[shostack]

Flip side:

I get a ton of sales emails each month. Almost no sales calls because I go to lengths to avoid having my number get out there.

In my space, the ad network sales people and ad tech reps almost never add any value to the conversation. I would be better served getting technical documentation as to what actually differentiates them from all of their competitors (usually nothing).

It is an annoyance and an intrusion on my non-existent free time. The worst is when I receive unsolicited swag in the mail that they then feel obligates me to talk to them.

I'd be much happier speaking directly with a sales engineer. At least they can often answer the technical questions I have and not spout some BS answer from a benefits/features matrix.

[ddingus]

You and me both.

Interestingly, I have gotten some good calls and emails related to traditional print and media advertising. They actually do have information and can add some value it seems.

It's almost as if being able to supposedly target better, and I write that because I do question some of the methods and their real value, they feel they no longer have to work with you to maximize the AD. Doing that almost always makes more sense, and it's an easy, up front conversation too. If that conversation qualifies me in, I'm likely to buy an AD! But I'm not so likely to qualify myself, as there are just too many choices, etc...

I'm actually skilled in both, sales and engineering / tech and have held sales, pre-sales, and tech roles. (gotta roll with the punches sometimes, and I'm game.)

When I do make cold calls, I generally get good response rates as well as qualified lead rates. Helps to actually know stuff they may find relevant, or answer that quick question off the cuff. As for the relationship?

The big advantage is the relationship is often implied. Having shared domain knowledge almost always means a dialog that is worth having. All it really takes is a quick read on the other person, then just talk with them as one would a peer.

Some of these firms could really do themselves a great service by taking their callers and salespeople on a few tours, or through some education that can add that value. It's not specific domain knowledge, but it's pretty good. And their calls suddenly aren't quite so mind numbing too.

Win for everyone, IMHO.

[ddingus]

Oh, I should ask, just for a curio:

What do you think of high value stuff sent to you? We all get the usual gift card, gadget, or curio. Whatever.

But I've had somebody actually send me something I might consider buying. Not the product, just as a gift.

I called 'em. Looked like a $50 - $100 item, and I figured they were serious. They were.

[shostack]

Had a vendor send me a (branded) speaker and phone charger. Got the inevitable follow-up pestering for a phone call in an expectant manner. Politely declined stating that I still had zero interest and kept the gift.

Sits in my kitchen now.

[ddingus]

Was it any good, or just some obvious swag?

[shostack]

http://authenticpromotions.com/ProductDetails/?productID=550...

Very obviously bulk swag stuff, but decent quality, and the per-unit cost isn't dirt cheap. Like I said, sits in my kitchen, and my wife and I use it to listen to music while we cook.

The vendor in question is relatively well-known in their space, and were I in the market for a new solution in the future, they were on my short list even before the sales guy initially reached out to me. I just have no interest in hearing the pitch when I have zero intent to consider a new solution, and know that their offering isn't THAT different from what I use now.

[ddingus]

That one seems almost a waste then.

Thanks.