When Will Sales People Stop This Insanely Stupid Behavior?


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Why do executives, marketers, and sales people continue this insane behavior?! Why do they invest their time and precious budgets in creating meaningless SPAM which, at best is ignored, at worst creates people who are hostile to their brands and companies? A week ago, I wrote about insane telemarketing calls, “Can I Have 15 Minutes Of Your Time?”

Companies (in this case a global 50 technology company) waste millions in dollars and people hours, diminishing their brand value with mindless marketing and sales drivel.

Here’s the latest piece that sneaked through my SPAM filters:

TO: info@excellenc.com

FROM: Sunny@some nameless recruiting company dot com

CC: webmaster@excellenc.com

SUBJECT: Doing Business With You – Your IT staffing company-Application for Supplier Registration


My name is Sunny and I am seeking some advice about an introduction of our
company Some Nameless Recruiting Company, Inc., a provider of IT professionals on a contract or
executive search basis.

Candidly, I am at a crossroads about how to further an introduction at your
company, can you point me in the right direction about I.T. staffing needs?

I request you to consider Some Nameless Recruiting Company Inc as your Vendor for all your IT Staffing

Thanks & regards

There is NOTHING right about this email, so I won’t bother to critique it.

But why do sales people and managers persist in this–buy a list, send mindless drivel, out of 10,000 names, 5,000 bounce backs, you get one response that says: Stop bothering me!. From that “success” go and buy another 100,ooo names, get 50,ooo bounce backs, and now get 9 responses—Please leave me alone, and 1 that says, I’m looking for a job, can you hire or place me? Wow, 10 x the response, lets go buy some more…… and the death spiral continues.

Now if this were just a small number of companies doing this, but every week I look through my SPAM filter and see dozens of these from companies large and small. The biggest offenders are insurance companies—because my name pops up on “sales” queries, I get every mindless piece of “make millions while screwing your customer” offers to sell various forms of insurance—all with the big name insurance companies behind it (OK, I added the screwing your customer piece). Financial services companies, and recruiting organizations are close behind.

Then there are the companies that force their marketing and sales promotions on you because you subscribe to their service. For example, a major supply chain management service provider has managed to get a very large client of mine to outsource their procurement, invoicing, payables process to them. It’s a great service and very convenient. However, since I have to use this service to invoice my client, I also get daily feeds of “opportunities.” If I try to stop those feeds, I also stop communications my client might send me through this channel. In order to communicate with my customer on invoicing and payable issues, I have to accept these mindless promotions, but it makes me think less of this company and their services.

I subscribe to a number of local news feeds to keep informed about things happening in business around the country. Now, this company uses this subscription list to send daily ads to buy something. So I get the newsfeeds with their embedded ads–which I don’t mind, and I get these direct mail pieces on buying something. Since I subscribe to the feeds for about 15 cities around the US, I get the same direct mail 15 times—every day. If I change my subscription options, I can only stop the news feed. Is this the customer experience they want to create? What do they tell their advertisers, when people like me start unsubscribing to their entire service?

Many experts talk about targeting, about tailoring your messages, about smart, meaningful, and timely content. I respond to programs that engage me in things important to me. I buy from people who do this. Quality always wins over quantity.

Sales and marketing is difficult. Catching customers’ attentions is increasingly challenging. Massive quantities of mindless drivel magnifies the problem. Smart, focused, well executed programs stand out and produce results. Which do you choose to invest your time and funding into?

FREE WEBINAR! Join us for this week’s FREE webinar from the Future Selling Institute on Utilizing Your Sales Process. Mark your calendars for Friday, May 13, 2011 at 11:00 AM EST and click here to register.

Republished with author's permission from original post.

Dave Brock
Dave has spent his career developing high performance organizations. He worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments. His consulting clients include companies in the semiconductor, aerospace, electronics, consumer products, computer, telecommunications, retailing, internet, software, professional and financial services industries.


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