Happy December everyone! There’s a Sales VP in town who I wanted to secure a meeting with. As with other prospects, he was very elusive and busy. I looked at his LinkedIn profile and noticed he was on the board of a non-profit organization here in town. I checked out the non-profit and decided to […]
I, like countless other Americans am glad that the 2016 presidential election is over! (This is not a political post or an endorsement of the President-Elect. I’m a registered independent voter and voted for Gary Johnson since I couldn’t bring myself to vote for Hillary Clinton or Donald Trump.) There are countless reasons and factors […]
In order to be successful at setting appointments via prospecting, cold calling, or sales calls, you must target well. It doesn’t matter if you have the greatest steak recipe in the world, if you’re targeting vegetarians you probably won’t be too successful.
Answer: They both should arouse curiosity if they are done properly. Crude analogy? Perhaps! Is the desired end result the same? I say yes!
“According to email provider ExactTarget, people take 2.7 seconds to decide if they will read, forward, or delete a message. These busy people sit with their finger on the delete button…” confirms Jill Konrath in The Ultimate Guide to Email Prospecting. Yikes! 2.7 seconds! That’s it? I guess I shouldn’t be surprised. I did some […]
A few years ago I bought a brand new Toyota RAV4 which came up with an optional subscription for satellite radio. I won’t say who the company was but it rhymes with “curious”. I tend to keep the radio off in my car to think and clear my head but do like commercial free radio […]
The answer is of course, it depends! I’ve interviewed candidates for Connect 5000 recently since we are slowly expanding and growing. When I chat with sales candidates, I ask them how many sales calls were they required to make in their previous job. Their answer: 100 a day. When I ask how much money do […]
Here are three interesting or depressing sales statistics whether you’re a CEO, Vice President of Sales, or sales representative surveying the sales landscape today. According to RainToday.com, about 50% of sales people won’t prospect. That’s the research. Even worse, the percentage of consultants who won’t prospect is even higher.1 According to Insidesales.com, it takes between […]
Happy almost Labor Day! My daughter was a flower girl in my wife’s cousin’s wedding recently. So my wife, daughter, and her parents flew out to LA to make it to the rehearsal in time. I flew out Friday evening to join them. I ordered Mike Weiberg’s book “New Sales. Simplifed.” on Amazon and took […]
I came across 2 articles this week on selling with features and benefits instead of outcomes and results. They used the same exact illustration: “Each and every year, millions of 1⁄4-inch drill bits are sold, yet nobody buying any one of these 1⁄4-inch drill bits actually wants a 1⁄4-inch drill bit. Then, why do they […]
