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
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
