Blog #95 A No On The Phone Doesn’t Necessarily Mean NoBy First ApproachOctober 2, 20180 comments#firstapproach #blog95 While I wrote about this subject a little over four years ago, it bears repeating because it’s a trap the majority of B2B sales people fall in-to. In this age of “right now”, or “today”, sales people leave an inordinate amount of business on the table ...Read more...
Blog #94 … The Relationship Between Deadlines and your Perishable CalendarBy First ApproachMarch 14, 20180 comments#firstapproach #blog94 You like peaches? I like peaches. Most people like peaches and most people would agree they are best when fresh. Not canned or stewed, but fresh peaches just off the tree and on to your table. Peaches are seasonal but more importantly, they are perishable. I’m not exactly sure ...Read more...
Blog #93 Your Prospect or Client is Waiting for your next Email or News Letter!By First ApproachJanuary 10, 20180 comments#firstapproach #blog93 Hello and Happy New Year to all; Ho Ho Ho (Ummmm, maybe that was politically incorrect?) And so it begins, another year, another budget, and targets galore. As I sit in my office, peacefully I might add, before the inevitable maelstrom resumes in the coming weeks, I’d like to ...Read more...
Blog #92 Why We Hate Cold CallingBy First ApproachNovember 13, 20170 comments#firstapproach #blog92 Fact; cold calling is the most reviled, abhorred, and avoided part of any sales person’s job. It doesn’t matter if you’re B2C, B2B, targeting Fortune 100 companies, or beating the street going from office to office. Cold calling is displeasurable, painful, and generally ...Read more...
Blog #91 Execution vs. Analysis ParalysisBy First ApproachOctober 11, 20170 comments#firstapproach #blog91 Over the many years I’ve spent in the world of business to business sales, I’ve come to one incontrovertible conclusion, and that is the sheer number of sales organizations that spend inordinate amounts of time “re-organizing” or “changing up” their ...Read more...
Blog #90 Marketing or Purchasing; Do You Want to Sell or Just Participate in an Auction?By First ApproachSeptember 12, 20170 comments#firstapproach #blog90 Getting an order is no easy thing, thus is the life of the B2B sales professional. We’re all under pressure, whether self or otherwise imposed. Deadlines loom, and management seems always to be asking more and more of us. We look for opportunities, be they with existing clients ...Read more...
Blog #89 Hey Mr. B2B Sales Person, Are Your Voicemail Messages Being Returned?By First ApproachAugust 21, 20170 comments#firstapproach #blog89 Ever leave a voicemail that wasn’t returned? Okay, I know, silly question. There are numerous ways to approach this question, but for the context of this post it will be through the lens of the B2B sales professional, the person who most depends on being able to connect and ...Read more...
Blog#88 – Sales Team Not Prospecting, Whose Fault Is That?By First ApproachJuly 28, 20170 comments#firstapproach #blog88 My business, First Approach , is all about the business of B2B sales, and more specifically prospecting within the B2B world. My experience over more years than I care to count has afforded me an intimate vantage point over sales people and those who manage them. I’ve seen good ...Read more...
Blog #87 Finding Prospects with a Need Today; why it’s a Waste of Time and the Well You KnowsBy First ApproachMay 9, 20170 comments#firstapproach #blogpost87 Any professional sales person that’s been in the game for even a short while understands the necessity of finding new clients with a need. It’s of little matter what you’re selling; be it a complex technology solution or envelopes to stuff. The quest to find new ...Read more...