I am in sales ergo I prospect

Cold calling, gold calling, prospecting, prospection,
Go on, pick it up, it doesn’t bite!

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

It all starts with a conversation

Conversation. Sales. Process. Cold-calling
It all starts with a conversation

Photo credit: Daniel Coy

Imagine. You are creating your B2B start-ups. You had that marvellous, light bulb moment. You did some research, interviewed people. And after much fear, you decided to go for it. Congratulations! You’ve done the first step on an exciting journey. And now, whether your start-up is about a product or a service, you need to sell. Yes, sell. Whilst you rightfully feel that your idea or your product is really unique and possibly world changing, you need to convey this to someone who then will take a big punt on you and give you some of hard earned cash (or cash from a budget they manage) and give it to you.… Read the rest