B-2-B

Back to Blog'n

After an absence of almost 4 months, I wanted to get back to blogging.

New dog's sometimes need to learn old tricks. I was attended as sales meeting with a company that I serve on the board of and after reviewing eveyone pipeline, it was clear that one rep had more new accounts than the other two combined.

What was he doing differently we ask?

Wait for it,,,wait for it,,, wait for it.


He was calling prospective customers on the phone.

This lead to a lengthy discussion of whether is was rude to interrupt people and whether executives preferred receiving email to which I replied "yes, I definitely prefer getting email because if I don't know who you are, I can delete it without reading it".

Is your goal to make me happy now (ie - don't interupt me) or make me happy later (sell me something of value that solve a problem, meets a need or helps me reach a goal)?

Turns out you can still reach executives on the phone. If you have a simple message, are considerate of their time and don't try to turn a first call into an info harvesting session, old ma bell is a pretty decent way to get in touch with prospective customers. Email also works and is a great way to follow up.

So there you have it...I'm now officially back to blogging.

Next up: My experience with Salesforce.com...the good, the bad and the ugly.