Connecting to Mr. Big Cheese (Part 1)
By Michael Caron When determining an entry point when selling into an organization, it’s always better to start high and be “pushed down” than to start at a lower level and claw your way up to the ultimate decision maker. But how do you get your message through to, what we at Northbound Learning call, […]
Leverage your team to help boost your sales
By Michael Caron Don’t forget that you have a wealth of knowledge and support all around you in the form of colleagues and management. Consider enlisting their support in these ways . . . (1) Make them into a prospect Ask them to pretend that they are a prospect and give you honest feedback on […]
Ask Doctor Sales
Dear Doctor Sales, I have a problem. I’m calling lots of prospects, doing lots of presentations, but can’t seem to keep everything organized. I spend half my day just going over my list to figure out what to do next. Can you help? Nancy P, Markham Nancy: There are two parts to getting organized. The first is […]