company, make some. (Details on how to do that below)

Video Interviewing – you are still making an impression…visually, personalty, body language, etc.
o Wear a suit and tie
o Check your backdrop, design it, change it, look at TV correspondents’ backdrops on the news and take notes from them – i.e. bookcases instead of a TV behind you.
o Have the camera level with your eyes
o Keep your video conferencing software updated. (Zoom AND Webex AND MS Teams, AND Blue Jeans AND GoToMeeting…test out the software ahead of each video interview. Nothing will derail an interview faster than a video app that needs updates 3 minutes before it’s suppose to go live, like extensions that needed to be added to your browser.
o Lighting – be front lit, lots of light. Having light behind you will produce a silhouette that will produce a horrible image.
o You may need to exaggerate body language, hand motions, facial expressions.

Resources:

  1. Contact Jordan here: https://www.linkedin.com/in/jordanagreenberg/
  2. Reach out to Bob for a one-on-one chat here: https://www.linkedin.com/in/robertmcneil/

JOB SITES TO UPLOAD A CURRENT RESUME TO:JOB SITES

LinkedIn Jobs

Monster

Ladders

Indeed

These are useful so you can be found, rather than find roles out there.

OTHER NOTES

  1. Physical Fitness. – do not neglect your health during a job hunt. All the worlds health advise, I am convinced, boils down to “Eat right & exercise” A lot of us have bad habits to deal with stress and over-work. So, get outside once a day at least, walk a mile, go on an evening hike, return to your gym, if you can do so safely.
  2. Never stop networking. Make it a habit to reach out to a few people (at target companies) per day on LinkedIn. Have a few canned outgoing messages like: “Hi __, I’d like to join your network as a fellow ____ alum in the tech sector.” or “Hi _, I’d like to connect with you as I am looking at sales roles in ______. Do you have time for a call later this week or next week? Thank you!”
  3. Stay in touch with your tech sales community through our meetup: https://www.meetup.com/Colorado-Technology-Sales-Meetup/ and ask ‘How can I help out?’

Five online events for April 2020

It’s going to be a while before we go back to in-person events. To maintain sales & to keep expanding & maintaining our business networks, on-line & virtual events are going to be the way to go for now.

There are some great things happening on line, I’ve attended several webinars on how to cope with the impact that COVID-19 is having on business. Here is a run-down of some events that may be of value to us tech sales pros:

  1. AWS Innovate

Register here: https://aws.amazon.com/events/aws-innovate/?innovate-agenda.sort-by=item.additionalFields.category&innovate-agenda.sort-order=asc

AWS Innovate Online Conference is designed for executives and IT professionals looking to leverage the AWS Cloud to build and innovate at scale. Hear the very latest in cloud vision during the keynote by Glenn Gore, Chief Architect, AWS, and the closing by Olivier Klein, Head of Emerging Technologies, AWS, and Dean Samuels, Solution Architect Manager, AWS. Take the opportunity to dive deep into any of the 80+ business and technical sessions delivered by AWS experts. This free online conference is designed to inspire you; educate you with respect to AWS services; and help you develop the skills to design, deploy, and operate infrastructure and applications.

2. April 22: Startup Grind Doug Thorner and Sabina Zolot throw some great events. One is coming up on the 22nd.

Register here: https://www.startupgrind.com/events/details/startup-grind-denver-presents-elizabeth-giorgi-co-founder-ceo-soona-founder-ceo-mighteor-presented-by-aws/#/

3. April 14th: How to maximize sales in a virtual world. (Yes, shameless plug for my meetup)

Register here: https://www.meetup.com/Colorado-Technology-Sales-Meetup/events/269931521/

4. The great people at Built In Colorado have great events listings.

Chris Kelly co-founded a multi-million dollar business in 2009 during the “Great Recession,” and is in the midst of launching another new venture now that we’re back in turbulent times.

On this live and interactive online event we’ll discuss how entrepreneurs can analyze our current economic situation and strategize to build businesses for the future.

Be sure to RSVP and join at https://event.webinarjam.com/register/42/g32qkuxq (or at http://onlinestartupevents.com if joining at the last minute)

https://www.builtincolorado.com/event/how-and-why-my-business-started-recession-chris-kelly-online-event/64485

5. Ramp Up Remote: How to Build Community + Culture in Distributed Teams

ORGANIZED BY GENERAL ASSEMBLY
APR 9 11:00 AM – 12:00 PM Founders Networking

As we all watch the evolving COVID-19 situation, companies around the world have rolled out mandatory remote work to reduce the risk. For many years, people have predicted the rise of technology would allow jobs to become more distant from the office. Is this a revolution and a glimpse into the future of work or just an emergency move?

