Not that long ago I was reading an article on “sales data” that was written by a man who I highly respect … David Brock. As David pointed out … sales has more data points to analyze than ever before. The problem is … are they looking at the right data and are they deriving
Check your pulse, guess what, if it’s there, you’re alive and human. Along with all the basic human functions, you also have a personality, likes and dislikes. One thing that, let’s be modest and say most people, do not like, is being annoyed. The funny part is that most people get annoyed by the same
Perhaps they are both and here is why … “With the advent of the internet, customers are more informed than ever before. In fact, they may have already made their decisions prior to even reaching out to you and your company.” These changes in buyer behaviors have created dramatic new challenges, and opportunities, for today’s
I have spent a lot of time recently contemplating the state of outbound prospecting. To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. As a salesperson, I see this as a very serious concern. I also need to make it very
The Benefits of Connecting to the Right People
You can use either a shotgun or a sniper rifle. Early on my career, I used the only prospecting weapon that I had at my disposal was … the shotgun. I picked a street and knocked on every door hoping to find the jewel buried in the dirt. Times have changed. I’ve grown smarter and
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