In which we are reminded that working with gatekeepers can increase our chances of success entering a new buying center when we can’t get a referral from a trusted third party. “Getting though gatekeepers” continues to be a hot topic. When we can’t get referrals to our target prospects from people they trust, we’re left … Read more »

In which we are reminded that starting conversations with people is the heart of prospecting. “We are trying to break through the noise and we are using all these scripted lines,” he said, referring to calling prospects for appointments. “At some level, what we need to do is ‘connect with people,’ and start conversations and … Read more »

In which we learn that “leading with specifics” may accelerate our connections with prospects to whom we’ve not been referred (that being the BEST way to connect with prospects). I’m listening to my 18-year old daughter call a friend. She wants to “do something.” It sounds something like this (I can hear half the conversation): Read more »

In which we are reminded about the power of referrals and associations to accelerate contact with prospects. “They’re great knives,” my newly trained son intoned. “Here, let me show you.” And with that, he was off and cutting, working us through his demonstration. “…And if you need them sharpened, you send them back to the … Read more »