Category : Prospecting

Fear Of Rejection & Why It Sucks In Sales & Love

Fear Of Rejection & Why It Sucks In Sales & Love

Fear of rejection is what holds many of us back from initiating conversations. Whether in dating or in sales prospecting, the real consequences of...

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How To Get Leads: A Tale Of Two (Holiday) Raffles

How To Get Leads: A Tale Of Two (Holiday) Raffles

  Or... A Christmas Story Once upon a time, manager from Company A was sitting next to manager from Company B at an industry Christmas...

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Nine Steps To Selling At Trade Shows

Nine Steps To Selling At Trade Shows

You're all set... ... for your company's trade show. Stand, decor, brochures, business cards, smile. Sorry, but deep inside, you know...

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Prospecting In New Markets: Fish Where The (Fat) Fish Are

Prospecting In New Markets: Fish Where The (Fat) Fish Are

  Full disclosure...   My idea for this post came while reading Chris Brogan's post of yesterday, Fishing Off The Back...

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Don’t Send Me Your CV!

Don’t Send Me Your CV!

  I've received about a dozen CVs in October.  All by email.  All unsolicited. I'm going to hurt the feelings of a few friends...

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Team Selling?  “Pull and Load”

Team Selling? “Pull and Load”

One thing I enjoy about working with companies from different sectors is that it's a fertile source for my own learning. Sometimes a solution I...

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Make a “Cold Call” Warmer – The Triggering Event

Make a “Cold Call” Warmer – The Triggering Event

Happiness is a Warm... Trigger. O.K., I'm dating myself, and revealing my wanna-be cult past.  The above is a play on a Beatles title, one of...

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Bridge to Customer Needs

Bridge to Customer Needs

  The last conference speaker before lunch was fantastic. He was engaging as a presenter, he really knew his stuff, his material was...

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Are You “Adding Value to the Conversation”?

Are You “Adding Value to the Conversation”?

I was coaching a small start-up entrepreneur recently who was saying he was stuck. He had been making a lot of calls, some cold, some warm,...

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Storytelling By Email: 9 Best Practices

Storytelling By Email: 9 Best Practices

In the Brave New World, we're all fighting for share of voice, as well as impact.  Email is no exception. One way to cut through the clutter...

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