Cold Calling is Dead. Long Live Cold Calling

Sales has changed a lot, because of the Internet, CRMs and social media. But cold calling hasn't gone away. How you do it has changed and you need to train your sales team to cold call effectively. ... [Continue Reading]

Chasing the Viral Event

Nothing quite like when some content you've posted goes viral. Exciting! And a distraction. Chasing the viral event will waste a lot of cycles and distract you from your core marketing effort, which should be to slowly, steadily building a following. ... [Continue Reading]

Make A Trial Part of Your Sales Process

Offering a trial can be an effective part of your sales process, enabling you to qualify and educate the prospect. And, it can reduce resistance to trying something new. Be sure to: define its scope and goals; put it on a clear timeline; and charge for it. ... [Continue Reading]

Social Selling Has its Limits

Social selling is tempting for an early stage company but is of limited effectiveness. It is tempting, and enjoyable, to spend a lot of cycles promoting your company via social media: in the end, you will not make sales this way. ... [Continue Reading]

Sizing Your Market

You should be able to size your market credibly, using trade data and government sources (e.g. the Census Bureau, the Bureau of Labor Statistics), breaking it out into the Total Addressible Market, Serviceable Market and your target market share. ... [Continue Reading]

Lead Nurturing

Your outbound marketing program should effectively nurture leads for you sales teams: folks they have talked to who are not ready to buy but that they want to track. You probably won't be able to afford hiring a team of SDRs so this will have to take their place. ... [Continue Reading]

Using Sales Scripts

I like to have my sales team learn and use scripts to guide their calls and demos. Burn them into their brains. Once they have them memorized, they can discard them and riff, but not until they have done so. ... [Continue Reading]

The Productivity Puzzle

Why it is that, while the development of digital tools explodes (Tablets, smartphones, big data, the cloud, AI) and spreads rapidly around the world, productivity as measured by economists is steadily declining, is a pretty big puzzle.  All the more so for folks like you and I who - while we may ... [Continue Reading]

Don’t Buy That List

It feels satisfying to purchase a list of 10,000+ names but it is a waste of time and money. Purchased lists tend to be only 60 - 80% accurate and using them may result in spam complaints. Better to build your own, smaller and more focused list, which will be more accurate and result in higher open ... [Continue Reading]

Hype in the Valley

Hype moves our economy forward and also wears us out. Silicon Valley thrives on hype: best to dip into its reservoir of this inflaming liquid with care, otherwise you'll find yourself chasing other peoples' dreams. Not your own. ... [Continue Reading]