Do you prepare meetings? Save yourself 57 Google searches

Picture this. You’re heading to your next meeting. You’ve been back to back in the morning and realised you haven’t done your research for this coming meeting. So you realise with dread that you know near to nothing about the prospects you are just about to meet. The meeting has been arranged 3 weeks ago and, whilst you had done some research back then, it’s all gone by now. Of course it all starts with a conversation but, from experience, you know there is a direct correlation between a productive meeting and how well you have prepared it. Oh, oh…

Never been there?… Read the rest

I am in sales ergo I prospect

Photo credit: Macinate

Prospecting. An activity which more often than not isn’t really appreciated, both by sales people and those at the other end (maybe because they have some pre-conceived idea?). Concentrating on the negative feeling sales people have, it could be because it comes along with the fear of “rejection”. Add to this the growing belief that to prospect, i.e. to contact people from cold is “dead” as content marketing and social are the ways for organisations to generate inbound leads. I keep reading “outbound is dead”. I personally believe there is a lot of value to have both inbound marketing and outbound sales effort combined together.… Read the rest