In “Think Better: An Innovator’s Guide to Productive Thinking,” Tim Hurson discusses the concept of “wave thinking.” Examining a problem not once, not twice, but three times to determine a solution: 1st solution = obvious 2nd solution = more interesting 3rd solution = creative Ahhh… How about your client interactions? When you find a new […]
VIEW POSTLast night, I sent out an cold “InMail” yesterday to a “D” contact and got a reply. My first reply from a D. We’re setting up a time next week to talk. (Reminder: “Ds” are cold contacts – people I’ve never met before – in my classification system for customer development contacts.) Sidenote: That’s the second reply […]
VIEW POSTHad a very good call block yesterday. My goal was 12 calls, and I hammered out 16. 🙂 An early trend emerging that is unsurprising and important. More on this below… I’ve started a process to track my call outcomes. I don’t know how long I’ll stick with this – just a way for me to […]
VIEW POSTI failed. I teach clients to set daily goals when I’m teaching clients how to manage their selling days. Yesterday, I set a goal to call ten (10) contacts for a customer development and sales project we’ve undertaken for a new client. Yesterday’s score: 10 planned calls 8 outbound calls 2 conversations 1 call back […]
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