This is a Guest post by Jill Konrath of Selling To Big Companies.
Kevin Writes: I have a long-standing client. One noteworthy group asked us for a meeting to converse about a project and we geared up a moderately complex Statement of Work in just two business days.
We sent it, followed up with an e-mail several days later, followed up with one telesales call each week the following two weeks, and with another e-mail the next week. Ultimately, having hear nothing from the folks we were working with, I elevated to higher ups.
As you can imagine, I got a reply from my Director contact, and of course, ire and frustration from the unresponsive project folks. Was I wrong to elevate? The logic of the project folks (my prospect) is that if we weren’t hearing from them, we should continue contacting them.
Now, where is it written that only telesales people or sellers have to exhibit professionalism, not the client?
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My thoughts: The game has varied in the corporate world today. However, honestly, it is not that they are bad individuals. They are literally expected to do too much in too little time.
They are running so lean and mean that it is impossible for them to keep their head above water. I have preferred to have compassion for them. Personally, I would have hate to be in an environment like that.
However, that doesn’t mean that we need to change what we do. With each project you do, ensure you have full communications going at all times with multiple people in the organization.
Let the prospects know that you are communicating with the executives. Be completely transparent about it- it’s how you work. That way, it won’t seem like you’re going around them.
What would you suggest?
Jill Konrath, author of Selling to Big Companies, helps sellers crack into corporate accounts, shorten sales cycles and win big contracts. She’s a frequent speaker at annual sales meetings, kick-off events and professional conferences. For timely and provocative sales advice, visit www.SellingtoBigCompanies.com
