I am the Chairman Emeritus of the Wharton Club of New York. I’ve been the president and the chairman. Over the years these titles have been very useful for my various business and sales endeavors.

Probably not surprising as that Wharton word carries some credibility and I’ve found having the title president or chairman of the largest alumni association for the school has some credibility too. [Read more…]

We sales people have evolved.

We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest.

But as it goes with good ideas, content is getting overused. [Read more…]

Back in the day when I was selling technology to banks I used my social selling approaches to get a meeting with a super-senior executive in a super-large bank (you know it, but I can’t tell you which one on a blog post.)

It turned out this super-senior executive was a very nice bloke and I stayed in touch for many years. What actually happened when I called though is a I spoke to his assistant. So in reality I actually stayed in touch with his assistant–maybe more than I did with him. [Read more…]

“This porridge is too hot!” she exclaimed.

So, she tasted the porridge from the second bowl.

“This porridge is too cold,” she said

So, she tasted the last bowl of porridge.

“Ahhh, this porridge is just right,” she said happily and she ate it all up.

And so, it is with prospecting preparation time. [Read more…]

Testing is for marketing not sales.

Does that sentence seem logical to you? It doesn’t to me.

The more time I spend in sales and marketing, the more I see overlap between these areas. Now, sales people are starting to “geek out” and use software tools like marketers have been for the last decade, or so. [Read more…]

In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction.

In this post I am going to talk about greatly increasing your prospecting odds without an introduction. I am also going to give you a template you can copy to make this happen.

Typical success rates in getting intros using this approach vary from approximately 1 in 2 to 1 in 5, vs 1 in 100 or 1 in 330 for cold calling. Hence, I think it’s a good approach. [Read more…]