A tale of two "C's"
Posted by Frank Belzer on Thu, Dec 03, 2009 @ 02:48
So there are two CEO's of similar sized companies in the Boston area that I had been pursuing for some time. They had similar challenges, were about the same age running young hip companies. The interaction level had been about the same, same number of emails and calls had been placed hoping to get their attention. Same type and number of voice mail messages had been left. Then finally a few weeks ago I made contact with both of them a few days apart - I mean they actually picked up the phone!
CEO #1 said " thanks for being so persistent and not giving up on me, we really do need to talk about getting some help " ,Then he laughed and said " I was just testing you to see what you were made of, I really do wish my people worked as hard at reaching my prospects as you did at reaching me!"
CEO #2 said (shouting) " you know I have had enough of these aggressive tactics and you can't take a hint can you - I am not interested in ever doing business with you, got it!" then he hung up.
Both of these were welcome responses because like most sales people I would rather have a clear Yes or a No than a neutral response. CEO #2 was right - I don't take hints and hopefully your sales people don't either. Hints are another word for what we call a negative record collection. But what was the difference between CEO #1 and CEO #2.
The first CEO described what I was offering as "help" the 2nd as "business". The first appreciated my persistence and effort the second saw it as aggressive tactics. The first thanked me for interrupting and the second yelled at me. So let's forget about me for a minute and ask the real question - which of these two CEO's can really lead a sales force. Not number 2 and let me explain why. CEO # 2 clearly does not have a supportive buy cycle, does not appreciate persistence and carries the head trash that " it is wrong to interrupt people" and they should take "hints" aka - assume.
My prediction is this - although both companies are similar in size and scope that with or without my help the company led by CEO #1 will do better that that under CEO#2.
I will keep you posted.
