The new gatekeeper

More and more of my accounts have con­tracted with  ven­dor man­age­ment com­pa­nies and are con­trol­ling the patrolling  inside their com­pa­nies. What a waste of time and money! Not just mine, but theirs.  Sales peo­ple bring real value expos­ing busi­ness lead­ers to new tech­nol­ogy,  ser­vices and best prac­tices. Sure, I under­stand that busi­ness lead­ers can’t  have […]

Betting & Probing — Kissing Cousins

Poker and Sell­ing: I just sat down at a cash game at the Hard Rock Casino in Tampa. I was catch­ing cards and the chips were stack­ing up.  I had a pair of Kings and an Ace came up on the flop. There were only three of us in the hand – every­one else had […]

Cold Call into No Call

Darn those pesky prospects, if it weren’t for them what a great job we would have. To com­bat the prob­lem of too many sales leads, I have come up with a sure fire method of mak­ing sure no one returns your phone calls or replies to your emails.  I can absolutely guar­an­tee the results. 100% of […]

Sales Olympics

From the Desk of: Sales Chick 10/2/2009 Dear Oprah, Since you are hang­ing out in Copen­hagen pitch­ing the idea of the Sum­mer Olympics in Chicago with your side kick Pres­i­dent Obama (Seri­ously, you know who really has all the juice and influ­ence.  After all how many books, or bras, has he sold?) I thought it would […]

An Ode to Prospecting

Mel I am I am Mel Oh now how I love to sell What I do not like is to call cold It makes me seem much too bold No one likes me I’ve been told No one, no one wants to be sold I’ve tried call­ing, email , let­ter “Mr. Prospect,  10 or 2 bet­ter?” Will you meet […]

Hunting the P&L

As a great man once said: ”Shh! I’m hunt­ing wab­bits ‘cause it’s wab­bit sea­son.” Granted we are all not great men like Elmer J. Fudd, Mil­lion­aire. But it is the start of a hunt­ing sea­son of sorts; P&L sea­son. It’s time to start hunt­ing for that elu­sive ani­mal that lives in all your accounts and […]

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