In partnership with Hypergiant Industries and Salt Recruitment, join us for a virtual panel discussion on the Ramp Up Remote: How to Build Community + Culture in Distributed Teams. We invite you to come and learn how businesses are working to build and nurture a new remote-work culture that can outlast the coronavirus outbreak.


This event will be hosted online (Livestream) due to safety considerations, please check out the “Preparation” section on the bottom of this page. Registered participants will be notified in advance of this program with information on how to log in to the event.

*Please note that by RSVPing to this event you are agreeing to receive communications from our partners.

Preparation

  • This event is taken completely online via Zoom.
  • You will need access to a laptop or computer with strong internet connection.
  • Event set up information will be emailed to all signed up the day before the event launches.

https://www.builtincolorado.com/event/ramp-remote-how-build-community-culture-distributed-teams/64233

BONUS: Denver Growth Hackers, April 16th, 6PM

Register here: https://hopin.to/events/denver-growth-hackers-is-technology-an-addiction-or-an-asset

Michael Ostrow knows how to run a fun event.

This event will include a Fireside Chat, Virtual Networking Rooms, and the ability to chat 1-on-1 with someone..

The Fireside Chat will be with Rob Krecak, who will be chatting with us about how we can better utilize our tech without becoming addicted..

During a time like this, we may be more invested into our phones and electronics.. Is that a good thing? Are we becoming more addicted to ever little ping and notification on our phone?

Let’s chat about some ways to keep our focus and sanity during this quarantine.

The event is Thursday, April 16th, from 6-7:00pm (with networking after 7pm).

Coronavirus, the elephant in the Zoom session meeting room

Many of us sales professionals have had a big hole punched in our pipelines & forecasts over the past couple of weeks.  So, what to do about it?photo-1584474263418-b947971ef9dc

Having an issue like this is one thing, however, those among us fortunate enough to work for seasoned sales leadership will have an opportunity to do something about it.  The word ‘responsible’ is a combo of the words ‘response’ and ‘able’, able to respond, over merely flinching and reacting.  Our sales tactics and strategies need to be adapted, we need to respond to this crisis with a plan going forward.  Having an issue shouldn’t be an issue as long as you are pro-active and responsible about presenting a plan to resolve this situation.

For those of you under extra pressure, get a plan together and work that plan with your sales leadership.  Do this ASAP.  Work the plan, adjust the plan and keep working the plan.

TACTICS:

I’ve been sitting in on a few webinars on how to sell remotely, how to sell during this crisis.  Some point to this being a great time to get back to basic cold prospecting.  Get your prospects cell phone numbers and reach out to them.  Some people are craving some real contact over email or text.

SOCIAL SELLING:

If you can identify the right prospects to reach out to, pro-actively send them LinkedIn invites with a short, but thoughtful intro line that will encourage them to respond.  LinkedIn caps your open invites to 3000 at a time, so use them!  Your LinkedIn network won’t tap out until you hit 30,000 contacts.

Strategically, your outreach and messaging needs to adjust.

  1. Think like a CFO – think about how do you affect the ROI.
  2. Acknowledge times are tough.
  3. Go through whole pipeline and re-qualify EVERYTHING.
    1. Have another discovery call.
  4. Lead with Empathy “Sounds like a stressful time for you?”
  5. Lead the call – if there is noise, call it out and mute it
  6. “Be the Expert” a’la Challenger Sales style.
    1. If you are not familiar with Challenger Sales, buy the book or search YouTube for tutorials.
    2. I know not everyone will agree with that specific methodology, but I find it useful in the tech sector, where we often find ourselves presenting IT executives with new ideas and ways of doing things.

TIPS ON VIDEOCONFERENCING:

  1. Dress well for Zoom sessions
  2. Camera ON and at eye level
  3. Have the room light in front of you, not behind you, use natural light if possible.
  4. The Economist half-jokingly said that you should have your home office backdrop  include bookshelves or wall hangings, not your TV as the size of your home TV is in inverse proportion to your social standing.

MODIFY YOUR CONNECT QUESTIONS – how has the virus / quarantine affected….

  1. Buyer
  2. Company
  3. Marketplace
  4. Industry

“Hey, how are things, everyone there holding up?”

So, lets get back to basics, call your prospects cell phones, acknowledge we are in some strange days and quickly move into business.  Set in-person meetings for 90+ days out but start the sales conversations today.

Yours in Sales,

Bob & the CTSP.

