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are you a technical sales professional in this   episode i'm going to cover  the best practices in 2021 what's up guys kyle milan here and if  you're in industrial sales or marketing   if you're a technical sales professional  then definitely hit that subscribe button   turn on notifications so you get notified every  week when we produce new content and share with   one person that you know all right on this  episode we're covering the best practices   for sales engineers technical sales people does  not matter if you're a sales engineer business   development specialist business development rep  vp whatever it is if you've got soft skin then go   ahead and skip to the next episode because  i'm keeping it real i'm spitting the truth   because i'm so tired of seeing the same mistakes  happen so it does not matter what industry you're   in whether you sell a product or you sell a  service if you're in technical sales there's   some truth that needs to be told to you most of  you guys are not doing what you should be doing   most of you guys have become completely complacent  on trying to grow revenue for the company trying   to grow your own wealth and you're just sitting  back collecting that that salary may be a little   bit commissioned now to my top performers out  there that are crushing it that are going 200k   or more per year you guys can learn some things  in this too to take you to that next level it's so   often people i talk to all the time whether it's  students of tsu or it's new potential customers or   new clients at mfg tribe come in and i'm like  what's your sales team like and people aren't   doing things they're still doing the same thing  so number one stop doing what you've been doing   that has not worked in years trade shows focusing  on trade shows does not work just being passive   and not and just sending an email and then curling  your toes like a three foot putt that you're about   to choke on and hoping that something happens  with it does not work you guys have been lazy   you've become complacent you are soft you're  used to your salary carrying in your monthly   income and if i'm the owner of that company or i'm  the leader of that sales team you're getting cut   because if you're not performing then you're a  complete waste of money now i'm not saying that   you have to do something every month and close a  big deal i am realistic but the problem is that   most of your managers and vps out there are way  too soft on you they're not either they're not   confident enough in what should be happening  they're not giving you the tools or they just   don't care because they're getting a salary based  on whatever performance metrics that they have   but you guys are doing the same thing and  every company that we talk to it's like what   is your sales team doing they're doing these five  things they're doing trade shows they're waiting   on emails they're looking for referrals from  marketing they're waiting most of the time for   a response they're not changing their follow-up  methods they're just doing the same thing over   and over and over again and not getting anywhere  and i don't know like i always tell them let me   talk to your owner because those people need to  go because that's just ridiculous now we can try   and train them if they're open to it but you know  how many times i talk to people it's a team of 2 5   15 30 sales people and there's always a percentage  of them sometimes it's 20 sometimes it's 50   they're like no that won't work no we don't  want to do that i want to stick with what i'm   doing we have bi-weekly calls and we could do a  follow-up call and it's like nope i didn't do that   so you you're telling me that you don't care about  being a top performer you don't care about making   more money which if money is not a motivator for  you number one i don't know why you're in sales   because sales is about money and performance  now you may say i like talking to people i like   being outgoing i like traveling i'm super techy  and i know the product and that's why i'm sale   why i'm in sales well let me tell you something  i'll take someone that's got motivation and hustle   and grit or someone that knows the product or  service every single day six days a week and   twice on sunday i will take that person that's got  the hustle because if they've got the hustle and   the drive and motivation they will be way better  because they will outwork the person that just   knows all the technical stuff so you have to stop  doing what's not working you have to focus on the   areas that are actually going to drive you  into a potential opportunity which are not   going to be focusing all your attention on  trade shows in the traditional way of doing it   even cold calls is less effective even cold visits  is less effective with covid everything changed   the whole industrial world got turned upside  down how are you going to sell you can't get a   hold of them you have to focus on the stuff that  we preach about all the time here on this channel   on these shows and through everything that i do  which is going to be focus on social focus on   linkedin build out your personal brand because  you guys have become so lazy and complacent   that you're just not doing anything  meanwhile the owner of your company   is affording your lifestyle and you're not  returning the favor back by actually performing   so most of you guys suck i mean i can't say it  any any different now if you're doing something   to change that if you're actually trying to go  out there and get new business using different   tactics and strategies then great because  that's the motivation the hustle that we need   so number one stop doing things that that don't  work get out of your comfort zone number two   focus on linkedin you have to focus on building  a network it's all about your personal brand   if your company's not producing content then you  have to produce