I think I got the same email that Trish Bertuzzi got. Trish is spot on with this post about email prospecting (as always). We live in a world awash with low cost Sales 2.0/Social Selling tool. If you don’t use these tools to customize your prospecting to the recipient, you are wasting your prospect’s time. Nobody [...]
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5 Best Practices For Building Relationships On LinkedIn
Nice post by Melonie Dodaro via the Linkedin sales blog on the basics of using Linkedin to build relationships (i.e. sales!) To the last point I’d like to add: Take the conversation offline if you really want to have someone as a real contact for the future. There’s a huge difference between a Linkedin connection and [...]
5 ideas that will impact your sales career
This post is going to be biased. Sorry. I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. I read that book in 2008 and it rocked my world. Now he’s got a new book focused on sales, The New [...]
Where can I get the best prospect list?
Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had [...]
The State of Inbound-SALES!
I’m still pretty jazzed up about the Hubspot Inbound 2014 conference that I attended this week. A lot more to come on that over the next few weeks. The big reason for my excitement (apart from seeing so many sales friends) is that Hubspot has joined the CRM game and is looking to help sales [...]
New Nimble app–much needed. Thanks!
Nimble announced today it has released a new app for the iPhone. This very good news. I was staring at their old app over the weekend thinking “this does not do much. Why can’t I do some of things I do on the web?” Well now I can…on the new app. Yeah! It’s always pleasing [...]
What are the best B2B lead sources to fill the top of your funnel?
Looking at the big picture and figuring out where you should spend your time and money on lead generation is a tough task and one I’ve seen many companies skip. Skipping this thinking is not a good idea as you can easily sink hundreds of hours and tens of thousands of dollars into an approach [...]
Trigger event types
This post is in reply to a comment left by Louis Gudema on my last post. If you haven’t checked out Louis’ blog, you should. He’s writing some excellent stuff about modern sales and marketing over there. As timing would have it, Louis just updated me that he has a new (free 83-page) ebook out [...]
This may hit your Sweetspot
If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. My prospecting framework has 3 elements: Define your prospects and get their basic data: for example [...]
A sales book that will save your bacon
Next time you join a new company or change your sales role in your company, you’re going to want to have a copy of Jill Konrath’s new book: Agile Selling. Actually if you know what’s really good for you, you’re going to want to read this book now and learn the skills in the book [...]
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