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 you. It’s about an alternative way to get in front of your target buyer without cold calling.
It’s my belief that there are networking style ways to generate appointments that are actually more effective than cold calling. Not only that they generate better quality leads and are way more fun than cold calling (which if you’re like me is an activity running neck-and-neck with going to the dentist as a pastime.)
I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Since then I’ve sold millions of dollars of technology and services, run my own sales outsourcing and training company, grown a digital agency and pioneered a new approach to selling now known as “social selling”. Along the way I