Sales Blog Readers Beware!
I picked up on a story by Associated Press yesterday: FTC: Bloggers, testimonials need better disclosure.
I’ve been very concerned for a while about two things going on in the sales blogging/social networking community. One is wrong information. The other is endorsements of products provided to bloggers for review—without disclosure by those bloggers.
I realize that this move by the FTC wasn’t aimed at sales bloggers, but since that’s where I spend some time most days, I feel compelled to express my opinion.
Wrong information
Over the past year I’ve turned down invitations by sales “experts” to be on panels, contribute to books (such as compilations of sales-related articles), swap links, and lend endorsements to books on selling. I’ve happily agreed to some and vigorously rejected others. The main reason for the latter is those experts are not really experts at all. It’s worse than that. Some of the advice that is being provided is just plain wrong. That’s not my opinion. It’s based upon widely-available research. Plus, in my role as sales training industry researcher and analyst, a lot of these people pitch to my firm, so we get to test their assertions.
In my recent post, Why Isn’t There A Dominant Sales Training Company? I discuss the non-existent barrier to entry for sales trainers/experts. As a result, we have blogs that are dispensing trash masqueraded as sales tips and other worthless advice. This practice is bad for so many reasons, not the least of which is providing the sales person or manager with the false hope that the next tip they read will improve their sales performance once and for all. It becomes a never-ending quest for the rep—sometimes even an addiction. These tips divert their attention and effort from what they should be doing—the hard work that will really improve their selling effectiveness. It’s a bad situation.
It’s not just the new, inexperienced entrants into the market that are guilty of dispensing wrong information. Some of the better known sales gurus are guilty of it as well. You’d recognize their names. They’ve got best-selling books, are interviewed in magazines, and speak at conferences.
Why don’t I call them out by name? It’s just not my style to do it here on my blog, although our clients sometimes ask our opinion about individual experts. I’d rather educate you and let you decide what advice is valuable and what isn’t.
By the way, LinkedIn groups and the question/answer facility are full of bad advice. Be careful. It’s very dangerous ground.
Another observation/opinion: The amount of self-promotion done by any sales expert is often (not by any means always) inversely proportional to the value they provide. I’m not referring to writing a blog, or having a presence on Twitter, or having a rich, compelling “about me” page or LinkedIn profile. I’m talking about all the references to what those experts are doing and have done—me, me, I, I, me, me, me. What I like to read about is an expert’s clients and the value those clients have derived from that expert. That perks my interest. That makes me look deeper into what the expert has to say.
Not disclosing freebies
From the article referenced above:
The FTC will require that writers on the Web clearly disclose any freebies or payments they get from companies for reviewing their products.
I know this freebie situation is going on in the sales expert blogging/Twitter community. I’ve been offered free stuff myself. Giving a sales expert/blogger some neat software for “review” (read free) with an implicit expectation that the blogger will rave about that product in return has always been wrong. Now it’s official.
Where am I headed with all this?
Sales as a function is generally in a pretty bad way. Lots of great people (like Brian Lambert of ASTD’s Sales Training Drivers, Howard Stevens of HR Chally and the University Sales Education Foundation, Gary Summy of SMT and SAMA, to name just three) are working very hard to permanently change the situation. But in the meantime, sales reps and sales leaders are thirsty for information, guidance, and advice. Self-serving, hype-filled, and insincere blogs laden with misinformation isn’t the place to find the answers.
Photo credit: © James Steidl – Fotolia.com
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Hi Dave
Thanks for this, it’s about time someone talked about the Elephant in the room. I would like to hear more about proposals, I don’t understand what we can do about it! I am one of those expert, with me the main part of this is ex- I used to be a consultant and trainer working with big call centres to provide customer service by getting the products they wanted (sales centres). I don’t provide this service anymore as my value dropped over time away from the front line of selling. So I have been working as sales manager (GM) again for the last couple of years relearning my trade. I come to these blogs like most sales managers to learn something new or to be reminded of something I once new and often jump in when I hear someone full of sh*t offering smart pills to the dispirit. But jumping in often sends the hocker (scam artist) into a frienzied attach mode. On the other hand I have seen the concern sales manager add value to a conversation only to have the hocker (con artist) enter the frey drop a name undue the value. I personally don’t want to fight with people, I grew up in the hood and know what gangbanger looks and acts like and the people that we are talking about are dangerous.
