Calling With DignityBy First ApproachFebruary 6, 20130 comments#blog Cold calling; the single part of the job sales people like least. Whether you’re in technology, commercial real estate or any other B2B business sales function, it’s likely that part of your job responsibility is to prospect and unfortunately, cold call. Generally ...Read more...
Are You Results Focused Or Process Focused?By First ApproachFebruary 3, 20130 comments#blog If you’re a B2B sales professional, then one thing you’ve had tattooed in your head is getting results. Bend the ear of almost any sales leader and they will tell you that senior management is omni-focused on results, results, results. It’s all about ...Read more...
The Only Thing Worse than Making a Cold Call is Getting One.By First ApproachFebruary 3, 20130 comments#blog Its dinner time and you’ve just picked up the phone to find a cold caller on the other end. It’s an experience that almost makes your skin crawl, isn’t it? Take a moment and ask yourself how often, in your personal life, do you engage with a cold caller? ...Read more...
Are you situationally aware?By First ApproachFebruary 2, 20130 comments#blog You’ve met a new client for the first time and your hopes are high. The meeting goes really well and lasts far longer than expected. Engaging, warm and open, the client is forthcoming with information and facts. Unfortunately, they have absolutely no need for your product ...Read more...