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 [...]
I speak to many people whose cards say they are in sales, but when you speak to them, you begin to wonder. To be honest I am not surprised, because I find that a lot of people “end up” in sales rather than selecting sales as a profession. Just look around and see how many [...]
Master Trigger Events to Increase Sales
With the imminent release of my book on Trigger Event Selling – Turning Prospects Into Customers by Harnessing Trigger Events, my co-author Craig Elias and I will be presenting a three part webinar series hosted by OneSource, an Infogroup company, that will show how to:
1. Exploit Untapped Opportunities: 3 Strategies for Using Executive [...]
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 [...]
I had a call from the rep in a quandary; she had a client who was running her around, being very demanding and at the same time being less than straight with her. Having worked with her in the past, I know that she was not prone to panic so this had to be a [...]