content if you're going to tell   me that you're too busy number one thing that  people say when we get on a call about linkedin   i don't have enough time i'm way too busy i've  got orders that you know accounts that i have to   manage i've got issues i've got all this stuff you  have time everybody has time it's just whether or   not it's a priority and most likely it's not a  priority for you so that's what you should say   instead of using the excuse i don't  have time to say it's not a priority   well if we're involved then your company's seen  that it should be a priority and we're there to   make it a priority for you and you can either do  it or you can leave and a lot of times that's what   it comes down to people have gotten cut over the  years we've been doing this because they're not   willing to adapt and change and i don't care  if you're 65 years old or you're 25 years old   if whatever you're doing isn't working you have  to adapt and change nobody likes having someone   on their payroll that is just being complacent and  accepting that salary there's companies that have   cut salaries and so you're more commission based  now we're going to adjust your salary and then   people leave and a lot of times salespeople  that have got been at a company for a year   and then leave it's because they couldn't cut it  the company said we'll give you a year they came   in for a year they thought they're going to do all  this stuff and at the end of the day they weren't   that good and after a year the company figured  out and then they cut them i'm not saying that   money has to motivate you and be the number one  motivator but it should motivate you a little bit   otherwise you're in the wrong industry and i may  catch a bunch of slack about that saying sales   isn't all about money yeah but then why don't you  go into a different department because the boss   is going to use commission as a motivator  to get you to work harder and get you to   work more and you should actually close deals  and make the company revenue and let them grow   that all comes from sales people you literally  are the only department in the entire company   that has a direct impact on top line growth the  only one there is no other company marketing yes   can marketing do it sure but marketing doesn't  close deals marketing brings in opportunities   marketing brings in attention the sales people  close the deals so can marketing assist in the   growth of the top line of the company yes but are  they the department that can directly impact it   immediately no they can contribute to it the  sales people are the ones that can do it that's   a lot of power that you have and if you're not  taking that power and taking that authority   and doing something with it then get out of the  department and stop being lazy but focusing on   your personal brand and focusing on creating a  network on linkedin is extremely important this   is the new way of selling the stuff you used  to do doesn't work it hasn't worked in years   waiting and sitting on your hands doesn't  work either but if you're taking action   if you're doing things on linkedin if you're  building your network and you're engaging   with people's posts and you're sharing the  company content or creating your own content   and commenting and messaging and not just focusing  on i want to connect with somebody and then sell   them go through all of my content about linkedin  exactly how to do it all laid out there for you   and so if you found if you made it this far in  the episode then maybe you do have some thick   skin and you should because sales is all about  having thick skin you're going to get told no   8 to 9 out of 10 times so you're going to  handle rejection which that's part of sales   and that's really part of life you're going to  handle rejection you're going to get rejected   for that one time with that those two times  so you should have thick skin already but   if you made it this far then you're interested  in improving yourself and you can go to technical   sales university you can go through the rest of  my content that's free you can read books you can   find coaches you can do whatever you want to do  as long as you're doing something but understand   number one the old way of doing it doesn't work  number two linkedin should be your life it should   be more important than anything you should focus  on linkedin this is what works it's the attention   of the people you're trying to get a hold of you  can get it on linkedin faster than you can through   any other means phone call email cold visit you  can get their attention faster on linkedin you can   any of those plus you can do it from your house  on the road from the bathroom it does not matter   you can literally do it from anywhere as long  as you create it as long as you make it part of   your muscle memory and that's what it comes  down to is getting out of the comfort zone   the opportunities are huge massive i've got people  that used to work for me that are making three to   350 000 a year in manufacturing service industry  that i hired and then left the company later and   are still making over 300 000 a year and  then there's people that are in distribution   or products that are making 150 200 250 it's  literally massive the amount of money that you   can make and you guys are taking it for granted  because of that salary i guarantee if i stripped   your salary away you would be figuring out what  is the best way for me to sell how do i get more   revenue how do i get more opportunities you would  be thinking about it day and night if your salary   was stripped for a percentage of you most of you  if if i came in and stripped your salary you would   just find another job that has a salary because  you're not really like you need that to live but   if it was really low you'd work pretty hard to get  it up and you may be thinking i'm at a point in my   career where i'm worth 125 000 a year yes you  are but you're worth 125 but you can make 250.   