 

Denver Growth Hackers – Tonight, January 16th

2019 Kickoff Party!

Wednesday, Jan 16, 2019, 5:30 PM

Venture X
2000 S. Colorado Blvd Denver, co

58 Members Attending

What we’ll do: This is the Official Denver Growth Hackers 2019 Kickoff Party! Get 2019 started with the best foot possible (I’m right footed so that’s my best foot..). This group is full of business owners, entrepreneurs, marketers, sales professionals, total nut cases (myself included) and others seeking personal or business growth. This event is …

Check out this Meetup →

venture_X_03

Another worthy event coming up from our friends at Built In Colorado:

Built In Colorado’s Top Companies Hiring

Wednesday, Jan 30, 2019, 5:30 PM

New Space Gallery
400 Santa Fe Drive Denver, CO

11 technologists Attending

Registration is required for this event. RSVPing on Meetup does not constitute registration. Please note, walkups will not be permitted. Get yours here: https://goo.gl/VAeYxj Show your career a little love at Top Companies Hiring, presented by Built In Colorado. Top Companies Hiring is your opportunity to get to know 6 of Colorado’s most exciting s…

Check out this Meetup →

Get face-to-face with these companies: Adtaxi, Alto Pharmacy, Matillion, OnDeck, Percolate, Rogue Wave Software

Our 2019 Meetup Schedule…so far

Is your New Years Resolution to up your game as a Sales Processional?  Come check out one of our events.  If you are interested in speaking, Q4 is still open.

Cold Calling 101 revised-new perspectives

Monday, Jan 14, 2019, 5:30 PM

Venture X
2000 S Colorado Blvd. Denver, CO

56 Technology Sales Professionals Attending

James will giving an update on his previous presentation. Here is what to expect this time. The things that sales can not control but must ensure is working How to properly get respect and give respect in the cold call Know when to say until next time we talk Pipeline Metrics A role play from a willing audience member (Still in development)

Check out this Meetup →

Successful Sales Blogging

Monday, Feb 11, 2019, 5:30 PM

Venture X Denver
2000 S. Colorado Blvd. Denver, co

16 Technology Sales Professionals Attending

Successful Sales Blogging What if you could reach out to your customers and prospects with useful soft-sell information that builds mindshare and trust? LinkedIn and your company blog can help you make it happen. In this interactive session, you will learn what people are writing about, how and how often they blog, who they target, and why they kee…

Check out this Meetup →

Sales Recruiter Roundtable-Colorado Springs Edition

Tuesday, Feb 12, 2019, 5:30 PM

Epicentral
415 N Tejon St Colorado Springs, CO

11 Technology Sales Professionals Attending

Come out to meet recruiters and other tech leaders that will tell you what to do and what you should avoid in the hiring process

Check out this Meetup →

Colorado Tech Scene Discussion with Colorado TechCast host Trapper Little

Monday, Mar 11, 2019, 5:30 PM

Venture X Denver
2000 S. Colorado Blvd. Denver, co

8 Technology Sales Professionals Attending

Trapper Little hosts the Colorado TechCast podcast, interviewing business leaders in Colorado on a regular basis. We will moderate a discussion on where the tech scene is in Colorado and discuss trends and opportunities for sales professionals. You can check out the podcast here: https://www.coloradotechcast.com/ or go straight to the Podcast link …

Check out this Meetup →

What a Salesperson needs to know to work in a Bootstrap Startup

Monday, Apr 8, 2019, 6:00 PM

Venture X Denver
2000 S. Colorado Blvd. Denver, co

7 Technology Sales Professionals Attending

Please join Eric Wu, the former CEO of Bracket Labs a top ten app on the Salesforce exchange. While CEO of Bracket Labs Eric helped lead this Startup from its infancy to a top 10 app and one that should have $4 million in annual recurring revenue at the end of 2018. https://www.linkedin.com/in/ericwu/

Check out this Meetup →

Customer Success-A lot more than follow up sales and implementation

Monday, May 13, 2019, 6:00 PM

Venture X Denver South
2000 S Colorado Blvd Tower 1 Suite 2000 Denver, CO

12 Technology Sales Professionals Attending

Please join Patricia Saunders, Vice President of Customer Success at Convercent as she reflects on her twenty plus years of experience on where customer success has come from, where it is at and what it may look like in the future. https://www.linkedin.com/in/pattisaunders/

Check out this Meetup →

The 2019 Sales Recruiter Panel Discussion

Monday, Jun 10, 2019, 5:30 PM

Lustre Pearl
1315 26th st Denver , CO

7 Technology Sales Professionals Attending

June 2019 is our meetups third annual Sales Recruiter Panel Discussion. The 2017 and 2018 events were successes and we expect 2019 to be huge. Bring a stack of business cards and connect with Sales Recruiters from various facets of the Denver Recruiting Scene. Learn what is on their minds RE: trends in the Denver market and advise they have for job…

Check out this Meetup →

Summer Bash-Time for cocktails & good food.

