A reader who works as a salesman in a multinational company writes me:
Everything is useless if you don’t want to get your backside red-hot by working hard every day in search of “porcini” to flavor your dish with!
You can have the best list of leads but if you do not have something more of your own to attract and convince the prospect in addition to a valid product, all that’s left are bullshit!!!
I like the idea of the salesperson who is not satisfied with having good leads and a good product and wants to put in his own. So, he ” burns his backside” by going in search of customers, like a mushroom seeker looking for porcini mushrooms. And he claims his role and his merits because in the end the customer buys from him.
It means that real salespeople with an insatiable hunger for orders still exist. I thought that salespeople with this propensity to work hard were an endangered species.
And precisely because good salespeople exist, I still stand by that advice:
Today, the better a salesman is, the more wasted he is in working hard by going around like a mushroom seeker in the woods.
That’s what I mean:
A good salesman doesn’t have to look for mushrooms. He must COLLECT the mushrooms.
That is, there should be someone in the company to show him “the good places” to go. A sighting officer. A smeller.
Someone who does lead generation for the salesman.
All the good mushroom eaters know how to see and grasp the mushroom that amateur seekers don’t see and trample on. But even before that, the good mushroom seekers know places with the right vegetation and the right exposure.
So, I repeat: today you need someone to create a lead generation strategy for the salesman-mushroom seeker. Someone to show him the good places to go.
And this is the task of marketing.
Then the good salesman must go in the woods to pick mushrooms, with the risk of meeting the bear (the competition).
He is still the one who remains the absolute protagonist who brings home every day a basket full of orders.
For an updated vision of the lead generation process and sales, click here: