Are you looking to change the world? Rock stars have a passion for what they do. They’re on a mission. It’s probably not about the money. Do you have a personally compelling reason to get up every morning and a plan to get there?

Do you believe that it’s all about sales? It’s not about what process you use, new ways to close, new ways to get leads. It’s about the number of customers that are incredibly happy for having bought from you and telling the world about their experience because they want everyone to be as happy with you as they are. It’s not about helping you get rich. It’s about you making more people happy.

Do you have a sales mentor? Sales Rock Stars have math teachers, English teachers and people that taught them how to swing a hammer and sew. They also have people that have taught them sales in a classroom or managed them in the field, but they have one person that they’ve come to realize changed their life when they worked together. (BTW, you can’t hire a mentor. It’s something that you realize after.)

Do you understand your network and is it relevant? Rainmakers of old seemed to know who to talk to when. They always seemed to know the right person that can move things along. That’s a lot different than having a gazillion followers on Twitter or thousands of LION connections on LinkedIn. Do you continuously cultivate your network? Are they connected to you the way that they want to be connected to you? Do they proactively share your content? Are they actively evangelizing on your behalf?

Are you regular? When I read the book, Passages, the author mentioned that at some point in your 20’s or 30’s, you realize that your mentor and your father were just regular guys trying to get through life. Rainmakers and Rock Stars don’t usually seek the attention or title. They’re typically going about the daily business of attracting new prospects, nurturing those prospects into customers and converting those customers into evangelists. They seldom say, “I am wonderful!” and usually exhibit quiet confidence.

I recognize that this article might not be what you expected, but recognize that millions of kids play baseball. Some play professionally in the farm system, but very few make it to the majors. The same can be said for musicians. How many of us took lessons as kids, sing in the choir at church, or even get to play night clubs, etc, but never Carnegie Hall or Madison Square Garden?

If I can help or you’d like to talk about yourself, feel free to schedule a call.

If not, have the best 2013 that you can!

I received this as a joke this week. Please, read it. Then, re-read the title. Then, comment.

The National Park Service, administered by the U.S. Department of the Interior, PROHIBITS feeding the wild animals – because the animals will grow dependent on handouts and never learn to take care of themselves.

Thus ends today’s lesson.

When I used to teach salespeople how to apply Baseline Selling to their sales process, I used to explain that we use a baseball diamond because in baseball, you can’t skip a base or you’re out. If you don’t make it all the way to a base, you must go back to the prior base before you are tagged out and that although there are 4 major bases (benchmarks in the sales process), there are a series of steps that are taken along each base path that you need to take in order to earn the base.

Coaching fails because many coaches spend most of their time in the fantasy world of the salesperson’s ‘what-if’ mind. They spend their time talking about stuff that never happened and probably never could happen. Let’s go back to baseball.

If a runner gets tagged out sliding into third base. his coach need to ask questions about how he slid, why he slid, whether or not he should have left second. The coach and the player probably don’t need to debrief hitting the ball or any part of getting to second (unless they need to address rounding second on the way to third). They also don’t need to talk about what they would do once they reach third. That’s fiction. Didn’t happen and couldn’t happen given the current scenario.

But sales coaches all around the world continue coaching all the way through to the close and they’re wasting their time. I had a client who is now very successful. When he was a client, he called me on the way to his sales calls and we spent a few minutes ‘getting ready’. We focused on what we knew and what we needed to know. We developed several high level, big picture questions that we could lead with to start a drill down and that was it. We couldn’t practice the close because we didn’t know why this prospect would buy. So, pre-call strategization is strictly developing those high level questions. That same client would also call me immediately after the call and we’d debrief. I’d ask where they ended up, then I’d ask what happened before that and before that and before that until I knew where the process got off track. Then we’d fix that. Coaching is simple when it’s offered at the right time and aimed at one specific need. Fix that. Move on.

Want to talk about 2013? Get on my calendar. (no charge)

Then I read Stephanie McLaughlin’s rant, “Hold The Media Accountable“. She’s upset (rightfully) with the reporting of misinformation by the mainstream media this weekend. Read the article.

Then I read Pete Caputa’s post “5 Big Things I’ll Be Writing About (And Implementing) in the New Year“. Now, you should know that I really like and respect Pete, but that doesn’t mean that we have to see eye to eye on everything.

