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. [...]
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 [...]
Prospecting the Hard Way
I’m not that keen on banging my head off walls. But some sales people are. Mostly sales people that have been trained in “old school selling techniques”. The ”old school” maintains that “sales is a numbers game” and the numbers that matter are all about effort. All about volume. One of the key indicators of [...]
Don’t Propose. Close.
I don’t care how many proposals you have out. Truth be told you probably don’t really care either. What you care about is how much money you are going to put in your bank account this month, this quarter and this year. Proposals are not going to get you there. Deals are. Closed deals.
Prospect Lists a Social Selling Way
From my research and analysis of thousands of prospecting calls, I’ve found the three biggest factors that super-charge your chances of getting into a busy prospect’s office are:
ThisWeekIn Sales Interview – Video
Just interviewed by Kevin Gaither on his ThisWeekIn Sales web TV show. I talk about my definition of Sales 2.0, where I created it and why I came up with it. Then I drill down into the three key components of Social Calling that can boost your prospecting results eight times.
Has Your Proposal Gone to Neverland (Part II)?
In a previous piece about proposals I said that you should try to avoid producing proposals without selling all the decision-makers in the sales process first. I thought it might be useful to say a little more about how to correctly develop a proposal (actually a “statement of work” – see my previous post for [...]
The Social Graph is Your Friend(s)
Mark Zuckerberg (you know the movie star) popularized the term the “social graph” to give a visual representation to the way we are all connected socially (and to promote his movie.) The social graph represents the relationships between us as lines and us as the nodes (see the photo.) Why does this concept matter to [...]
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 [...]
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