Prospecting

Hacking In (Issue 940)

In which we are reminded that patient research about prospects is a critical element of “getting in”. Read more »

Five Fast Ones (Issue 938)

In which we are reminded to prepare for five (or any) predictable sales objections. Read more »

Introducing the Sauce (Issue 897)

In which we are reminded that a referral from a trusted source is the best way to stand out among the many similar providers who seek our prospects’ attentions. Read more »

Engaging New Friends (Issue 896)

In which we are reminded that people “out there” are reading what we write on line…. Really! Read more »