Fuentes Fridays #0027

Here is your end-of-the-week insight into what I see going on in the business world, what I’m thinking about, and what I’m learning about. Forward anything that you feel inspired to share.

What I’m Hearing From Sales Leaders/Professionals

As business has started to pick up, many of our clients have reached out to ask us to do pipeline forensics. Not surprisingly, many of the deals in the pipeline they want us to review are the ones where the seller “has a great relationship,” but the deal has been stuck, or the prospect has been non-communicative.

First things first, we must identify what makes a relationship “great.” As many of you know, I am big on asking people to clarify modifiers (i.e., adjectives) and acronyms.

What one person (seller, executive, etc.) describes as a “great relationship” can be vastly different from what we at Maestro describe as great. So, how do we define a great relationship (business, not personal)?

First, the prospect has to be knowledgeable about their internal processes, and if they are not, they have to be willing to go find the information.

This is key. If they do not know or are unwilling to find the information, you cannot have a “great” business relationship. Why? Because we are seeking commercial outcomes, not friendships. If they cannot help facilitate that then, sorry to tell you, you cannot describe your relationship with them as “great.”

The second thing I am looking for is respect in the relationship. How does that show up? A few different ways:

1. They show up on time for meetings.

2. They come prepared.

3. They are honest and forthcoming.

4. They answer direct questions directly.

5. If they say they will do something, they do it.

6. If they are not going to show up to a meeting, they respect you enough to cancel.

7. If they cancel, they offer to reschedule.

8. They are consistent in their response time.

9. What else would you, reader, add?

The third thing that defines a great relationship is that you have a virtuous coaching cycle with them. That means they are coaching you on the specific pitch to their organization’s pain and stakeholders. In turn, you are coaching them (and they are accepting the coaching) on how to move the deal forward.

If these things are not present, then you do not have a “great relationship,” and you need to reset. Want some pipeline forensics or want to know how to manage the reset conversation? DM or email me to set up some time.

What Made Me Laugh

Anyone who has ever taken our email course will know why the following made me laugh:

This Week’s 40/20

For every 40 hours of work, I believe you should spend 20 (additional) hours mastering your craft. This is how I spent some of my 20 hours this week.

I am not a lot of things, but I most certainly am not a handyman (my grandpa would be so disappointed). What I am is an avid X user who loves really cool videos of handyman hacks that I would never use but always recommend. Check out this 4-minute video on some of the best hacks on the net! Let me know which one you found to be most interesting/practical. Mine is how to repair a broken broom.

Potpourri for 800

Potpourri (shoutout to Jeopardy!) is a category that covers a variety of topics.

I grew up in the era of Indiana Jones. I never wore the hat, although there was a kid who did and came late to my Civil War class at Virginia Tech (which was ridiculously popular, with about 300 students), and when he walked in, someone yelled, “You’re late, Indiana.” Everyone laughed. Anyway, whips are no laughing matter! Check out THIS VIDEO of how a whip breaks the sound barrier!

Quote for My Son

Every day, I leave my son a note with a quote. This was my favorite from this past week:

Keep challenging yourself to think better, do better, and be better. – Robin Sharma