The JF Guest Author Spot
This is an extract from Nigel Edelshain's superb new FREE ebook, which I must urge you to download and read.
If you don't have time to read a 20-page e-book then this section is for you. Here are the key points from the next 20-pages all in bullet points so you can read them while eating soup or on your iPhone:
The cold call is dead, if it means "smiling and dialing" with little-to-no-preparation on behalf of the sales person. But smart prospecting is very much alive. Sales people can execute "social calls" using the latest in Sales 2.0 tools and social networks.
Getting in the buyer's office is the hardest part of selling for the vast majority of sales organizations.
We've come up with six factors that dictate if a buyer will meet with you when you're prospecting:
i. Your product
ii. Your message
iii. Repetition of your message
iv. Talking to the right people
v. Using changes in your buyer's environment
vi. Establishing relationships
There are Sales 2.0 tools now available (including social networks) that help you with the three most critical factors: talking to the right people, establishing relationships and using changes in your buyer's environment.
Using these tools in your prospecting can increase your ability to "get in" dramatically, using just one of these techniques can cause an eight-time improvement over "cold calling"
You can download the entire ebook here
Nigel Edelshain is CEO of Sales 2.0 (LLC). Nigel sets direction for the company and manages the company's lead generation team. He delivers consulting and training that provides clients with sales improvements of 2-3 times.
Nigel has sold millions of dollars of IT solutions to major Fortune 500 firms. He was head of sales for the financial services vertical for Starpoint Solutions (a 600-person system integrator). Prior to Starpoint, Nigel worked for Platinum Technology (now CA) selling IT professional services.
Nigel is the chairman of the Wharton Business School Club of New York - the school's largest alumni association. Nigel graduated from Wharton's MBA program in 1993 and has an undergraduate degree in microelectronics (chip design) from Edinburgh University.
Companies work with Sales 2.0 (LLC) to:
• Crack into new accounts and markets
• Launch new products
• Reduce the costs of running their sales organization
• Hit sales goals with less resources
• Speed up their sales cycles
Our services include: consulting, lead generation and training. What makes us different is that we are experts in Sales 2.0 tools and techniques (if you've read this ebook, maybe you believe that now...)
Today's News: It's "Birthday Boy" time for two good chums - "Mr Remarkable"- aka Kevin Eikenberry, and also "Stato" Stein aka Dave Stein. Have a great day guys, and not too much jelly and ice cream please.
I was re-reading Dave's recent blog post on his Twitter experience and it really does reflect my own - http://bit.ly/shTyc - I am trying not to self-publicise, but make everyday matter of fact experiences sound interesting - not always easy! Bit like the opening lines of "Lucy In The Sky....." Woke up, got out of bed, ran a comb across my head, found my way downstairs....
You may remember that last week I was complaining bitterly about the number of spam comments I am receiving, all in Russian? Bad move to complain, I am now being bombarded, but I did manage to translate that first one:
I found in a network interesting blog on a swine flu!!!
alike scientists found the decision of this problem!"
Amazing!! It was more interesting before I translated it.
Now to prepare for tonight's TSE Roundtable - you still have time to register here
Tomorrow:"Leadership, or rather the lack of it, is a hot topic right now - unsurprisingly. Here is what I think........................."
Link to original post