Described by Daniel Kahneman in “Thinking, Fast and Slow” – A general “law of least effort” applies to cognitive as well as physical exertion. The law asserts that if there are several ways of achieving the same goal, people will eventually gravitate to the least demanding course of action. In the economy of action, effort […]
VIEW POSTWhat are some rules of making successful follow up calls to prospects? A few concepts… Continuation vs. Advance. This is described in the book “SPIN Selling.” An advance progresses the sale whereas a continuation simply maintains the sale in its current state. For example… In an advance, you talked with a prospect last week and […]
VIEW POSTWhen you’re blasting through your daily calls, it’s impossible to know the psychological state of everyone you’re calling. For me, I’m often calling into trading desks on Wall Street and deep into the bureaucratic morass of the big banks. But… when you can control this state, you should. In Thinking, Fast and Slow, Daniel Kahneman […]
VIEW POSTDefinitely worth taking. With Altos Research, I required our sales team take this eight-week course (along with myself). Really, really, really good stuff. Michael Pedone knows what he’s doing. Check out the free webinar he’s posted here. That is all.
VIEW POSTI spent yesterday at Launch: Silicon Valley watching companies pitch to the crowd and a panel of VCs. Lots of talk in the presentations about the business model and revenue model (“We’re a subscription-based model and we expect to hit $4.2 million in 2012 at a $2000/month price point selling to SMEs…”) But… time and […]
VIEW POST