Most of us sales people these days use email a lot. I recently got to sit down with a bloke that knows a lot about how sales people do and should use email. This is part 2 of my discussion with that bloke, Matthew Bellows, CEO of Yesware. Part 1 of the interview is here. [...]
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How Sales People Should Use Email – Part 1
Most of us sales people these days use email a lot. I recently got to sit down with a bloke that knows a lot about how sales people do and should use email. If you use email and sell, this is well worth a quick read (hint: he even did research!) That bloke is Matthew [...]
CRM’s for the Real World
Over the years of sales consulting with companies of all sizes (many ironically in IT), I’ve seen some darn ugly CRM databases. Back in the first days of this blog I compared these databases to a 2-year-old’s bedroom (in fact I should have said a 4-year-old’s bedroom I believe having now passed through that milestone [...]
Cold Calling Tip. You’re Now on a Two-Way Street.
Marketers are shifting their dollars to inbound techniques like being found by search engines and being popular on social media. But sales people are still dialing-for-dollars. Who’s right? Both. I’ve approached this particular problem from both ends. I’ve placed plenty of cold calls over the years and amped up my effort by having an inside [...]
Prospecting Trigger Events – a New Linkedin Way
I’m having a bit of a “Mashable Moment” today (aka this post is about tools/technology). I’ve seen several new feature updates come out of LinkedIn lately and I feel several of these are important for you to know about. These updatesare giving you new ways to use LinkedIn as a “Social Calling” tool (my methodology [...]
Sales Prospecting: 5 Tips for Using LinkedIn to Sell
I went to speak to my friend and New York master sales trainer, David Leaver of Opus Partners, on this one. (You may have noticed a trend in my last two blogs posts that I am interviewing other experts. This is because I don’t know everything). David has been at this sales training game for [...]
Cold Calling Elimination: New Tool
My wife is still a little annoyed with me that I did not start Jigsaw. Now, I love Garth and Fowler like brothers (well I’m an only child so I’ve got to do something). Actually all the folks at Jigsaw are awesome. The only problem is I thought of the Jigsaw concept many years ago [...]
Cold Calling is Dead…Prospecting Isn’t
The sales profession has a problem with words. We use words too loosely – without agreed upon definitions. “Cold calling” is one of the classics. Does it work or not? Well the first problem is that one man’s “cold calling” in not another man’s. Some people define “cold calling” as any time you pick up [...]
Have You Earned the Right to Get In?
Do you really want to get that meeting? For most companies the biggest bottleneck in the sales process these days is getting into that executive meeting. But how often do we really earn the right to get that meeting? As a sales person in a “Sales 2.0 world” there are many, many tools and techniques [...]
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