Making Small Talk Big

The single most important event in the sales process is the first face-to-face meeting with a new prospective client. If you think about it, the beginning of the most important event in the sales process is a big moment. Do you really want to burn it talking about the weather? […]

More on Taking Notes

The face-to-face client meeting is the most important piece of the sales process. Capturing everything you can from that meeting fuels the future of the relationship. […]

Taking Notes in a Client Meeting

Rob Fitz’s book, The Mom Test, was recommended by a friend, who is the CTO of a financial startup. It’s essentially a book about sales conversations for startup entrepreneurs. The Mom Test explains to an entrepreneur how to have a conversation with potential future customers; a conversation that truly allows you to validate (or disqualify) your startup idea. In the preview of the book the author says one of the topics he’ll cover is how […]

Pest or Perseverance

When you call a prospective client to request a meeting for the first time, the primary rule is, have something useful to say. That’s the legwork that makes a cold call less chilly. […]

The Cold (Call) War

Is cold calling a necessary part of being a salesperson? Or should a good salesperson never be cold calling? The battle continues because the answer is contextual. Whether cold calling is useful depends on your situation, your industry and your product. […]

F. W. Woolworth said, ‘I’m the world’s worst salesman so I have to make it easy for people to buy.’ He’d have loved this book. It’s all about the sweet spot where people, process, and purpose come together to make sales that are a success for everyone.
   --Wally Bock, Leadership coach and author of Three Star Leadership