Speeches and Public Appearances (Part 4/10). Here is one of my favorite prospecting ideas, which I have used successfully for many years and I can assure you that it works. Create leads by making speeches and other public appearances. This requires becoming a subject matter expert in your chosen field. This is easier than you [...]
The Harvard Business Review July-August 2006 issue featured a number of thought leadership articles on sales. This week I met Jim Dickie who co-authored one of those articles entitled "Understanding What Your Sales Manager Is Up Against." Barry is a partner at CSOInsights who specialise in benchmarking the challenges faced by today’s sales and marketing [...]
Networking on the Web (Part3/10). Today we all have access to an extraordinary range of powerful web based tools to search out opportunities and prospects. You can use web search tools with laser precision to target new prospects. You can google your way to anyone. In addition you can search extremely effectively for example by [...]
This week I was speaking to a group of Business Executives at the Paris Country Club about the Power Of Partnerships. I was invited to address the group by two KPMs (Key Partner Managers). The KPMs are tasked with bringing together their organisation and their Partner Organisation around specific customer engagements. These are large and [...]
The Magic of Networking (Part 2/10). In fact prospecting is networking with a purpose. To be a successful networker you need to meet as many people as you can, have a clear objective in mind for each meeting and have an “n + 1” belief system. That is never expect to be talking to someone [...]
Conferences, Exhibitions & Trade Shows (Part 1/10). Conventional thinking in prospecting says use all the traditional approaches such as Newspapers, Magazines, Journals, Periodicals, Reviews, Newsletters, etc. My experience has shown me that conventional approaches produce very conventional results, which are usually inadequate to transform your success in sales today. Here is one very simple technique [...]
Read about what I have to say in '10 Ways To Find More Prospects. How to Achieve Sustainable Performance in Sales' in today’s Metro Newspaper. This is the first in a series of 10 articles which was published today in a new column entitled Special Coaching Commercial, in the Careers and Employment section of Monday’s [...]
Exceptional Selling, the name of this book says it all. In today's increasingly competitive world the business invariably goes to the better sales person. Better in moving the customer through the sales process and better in terms of personal selling skills.Exceptional Selling. How The Best Connect And Win in High Stakes Sales was written by [...]
At Lunch@Circle today many of you expressed interest in a recent article entitled "Flipping the Funnel. Give Your Fans the Power to Speak Up." by Seth Godin. This article builds on many of the great 'new paradigm' ideas that Emmanuel Vivier from Culture-Buzz described at lunch. The key idea of Flipping the Funnel being to [...]
Go-To-Market Strategy Mapping is the visual representation of the linkages necessary to construct routes to market through complex business eco-systems. In B2B sales, constructing a simple a clear Business Partner channel to market can be difficult and time consuming. Using GTM Strategy Mapping you can see the Partner profiles and interconnections necessary to reach your [...]