This week, I responded to an outbound sales email from a software company focusing on customer success. The last line of the rep’s email was: I would appreciate the opportunity to speak with you for a few minutes. When would be a good time to call? I replied: let’s chat. I can do Wed 2:30-4pm […]
VIEW POSTThe Situation: Big meeting with a C-level executive at the top, top, top of the org chart. We’d been working with several operations managers to implement our software over the past nine months, and this meeting was set up to discuss how we might expand our work other business units. Lesson Learned: Confirm the meeting […]
VIEW POSTI’m traveling this week visiting a very major client and initiating the sales process with future clients (a.k.a. “prospects”). The act of simple meeting preparation helped me enormously. Twice. Situation #1: Meeting on Wednesday with a potentially large client after several phone calls with an executive and his team. What I did: In looking at […]
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 […]
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