Too Tired To Care: Sales, Lead Gen, and Vendor Selection

I'll make this short, because I know you are too tired to read an entire article on LinkedIn.

As I prepared for my first newsletter edition, I had to admit to myself that there's nothing I can write about as a LinkedIn Top Voice or influencer that would give you information you couldn't get someplace else, from someone (or something) else.

Data overload. Information overload. Choice overload. You know the speech.

So what can I offer you here that ChatGPT couldn't bullet-point for you in an SEO-overloaded blog post?

A reality check.

Sales cold calling doesn't work very well because: leads don't have time to give to understand the solution or the problem. And they don't have time because they have so much else to worry about without your call. And because they have so much to worry about, they're tired. And because they're tired they don't have time to give to understand the solution or the problem.

Email drip campaigns don't work very well because: recipients don't have time to give to read through and understand what you're selling or if they need it. And they don't have time because they have so much else to worry about without your emails in their inbox. And because they have so much to worry about, they're tired. And because they're tired they don't have time to give to understand the email.

Finding a vendor to solve the solution doesn't work very well because: buyers don't have time to give to understand what you're selling and learn enough to ask the right questions. And they don't have time because they have so much else to worry about, which is why they booked a demo for a solution. And because they have so much to worry about, they're tired. And because they're tired they don't have time to understand what they just bought.

So they'll change vendors again in a couple of years.

And we'll dial more leads.

And we'll add fancy features to our drip campaigns.

And we're all too tired to care to change this ouroboros.        

The answer isn't a sappy one-liner you can tweet about how we need to listen to each other more. It's much worse than that.

It's that we all shouldn't be so tired. We're operating heavy machinery in spite of the labels warnings, some of us running companies, budgets, lives fueled by 6-hours of sleep and cocktails of stress, coffee and weekend indulgences and galvanized by competition, a search for the most efficient solution, and the fear of losing everything we've worked for in our home life.

A well-rested parent responds with less irritation, less emotion, than a tired one. (And we all know the repercussions of a mercurial parent.) A tired driver has slower reaction times and more impaired judgement than a rested one. Reduced attention, limited memory and making bad decisions all come for not getting enough rest. I imagine a well-rested lead would be able to dig into the sales call to ask the right questions to make the right decision (which could very well be to hang up.)

So my first article in the first newsletter I am writing for LinkedIn, a platform overgrown with the weeds of over-used content, watered-down lessons and erroneously positive goodbyes to jobs they never liked, I give you my contribution:

Get more rest. Make better decisions.

Btw, here is what ChatGPT wanted me to post for you, which I would have if I was too tired:

Title: Navigating the Frustrations of Lead Generation, Cold Calling, and Vendor Selection: A Guide for Buyers and Sellers

In the fast-paced world of sales and marketing, lead generation, cold calling, and vendor selection are vital yet often frustrating processes for both buyers and sellers. From missed opportunities to misaligned expectations, navigating these stages can feel like traversing a minefield. Let's delve into the reasons behind this shared frustration and explore ways to mitigate it for a smoother experience on both ends.

1. Lack of Personalization: For buyers, being bombarded with generic cold calls and emails that fail to address their specific needs is a major pain point. Similarly, sellers often struggle to stand out in a sea of competition, leading to disheartening rejection rates. Personalization is key to breaking through the noise and establishing meaningful connections.
2. Trust Deficit: Cold calling and lead generation efforts can inadvertently erode trust between buyers and sellers. Buyers are wary of being sold to rather than being genuinely helped, while sellers face skepticism from prospects who have encountered pushy or deceptive tactics in the past. Building trust requires transparency, authenticity, and a focus on long-term relationships rather than short-term gains.
3. Inefficient Processes: Both buyers and sellers are burdened by inefficient lead generation and vendor selection processes. Buyers waste valuable time sifting through irrelevant pitches and proposals, while sellers struggle to identify and prioritize high-quality leads. Streamlining these processes through data-driven insights, targeted marketing strategies, and clear communication can yield better results for all parties involved.
4. Mismatched Expectations: Miscommunication and mismatched expectations often lead to frustration during vendor selection. Buyers may have unrealistic demands or unclear objectives, while sellers may overpromise to secure a deal, ultimately resulting in dissatisfaction on both sides. Setting realistic expectations from the outset and fostering open dialogue throughout the engagement can help align objectives and mitigate potential conflicts.
5. Limited Visibility: Finally, both buyers and sellers face challenges in gaining visibility into each other's needs, preferences, and pain points. Without a clear understanding of what the other party is looking for, it's difficult to deliver value and forge mutually beneficial partnerships. Leveraging technology, data analytics, and collaborative platforms can enhance visibility and facilitate more informed decision-making.

In conclusion, while lead generation, cold calling, and vendor selection can be frustrating endeavors, they also present opportunities for growth, learning, and innovation. By prioritizing personalization, building trust, optimizing processes, aligning expectations, and enhancing visibility, buyers and sellers can navigate these challenges more effectively and achieve greater success in their endeavors.

At the end of the day, it's not just about closing deals—it's about building meaningful connections and creating value for all parties involved.