Adam Gray’s Post

The start of another week (well it is for me because we had yesterday off in the UK) so what are you going to do this week? Over the last year or more I have seen salespeople sitting on their hands hoping that a deal will come in or that the next lead might pay off or that the forthcoming campaign/event will deliver what they need…but it seldom if ever does. If you are in sales you need to take control of your own prospecting and get a tight grip on your deals because you cannot rely on anyone or anything else delivering the deals and opportunities that you need. Start today. Start with social. Start with your profile and making it interesting, engaging and entertaining. Remember this is NOT your CV, this is your novel/book. You need to tell your story in a way that people like who you are. From the reader’s perspective, just because you say “I have 20 years experience and a proven track record of success” doesn’t make it true. #socialselling #pipeline #digitalselling #salestransformation #sales 

After a bit of messing around I finally got a couple of hours spare over the weekend to record a bit of music using a pair of decent microphones in garage band (and shot a video and out them together in iMovie)... So this is May You Never by John Martyn (from his 1973 album Solid Air). Excuse the mistakes in this...it was more an exercise in the tech as opposed to the music! For those interested this is played on the Mear & Gray OM18 (a golden era replica guitar bases on the 1931 Martin OM18). #acousticguitar #acousticmusic #guitar

A funny thing happened the other day, I bumped in to a friend of mine…slipped and bought a guitar from him! A rather nice 2011 Martin 0-28vs. A small bodied guitar modelled on a 1920s instrument and featuring the period pyramid bridge, slotted headstock an aged finish on the front (hence the lovely honey colour). I've always wanted a small bodied guitar (very easy to play whilst sitting on the sofa) and this seemed like a great opportunity. What it does mean though is that I probably need to sell one of the guitars I already have as the fleet seems to be ever growing. Oh well, these things happen. #guitars #martinguitar #vintageguitar 

That Album - The Stranglers, Black and White That Album, our regular "pub" (or bar) chat about great albums over the years that have shaped our lives. What was going on in the world and the band at the time, what was the inspiration, which songs we like and why... This week we are reviewing the 1978 album Black and White from The Stranglers with guest presenter Adam Broadway. Come along and listen, join the chat, become part of a community of people who love classic music and its power to create a shared experience. What does this album mean to you and what memories does it bring back or is this something entirely new! A fun way to end the week. Why not come and join our That Album LinkedIn group too https://lnkd.in/eXrmhHed #thatalbum #music #linkedinlive #1970smusic #1970s

Be the Buffalo: A Guide to Authentic Leadership with Special Guest Dan Kopp Be the Buffalo: A Guide to Authentic Leadership with Special Guest Dan Kopp Join us this week on The Digital Download for a discussion of the importance of self-awareness in leadership. We are rejoined by Dan Kopp, CEO and Founder of Leading Like A Buffalo. Drawing from his latest book, “The Power of Me Leadership: 9 Leadership Tenets for EVERY Leader,” Dan will share how embracing your unique traits and values can transform your approach to leadership. We strive to make The Digital Download an interactive experience. Bring your questions. Bring your insights. Audience participation is highly encouraged! #Leadership #Authenticity #PersonalDevelopment #socialselling #digitalselling #LinkedInLive #Podcast

Yesterday I received this as a connection request. By the time I saw it I suspect that they had already been blocked. I don’t know whether this was a bulk message that had been sent from an offshore spam centre or whether this was an AI bot, whatever the case it’s seriously concerning that anyone would have this as part of their sales development strategy. The problem is that so many people seem to think that sending a sales message when they connect (or immediately after) is either appropriate or effective… it isn’t. I’m sure that you don’t send messages like this but it’s always worth revisiting the messages that you do send to make sure that they are not salesy because as all the research shows - people do not come to LinkedIN to be sold to (and they don’t generally respond well when you try). Remember, you only get one chance to make a first impression and if that first impression is that you’re trying to sell them something they probably aren’t going to want to talk to you again. Gently is the answer. #socialselling #pipeline #digitalselling #salestransformation #sales 

