Blog

November 22, 2020

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.

November 17, 2020

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..

November 16, 2020

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).

November 2, 2020

Start selling by not selling

I’ve been in sales for almost 25 years, but sadly, only started selling less than a year ago.

November 1, 2020

MEDDIC – roadmap to success

MEDDIC is a sales methodology based on qualification for complex (enterprise level) Business to Business sales environments.

October 26, 2020

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.

October 13, 2020

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.

October 6, 2020

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,…

October 5, 2020

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.