Partners in Excellence
MARCH 8, 2024
He loves responding to the worst possible prospecting emails possible. After a few years, it became clear that at some not-too-distant point, I would have to start selling – a prospect that did not thrill me. I tried my hand at the bloodless side of the business, writing reports and letters to prospects.
Alice Heiman
MARCH 12, 2024
This authentic engagement not only humanizes the brand but also builds trust and credibility with customers and prospects alike. 01:20] Ever-Present Marketing Problems – Revelations on the persistent challenges in the field despite decades of progress. [02:52] Currently he writes a monthly column for MarTech.
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Partners in Excellence
DECEMBER 19, 2022
Sometimes, I look at the stuff that’s inflicted on all of us in the name of prospecting, opportunity development, and so forth, and I tend to be pretty pessimistic. 1000 scholarships are provided to women studying selling. Regular readers know that I tend to write and talk a lot about the future of selling.
HeavyHitter Sales
AUGUST 25, 2013
SPOILER ALERT : Click here if you would like to take the actual test that was given to study participants prior to reviewing the research results below. The conversations salespeople have with prospective customers involve these visual, auditory, and kinesthetic channels.
HeavyHitter Sales
MARCH 22, 2012
I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. To accomplish these studies I have interviewed hundreds of C-level executives and countless mid-level managers and lower-level personnel. Losing is always hard.
Partners in Excellence
DECEMBER 10, 2012
They study more, look at other alternatives, try to build the perfect strategy. It’s insidious–it’s not picking up the phone to make that prospecting call. We worry about failing. Unfortunately, this is the point where too many people stop. Rather than moving forward, people go back to reassess things.
Fill the Funnel
OCTOBER 20, 2015
Even more welcome is the news that today, sales people have more resources than ever available to them for creating and displaying visually compelling information that their customers and prospects are looking for. This is an important revelation to those in sales who need to provide information as compelling and effective as possible.
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