Ted Williams, one of the greatest baseball hitters of all times, once said that the secret to good hitting was getting a good pitch to hit. He could just have easily been talking about successful cold calling. The first step in effective cold calling is segmenting the marketplace. Just as you need to know your [...]
Posted tagged ‘Sales’
A Cold Calling Sales Method
July 6, 2010Over the past few months, I have taken on the responsibility of sales through a cold calling project. To be candid, I have never been a fan of cold calling. My personal belief is that you grow sales from the inside out, that is, you leverage existing relationships to create warm leads that result in [...]
You can be efficient with things but you can only be effective with people
May 2, 2010I really love my clients…they are all so eclectic and so varied. They have a unique way of thinking and my role as their guide is always interesting, stimulating and challenging. This past week presented an unusual opportunity and I wanted to share it with you. It reminded me of one of my favorite management [...]
Trends that You Should Worry About…
January 1, 2010Lately, I have been “heads down” more than ever working with companies on redefining their strategies. In these conversations, I am often asked what surprises me the most. Here are a few observations. The biggest surprise to me has been the pace at which whole industries have begun to disappear. As fast as one charts [...]
Problems vs. Opportunities
December 21, 2009The single greatest issue in addressing a client’s or colleague’s needs is understanding what we are trying to solve or manage in the first place. The reason this is so critical is because misunderstanding what the desired outcome is supposed to be typically results in the wrong solution. Here’s a simple example. If we want [...]
Scarcity: For Marketers, Less is More
July 6, 2009When Joni Mitchell wrote “Big Yellow Taxi” and the expressive lyric, “Don’t it always seem as though you don’t know what you’ve got ‘til it’s gone?” she may have been onto something. The last of Prof. Cialdini’s weapons of influence centers on scarcity or, as he explains it, the increase in the appeal of an [...]
