‘I’m Alright Jack’ is so 1980s – 2020 has shown the Need for Human Connection

There are no three ways about it; the pandemic, increased competition, and the widespread use of Zoom have all accelerated the end of:

·       Larger than life

·       Airmiles

·       Lazy salesmen

You can read more about this in my blog published November 8th 2020.

I am proud to be in the sales industry, yet it is looked down on by many other professions. The truth is, that without top-line sales growth and revenue generating talent, companies would not have decent market capitalisation, funds to invest and loan against, and therefore, would simply not exist.

This a running theme through my conversations with clients and customers in the enterprise space, they are ‘done’ with those who over-promise and under-deliver. What has emerged, is the need for the diligent, aligned-to-customer, trusted partner. 

It can sometimes look like we live in a selfish, “I’m alright Jack” society; this describes those who act only in their own interests, even if helping others would mean minimal or little effort on their behalf. However, the pandemic has shown us we need connections more than ever and we achieve more together than apart.

Trusted relationships are built over time on demonstrating value and showing respect. A “Triangle of Trust” is extremely efficient and is the oil that enables business relationships to evolve at warp speed.

I was recently referred by one of my longest-standing clients to the most powerful person I have ever been introduced to. I truly appreciated this connection and believe it was the result of the relationship between the referrer and myself. This was built on many successful and trusted moments achieved together, and the referrer’s positive history with this key-decision maker.

In the world of SaaS sales, we have vital moments every day, where we need to be in a peak emotional state. Yet I see many people gripped by excuses and fear, blaming clients for not taking advice offered, or understanding the value being added. Being this self-absorbed cannot be optimal in the current market.

It made me think about how sometimes we need to reflect and evolve to change career direction. Start by stepping out of your comfort zone and asking for things that scare you a little. This is an unutilised skill, but like any other effort, can bring large rewards. I see many people wondering about the best direction for their careers.

The story below was a defining moment for me:

I had identified that Jeff Grout, (previously the managing director of the recruitment company Robert Half International, now a bestselling author and speaker), could accelerate my career. I had a problem though, as I did not know Jeff and felt he probably would not take my call or help me. I felt very nervous but decided to send the email below as I felt I had nothing to lose and everything to gain.

“Hello Jeff, my name is Adrian Evans. We have not met yet. I know you are a busy man, so I will be brief. I run my own search & selection business. Over the years you have done an excellent job of building the Robert Half business and moving into the public speaking and coaching arena.

I have read and enjoyed a number of your books including ‘Mind Games’ (2004). I am sure you had many challenges when you were first starting out. I am still at those early stages, trying to figure everything out. I would really appreciate it if you would spend half an hour of your time to answer a few questions.”

The result was that Jeff responded and this led to one of the most insightful business conversations I have ever had – it demystified the path to success and provided me with the plan to move to my ideal career. This is a role I now enjoy each and every day, empowering individuals to be in control of their careers.

Jeff was the first person I sent a copy of my book to, and I also signed up for one of his leadership courses. 

So, the question is: Whom could you ask to move your career forward?

I believe that moving from an “I’m alright Jack” mindset to one of “human connection” starts with ourselves and how we adapt and evolve. I urge you to embrace this challenge.

Try to connect more effectively:

·       Think of others first and then yourself. We must answer the question WIITFT - what is in it for them?

·       Become more curious and interested in the unknown and not just focused on the proven rational world. Even in science, the sum total of what we have discovered ’so far’ is not the total solution.

·       Enterprise sales is 50% personal, so become comfortable showing up as yourself, sharing your narrative and the whole of you – do not be passive.

·       Give and ask, look to contribute first, make it relevant and personal - it could be an article, an insight or even some encouragement.

I recently sent a carefully selected book to a connection of mine as I know she is an avid reader, and the subject is an area of fascination for her. My purpose was to re-ignite dialogue. She connected with me later that week, which led to regular dialogue and the basis of an extremely successful relationship.

This example shows that by ignoring the ‘I’m Alright Jack’ cultural wave and attitude, you make many situations far more win/win. A small unprompted gesture, can go a long way.

Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.

Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.

If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at [email protected]