Hard selling through email? Not worth your time
by Will Rotondi Sales guys will try to give you the whole East Coast and tell you how it’ll fit your budget. Marketing guys just want you to hear them…
When do you start planning for new business?
by Will Rotondi I hope your answer is yesterday. It takes time to warm up your cold leads – those who know next to nothing about you, or what you…
Spend less time selling and more time sharing
by Will Rotondi My wife and I recently took a trip to the beach, and on the last day ended up volunteering for a sales presentation for a timeshare. (Don’t…
Before you call, send a calendar invite
by Will Rotondi Your time is very important. More than likely, if you’re reading this, it’s one item in a long list of things that you’ll have to accomplish at…
2 types of prospectors: those who say too much, and those who don’t say enough
by Will Rotondi You’ve seen emails like them before. They are practically newsletters that you didn’t ask to receive, nor do you care to read about someone you don’t even…
You’re not spamming your prospects (as long as you have these in your email)
by Will Rotondi Let’s face it, there are those out there who aren’t fans of picking up their phones. They’d rather look others up on social media or email them…
What the [bleep] are you emailing your prospects?
by Will Rotondi Prospecting is full of swearing. Sometimes it’s silent, when you’re cursing the heavens that no one wants to talk with you. Sometimes it’s out loud, when prospects…
Stop treating your prospects like they’re already leads
by Will Rotondi With rare exception, your business isn’t distinguished by the price for its service or product, but by its value. The problem isn’t necessarily finding and leveraging that…
Purchasing email addresses for your lead gen? Might want to rethink that.
by Will Rotondi Data is a touchy subject these days, depending on who’s using it. If you’re talking government agencies, you may be tempted to think invasion of privacy. Conversely,…
Prospecting procrastinators, it’s time to shift your behavior
by Will Rotondi After you’ve heard no enough times from your prospects, it’s easy to lose faith in the system. If that’s turned you into a prospecting procrastinator, it’s okay…
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