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
Brexit for cold calling?
You may know I’m a Brit. At the time of this post, the UK government is going through it’s 27th vote on Brexit. (Actually I don’t … [Read more...] about Brexit for cold calling?
Get in any door
When I started selling technology I was told to get to the office at 8AM so I could cold call CIOs and catch them before their assistants came … [Read more...] about Get in any door
Getting in the door is hard
Getting in the door is the #1 problem for most small companies I know. When I first got involved in sales I was a sales engineer. I supported a … [Read more...] about Getting in the door is hard
Factory worker or owner?
When I first started writing about sales in 2007 my main angle was that we should “bring science to selling”. As an engineer, I could not … [Read more...] about Factory worker or owner?
