At least it’s not about selling your products or services. Can you sell your product or service in a 30-second pitch? Can you sell it in a one-page e-mail? I hope not. If you could your company wouldn’t need you. Prospecting is about selling the next step. It’s about selling time. I’ll go old school […]
This is one of the hardest things to do in Sales in my experience. You have a good relationship with someone below the Power Line who is telling you what you want to hear and being just nice enough for you to stay with them even though you know they can’t get the deal done […]
The line between Sales and Marketing is getting thinner and thinner these days. Marketing is become more targeted with their messaging, while Sales is getting more generic and templated with theirs. Companies are trying to control the message by having Marketing develop templates for Sales who then send them out in bulk to try and […]
Too many of us get stuck going through the motions in life/business/sales and just do what we think we’re supposed to do. I have two examples, one personally and one professionally, that made me stop and think otherwise. First the personal story. I went to college a single man, had a blast and then found someone towards […]
The days are long, the temperature is hot and the Red Sox and Yankees are battling it out, which means summer is here. Unfortunately for us in sales that means a summer slowdown is coming before the hockey stick of Q4 hits. Instead of falling victim to the slowdown and struggling to get by in […]
Cars can drive themselves. Filmmakers can replace actors with CGI. Conversations can be automated with a computer program. For years, we’ve needed a human element to get where we want to go, to build connections with people, and to communicate with others, and everywhere you look, that human element is becoming more and more irrelevant. […]
Something I get asked a couple of times a week and usually has a lot of engagement when I share it on social, is the topic of voicemails. There is always a debate if leaving voicemails still makes sense in 2018. The answer, for a number of reasons, is yes. Why you should leave a […]
People ask me all the time which medium is the best one to connect with prospects these days. Is it phone, e-mail, Inmail, text, social? Historically, one of these has always been somewhat of the killer app. Before technology, it used to be door-to-door sales, then the phone, then e-mail, then LinkedIn, but now with […]
This is a guest post by the team at Nudge.ai, a great sales intelligence tool as part of the #holdthehustle campaign. If you’re in the business of acquiring new customers, you’ve heard industry leaders shout it from the mountaintop: “Add Value!” “Create Value In Every Interaction!” “Value!!!” With the shift, we’re seeing in buyer behavior, […]
I’ve been following Gary V for a couple of years now, and we even spoke at Rainmaker 2016 a couple of years ago. One thing he said that has really resonated with me is if content is King, then context is God. I couldn’t agree more with this statement and I think it’s a perfect […]