On the other hand if we go down the road of comand and control, the people we are talking about will end up in control (ISO sales 2.0 must be used) a few years ago I was lucky enough work in political fundraising. There are more hockers in political circles than any other area of life. Liars are very much a part of our lives, in sales an even bigger part because a lot of people working in sales are liars (its easier that facing my manager is what one young liar told me) its easier than what you or I have on offer. So what can we do? I think posting this is one thing and maybe posting other pieces of value as well will work. I give away all that I know about sales now hoping that I can find someone willing to give away all that they know about finance…
Good points Dave. Wouldn’t it be great if self-proclaimed experts were entirely forthcoming when they had a commercial agenda?
Say, I couldn’t help noticing that several of the firms that you mention by name, who are “working hard to change” the sales environment – like SMT, or Sales Training Drivers – are also advertisers of yours (and aren’t you speaking at their conferences too?). Incidentally, these are probably fine organizations. It just seems like you should at least acknowledge your commercial relationship with them. Without even stopping to draw breath you’re pimping these guys, then lambasting the “self-serving, hype-filled, and insincere blogs” who don’t disclose the economic underpinnings of their own editorial agendas.
I agree with your basic premise (who wouldn’t?), and generally consider you a pretty sharp cat. But please, hold the sanctimony!
Hi Brice,
What I didn’t mention in the post is that SMT and SAMA are industry associations, not commercial enterprises. The USEF is a not-for-profit foundation. These associations aren’t advertisers of ours and we don’t get paid for our work with these associations.
Dave great writting.
At one time I was subscribingto 11 blogs all focused on Lead gen and sales . As of late I am now only subscribing to your blog as I know from personal expereince the power of Dave Stein and the wisdom that comes from your bredth of deep expereince.
The others are nothing more than “tesers” leading no where but self serving services for offer.
I am sick and tired of the bastardization of blogs that surface low to no expereince pseudo sales persons .
Dave the reason so many people listen and revere you wisdom is we all know you are the success you are beacause you have done it all.
Thanks for the Dave Stein BLOG it means a lot
[...] This post was mentioned on Twitter by Dave Stein and Paul McCord. Paul McCord said: @davestei Do you read sales blogs? Dave tells you why you should beware http://tinyurl.com/y8jfo58 [...]
Thanks, Chuck. My readers should know that Chuck is a principal at a highly-respected software and technology evaluation site, http://www.TechnologyEvaluation.com.
Bravo. Leadership must understand that “Sales as a function” needs the equivalent of shiatsu massage v. a pat on the back.
I’ve actually scaled back my participation in the social media dialogue, mostly because it’s apparent to me that it’s all self-talk amongst specialists.
There is a better way, but it takes time and effort from all the key players.
Regarding the social media dialog, Maureen… Smart move scaling back.
Great article, I agree. But here’s my question: I am one of the newbies you describe: hungry for information and lost. I was laid off in March and have since started a consulting business, but I have no sales experience and am not sure where to turn for advice. I’ve read some books (but they seem to be from previous selling eras and don’t really resonate). I’ve started subscribing to some blogs that seem to include useful information, but I can see myself slipping into the “if I could just find the right idea, I’d be golden!” mindset.
So, where would you suggest the newbie salesperson (out on her own with no sales manager to go to for advice) go for advice?
What books or blogs do you think deserve my attention right now?
Hi Katen,
You’re in a difficult situation. I’ll send you an email with some sources to consider. You might also look on the right side of this blog under “Other Experts.”
Dave -
As an experienced Sales Management Executive i too worry about all the expert advice that is out there today and as someone who also dispenses advise and counsel to individuals, i need to always be responsible and honest in how I deliver it. Thank you, Dave for your insight. Powerful stuff! Wishing you continued growth and success!
Lee Novak
Thanks, Lee. It’s a big problem.