7 reasons why salespeople need the right tools
Salespeople need the right tools to be successful in getting new meetings. Here are 5 reasons why.Read more
Email, call to action, phone call, social…..REPEAT!!!
It can take over 10x’s to get someone’s attention. WIFT (what’s in it for them) messaging is the key. Be persistent..Read more
5 Elements of a successful VITO letter (also BASHO)
VITO “very important top executive” letters is an effective way to target a key contact in an organization with personal and valuable messaging. After sending a VITO letter, you can then spend the next few weeks or months with persistent follow up (calls or emails with relevant articles).Read more
Start selling by not selling
I’ve been in sales for almost 25 years, but sadly, only started selling less than a year ago.Read more
MEDDIC – roadmap to success
MEDDIC is a sales methodology based on qualification for complex (enterprise level) Business to Business sales environments.Read more
5 ways to test your champion
How many times have you thought you had a true champion to help drive your deal to fruition? Sometimes (or many times), this doesn’t happen.Read more
What is Social selling?
Social selling is the process of developing relationships as part of the sales process. The goal is to always to develop a trusted relationship that leads to doing business together.Read more
7 Ways I social sell
You want to be where someone is the moment they want information and there are many ways to do that. Here are 7 effective ways I do this by Social Selling in today’s environment: Blogging – Create a WordPress blog or blog through LinkedIn. I have a few WordPress blogs for Marketing, Entrepreneurship and IT,…Read more
Softening barriers
Getting through to a key stakeholder isn’t easy. Sometimes, if you cold call a high level person out of the blue with no point of reference, you risk pissing them off. The goal is to get a New Business Meeting with them.Read more
Start with dynamic discovery – 3 steps
It took a lot of effort to get the meeting, but you’re finally there. Now what?Read more