Blog Archives

Today’s Lesson: “Social” Selling

No, this is not another post on using online sites like LinkedIn to build your pipeline. Rather, I want to talk about my friend Mitch (real person, fake name). Mitch is looking for love. He’s a good guy. Works hard,

Posted in Building Trust, Champion, Networking, Prospecting, Qualifying, Sales Process

What’s your Dirty Dozen?

(reposting on request) Here’s a frequent conversation I have with friends, colleagues, prospects, clients: FRIEND: How do you get your clients? ME: It’s a lot of conversations like this one. FRIEND quizzical look on his face: What do you mean?

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Posted in Building Trust, Prospecting, Sales Messaging, Tools

Hubie, T.K., and the Ideal Prospect

When Hubie Brown and I were much younger, he was my favorite basketball coach.  I had just moved to Atlanta and adopted the hometown Hawks – his team.  He was smart and energetic.  In interviews, he seemed like a great

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Posted in Marketing, Prospecting, Qualifying, Sales Leader, Sales Process, Tools

Regarding Sponsors and Referrals

When inbound leads from marketing just aren’t cutting it, do you work with internal sponsors and trusted advisors for referrals to grow your business?  Or, do you do it the old-fashioned way and cold call and email blast your market?

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Posted in Building Trust, Champion, Prospecting, Sales Messaging, Sales Process, Tools

Success Story: In-Boarding

reprint from 2006* Leadership Strategies – The Facilitation Company is a leader in facilitation training and meeting facilitation. With a network of over 200 facilitators under contract, LSI provides organizations with dynamic, professional facilitators who facilitate executive strategy retreats and

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Posted in Building Trust, Champion, Closing, Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools

Asking and Listening Even Through Email

I am often asked, “So, what are your sales conversations like?” My response is that I ask questions and share successes around two related themes: 1) How are you doing with getting new hires, new partners, new investors, etc. on-board

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Posted in Building Trust, Champion, Prospecting, Sales Messaging, Sales Process, Tools

Valentine’s Day and Prospecting

With Valentine’s Day right around the corner, it seems appropriate to take a fresh look at prospecting.  After all, isn’t it sales and marketing’s constant function to ask others, “Will you be my Valentine?” The Valentine’s Day-Prospecting love connection light

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Posted in Building Trust, Prospecting, Sales Messaging, Sales Process, Tools

Unleashing Our “Inner Steve Jobs”

Carmine Gallo writing in Entrepreneur magazine last month offered up his seven principles that drove Steve Jobs success.  Gallo suggests that “any of us can adopt them to unleash our ‘inner Steve Jobs.’” So, to unleash your “Jobs-siness” in sales

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Posted in Careers, Marketing, Prospecting, Sales Management, Sales Messaging, Tools

Might I Suggest Some T & A: Trust and Alignment

“I’m trying to be consultative, asking all the right questions, but my prospects don’t seem interested.” “I thought we had a great conversation, then he blew off our follow up call.” “Sometimes, I feel like I’m leading an interrogation instead

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Posted in Building Trust, Prospecting, Sales Messaging

Intro to Intro Rocket

Many companies struggle with the opening, leading marketing piece.  If you have been in sales and marketing for any amount of time, you have received emails or seen brochures that describe offerings in the same tired, flowery language –  terms

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Posted in Building Trust, Marketing, Prospecting, Tools