Tag Archives: Process

Quick sales tips & reminders

2 Oct

There were a bunch of quick and valuable reminders and tips on the web this week on improving your sales process.

  • Making You Suprisingly Unforgettable To Your Customers – Loved this post – in these days of too many competitors and too many choices offered to our prospects, here’s some great tips make yourself unforgettable. How many of you think of Nat & Natalie Cole when you hear the word, “Unforgettable” like I do?
  • Three Tiny Changes That Drive Success – Nice reminders to help get you out of a sales rut. Don’t forget Dale Carnegie’s, “21 Days to Making it a Habit” as you try these changes. Assuming you don’t do them already!
  • Quiz: How To Bypass a Gatekeeper – Real good quiz on bypassing the Gatekeeper when you just can’t get in. Interesting decision by Geoffrey on which department you should call into to ask for the transfer. Other ways:
    – try Jigsaw for direct dial # of executive
    – try Inquisix for a referral to the executive by someone they know.

Geoffrey’s idea is manipulative but sometimes you just have to try it. But only after you can’t get an Inquisix referral or JigSaw is not coughing up the direct dial numbe


Phone Event on July 23rd – The Day After the Networking Event

21 Jul

Pat Weber runs an online networking group called the Consummate Networkers and she’s invited me to speak to her group this week. The event is phone-based and anyone can join the call via BlitzTime.


Date: Thursday, July 23rd at 7pm ET

Topic: The Day After the Networking Event – What Do I Do Now?

Why not join us and participate by signing up here? The event is free and you’ll have a chance to meet other professionals interested in networking.

How Strong is Your Referral?

5 Dec

An interesting post on EyesOnSales by Paul McCord got me thinking early this morning.  He says to make sure you know how strong your referral is before contacting the prospect.  Just because someone gave you a referral doesn’t mean that the prospect values that referral.  Seems like common sense to find out what the relationship is and how strong it might be before acting on that referral.

But maybe it’s not common sense.  Inquisix (as you all know!) maps the process of getting (and giving) referrals online.  Just like a SFA system tracks a sale from lead to prospect to opportunity to close, Inquisix tracks referrals from search to ask to get to rate.  Our data shows that the referrals with the best rating almost always have the best exchange of information at the ask and get stage.  Why?  Because at this stage in the referral exchange is where you are networking with another person to gain a referral from them.  Thus, you are exchanging your bona-fides on why you deserve the referral and why they can deliver on the referral.

The best referrals provide you the opportunity to strengthen your reputation with not one but two parties – the person you’re asking the referral of and the person you’re getting the referral to.  Makes sense to take the time to do it right!

NYC Event – "Winning Big Company Clients"

3 Oct

Jill Konrath, author of “Selling to Big Companies” and Razi Imam, CEO of Landslide Technologies are discussing new Sales 2.0 technologies for helping salespeople win big corporate accounts. The event is being moderated by Nigel Edelshain, CEO of Sales 2.0.

I will be there as a guest of Nigel.  Will you join us there?

Tuesday, October 14, 2008

The Penn Club
30 West 44th Street (between 5th and 6th Avenues)
New York, NY 10036

6.00PM – 6:45PM Networking and Hors d’oeuvres
6:45PM – 7:45PM Presentation and Interactive Discussion
7:45PM – 8:00PM Wrap-up & Networking

Register here for this event. I look forward to meeting you there.

Holiday Reading to Recharge Those Sales Batteries

19 Dec

For many of us, the end of the calendar year coincides with the end of the sales year. Have you made it yet? Will you (and your customers) enjoy the time between Christmas and New Year’s because you’ve already delivered your revenue committment to senior management?


When you need a quick break from all the holiday cheer and want to recharge those sales batteries with some quiet time then consider catching up on your sales reading and learning. But don’t have time to read all the new books on selling? Would you like the Cliff Notes versions instead? The Top Sales Experts website has just the booklet for you – and it’s co-authored by many of the top sales experts.


I like “Leaving PowerPoint Behind and Make the Person-to-Person Sale” by Joanne Black, author of “No More Cold Calling” and guest blogger on this site.

Another good article is “A Glimpse at Sales 2.0 – the Potential and the Pitfall” by Keith Rosen. As salespeople, many of us started selling in the days laminated presentations and always making sure there was change in our pockets for the pay phone. Today we’re using web-based conferencing and wouldn’t be caught dead without our cell/PDA. So what’s next?

Read the article. Read them all – in the the order they interest you.

Which articles did you enjoy best?

Happy Selling!