“Informed-calling” is the prospecting method where in place of making cold-calls, you instead call potential customers with a specific reason based off of something you’re learned about them. An example of how it works is you might be selling B2B in...
Seth Godin’s blog is good. No arguments from me on that. However, his May 29, 2012 entry is one I’m going to challenge him on. His post talks about B2B selling, and in it, he lists the 6 reasons why companies buy. Sorry, but I disagree that “making a...
Companies don’t buy anything. They only invest. This is a basic rule of selling in a B2B environment. However, this does not mean B2B sales do not also have a big element of what I call “B2P” impact. My definition of B2P is “business to...
Recently I wrote about why I think phone sales cold calling still works, and the feedback has been amazing. All of the feedback I received confirmed that cold-calling does still work when it is done right. The biggest thing I heard regarding phone sales cold calling...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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