Adventures in Prospecting: Why Did You Even Want to Talk to Me?
This happened also. So, I do some research and find this interesting technology company that has an RPA solution for IT Service Management. One of the salespeople, a channel guy, is located in New Jersey - not far from me. I see that he is relatively new. With a little further investigation, I find that the company has like two very junior salespeople - the daughter of the owner and some kid who worked at Best Buy and like 8 people total. OK. I have knowledge in this space and thought he…
Adventures in Prospecting: The Contract Fit for A Corporation - Not Trial Engagement
So, I found this interesting company offering a "breakthrough" Health Digital Assistant solution and call the CEO who was advertising a part-time sales development job on Indeed. Long story short, we talked, it was a good fit - I was a little more 'expensive' and had less hours to offer than what he was looking for - but he liked my approach an experience. He was "concerned" because I waived a commission or incentive for the first three months - a trial period. I sent him a proposal. He was…
Adventures in Prospecting: The Crazy Guy Responds
So, this literally happened today. I recently had a client terminate an engagement in favor of hiring 2 full time people to more rapidly grow the business. It is laughable how many clients end engagements thinking that things will go faster or better with more of more, when the challenges they had were not resolved in the first place. I find this company that offers an innovative technology for sales intelligence using AI. Having been a Sales Intelligence Manager and a pioneer of account…
Marketing Can Be A Waste of Time If Not Sales Focused
Recently, one of my clients hired a Marketing Manager. A much needed resource as the company has very little public presence and needs professional branding, a lead generation engine, and a update on verbiage. The company is in a rather commoditized sector and has a fair amount of competition as well as other strategic and non-strategic issues. So, I meet this person who has a substantive background in the industry, does a lot of the branding and marcom stuff I am not good at and is very…