Ask !

In May 2014 John Barrows – a sales trainer for companies like Salesforce, Box, LinkedIn, Marketo, Zendesk – posted the following advice on follow-up in SalesHacker:

Question: How do you follow up effectively with a potential client without being annoying?

1. Ask for guidance on the best way to follow up with them while adding value and not being annoying. You know who does know how to effectively follow up with the client The client. Ask them.

2. Ask what their preferred form of communication is and if they will respond. This is different than asking them about the best way to follow up. This is about their preferred form of communication and getting them to commit to a level of responsiveness. I literally ask people – “what is your preferred form of communication moving forward here? Is it cell, e-mail, text?”

3. Make sure you always end each conversation with a clearly defined next step. It kills me how often I see sales reps get off the phone after a good conversation with a prospect without a clearly defined next step scheduled on the calendar. The easiest time to get a commitment on a next meeting is at the end of the meeting you just had.

4. Summarize your conversations and get written confirmation. At the end of every decent conversation, I always send an e-mail that summarizes what we talked about and asks for their confirmation.

5. Always have a reason to reach out and never just call to ‘touch base’ or ‘check in’. I am on a personal crusade to get ‘touching base’ and ‘checking in’ out of the vocabulary of sales professionals.

Add value. Don’t annoy.

Meetings

One way to get a sense for the importance of short lines of communications within an American team is to observe those lines. Team meetings: How often are they scheduled? How long do they last? Who takes part in them? What topics are addressed? How much detail do they go into?

Team or staff meetings play an important role in American teams. They help management and the team maintain an overview of their most important work. Information flow is supported. Current developments, problems, complexities can be addressed immediately. If well run, staff meetings can be motivating. Management remains „in touch“ with the team.

Frequent meetings are standard practice in the American business culture. According to the National Statistics Council, 37% of managers and white collar worker time is spent in meetings. Other data indicate there are 11 million business meetings every day or roughly 3 billion meetings per year. According to a Verizon study, „Busy professionals attend over 60 meetings each month. However, most say they cannot attend all meetings to which they are invited due to the tremendous demands on their time.“

The Verizon study found that “different meeting types were characterized by different patterns of meeting purposes. On average, in-person meetings are more likely to be sales-related, video conferences are more likely to be centered around updates and information-sharing, and audio conferences tend to consist of updates, brainstorming, and strategy development.”

According to a study done by the University of Tulsa and the University of Arizona, about 25 percent of American business meetings were between 31 and 61 minutes long. “The average time participants spend to prepare for, travel to, and attend an in-person meeting involving five people is 53 hours and 24 minutes. This is more than three times the time involved in an audio or video conference meeting.”

When meetings are required somebody must decide who should be invited and who should be excluded. One researcher found that “not having the ‘right’ people is one of the leading causes of unproductive meetings.” More than a third (34%) of 3M Study participants report only some (30%) relevant people attended meetings.

A common complaint from American businesspeople is that key decision makers are not present at meetings. Therefore, much time is wasted discussing topics that no one at the table has the authority to make decisions about.

However, another study encourages meeting planners to exclude senior-level leadership if at all possible. “Avoid and resist senior managers and directors attending your meetings unless you can be sure that their presence will be positive, and certainly not intimidating. Senior people are often quick to criticize and pressurize without knowing the facts, which can damage team relationships, morale, motivation and trust.”

Much unease

Americans become very uneasy whenever they see their German colleagues address processes with their characteristic intensity. German process discipline is almost synonymous with rigidity.

Another, more careful, look reveals, however, a contradiction. On the one side, German processes are generic, theoretical, complex and seemingly not fully focused on the goal. On the other, Americans have the sense that Germans expect processes to be followed by the letter. They ask themselves how they are supposed to follow a process which is hardly described?

German procedures are also generic and not spelled out. The Germans take this as a signal to decide independently, to make their own judgement, in a given situation. Instead of requesting input or permission from their manager, they either decide themselves or discuss with an experienced colleague how to handle a given procedure within the context of its process.

To the Americans this represents a severe breakdown in process discipline. They have little understanding, thus tolerance, for processes or procedures which allow for so much independent action when that action can lead to mistakes, errors, problems, to an domino effect.

Roommate Agreement

On The Big Bang Theory, an American television show about a group of physicists and the girl next door, two of the main characters share an apartment together. In order to ensure that things run smoothly from the beginning one of the roommates drafts a roommate agreement that outlines all of the rules by which the two characters will abide.

Additionally, anytime there is a change in the characters’ status (for example, if one of them starts dating), this roommate will write a modified version of the agreement to accommodate the new arrangement.

However, the second roommate hates having a fixed list of rules, and rather than being a way to solve disputes, the roommate agreement actually becomes the source of many arguments.

1990. Bush. Gorbatschow.

Robert Zoellick, former Deputy Secretary of State under President George H. Bush, addresses Putin’s claim that the West broke a promise it made in the 1990s not to expand NATO.

This is about the topic Agreements, and the American logic. Listen carefully beginning at around 2:30, especially at 3:56, where Zoellick reveals crystal clear the American logic: “Nothing’s really final until you put the words on paper.”

This video was posted on YouTube on February 1, 2022. It is not clear when it was recorded. Russia had amassed conventional forces surrounding Ukraine. The invasion began on February 24.

aligned on goals

The Intern (2015). This comedy-drama features a modern workplace where constant communication, feedback, and follow-up are central to the company culture. The characters regularly check in with one another, hold status meetings, and use follow-up to ensure everyone is aligned on goals and responsibilities.

Billy Beane

Moneyball (2011). The management team, led by Billy Beane, holds frequent meetings to review player statistics, discuss strategies, and follow up on recruitment and trades. The film’s structure is built around ongoing check-ins and data-driven updates, emphasizing the importance of regular follow-up to achieve team goals.

understand-culture
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