I downloaded a white paper today at 2:30. Â at 3:01 I had a voice mail from the company “following up on my interest in their white paper”. Â Worse? Â At 3;45 I got another call from the same guy, same company. Â Now, it wouldn’t be so bad if this company wasn’t a technology company but they are. Â When I answered the phone as the company name didn’t come up on my caller ID, the sales guy – we’ll call him Mario – said he saw that I had downloaded a white paper and wanted to follow up. Â I informed him I had the document in my possession for one hour and hadn’t gotten a chance to open it yet. Â To his credit, he said his computer said it was last week but obviously it was wrong so at least he didn’t call me a liar, but […] Continue reading
A Good Defense Can Kill a Deal
This weekend I watched Shark Tank. Â I had avoided it because it sounded so goofy and so many other bloggers were on the band wagon. Â But what I saw happens all the time in real life too so it was worth discussing. Over and over people came in with their ideas that they held onto like children. Â But when questioned, they were so focused on the person asking the negative question that they ignored the fact that others were still interested! Â One couple actually blew the deal because one of the investors asked an, “I’m interested” question while another made a comment about why she was out and they addressed the “I’m out”! Â They put all their energy into defense when there was a perfectly good chance of getting the deal if they had just listened and stayed focused on their goal. If I knew […] Continue reading
There Is No Pool To Jump In When Cold Calling
Cold calling isn’t just diving in, it is knowing what to say when you “interrupt”.