Jun 29, 2017 | Newsletter
Here’s what you might have missed from No More Cold Calling this month. My cell phone rang. I didn’t recognize the number, but I decided to answer anyway. As soon as the caller told me he was with the San Francisco symphony, I rolled my eyes, thinking, “Oh no, they’re...
Jun 22, 2017 | Account Based Sales
Do sales organizations really need a B2B sales strategy? After all, pundits tell us it’s the buyer’s journey that matters. They’re in control, so shouldn’t account-based selling pros just be prepared to wing it? Besides, developing and implementing any...
Jun 8, 2017 | Account Based Sales
Prospects need more insights, not more information. The love affair began when I put a soft, Italian leather wallet in his hand. It was a done deal. I made the sale. This was decades ago, when I owned a luggage and gift store. My customers had countless choices for...
Jun 1, 2017 | Account Based Sales, Lead Generation
Here’s how to land and expand outside the box. “I’ve been waiting my whole life to say this.” That was the subject line of an email I received from my daughter. She explained that my granddaughter, age six and in kindergarten, wanted to wear high-heeled play shoes to...
