Last 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 […]
VIEW POSTThanks to Atlas Accelerator for the opportunity to present at their Fall 2013 Symposium last night. And a special thanks to John Sechrest for the introduction and his wonderful hospitality in Seattle yesterday. I had a hoot hanging out for the day at ImpactHUB and SURF Incubator. Even had a sunny day up there. Slides posted […]
VIEW POST“I know that you believe you understand what you think I said, but I’m not sure you realize that what you heard is not what I meant.” – Robert McCloskey There are four conversations in every sales call you make: What you wanted to say. What you said. What you think you said. What the […]
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