The B2B cold call: what the first call is for
A first cold call to a company has one goal: a second meeting. How to use the thirty seconds a prospect's question gives you, and how calls become arguments.
Business
Starting and running a company — selling, pricing, cash and e-commerce.
The three-to-four-month B2B deal cycle and your network
ERP deals take months to close. How to build a pipeline that closes two or three a month from month four, and why 'we just bought a system' is not the end.
Ten chosen accounts or fifty calls? The B2B target list
Why 10 to 15 hand-picked companies a month beat 50 random calls a day, how to write an ideal customer profile, and how to enter an account by several doors.
Research before a B2B sales call: what to collect
A prospect who hears their company's name in your first sentence stays on the line. What to gather in 15 minutes before a B2B call, where, and how to use it.