Nov 9, 2020Member-onlyBest Way to Prospect on LinkedInDo not be the spammer, take the personal approach — I was having dinner at a restaurant the other day with close friends. It was the type where all the meals are precisely designed masterpieces more complex than a high school chemistry experiment. …Sales9 min readSales9 min read
Jun 12, 2020Member-onlyHave a Damn OpinionYour buyers don’t want product pitches, they want big ideas — Back in the mid-90’s, Steve Jobs did an interview that only surfaced many years later. The full interview is classic Jobs at his best, the witty and brilliant entrepreneur that could take an idea and distill it down to the essential truth. But why does he garner so much more…Sales5 min readSales5 min read
Jun 5, 2020Member-onlyThe Strength in DiversityHow do we build genuine inclusiveness into our sales teams — The year 2020 has been a one-two punch for America. First a global pandemic shutdown the country and the economy. Just as America was opening up, the death of George Floyd by Minneapolis police sparked protests over ongoing racism & police brutality. I have been deeply saddened by the events…Sales5 min readSales5 min read
May 29, 2020Member-onlyChoosing CustomersHow narrowing your prospecting activity increases your win rates — What are your summer plans? With the official start of the summer season, you may have very different expectations for summer getaways given the circumstances. The biggest complaints I am hearing though are from parents with kids. It is dawning on them that summer camp may not be a thing…Sales5 min readSales5 min read
May 22, 2020Member-onlyMaintaining FocusStop obsessing on activity, instead stay productive by working smarter — One of the most enduring memes of the last decade came from an episode in 2017 with BBC interview dad. You know the video with the kids barging in on their father during a live BBC News interview. Some hemmed and hawed at the unprofessionalism and how working from home…Sales5 min readSales5 min read
May 17, 2020Member-onlyCan’t Get There from HereWhat does your online presence say about your value to prospects? — There is a saying used by the fine folks in Maine, often in the context of giving directions: “You can’t get there from here” If you have ever been to Maine, getting from point A to point B can be daunting. GPS has helped a bit in today’s world, but…Sales6 min readSales6 min read
May 17, 2020Member-onlyThe Trap of Nice MeetingsAre your meetings moving the revenue needle, or are your getting ghosted? — Have you seen the photo of a smog-less downtown LA making the rounds? Beautiful, isn’t it? The irony of the pandemic is that while life has been seriously disrupted, this has also meant people are more available. …Sales5 min readSales5 min read
Apr 16, 2020Member-onlyMaking It PersonalHave you shown your prospect that you care about them? — Perhaps you have received an email or maybe sent one yourself recently that started off with the following: In these uncertain and difficult times, it is important to maintain a long term perspective. That is why I am reaching out on behalf of Big Important Co. …Covid 195 min readCovid 195 min read
Apr 10, 2020Member-onlyThe Right MessageMost sales outreach is me-centric, this is how you craft better messaging — The past few weeks I have been discussing how to navigate through this time of a global pandemic. No one could have expected a few months back the sheer scale and impact the virus would have. Many sales leaders had very different expectations for revenue forecasts in 2020. Now the…Sales4 min readSales4 min read
Apr 2, 2020Member-onlyTrust, Credibility, and RapportHow to standout when spammy sales outreach is on the rise — Last week I mentioned that the game in sales has radically changed. Up until a month ago, the tactics you were using probably worked fine, your pipeline was intact, and you were sharpening your quarterly forecast. Now in this last day of the quarter, your plans have been blown up. …Sales4 min readSales4 min read