What’s your North Star? The other day I was chatting to Chris (our man in Australia) and he spoke about a sales pitch he had received from someone (from another country) where they had used the expression “your North Star” - referring to the long-term objectives or goals that he might have. He took some delight in pointing-out that “we don’t have a North Star because we’re in the southern hemisphere!”… this made me think about how often I am approached by cold-outreach from people who have completely failed to grasp the challenges that my business faces because they are too busy trying to talk about how their solutions solve someone else’s challenges. “We work with many businesses just like yours” or “I’m sure you are familiar with this problem…” or “we can help you generate a constant stream of”… or whatever the generic cookie-cutter opening line is. (For clarity, no you don’t, no I’m not, and that’s one thing we’re very good at). The challenge for this style of leadgen is that it is delivered through a broadcast channel so. Whether you’re using emails, cold calling or advertising you are talking rather than listening. We need to make sure that we are trying to listen rather than just speak - the old quote from Epictetus “We have two ears and one mouth so that we can listen twice as much as we speak” is more relevant now than ever. In most cases this isn’t how people behave and let’s be honest it always turns you off when you receive a generic pitch from someone… so why would your prospect want to hear YOUR generic pitch. They wouldn’t. The beauty of being active on social media is that you get the opportunity to listen as well as speak. This enables you to make sure that what you are saying is what the prospect needs to hear (as opposed to what you want to say) so you MUST make sure to take this opportunity. One of the fundamental mistakes that we see time and again is where sellers send a connection request with a pitch in it or follow up immediately with a pitch because they are trying to “qualify in/out” as quickly as possible. When thinking about your social activities you need to remember that until the buyer has got to know you EVERYTHING you say is just words and they have no reason to believe you. Bear this in mind when you are thinking about your messaging because you only get one chance to make a first impression. #socialselling #pipeline #digitalselling #salestransformation #sales 

A friend of mine made a post earlier today that really resonated with me (thanks Katie Hart). It read “Nobody reads advertising. People read what interests them, and sometimes it’s an ad.” This should be a byword for every single organisation that undertakes marketing or communications activities. Too often companies think about what they want to say, rather than what might be of interest to a potential recipient of the message. The worst part of this is that the corporate “noise machine” that produces an endless stream of dull and boring content has infected individuals too. You need only look across your LinkedIn newsfeed to see 9/10 of what’s there is quite simply wallpaper. No wonder so few people like/comment/share the vast majority of posts. Let this be a lesson to everyone who produces content. People read what interests them… so for heaven’s sake make your posts interesting. Make them about you and the things that you are passionate about rather than your products and services because at least then you will have a chance at exciting and engaging people who don't work for the same company as you! #socialselling #pipeline #digitalselling #salestransformation #sales 

SalesTV.live - Mastering Sales Strategy This week on SalesTV, we discuss developing effective sales strategies with Amy Franko. Advisor, speaker, and best selling author, Amy has extensive experience in creating and implementing effective sales strategies across a range of industries. As the founder of the Strategic Selling Academy, Amy’s Strategic Selling Framework has been used to help organizations build consistent sales growth and retain top talent. In this episode, we'll ask: * What is meant by a sales strategy? * What are the core elements of sales strategy? * What's the difference between sales strategy and sales methodology? * How can sales leaders prioritize the key elements of their sales strategy? @SalesTVlive #SalesStrategy #ModernSeller #BusinessGrowth #SalesLeadership #sales #pipeline #linkedinlive #podcast

My wife was away last week with my mother so she brought me back a little gift. I am forever looking for notes to scribble things down on and end up often simply ripping the corner off an A4 sheet... so she found this rather delightful box of Lego notes (which also brighten up my desk… which is nice). Simple things can always put a smile on your face and cheer you up. The problem for so many people in sales is that they don’t get any of those “little treats”, what they get is a constant stream of “I’m not interested, go away” (or silence) from the people that they are contacting. The problem with this is it’s “cold outreach” and whether you choose to do it by telephone, email or even InMail it simply isn’t going to work in the modern world because people don’t want to listen to you pitch your products and services because they are i) too busy, and ii) don’t believe you when you speak. The impact that this has on salespeople is significant. Everyone knows salespeople need a thick skin, but even thick skins are not impregnable. Is it any wonder that sales is facing a mental health epidemic at the moment with many people in sales roles not swapping companies but swapping careers? There is a way to turn this tide though. A way that is based on human interaction and relationships that not only is more effective, but makes the salesperson feel valued and wanted.  #socialselling #pipeline #digitalselling #salestransformation #sales