Finally, as I look back at 2012 and how I’ve spent my time post-Kurlan, Smarketing, Sales & Marketing Alignment, Analogies with Dating, Social Media’s Disconnect with Sales, Inbound12, Inbound Networking, My “I Have A Dream…” post. Speaking of my blog, I’ve had more guest authors this year than the previous five years combined and I think that you’ve liked it because traffic has tripled.

But when I wrote, “RainMakers and Rock Stars“, I realized how much I disliked people that tolerated mediocrity. Now, let me tie this together.

The mainstream media lies, but any Tom, Dick or Harry with a smart phone can post or tweet a lie. We the people can’t trust politicians, but we also can’t trust bankers, lawyers or salespeople. What’s that saying? “Figures don’t lie, but liars figure.” Respectfully, do past performance statistics have anything to do with future performance with a particular client. Figures don’t lie, but they may not be relevant. The bottom line is that your prospects probably don’t trust you. They will check you out on line first. They will need your on-line presence to be consistent with their experience when they start talking to you and working with you and in order to be a sales rock star in 2013, you, personally have to have a strong, professional and inbound oriented presence on line and it must be consistent with the way you are in reality.

Stay tuned. My next post will lay out How to be a Sales Rock Star in 2013.

Then I get this InMail.

I replied,     This is gonna be a GREAT blog post!

Look at how ‘in the moment’ she is. She replied,

Clearly, Sarah gets it! You can connect with her on LinkedIn at Sarah Papachristos, follow her on Twitter at @SarahPapa or read her articles at Great Island Technologies’ Inbound Marketing Blog.

BTW, I will be at the Portsmouth HUG. FREE BEER!

Thank you for donating to the Wikimedia Foundation. You are wonderful!

It’s easy to ignore our fundraising banners, and I’m really glad you didn’t. This is how Wikipedia pays its bills — people like you giving us money, so we can keep the site freely available for everyone around the world.

People tell me they donate to Wikipedia because they find it useful, and they trust it because even though it’s not perfect, they know it’s written for them. Wikipedia isn’t meant to advance somebody’s PR agenda or push a particular ideology, or to persuade you to believe something that’s not true. We aim to tell the truth, and we can do that because of you. The fact that you fund the site keeps us independent and able to deliver what you need and want from Wikipedia. Exactly as it should be.

You should know: your donation isn’t just covering your own costs. The average donor is paying for his or her own use of Wikipedia, plus the costs of hundreds of other people. Your donation keeps Wikipedia available for an ambitious kid in Bangalore who’s teaching herself computer programming. A middle-aged homemaker in Vienna who’s just been diagnosed with Parkinson’s disease. A novelist researching 1850s Britain. A 10-year-old in San Salvador who’s just discovered Carl Sagan.

On behalf of those people, and the half-billion other readers of Wikipedia and its sister sites and projects, I thank you for joining us in our effort to make the sum of all human knowledge available for everyone. Your donation makes the world a better place. Thank you.

Most people don’t know Wikipedia’s run by a non-profit. Please consider sharing this e-mail with a few of your friends to encourage them to donate too. And if you’re interested, you should try adding some new information to Wikipedia. If you see a typo or other small mistake, please fix it, and if you find something missing, please add it. There are resources that can help you get started. Don’t worry about making a mistake: that’s normal when people first start editing and if it happens, other Wikipedians will be happy to fix it for you.

I appreciate your trust in us, and I promise you we’ll use your money well.

Thanks,
Sue

Sue Gardner
Executive Director,
Wikimedia Foundation
https://donate.wikimedia.org

Boy! Do I feel good! If you’ve used the website, and haven’t donated, please click the link and do it now. If you haven’t used the link, check it out. They out rank my blog!

1. A new client had one of their customers write a testimonial for their blog.
2. I wanted to post the testimonial to the Hubspot Partners Forum on LinkedIn, but it didn’t say what I wanted it to say.
3. I searched my client’s blog to find a more suitable article.
4. I found one by Matt Heinz, but it didn’t say what I wanted it to say. So, I kept looking.
5. Then I found “Three Things Sales Managers Can Learn from Olympic Coaches” and thought, “That’s more like it.” (Jeez! I wonder why!)

So, how/why do you pick clients?

1. Do they have to fit a particular persona?
2. Do they have to have a specific problem?
3. Is it their passion?
4. Is it the person?
5. Do you need the money?
6. Are they a big name?
7. Is it what they do?
8. Something else?

BTW, as you probably figured out, my new client is FactorLab and the reason that I work with them is that they make it easier for a coach to be immediate, honest and consistent. If you or one of your clients would like to improve communication with their salespeople, ask for an introduction.

