Comments on: Rachel’s Fixin’ to Prospect Issue Revisited http://salesandmanagementblog.com/2008/06/06/rachels-fixin-to-prospect-issue-revisited/ Climate declared: 3.4 kg of CO2 per kg of product due to excessive amounts of hot air Tue, 14 Feb 2012 17:35:16 +0000 hourly 1 http://wordpress.com/ By: Paul McCord http://salesandmanagementblog.com/2008/06/06/rachels-fixin-to-prospect-issue-revisited/#comment-552 Sat, 07 Jun 2008 12:54:04 +0000 http://pmccord.wordpress.com/?p=318#comment-552 Trish,

Thanks for jumping in. I’ve passed the links along to her–and have read the posts myself and they’re very good.

One of the great things about the internet and blogs is that a great deal of information can be exchanged very efficiently. Although there are many, many great sales trainers and coaches, none know everything and none are experts in all aspects of sales and sales management (although unfortunately, far too many make that claim), so having an effective way to exchange ideas, strategies, and techniques has really changed the face of sales training and will continue to do so as technology becomes more efficient and more pervasive.

Again, thanks for the input–and by all means, feel free to jump in at any time.

And Ian, thanks for the compliment. I find the seduction of networking to be one of the demons of sales. Not that networking is itself a demon, but the ‘easy,’ obvious, no brainer networking that so many engage in is so often a false hope that leads to a great deal of pain and frustration.

Paul

]]> By: Ian Brodie http://salesandmanagementblog.com/2008/06/06/rachels-fixin-to-prospect-issue-revisited/#comment-548 Fri, 06 Jun 2008 18:18:23 +0000 http://pmccord.wordpress.com/?p=318#comment-548 Paul – your paragraph on networking is one of the most succinct yet accurate descriptions I’ve seen of the pitfalls of networking. Many people find it very seductive and much easier that having to directly contact real prospects – either by referrals or cold. But in reality most struggle to generate any real sales from the “easy” networking opportunities.

Ian

]]> By: trish bertuzzi http://salesandmanagementblog.com/2008/06/06/rachels-fixin-to-prospect-issue-revisited/#comment-547 Fri, 06 Jun 2008 16:17:24 +0000 http://pmccord.wordpress.com/?p=318#comment-547 Paul, great post. If I may be so bold as to jump into the fray with some suggestions for Rachel as well. She has to have a methodology for cold calling. We outline one on our Inside Sales Experts blog and it is our number one post. You can find it here http://blog.bridgegroupinc.com/blog/tabid/47760/bid/3341/Cold-Calling-How-To-Make-It-Work.aspx

Also, when she does get those prospects on the phone, she needs a great elevator pitch. Simple instructions on how to build one are here http://blog.bridgegroupinc.com/blog/tabid/47760/bid/5363/How-to-Write-Your-Elevator-Pitch.aspx

Rachel is lucky to have a coach. You go girl!

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