It’s uninspiring (and ineffective) for a sales person to email or call a prospect to “just touch base”. On the other hand, I’m … [Read more...] about Prospecting idea: have an idea
Talk to grandma in an elevator
It can happen in an elevator or at a networking event or at the weekend barbecue. Most often these days it happens when you write a prospecting email. … [Read more...] about Talk to grandma in an elevator
Walking in your prospect’s shoes
You’ve heard this before but how much do you “walk the talk” when it comes to knowing your prospects? Information is power in sales. … [Read more...] about Walking in your prospect’s shoes
How would you do on the Newlywed Game?
How would you do if you and your clients (and prospects) were on the Newlywed game? The Newlywed game was a classic game show (it ran from 1966 to … [Read more...] about How would you do on the Newlywed Game?
The benefits of social proximity selling
In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post … [Read more...] about The benefits of social proximity selling
Social calling math
In my last post I went through the math on traditional cold calling. There’s an alternative way to get meetings with prospective clients, but … [Read more...] about Social calling math
