Sales and Marketing Management
MAY 22, 2020
The challenges of quarantine deepen in sales, where lead-generation from cold calls and emails is essential. If you need proof, think about the countless branded emails you’ve received, perhaps from an airline you flew on five years ago, saying “We’re in this together.” If scripting a cold call, practice it with someone.
No More Cold Calling
MAY 14, 2012
Do you remember the Southwest Airlines’ “Some Things Are Just Better In Person” campaign (2001)? Southwest Airlines isn’t perfect (no airline is). (In fact, the more you engage in person, the greater the trust you develop—in both your personal and professional lives. Read, “ Trust: Get It Right the First Time ”.).
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Understanding the Sales Force
DECEMBER 11, 2012
Do Prospects Lie to Your Salespeople Like the Airlines Do? My Top 14 Articles on More Effective Sales Cold Calling. 5 Reasons Why Sales Cold Calls Are So Awful. Top 20 Kurlan Articles on Sales Coaching. What the Huge Patriots Win Teaches us About Sales Momentum. When Sales Leaders Don't Lead With Their Strengths.
No More Cold Calling
APRIL 5, 2012
I love Southwest Airlines. I actually believe that this big airline cares about me. Every year I receive a birthday card from Southwest Airlines. You’d be surprised how a small thing, like a birthday card, can make a difference in a business relationship. I recently had a birthday (no tears, I’m glad about it!).
No More Cold Calling
JANUARY 24, 2013
Here’s why, according to Southwest Airlines’ Spirit magazine (Sept. New social media data debunks the well-known factoid that it’s just six degrees of separation that connects us to others. Staying in touch with your social network just got even more important. Looks like it’s a smaller world after all.
No More Cold Calling
NOVEMBER 1, 2012
I’m quoting from Spirit, the magazine of my favorite airline, Southwest. Being without your treasured workhorse device can leave superconnected sales pros feeling lost, anxious, and debilitated. There’s a term for that. Nomophobia”. Here’s the definition from Spririt Lexicon, Entry No 435: Walk the Walk, Talk the Talk.
Pointclear
APRIL 19, 2017
One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. Mike is author of two of my favorite books: “ New Sales. Simplified. ”
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