Sometimes it pays to do what is “out”.
Social selling has become synonymous with technology. Many definitions make it all about using social media to sell.
But I think social selling is about being social and actual human beings do more than just hang out on social media platforms. [Read more…]
When you send a prospect an email or leave them a voicemail what do many of them do?
They Google you (as well as your company.)
As you know, buyers are seriously concerned about burning their time these days. If you happen to pique someone’s interest with your brilliant email or voicemail they are likely to vet you before they call you back and invest their precious time. [Read more…]
The big difference between a cold call and a referral call is social capital.
Social capital is the currency of relationships. It’s the currency of trust. If you’ve been in sales doing it the old school cold calling way long enough you may start to believe social capital does not mean anything. But I believe it means a lot. [Read more…]
I used to do it.
I would get to the office extra early and I’d start dialing before 8AM.
I wanted to become a rock star sales dude and I was mentored by my boss that the trick was to call CIOs (Chief Information Officers) early in the morning.
At that time of day, the stressed out CIO would be in the office but his assistant would still be fighting their way through the New York subway.
Ingenious! [Read more…]
In this post, I want to tell you about something that boosts prospecting results: trigger events. A “trigger event” is when something changes in your prospect’s world.
Change is good for you when you’re selling as when something changes in your prospect’s world, it often creates a need. Sometimes that need is something your product can address and hence a sales opportunity is created. [Read more…]
The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients.
Cold prospecting techniques get harder-and-harder every day. Even cold techniques turbocharged with boatloads of technology get harder-and-harder every day as everyone gets the technology and the arms race for a better sales stack escalates.
[Read more…]