This post is about strategies I’ve used to close the deal. One of the biggest challenges in sales and business development can be inspiring urgency to get a deal done. Just because someone perceives value in your offering, doesn’t mean they’ll make it a priority. There are a number of tactics I’ve used to push [...]
Archive | January, 2013
Sleep Hacking: How to Sleep Better
I’m constantly trying to optimize my sleep. Why you ask? So I have can as many waking hours of the day to do the things I love and be productive while maintaining a high energy level and healthy lifestyle : ) I compiled some of my learnings into a slideshare presentation called Sleep Hacking: How [...]
Breaking into Tech, Building a Brand, and BD with Alex Taub
I’m pumped to announce I’m starting a new interview show. I’m aiming to interview people who’ve done really cool things in order to expose their knowledge to others. My first interview is with Biz Dev pro Alex Taub. In our interview he reveals: How he “broke into tech” The most important thing he’s done for [...]
BD 101: A Lesson Learned About Commitment
About 2 weeks ago, I realized I made a huge business development mistake that could have easily been avoided. Rewind to mid-December: I connected with an ideal prospect via a cold call that told me to reach back out in the new year. Immediately following the call I made an annotation to call them back [...]
How to Find Corporate Phone Numbers
I’ve been doing some smiling and dialing recently and thought I’d share some free resources to find corporate phone numbers. I’m listing these in the order of how I approach finding one. The hierarchy of this list is determined by a combination of accuracy and speed. 1. Company Website I’ll spare you a proverbial explanation. [...]
Unforeseen Benefits and Why I’m So Happy I Started A Newsletter
When I set out to start a newsletter, I had absolutely no idea about many of the benefits I’m now receiving. I wanted to share some of the less obvious perks of starting a newsletter. A Reason to Email People You Want to Meet I try to feature the best articles I’ve read each month [...]
Awesome LinkedIn Hack: Part Dos
I’ll make this short and sweet. I previously wrote about how to find prospect’s full name when you encounter a private profile like the example below (sorry Marco for using you as a a guinea pig!). Unfortunately, this trick doesn’t always work because some people choose not to display their public profile…sigh. Fear not! [...]
How to Leverage Partners You Don’t Have Yet
I recently had an interesting business development conversation with a founder that I thought others might find interesting. His company is just about to finalize a deal with their first marquee partner. He was wondering at what point he should start using their name in conversations with other prospects. The social proof of another [...]
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