{"id":1025,"date":"2007-06-22T14:06:49","date_gmt":"2007-06-22T19:06:49","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/show-up-and-throw-up\/"},"modified":"2007-06-22T14:06:50","modified_gmt":"2007-06-22T19:06:50","slug":"show-up-and-throw-up","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/show-up-and-throw-up\/","title":{"rendered":"Show Up And Throw Up"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" style=\"margin: 5px 10px 10px 0px\" height=\"61\" src=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/06\/windowslivewritershowupandthrowup-b573basin.jpg?resize=86%2C61\" width=\"86\" align=\"left\"> As a continuation of <a href=\"http:\/\/selectmetrix.com\/blogs\/2007\/06\/its-all-in-the-questions\/\" target=\"_blank\">my post from earlier this morning<\/a>, I came across another Selling Power article that complements the point about the importance of asking the right questions.&nbsp; <a href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=1&amp;Layout_ID=650&amp;ARTid=2965&amp;nDate=June+18%2C+2007\" target=\"_blank\">The Sales Intelligence Imperative<\/a> provides detailed statistics regarding the point at which many sales stall.&nbsp; Interestingly enough, the researchers found that prospects were dropping out at a surprising time:<\/p>\n<blockquote>\n<p>New research from CSO Insights shows an \u20ac\u0153alarming erosion\u20ac\u009d in <strong>sales reps\u20ac\u2122 ability to move the sale forward from that initial conversation<\/strong>. Specifically, 57.6 percent of companies in 2005 said more than half of their initial conversations progressed further into the sell cycle.<\/p>\n<\/blockquote>\n<p>There will always be salespeople who approach the wrong prospects due to a lack of prequalifying.&nbsp; Some salespeople prefer any&nbsp;call instead of no call.<\/p>\n<blockquote>\n<p>CSO managing partners Jim Dickie and Barry Trailer say the reason companies are struggling to move prospects past initial conversations is that today\u20ac\u2122s ultra-informed <strong>prospects want reps to demonstrate a value-add beyond product knowledge during the initial meeting<\/strong>. When a rep can\u20ac\u2122t do this, prospects shun further meetings.<\/p>\n<\/blockquote>\n<p>That is exactly correct.&nbsp; We have completed sales opportunity post-mortems for our clients and found this lack of value-add to be the top reason an opportunity is terminated before moving through the selling system.<\/p>\n<p>Prospects can research your product or service through the web at a level that has not existed in days past.&nbsp; Heck, I remember thumbing through old Thomas Registers to find information about manufacturing companies.&nbsp; In those days, a salesperson spent much of their time explaining their product or service offering and that was a perceived value.<\/p>\n<p>Today, those types of salespeople see &#8220;alarming erosion&#8221; in their forecasts.<\/p>\n<p>(and my apologies for the title of this post &#8211; I simply have a weakness for that old saying)<\/p>\n","protected":false},"excerpt":{"rendered":"<p>As a continuation of my post from earlier this morning, I came across another Selling Power article that complements the point about the importance of asking the right questions.&nbsp; The Sales Intelligence Imperative provides detailed statistics regarding the point at which many sales stall.&nbsp; Interestingly enough, the researchers found that prospects were dropping out at a surprising time: New research from CSO Insights shows an \u20ac\u0153alarming erosion\u20ac\u009d in sales reps\u20ac\u2122 ability to move the sale forward from that initial conversation. Specifically, 57.6 percent of companies in 2005 said more than half of their initial conversations progressed further into the sell cycle. There will always be salespeople who approach the wrong&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/06\/show-up-and-throw-up\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[9,5],"tags":[],"class_list":["post-1025","post","type-post","status-publish","format-standard","hentry","category-sales-techniques","category-trends"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-gx","jetpack-related-posts":[{"id":1462,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/6-sales-myths\/","url_meta":{"origin":1025,"position":0},"title":"6 Sales Myths","author":"Derrick Moe","date":"March 11, 2008","format":false,"excerpt":"This article is from ManageSmarter.com and it debunks 6 very common sales myths.\u00a0 My absolute favorite from the short article: Myth: If sales understood the product better, sales would increase. Reality: Actually, if everyone in the company\u2014e.g., marketing, product developers, IT, and fulfillment, to name a few\u2014understood sales better, sales\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1464,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/sales-resource-sales-gravy\/","url_meta":{"origin":1025,"position":1},"title":"Sales Resource &#8211; Sales Gravy","author":"Derrick Moe","date":"March 12, 2008","format":false,"excerpt":"Don't you love that title, Sales Gravy?\u00a0 This site is a sales resource that I was not aware of until I received a call from Jeb Blount who runs the site. Sales Gravy is the fastest growing international networking community for Sales Professionals. Sales Gravy is your portal to All\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1567,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/redefining-the-sales-funnel\/","url_meta":{"origin":1025,"position":2},"title":"Redefining The Sales Funnel","author":"Derrick Moe","date":"May 12, 2008","format":false,"excerpt":"This video from Selling Power discusses a unique look at the traditional sales funnel.\u00a0 The author in the video states that the sales funnel has to be thrown out and redesigned based on the prospect's process.\u00a0 The 4 minute video is an excellent discussion on this topic: If you have\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2338,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/05\/the-external-focus-of-sales\/","url_meta":{"origin":1025,"position":3},"title":"The External Focus Of Sales","author":"Derrick Moe","date":"May 19, 2010","format":false,"excerpt":"I\u2019ve bumped into a common tension point within a company \u2013 the battle between Human Resources and Sales.\u00a0 My observations (and participation) of this feud is that it comes down to a fundamental difference in perspective between the two departments. Human resources has the strongest internal focus of any department.\u00a0\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":802,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/sales-manager-compensation-for-retention\/","url_meta":{"origin":1025,"position":4},"title":"Sales Manager Compensation for Retention?","author":"Mike Cardinal","date":"April 4, 2007","format":false,"excerpt":"A recent conversation brought to mind the responsibility of sales management for the development of both existing and new sales people. Why? Retention. As the employment market has shifted to an \"employee market\" - at least for talented sales professionals - sales management needs to make plans to retain sales\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1753,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/10\/6-tips-for-sales-managers\/","url_meta":{"origin":1025,"position":5},"title":"6 Tips For Sales Managers","author":"Lee Fratzke","date":"October 14, 2008","format":false,"excerpt":"Sometimes these quick tip articles provide little usable information.\u00a0 This article at Eyes on Sales is not one of those articles - there are excellent suggestions within the 6 tips (pay special attention to number 1): Lack of Process - The cure for this problem is to take your time\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1025","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1025"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1025\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1025"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1025"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1025"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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