Prospecting

The Best Medium for Prospecting

The Best Medium for Prospecting

Effective prospecting requires that you choose an effective medium for communication. Some forms of communication are more effective than others, often by a wide margin.

  • Face-to-Face: This is the platinum standard. The more important the…
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alt text image of an answering machine

How I Learned to Leave a Message

When I was about 21 years old, I moved to Los Angeles, California. I had a nice, one-bedroom apartment in Brentwood, and I had a good job. When I moved in, I bought a state-of-the-art answering machine (state-of-the-art in 1990).

This answering…

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How Prospecting Sets Your Tempo

This past Friday I had the opportunity to share the stage with Jeb Blunt, Miles Austin, Mark Hunter, Mike Weinberg, and John Spence. These five gentlemen are part of a mastermind group that came together a little over a year ago.

When I mentioned…

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alt text image of a man with his eyes covered resisting something

This Is Not Prospecting

A "salesperson" sent me an email to tell me that his company is helping companies like mine by doing their "outbound lead generation" work for them. Instead of asking me for a meeting, he ends by asking me if any of his “data points” were…

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