For many people, dialing a cold call has the opposite effect: it makes you sweat. Without proven cold calling strategies, you’re thrown into … Read More
Professional emails can still be personal. Despite the “formal” relationship you may have with your email recipient, don’t forget that … Read More
No matter how innovative or life-changing a product is, it will never be successful without a sales strategy. Every seasoned … Read More
As most of you know, moments like this are make-or-break in meetings. In the moment you have to decide how to play it: Accept (Yah, we’ve been thinking that too…), Defer (That’s an interesting point, we’ll think about that) or Respectfully Disagree. I said…
While living in the Customer Development/Lean Startup blogosphere for the past four months, I’ve gotten some amazing advice for starting … Read More
The only indicator of whether the trip will be worth the time and money is the meetings I have set up beforehand. My go/no go criteria is this – at least five decent meetings and one excellent meeting set up before I get on the plane. To hit this number, I start working it about three weeks before the conference. I’m looking over the speaker list and the exhibitor list for my prospects or big customers, and I’m emailing my contacts at those companies to see if they are going. Here are sample sales emails for setting up conference meetings ahead of time.