In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote a chapter on Capturing Mindshare, or building and supporting a general theory about why your dream client should change. That section is practical and tactical, and it is…Continue Reading
Posts Tagged ‘prospecting’
There are two primary strategies for successfully pursuing different contacts within your dream client's company. One approach is to pursue them one at a time, and another is to pursue multiple stakeholders simultaneously. Both strategies work,…Continue Reading
Why do you keep sending emails to your prospective clients instead of calling them?
You know that most people get too much email, and because they are already too busy, a salesperson’s email is among the easiest to ignore.
You know that an email…Continue Reading
Every day for the last several weeks, I receive an email or a message on LinkedIn or Facebook Messenger from someone who has read Eat Their Lunch: Winning Customers Away From Your Competition. Most of these notes are to inform me that the contents…Continue Reading