What 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 POSTAs an early-stage start-up, your lead tracking process might be as simple as an Excel spreadsheet or the free version of HighRise. Totally acceptable at first. But… you’ll reach a point where the limitations of whatever early stage system you’ve chosen is noticeably painful. A few signals include: 1. Missed calls. You missed a follow up […]
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