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1/ Any other salespeople struggle with the sh*ts and ghosting, two terrible customer behaviors? #Sales
2/ The Sh*ts: Sound Highly Interested Then Stall. This has been honed to near perfection by venture capitalists, who often lean in (to ensure they don’t miss a hot deal) before they actually analyze the opportunity (thus the stall part). #Sales
3/ VCs may have perfected the Sh*ts, but it exists in any type of vendor > customer relationship. Salespeople live and die by pipelines and quotas. A ‘yes’ is great, a ’no’ is acceptable, but a ‘maybe’ is a kiss of death. #Sales
4/ Sh*ts behavior makes salespeople ineffective at projecting their downstream outcomes. So they’ll crawl all over you - partly to close a deal but mostly to manage their information flow. Wastes time for everyone! #Sales
5/ Ghosting: Refusing to reply to any communications, even with a previously established dialogue. Evidenced by emails not responded to; telegrams read and ignored; Fair truth: today’s generation sees not replying as an accepted communication pattern. #Sales
6/ But in any vendor > potential customer relationship, ghosting is a terrible act of #ego and #hubris. Yes, sometimes silence is a powerful negotiating tool, but be careful how long the pause: silence signals that there is little respect and minimal trust.
7/ To be clear, ignoring inbound sales requests is part of maintaining sanity for many. But if you’re a “potential customer,” and have engaged a vendor, the best thing you can do is communicate about your timelines and internal stakeholders. Show #humility and decency. #Sales
8/ The Sh*ts and Ghosting may not be malicious, but they just create chaos and confusion and waste everyone’s time. So quit it, ok? #Sales
