I've covered problems with the concept of “warm” calls at a tactical/caller level elsewhere. This article heads to the C-suite to cover one and one-half strategic problems summed up this way: “warm” brings “cold” with it. The Half-Problem Using “warm” and its concepts sets unrealistic expectations and encourages counterproductive calling methods. This eventually generates frustration, [...]
There are two CRM I recommend: Less Annoying CRM (LACRM) and Nutshell. I’ll cover what they have in common and then contrast the two. […]
(Excerpt from book) My favorite cold calling myth is this one: calling B2B is different from calling B2C. The idea behind this myth is when calling business owners, C-suite, and other executives we need to use a sophisticated approach because these guys are intelligent. We need to get right to the point because these guys are [...]
Few people are aware that Rod Mckuen, Emily Dickinson and Theodor Geisel were in sales before they hit it big as poets. Let’s honor their hidden legacy — and have some fun — with a sales poetry slam. Be it in iambic pentameter, haiku, limerick or free verse, add your own using the Contact form. [...]
How did Shawn Greene, salesperson, add "instructional design" to her toolkit? Here's the scoop: After many years as a high-performing sales rep I became interested in why sales methods work or fail, and how to teach others to thrive in sales. This inspired a transition into training, a role that allowed me to apply a broader range [...]
Several months back, I posted a simple question in two LinkedIn ATD groups: Articulate or Captivate – which do you like better, and why? I asked because I wanted to refresh familiarity with these apps. Though I had used Captivate and Articulate in the past, it had been about five years (just so happened they weren’t [...]
