In the first part of this post, I talked about ways to prevent prospects from going cold. The reality is that even when you do all these things, people will still go cold…even after they act super interested initially. Here are a few tactics I’ve used to reinvigorate a cold conversation, starting with the least [...]
Tag Archives | Sales
BD 101: How to Prevent and Navigate Prospects From Going Cold – Part 1
Anyone in business development or sales has probably had someone go cold on them. Everything seems to be going well than the person on the other side stops responding to your emails or calls. Why This Happens Each situation is unique, but I think it all comes back to the same underlying reason: people avoid [...]
BD 101: What to Avoid While Getting that First Meeting
“Before we hop on a call, mind sending over a deck or one-pager my team can review” I get this all the time. Target partners and customers often want collateral on your offering prior to taking a meeting with you. It’s a filtering mechanism they use to spend their time efficiently. I avoid sending material [...]
BD 101: What Doctors Can Teach Us About Pitching
The first thing a Dr. says when you step into his office usually goes a little something like this: “So tell me what’s a matter?” Only after you answer this question can the Dr. treat you. But what if he didn’t ask this question? Say you injured your ankle playing hoops. After three days [...]
How to End A First Pitch and Owning the Sale
Your pitch goes perfect, the guy on the other side is fired up…this one is in the bag! But what unfolds is different than what you expected. Your emails go unreturned. Your calls are ignored. You’re left scratching your noggin at the radio silence. This ever happen to you? It has to me plenty and [...]
Sales: Get to A Resolution
I heard our VP of Sales Adam Liebman say something a few weeks ago, that I think is very important for all Sales/BD people to understand. Sometimes it’s just as important to get to a no than a yes. Why? It’s in your time’s best interest. Every moment you spend on a deal that’s never [...]
Guerilla Tactics: Selling A Skillshare Class Case Study
I thought it’d be cool to expose some of the less obvious tactics I used to get people to sign up for my Skillshare class. A tweet here and there just doesn’t cut it for the young and hungry. Sometimes you need to put the warpaint on. [...]
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