Great tips you can use

Posted by Steve on Oct 9th, 2009 | no comments

Welcome to Happy Friday! It is a rainy and raw Autumn day in New Hampshire… But we love this time of year.  I have broken out the sweaters, and the leaves are spectacular!  Here are some ideas for your long weekend.

You are probably sitting there trying to look busy before the Holiday weekend.  Well, guess what… Your competitor may not be.  And that executive that you have been trying to reach is probably working hard trying to finish stuff so he can actually take Monday off. This might be a good time to catch him at his desk and have a quick conversation about how you can help him solve some of those issues that may keep him from playing with the kids this weekend.  But…

Since it is Friday, I wanted to share a few blog postings from others that I found useful and I thought you would too.

Matt Bertuzzi at the Bridge Group writes about leaving effective voice mails.  I like this one since it is exactly my method and I 100% agree with him.

Dharmesh Shah of HubSpot had a great post at the HubSpot Blog about searching Google effectively.

Brian Halligan another HubSpot guy had a great post at On StartUps Blog about the impact that the Internet and new technologies are having on Selling.  Who moved my customer?

Have a great weekend and Good Selling!

Death of the Outside Salesman?

Posted by Steve on Oct 4th, 2009 | no comments

This Thursday October 8, 2009 I will be speaking on a Free webinar about Inside Sales and selling SaaS in today’s world. The event is hosted and sponsored by Glance Networks. The reality is that inside sales is taking a bigger and bigger role in selling today. In Fact IDC says it will continue to grow.  Whether or not you are and outside or inside sales person, the ability to use the telephone and web based meeting technologies is key to being successful and hitting your number.

So.. is the outside salesman going the way of Willy Loman? Think about it. How easy is it to get meetings? How much time do executives and buyers have to spend in face to face? With so much information and data available online, we already know that the “first” sales call is dead… So, how much longer is the meeting going to live?

Will it die completely? Yes… No… Maybe. Frankly in some instances, yes, it will. In others, no. What we as Sales professionals have to realize is, when can a phone call replace a drive? When can a screen share work?

If you schedule demos, and show your screen… You should attend this free webinar.

Register Here