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 Channel Futures

Sales & Marketing


Salespeople: Put Down Your Phone and Network!

  • Written by Kendra Lee 1
  • August 8, 2013
Events can be perfect places to network and find your next business partner, solutions sale, future employee or even vacation spot. But only if you put down your smartphone and engage with those around you.

Last week, I spent three days in Orlando at this year’s CompTIA ChannelCon conference — one of the world’s premier training, partnering and networking events for IT professionals.

If you’ve never been to ChannelCon (formerly known as Breakaway), it’s a remarkable conglomerate of high-level executives, incredible salespeople and inspirational entrepreneurs in industries that range from cloud computing and IT security to mobile and social media.

Translation: It’s a networker’s—and, more specifically, a salesperson’s—dream.

So, there I was at breakfast one morning, sitting at a table that was perfectly set up for networking—round, not too large to talk across, and populated with just four other attendees. Naturally, at an event like ChannelCon, you would think everyone would jump at the opportunity to pick each other’s brains and dive into the conference’s subject matter more deeply.

Instead, everyone had their heads buried in their mobile devices.

When I did try to strike up a conversation, the four other people at the table rarely lifted their eyes from their phones, and would typically respond with one-sentence answers.

What You’re Missing by Tethering Yourself to Technology

Here we were, in an environment that’s brought together the best of the best in IT, sales, marketing and telecom, and no one was taking advantage of the opportunity to talk in person?

Needless to say, I was shocked. I’ve been named an OpenView Labs Top 25 Sales Influencer and a Top Sales World Top 50 Sales Expert. Think of what I could have shared! And I’m just one person.

That may sound like bragging, but that’s not my intention. Rather, it’s to illustrate the quality of attendees that were at this event.

For instance, also attending the conference was a Channel VP from Xerox, The VARGuy executive editor Joe Panettieri, esteemed author and entrepreneur Laura Atchison, and myriad other business leaders who are growing their businesses by double percentage points year-over-year.

Why wouldn’t you jump at the opportunity to engage any and all of those people?

It’s Time to Stop and Smell the Roses

We’ve all heard the old adage, “stop and smell the roses,” and that’s precisely the message I’d like to convey to salespeople and business owners reading this post.

Stop. Put your phone down. Look the person next to you in the eye. And introduce yourself. You might be shocked by what you learn.

He or she could be your next significant partner, customer or business mastermind. Or that person might give you exactly the insight you need to launch a new solution offering, identify the right technical staff, solve your biggest sales challenge or simply choose your next vacation spot.

Whatever the case may be, you’ll never know what someone has to offer until you look up and engage.

Now, you might be thinking, “Sure, Kendra. You’re in sales. That’s easy for you to say.” But you’d be wrong. Yes, I’ve been in sales for a long time, and yes, technology is my passion. But I’m also an introvert. Believe it or not, walking into a room full of people that I don’t know is frightening and challenging to me, so I certainly understand where you’re coming from.

But shyness and introversion are not excuses to bury your head in the sand and ignore the world around you.

Instead, I urge you to open your eyes and embrace it. Wherever you are, do your best to seize the moment and weigh the value of the conversations you could have. They could quite literally change your business—and possibly your life.

Kendra Lee is a top IT Seller, Prospect Attraction Expert, author of the newly released book, “The Sales Magnet,” and the award winning book, “Selling Against the Goal,” and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment.

Tags: Agents Cloud Service Providers MSPs VARs/SIs Sales & Marketing

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2 comments

  1. Avatar Joseph Guarino August 8, 2013 @ 2:05 pm
    Reply

    Very true! Unfortunately, I
    Very true! Unfortunately, I see this all the time and I (like you) wish it were different. These days I think people need to refocus on relationships and communication skills more than ever. Technology should only play a supporting role in our networking activities.

  2. Avatar jriceaz August 14, 2013 @ 2:14 pm
    Reply

    Kendra,
    I also attended

    Kendra,

    I also attended ChannelCon and I certainly agree it is a great opportunity for networking and sharing ideas. Couple of comments. First, I never sit down at a table of people without introducing myself and asking others at the table who the are with and what they do. Agreed, it doesn’t always work, but I am a 30 + year veteran of the industry who doesn’t own a tablet and sometimes doesn’t even know where his phone is.

    Secondly, The CompTIA cloud community has established what we call the Cloud Cafe. Cloud Cafe is specifically designed to turn breakfast into a time for sharing a cup of coffee and exchanging ideas. We have held them at a number of industry events and they have been a great forum that has brought together vendors, VARS and MSPS to speak about common interests and best practices. It is the breakfast version of the Unconference Lunch that was so popular at ChannelCon.

    Finally, at the Intermedia Partner and Prospect meeting at ChannelCon we featured a discussion with one of our most successful partners who is a doing a great job as a cloud service provider. One of the key topics of discussion was around not letting cloud services separate you from your clients and how important it is now to maintain both a high tech and high touch relationship with you customers. Oddly, being able to do that is becoming a value proposition that differeniates one service provider from another in our digital / cloud world. You article is a good wake up call for some the attendees who didn’t take full advantage of a great event and learning opportunity. Maybe next year!

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