Yesterday, a member of the Inbound Networkers Group on LinkedIn posted a link to a landing page on his website. You should know that this particular group is about engaging, not just connecting, following, lurking, stalking or spamming. We meet on-line on Thursdays at noon and the world is invited. We’ve had some great meetings.

So, anyway, back to the member and his landing page. We have 17 rules that start with “Do”. We have for that begin with “Don’t”.

His content was useful, but I deleted it anyway and I hope that he doesn’t get upset because he’ll be breaking another rule!

So, how do you screw up great content? Make it all about you or post it in the wrong place.

December, 2011 I bought a ComfortZone Heater from Reny’s in Maine.

We used it during that heating season, but when I turned it on this year it didn’t work. So, I did a Google search and found Howard Berger Company. I called the company and was told to return the heater to the company for service.

I returned the heater in October and they received it on 10/18.

On 11/5, I sent this email, “Per your instructions, I returned my defective heater to your facility for replacement.
The tracking number is 1Z***.
It was delivered to you on 10:47 AM on 10/18/2012.
I haven’t received any acknowledgement of receipt by you, nor have I received a replacement. I just called and your phone is busy.
Please advise at your earliest convenience.“

Stacey Anderson replied the same day, “Hello – can you tell me the model # heater that you sent back? Thanks“.

Me, same day, “CZ2011C, but shouldn’t you know that?
You have the heater with all requested documentation.“

Two days later, Stacey replied, “Please send your mailing address to me – I have the heater ready to ship. Thank you, Stacey“

I replied with my address that day.

9 days later, my replacement heater arrived. I sent this email the next day. “Stacey,
Thank you for helping. The heater arrived yesterday.
BTW, after our last email exchange, I realized that you were in New Jersey and were in the path of Hurricane Sandy. How badly were you affected?“

Two days later (11/19), Stacey replied, “Your welcome. We lost electric for two weeks – Thanks for asking – enjoy the heater.“

I replied, “I will enjoy the heater and I appreciate that you handled this despite Sandy. Do you have a feedback or testimonial page? or would you rather I just post something about how wonderful you are on my blog and in social media?“

10 days later (11/29), Stacey replied, “Hello – you can said to orders@hberger.com. Sorry so late – been so busy. Hope you are enjoying your heater. Thanks Stacey“

Two points –

First, this company gave me great service even though they had been hit by Hurricane Sandy and were without power for two weeks when I was being a pain in the neck. Thank you. Thank you. Thank you. Great company. Deserve to be successful. (BTW, I read their company history page. Interesting story and just received an investment to continue growth. Awesome!

But –

Second, imagine if they could get found! I looked for Twitter and Facebook links. Couldn’t find them. If I send this to the orders email, the company knows that Stacey did a good job. If I put it on Facebook, Twitter, my blog, or the rest of the internet, potential customers know.

To wrap up, Howard Berger Company has a great product line and great service. Please RT, post and forward this message to tell your friends this story.

Also, click on their ‘orders’ email link above and tell them that they should hire me to help them into the 21st century.

How many sports fans ended the season with that resolve?

How many fans gave up on their team before they were mathematically eliminated?

Yesterday, a business owner used my scheduler to schedule a call with me. In the agenda section, he wrote, “Goal to walk away sharing game plan for 2013 and seeing if you want to be a part of it”.

So, during the call, he told me that he wanted to have 5 retainer clients. He also told me that he had no money to pay me to help him. I told him to read “Grow Sales With Social Media” and decide what he really wants me to do, if anything.

Contrast that with one of my clients. He’s looking to grow by $2 million in 2013 and we started 3 weeks ago. We’ve already started having conversations with prospects. We’ve got more appointments scheduled and the pipeline is filling up.

The Red Sox have a new manager, are signing new players and started selling 2013 tickets. Returning players have started their winter regimen to make sure that the 2013 season isn’t a repeat of 2012. They’re not ‘waiting til next year’. They’re spending money, making changes and working now!

So, to the business owner that I spoke to yesterday, I ask, “How many of those 5 clients can you sign in December? 5 clients in one month? Hell, some of your competitors have signed 10 clients in a month.”

So, how about you? Are you setting yourself up for a repeat of 2012 in 2013? Is that OK? What are you doing about it today? Will you end 2012 strong to start 2013 stronger? Want help? Schedule a call with me.

Do you have a friend that wants to do better? Send them this article. Have them schedule a call with me.