Monday, January 11, 2010

More On Blackberry Sales Etiquette

Heard from Steve, an old SE acquaintance, yesterday about the Blackberry thing. He tells the story about walking into the office of a mid-level Wall Street executive for a meeting in early December. The exec places his Black Berry on the desk and says "you have five minutes to convince me to listen for twenty-five more minutes - otherwise I'll leave the room and you can just present to my team".

Steve took it as a challenge, stopped his rep from still opening with a form of corporate overview, and got the exec's attention. He feels the whole email/attention disorder thing can be used to your advantage if you are brief and to the point. I wholeheartedly agree, and believe this is an example of the law of unintended consequences.

Sunday, January 3, 2010

Step Away From That BlackBerry

Have you ever found yourself part-way through a presentation or a demo; looked out to interact with your audience; and found some of them heads-down reading email on their laptop or mobile device? It is becoming an extremely common situation nowadays, both for internal meetings and sadly for external sales calls.
How do you handle this kind of situation? Do you call out he offender? What if he/she is the sponsoring executive for your deal? What if it is your boss? What can you do before and during the meeting to lessen the chances of your audience straying?
That is the subject of this months Mastering Technical Sales Talking Point , being published this Wednesday Jan 6th. Stay tuned - and I'd love to hear your ideas, comments and feedback on in-meeting BlackBerry usage.