Monday, Aug 12, 2019, 5:00 PM

The Glasshouse
1700 Bassett Street Denver, CO

9 Technology Sales Professionals Attending

Glasshouse Pool area, weather permitting. No Agenda, just a social get-together & talk shop.

Check out this Meetup →

Sales Training & New Years Resolutions

Just like Doctors, Lawyers or Engineers, us Sales Professionals are, above all else, professionals.  As such we have to up our game and learn as much as we can, new ideas, new thinking in our chosen profession.  If not, we’re falling behind the competition we face every day out there in the field. Sandler is offering a year of their training library for free here: https://hd113.isrefer.com/go/sellannual/a309/ 

Submarine 3C, 2016_0

So, what is your new years resolution?  Mine is to invest in myself.  I’ve been through Sandler training before and it is valuable in the sophisticated sales process.

Sales Cycle Infographic

Want the in-person experience?  The Denver resource to go to is Dan Levitt, who has presented at my meetup before:

Dan Levitt Achievement Dynamics

 

Meetup thinks you’re Super

20181212_114501

The Colorado Tech Sales Roundtable was started in May of 2015.  Word about our meetings at the Commons on Champa was word-of-mouth through CTA Volunteers.  I tried various platforms as an on-line home to schedule events and track messages.  Nothing really clicked until I started using Meetup in August of that year.  We quickly rose to 50+ members and I had to start paying for a premium account on their platform.  At this point I knew we were onto something.  Adding James Foy as a co-organizer in 2016 absolutely put ‘jumper cables’ on the group and our member numbers soared to 500+  within a couple of years.  James also helped bring an important change in format: from moderated discussions around professional development in sales to more presenters and panel discussions.  In 2018, Samuel Thomas Elliott asked to take our concept to Colorado Springs and has expanded our presence in Colorado.  It is called the Colorado Technology Sales Roundtable for a reason, after Meetup Analytics December 2018all, not the Denver Tech Sales Meetup.

All this has paid off.  At this writing, our member numbers are 650+ and adding a member every day or two.  Our members have given us 78 five-star reviews (and one four star) and we’re going to keep having events every month for the foreseeable future.  Meetup has noticed this and granted us Super-Group Status.

The analytics are great.  People are finding this group impactful on their careers and professional development.  Our members are also pointing out that we’re making everyone feel at home.  I’m excited about where this meetup is going to go in the future.

Looking ahead to 2019 events

Thursday, January 10th Convercent is hosting Built In Brews. Always a valuable, high quality event. Walk-ups will not be permitted at this event. You must be registered to attend.Built_in_brews

My own Meetup, the Colorado Tech Sales Roundtable, Denver Chapter, has grown out of our 2018 location at Lustre Pearl.  We’re moving our events to Venture X Co-Working space for 2019.  Out-growing Lustre Pearl is great problem to have.  Also, Venture X may be more convenient for those coming in from South of Denver.  It’s in the same Plaza as the Dave & Busters at I-25 & Colorado Blvd.

ventureX_Denver_02

This space is really ideal for meetups & we were lucky that their community organizer, Michael Patton, gave us a tour this week.  The space is at once far more elegant than Denver’s other co-working spaces I have visited, and it is uniquely Colorado in it’s classic southwest style.  Parking is very easy, RTD is 100 yards away and we’d need 5X of our current members to RSVP at once to outgrow their space.  We’re excited to have Venture X as our hosting sponsor for the foreseeable future.

If you are in the market for co-working space in Denver, Venture X is offering a different user experience than other companies in the area.  Check them out.  One unique aspect to Venture X is their location.  They are not downtown; if you are hiring talent south of Denver, their commute to Venture X will be far easier, either by car or RTD.

Venture_X_Denver_01

On January 15th, Our Colorado Springs Chapter is hosting the Sales Recruiter Roundtable.  Please bring your business cards to this event.  This event has been held three times in Denver and  it’s been one of our best-attended events in the Denver chapter.  I’m excited to help Samuel host this event in the ‘Springs.  This event is hosted at the Epicentral Co-Working space in downtown Colorado Springs.

colorado springs epicentral