Happy May to you! I know I’m stating the obvious here but I’d rather have a warm, inbound lead over having to make a cold call or prospecting call. I’m currently consulting with a software company in California on their lead generation strategy. They asked me to be a “secret shopper” and fill out an […]
Kansas City has been pounded by 2 heavy snowstorms the past few weeks. They’ve estimated that KC has gotten 20 to 25 inches of snow. I started reading Aaron Ross’ book, “Predictable Revenue” last night. It’s an interesting read and I don’t agree with his opinion that cold calling is ineffective and doesn’t work. If […]
Last Monday through Wednesday, I attended the Rainmakers Jigsaw Conference in Las Vegas, NV. This was my 2nd time attending the event. One of the Jigsaw staff members asked me to write a guest blog which will go out to their 2M plus members so I said yes. Of course I had ulterior motives. If […]
I reached out to the CEO of a technology firm based in Ohio. We chatted and she said there were some organizational changes going on internally. She planned to hire a new Sales Vice President who may use past resources for lead generation. She said to follow up down the road which I did. I reached […]
I came across this great illustration by Dan Miller: Let me give you an example: Imagine for a moment that your 3-yr old daughter slipped and fell into the pool while playing. You’ve never had swimming lessons, you don’t know the tempurature of the water, you don’t know how deep the water is where she […]
I finished Mike Michalowicz’s book, The Pumpkin Plan” on my Nook last night. Brunt, brash, sarcastic, a little profane at times but straight to the point. If you own your own business or thinking about it, read this book.
I recently read Kelley Robertson’s blog post titled “Stop Being So Darn Polite”. Here’s the link: http://fearless-selling.ca/stop-being-nice/?utm_source=dlvr.it&utm_medium=twitter&utm_campaign=stop-being-nice” Key takeaway for me: Don’t ask a prospect or an executive, “How are you today?” Replace with some follow options:
A while back I happened to look at my driver’s license and noticed it needed to be renewed soon. So last Friday, I drove down very early to get my license renewed. I’ve heard the lines are notoriously long. So I left my house at 6:45 am and arrived at 6:49 am. There were already […]
I came across this quote recently by the great boxer, Muhammed Ali: ‘”I hated every minute of training but I said to myself, suffer now so you can live the rest of your life as a champion.” What’s this have to do with sales prospecting? Pay the price now, enjoy sales success later.
When you proactively pick up the phone and reach out to prospects, the goal is to set up a meeting. If you have done you’re homework, you should target companies that have money. Obvious but sometimes we fail to forget this. If they are the right company in the right revenue range, they have money. […]
