How Expensive Is Your Prospecting Strategy? Time is expensive. How many calls can you afford the make to people who don’t care, won’t call back, or who might ask for more time consuming information just to get you off their back? Earlier in the week I wrote about the number’s game. This is the poor advice […]
How Many Meetings Are You Getting Per Month? How Many New Clients Have You Picked Up Over the Past 12 Months? I hear this all the time, “It’s a number’s game.” If you make 60 calls, or some say 100, then you should get 4 – 6 meetings each month, and 1 will close. That’s […]
Copywriting Just Might be The Next Skill to Master If you’re in sales, you’re trying to connect with people. You’re goal is to grab their attention. But the market is crowded…”Sales” strategies by themselves are no longer enough to reach new prospects. Marketing is Not Always Marketing You might have a marketing group. Bad news […]
Selling Security is Not The Same As Selling Insurance You can spin security a million ways to make it sound like there’s a return on investment, but you’re only kidding yourself. So how exactly do you sell something that many people think they don’t need more of, and that really has no ROI? I just […]
How Many Unread Emails will You Write This Year? What if You Put Those Words Into a Book This week two of my family members did something important. First, my daughter Hannah (age 23) published a book! Second, my father – and often a business advisor to me, sent me an article on email marketing. […]
Three Things You Can Do To Earn A Seat At The Table Continuing from yesterday’s topic on, Things Sales People Do That CIOs Hate, last week’s keynote also covered three things CIOs really need…and can’t easily get internally. Security Intelligence. Intelligence is the new security buzzword. Not that it’s new. But for years people have […]
Prospecting is Hard! My clients have been telling me for years that, “No one answers the phone anymore.” So why do we keep making so many cold calls. I know there are training programs out there that claim to change all of this, but if the person you are calling isn’t picking up the phone, […]
Credit Card Data Is A Commodity…It’s The Company Secrets That Profit How Secure Is Your Data – What About China? The big companies have had their share of horror stories with credit card theft this year, but are you and your customers watching the trends in Espionage? Earlier this month I interviewed a couple of […]
Are You Getting Through To New Prospects? Yesterday I posted some strategies to find new customers using LinkedIn. Having used this method myself for several months, I’ve been amazed at how much easier this is than trying to reach out to someone I don’t know by phone or email. It does work. However, there’s a […]
We’re all on LinkedIn. So Why Not Use LinkedIn To Prospect for New Business! New Logos are hard to get. Cold calling is not really working, and it’s no wonder. The people we are calling are getting thousands of calls, and unlike email, calls take an incredible amount of time to make and return. However, email is […]
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