Back on August 16th, I posted a piece on SalesBlogcast Mindshare, a great blog I contribute to regularly; the post was titled Texting as a Form of Cold Calling!, which based on a comment I heard by a CMO. He had stated clearly that one way to approach him, given his busy schedule and mobility, was [...]
No matter what you call it, research, background, prep work, knowledge gathering, there is always a good dialogue to be had around the question of how much of it a sales person should do in advance of and during a sale. The amusing thing about it is that in the end there are always more [...]
Most sales people I know work really hard, and they are to be respected for it, but some work a bit harder than they need to. I am not here to bash them with the old cliché about working smart vs. hard, I think most are working smart. But sometimes they don’t connect their experience [...]
It’s almost the end of May, nearly June, the half way mark for the year, how is the year so far? What’s in your pipeline, do you have visibility through the summer? If these questions make you cringe, and you are in the Toronto area June tenth, you can be proactive and do something about [...]
Always Have 5 Targets In Prospect Accounts
With very few exceptions in B2B sales you will need to try a number of different doors to gain access to key decision makers. To do that successfully on a consistent basis, you will need to target multiple people within the target account.
Based on your offering there may be [...]
