Aaron Ross Catch-up

Aaron Ross and his new BlackBox team are helping us build some process and jump start our sales machine. He started working with us full-time and in one week we’re seeing serious results; and in particular, my sales team has the eye of the tiger back.

I realized I got a bit behind on my mandatory reading (sorry Aaron); just banged through a backlog of AR posts. Good stuff of course, but I love this, I’m sure to try it with the next cold caller:

Especially having been in sales, whenever someone tries to "close" me or uses a sales process that is obviously forced or inauthentic, I always feel like telling them "Wait, John - I'm getting a phone call. Hey, it's 1995 calling, they want their sales technique back."

Thanks Aaron!

I’ve been spending a lot of time (sadly at home, apologies to my wife) thinking about key metrics. Aaron’s points on not going overboard on metrics are right on. It’s so easy to have metrics coming out of your ears; I’ve succumbed to desire to put too many metrics in our software. We recently had the first of many future client roundtables at Leads360 and I learned quite a bit, in particular about the metrics that are most important to many of our clients and how they want them presented to them (that’s another post of course).

The high school adage barked at me many times; keep it simple stupid, holds true again.