When you meet with CEOs or other senior level people, make sure you are talking strategically, not tactically. CEOs are focused on outcomes that are big picture, not on the day-to-day technical things that have to happen. You need to make sure you align your...
1. Don’t ignore the gatekeeper. Treat them the same way you would the senior level person you are trying to reach. Ask the gatekeeper the same questions you would the senior person you’re trying to reach. Many times the gatekeeper is the one who in the end will...
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...
First thing is to remember to not sell to them. They don’t want to buy, and they don’t want to talk to salespeople. What they do want is solutions, and if they don’t see you as one who can help them with solutions, you have zero chance of being able to interact...
Want to know a secret about LinkedIn? If you aren’t using it to connect with senior level people, you are missing out. (And obviously if you think senior level people aren’t even on Linkedin, you need to think again!) Over the last year, the number of...
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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