if you're not trying to make that 250 or 200 or  190 or whatever it is then you are complacent   if you're just hitting your numbers then you're  being complacent but you guys have to wake up   especially the people in the 35 45 55 range a  new group of people are coming onto the scene   and you may talk you talk smack about  millennials and gen ziers and all those people   yeah most of them aren't going to be able to do  anything but those people that have taken the   motivation and want to make money and make it a  priority and are all about expanding their career   they will take your job and at a minimum they're  going to take opportunities that you will never   get at a potential customer you're going to go  in there and be like nope i'm already with this   company nope i already talked to these people  no i'm not willing to change suppliers no i'm   not willing to purchase that product we've  got to deal with these guys they're taking   opportunities away from you because you're just  sitting there doing nothing and i don't know i   want to scream it up top my lungs to do something  every company we talk to has people doing nothing   we've got clients and past clients i have oh  this is my new sales guy what are you doing   i'm doing i'm working through old accounts  i'm trying to expand existing accounts okay   what else are you doing and it's just crickets  that's it i'm hoping that my referrals from my   personal brand that companies i used to work at  carries me into this position and i get a couple   of big opportunities and then that satisfies  my bosses that's basically what they want to do   but they don't say they look to us to what  should you be doing we lay it out and then   they don't do it some of them and some of  them do do it and those people crush it   and so this is just an episode all about just  pleading to you guys that the times are changing   you have to make a move you have to put your  flag in the sand and say i'm going to hustle   i'm going to work hard i'm going to change my  tactics i'm going to use linkedin i'm going to   create content i'm gonna do videos every day  every other day i'm gonna shoot videos like   i don't have a marketing team to support me  okay you've got a phone with a 24 megapixel   camera or an 18 megapixel camera next time that  you're at the plant take a video a painting shot   landscape mode portrait mode whatever create  your own content that's not an excuse not having   a marketing department is an excuse not having an  agency like ours an industrial agency that knows   how to grow your business drastically that will  do all the work for you and all you got to do is   share the content or go along for the  ride when the opportunities come in   that's not an excuse either because years ago six  seven years ago when i was in industrial sales   i didn't have agencies that i could trust  i literally used to shoot the content   myself take a couple pictures great day here  at the office here's something that we're doing   here's something that is currently in process  here's something that we're working on here's   a new expansion of a building whatever and just  throw it out there and post it you guys may be   like i'm scared just do it who cares stop caring  about what people think and start caring about who   in your household how do they look at you if you  have kids what are you going to teach your kids   what are you showing your kids are you showing  your kids that daddy or mommy makes 100 grand a   year and i work hard but that's about all that's  about the highest level that i want to get to are   you teaching them how to hustle are you you're in  sales it's about hustle are you teaching them how   to get more opportunities how to how to help their  company that they work for the company is trusting   you by giving you a salary and they're paying  for you you don't have to worry about money day   by day and what are you giving them in return you  just meet in that standard are you raising the bar   so really think about that because right now  because of covid because of what happened in the   last 18 months and what will happen in the next 18  months the opportunities are there for people to   just steal it right out from underneath you and  if you end up not having a job don't say that   the market didn't show you that you weren't  doing the right things so take action if you've   got value as if you know somebody that's  not taking action share this with them   i mean this is not a rah-rah do this type of video  this is a battle cry saying change your behavior   and do something different and get off of your  hands stop just sitting there go through all   of my content i explain exactly how to do it  it's all free if you want to pay for it in a   structured format go to tsu that's what it's  there for you want a structured format in a   course type of setting like a university that's  what tsu is for if you don't want to spend the   money don't it's all for free on youtube linkedin  follow me on linkedin it's all out there for free   marketing sales anything related to industrial  how to grow your business how to market   advertising content creation shooting videos  social everything's out there web design web dev   seo everything's out there for free take the  the time to actually learn it and implement it   and don't just sit there and learn it  and feel good and then not implement it   so share this with somebody that you  think could get some value out of it   and have a conversation with them and maybe you  guys can collaborate together on what are you   guys going to do together to change but you have  to change because the practices that were good   two three years ago don't work anymore this is  where it's at now create content focus on social   and get off your butt if i didn't make you too  angry with this video hit that subscribe button   turn on notifications share with one person  you know we will see you on the next one