Yesterday I received an referral email from another vendor in the industry to one of the “Too Big To Fail” banks. Woohoo! Now, critical moment – I had an email half typed then said to myself – “Dude – Pick up the phone.” So I did, and I’m glad I did. Here’s how the conversation […]
VIEW POSTGearing up for a conference we attended this week, our sales rep plowed through a list of attendees cross-matched with leads and prospects in our CRM. He called one fellow who’s historically been a pain in our collective side. Over the last two years, we haven’t been able to get him past a couple […]
VIEW POSTDo you spend money on a booth, or should you just do LobbyCon? Go to the events and avoid registration fees at all costs. There is plenty of LobbyCon you can do. It will be painfully obvious when it’s time to actually pay to register. Don’t feel bad about this. Conferences are daunting and expensive, […]
VIEW POST[UPDATED: 2/13/12] Sales Tenet #9: Be nice. No matter what – always be nice. Why “Tenets”? Just sounds better than “principles” or “rules” or “laws.” (Why are you asking silly questions – the meat and potatoes are below…) Sales Tenet #1: For inbound calls and lead, find out why the prospect is inquiring about your […]
VIEW POSTIf you’re working a conference booth, bring Starbucks Via, Altoids, Power Bars, and a big bag of raw nuts with you. Trust me on this. Conference coffee is awful – it’s watery and never has enough caffeine to do the trick. Fill your coffee cup then lace it with Starbucks Via – a legal equivalent […]
VIEW POST