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…]

This post is about an interesting place you can look for “suspects” when you are prospecting.

This is a place that is super-obvious, but as with many real world things, often not utilized: your company’s own CRM/old contact lists.

I’ve seen the scenario umpteen times. A rep has a quota to make and feels under-the-gun. The first place they go for a “suspect”/”lead” list is Linkedin or another third-party list (InsideView, Zoominfo etc. etc.) Where they don’t go is their company’s own CRM.

This is odd because the people in your CRM have presumably had some thought put into selecting them. Someone at your firm may even once have talked to those people. [Read more…]