A Professional

This week I shared some wisdom sent out by Roger Marino to the sales team in 1989 about being a professional.

These notes, not only a reminder from an era of face-to-face visits, but of typed memos and faxed order forms, provide timeless advice on professionalism and the art of sales.

His guidance still holds invaluable lessons for those of you working in the ever-evolving sales landscape.

Check out the memo below!

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A Professional - memo by Roger Marino

Here are two timeless (typed) notes from one of the premier Godfathers of the tech sales industry

He made hundreds/thousands of us the professionals we are today, and our first inspirational sales leader that was the DNA backbone of the great EMC sales culture of the 80’s and 90’s…..

Roger Marino, Co-Founder and the first VP of Sales of EMC. Back in the day, before email and internet, you would hand write notes and then your admin would type it.

His words might be considered too harsh and direct for today’s soft feedback cultures but great sales team only become great with continuous improvement through feedback that is fair, immediate, authentic, and direct.

Not soft and not passive aggressive.

1. Note on being a PROFESSIONAL from Feb 3, 1989 - 34 years 9 months ago (408 months and 136 quarters ago!!):

Consistently doing your job every day by:

• Working every deal-selling every account
• Prospecting-visits/sales calls
• Always be closing
• Start early and stay late, hours during the day are for cold calls and f2f visits, paperwork off hours(Side note that Chris Patton has handwritten note to Bryan Stenberg who kindly sent these to me.)

2. A fax (you can google to see what it is but a hint is how you could send typed notes fast) from 1988 about A SALES CALL:

Some highlights so true and likely too often missing today, even if zooming:

• Prep might before with sign up for “x,” position for “x,” and evaluation for “x”
• Discuss strategies and role play with radio off
• Be upbeat (nothing like a firm handshake and if asked how you are doing the answer is always GREAT, as people want to buy from positive up beat winners)
• Establish rapport (find something they are invested in from their linked in, colleges, or zoom/office backgrounds)
• “I’m excited to have the opportunity to meet with you to discuss….My objective is…..” (sharing an agenda helps too)
• Qualify (we used to have cheat sheets) as it is much easier to get more info earlier in the sales cycle versus when you are competing at the end
• Be prepared with a presentation, asking 3+ involvement questions
• Trial close, answer concerns/objections, until you get to a YES

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