My sons love to fish. I like to fish. The problem is, we don't know how to fish — or better stated, we don't know how to FIND where the fish are hanging out. And we're not alone. There is an entire industry devoted to helping folks like us find and catch fish — charter fishing captains. Hire a good one, and you'll catch your limit every time. The world of business development and sales prospecting is just like fishing. Sure, you could hire a charter sales prospecting captain; there are numerous companies devoted to doing that for organizations all ...

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At a minimum, social media, email, and texting are the new phone. They’re both inbound and outbound marketing tools to contact and communicate with sales prospects. Are they always the best phone to use for all contacts? Certainly not, but they do allow you to call more prospects in a day than you’d likely be able to call in a week using a standard phone. And when you sprinkle in a few phone calls, letters or notecards on top of your digital outreach and finish off with a gentle dose of face-to-face networking you create the perfect sales nurturing ...

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Getting and maintaining a sales prospect's attention is often the single hardest yet most important step in any sales process — but especially a virtual selling process. Traditionally, salespeople have simply bought prospects’ attention with free lunches, dinners, or drinks. Or maybe an invite to a ballgame or other event helped them achieve access. But in today’s remote work-from-home world, those traditional tools are proving far less effective. Sales prospects now value their time more and have figured out that hiding behind a digital wall makes life easier. All of this means salespeople today MUST EARN a sales prospect’s attention. ...

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Competitive differentiation is crucial to delivering compelling sales pitches that close quickly and generate higher margins. When sales prospects view you, your organization, and your product or service as something extraordinary—and not just a commodity — you can avoid price concessions as your primary tool to win more business.  Suppose you're lucky enough to have a product or service that truly is in a category of one, congrats. However, the product or service offering is not materially better than the competition for most business development and sales professionals. Instead, it offers different bells and whistles that might make it ...

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Remember when you could pull out your IPhone, get on Facebook or Instagram, and see what your friends and family have been up to? Those were the days.  Unfortunately, it seems those days are officially behind us, with Facebook releasing its plan to launch a redesign very similar to Tik Tok and Instagram already having done the same. This is tough news for many users like me and Kylie Jenner, who took to Instagram to repost the “Make Instagram Instagram again” post that many influencers have been reposting. Regardless, if I know Meta, they aren’t going to listen (even ...

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A few months ago, we published, How To Sell Your Agency’s Services Even When You Hate Selling, where I shared a 5-Step process to enable any advertising, public relations or digital agency owner or business development director to immediately sell more effectively AND actually enjoy it. Over the last few months I have had a ton of readers tell me the third step really spoke to them and completely changed the way they think about and practice selling. But they wanted me to go deeper than a couple of paragraphs and help them understand how to truly reframe their idea ...

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