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?
Want to be an “A” student?
There’s still plenty to do. Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). My concept of Sales 2.0 was, … [Read more...] about Want to be an “A” student?
Two different approaches to getting in-the-door
If you run a small company, you usually end up being one of your company’s early sales people. If you are in this position, this post may help … [Read more...] about Two different approaches to getting in-the-door
