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! [...]
Tag Archives | Business Development
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 [...]
Things Startup Founders Should Understand About Channel Partnerships
Many startup founders are deathly afraid of building their own sales team. They default to channel partnerships to try and get distribution. Sigh. For those unfamiliar with the term, a channel partnership is when a person or organization sells products on behalf of another company. An example of this is how Duda Mobile [...]
One Way to Write A Powerful Cold Email
The tactic I’m about to share is not only for sales and business development professionals; it’s a unique strategy that can literally be used to start an email dialogue with anyone who has an online presence. One of the most important things in writing an effective cold email is to keep it short. However, [...]
Guerilla Tactics: How to Find A Decision Maker Part 2
In the first part of this post, I shared how calling for a former employee can help you find a decision maker. Here’s a few other strategies to isolate the right contact at a large company. Use Implicit Data on LinkedIn Let’s revert back to the conundrum of there being 12 people in the marketing [...]
Guerilla Tactics: How to Find A Decision Maker Part 1
Awhile back I wrote a post called Less Obvious Ways to Find A Decision Maker. I’ve discovered a few additional tactics since then that thought I’d share in a multi part post: Call For Someone Who No Longer Works There Calling into an 1000+ person company and asking the operator who manages a particular [...]
How to Ask Someone if They’re A Decision Maker
One of the first mistakes I made when I initially started doing BD was how’d I’d ask if someone if they were the decision maker. “So X, would you say that you’re the decision maker for this.” “Yes” was the answer I received 95% of the time. I’d say the number of actual decision makers [...]
What Not To Do When Cold Calling
Last week I found myself doing a bunch of cold calling into 1,000+ person companies so I thought I’d share some quick tips specifically on what not do when cold calling. What Not to Do When Cold Calling from Scott Britton A few key takeaways from this presentation: The goal of a cold call is [...]
Storytelling in Sales and How to Do It
One of the greatest lessons I’ve learned over the past year is how powerful storytelling in sales can be. I always try to incorporate stories when I’m describing a product for a few reasons: Humanizing Myself When I’m communicating with a new acquaintance (especially when I’m pitching), I try to humanize myself as much as possible. [...]
One Mistake that Can Crush (BD) Pipeline Dreams
Prior to SinglePlatform, one of my biggest business development mistakes was failing to include a measure within my hitlist that allowed me to prioritize opportunities. For those foreign to the concept, a hitlist (or pipeline) comprises of all of the companies that you could potentially partner with, sell to etc. It’s essentially a list of [...]
Free Business Development Class on Udemy
I’ve just posted a free business development class on Udemy called “BD 101: How to Get Meetings With Any Company.” The focus of the class is how to go about getting meetings with people you don’t know. This class is ideal for entry level BD/Sales people who will need to maverick their way into [...]
A Favorite LinkedIn Hack
I’ve been playing LinkedIn like a keyboard this week and thought I’d share one of my favorite LinkedIn hacks. An essential task when building out a hitlist is identifying the first and last name of the decision maker. I’ll use this information to figure out their email address and have a name to call. Let’s say I’m trying [...]
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