Lessons from the (failed) motorcycle sale
A couple of years ago I thought it was a great idea to buy a motorcycle. It was, at the time, a fun thing to have. After a few life…
Your prospect’s favorite topic
I was talking with a prospect last year who asked me what Rally does. We do a couple of things, and I assumed I knew which platform he wanted to…
Electronic behavior: the silent qualifier
Traditionally, the qualifying phone call has been the most effective way to determine whether someone is ready to buy. But modern electronic advices such as Google analytics and marketing automation…
3 daily activities for healthy prospecting
Prospecting takes practice. Daily practice. Just like practitioners of yoga, piano, medicine and law “practice” every day to improve their basic skills and perfect their technique, prospecting is an activity…
3 ingredients in the sales recipe
Everyone is in sales. Your title doesn’t have to be Account Rep, VP of Sales, Business Development Associate or some variation thereof to be considered a salesman. Some of us…
3 reasons it’s ok to steal
I’ve attended a couple webinars recently from the big players in the marketing automation space. Their experts talk about timing, methodology and content. An odd pattern emerged: it’s ok to…
Three steps to nurturing
If you’ve decided to send emails rather than blast them, there are three simple rules to follow: Subject line: make sure you meet your prospects where they are in their…
Don’t yell at me
I was having (what I thought was) a very calm conversation with my 12-year-old recently in which I was providing her direction on a project with which she was struggling.…
Heart surgery is much like…
Businesses aren’t like Kevin Costner’s baseball field. You can’t just build it and wait for customers to come. You can have a nice building, a flashy website, a solid sales…