Don’t sell to anybody.

OK, I mean don’t sell to just anybody.

You really should be careful who you invite to give you their money. The problem is every deal seems great until you actually “get married” to your prospect and they become your client. As you know many such “marriages” end up in unhappy breakups. [Read more…]

It’s uninspiring (and ineffective) for a sales person to email or call a prospect to “just touch base”.

On the other hand, I’m all for sales people staying in touch.

So what’s the solution? If you must email or call, what do you say?

Here’s one idea: have an idea. [Read more…]

It can happen in an elevator or at a networking event or at the weekend barbecue. Most often these days it happens when you write a prospecting email. You need to say what you do.

Unfortunately what most people say, especially if they work for tech companies, does not mean much to the listener, or it sends the other person into a mild snooze.

Here are some tips to change that.

[Read more…]

You’ve heard this before but how much do you “walk the talk” when it comes to knowing your prospects?

Information is power in sales. The more you know about your prospect and their situation, the more likely you are to make a sale. If you’re in the dark, you’re not likely to bring up the right topics at the right time, and you’re way more likely to get a stack of objections.

[Read more…]

How would you do if you and your clients (and prospects) were on the Newlywed game? [Read more…]

In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction.

In this post I am going to talk about how to greatly increase your prospecting odds without an introduction. This approach is all about “social proximity” as Jamie Shanks calls it.

[Read more…]