by chris | Dec 23, 2016 | Sales Leadership, Sales Process
I was struck by a study I just read, “Global Leadership 2015-2016 Study.” What it says is really keeping CEOs up at night. You can read an overview at this link. Here’s an excerpt from the article: The short answer: Leaders just aren’t ready... 
by chris | Oct 31, 2015 | Sales Process, Sales Prospecting
If you are emailing senior level people, make sure the email can be read on a smart phone. This is vitally important. Your message needs to be concise. And be sure to not include attachments or elaborate signature lines. You want the person to read your... by chris | Jul 29, 2015 | Sales Prospecting
Stop immediately! Put the prospecting process you’ve been using on the shelf. It’s not going to work when it comes to trying to reach the CEO or any other senior level person. Before proceeding, here are 5 things you need to know: 1. Be strategic, not tactical.... 
by chris | May 13, 2015 | Sales Process, Sales Prospecting
You have the prospect who you know would benefit from working with you, but they simply will not respond to you. Question arises in your mind, “Should I continue trying to connect with them or should I instead simply move on?” This question comes up a lot... by chris | May 5, 2015 | Sales Leadership, Sales Process
Warren Buffett, in speaking at his annual shareholders’ meeting, shared about the importance of culture to a company. He spoke about how imbedded culture is at his own company, Berkshire Hathaway. He said the value of the culture will be seen in how it...
