Albert Einstein formulated the theory that says that space and time are relative concepts rather than absolute concepts. For example, consider a car speedometer reading at 65 miles per hour. How fast is the car going? This question seems like the beginning of the joke of who is buried in Grant’s tomb and you are expecting a punch line. No joke here, I assure you. As a matter of fact, most would respond 65 miles per hour. This is the correct answer if and only if you are comparing the car to someone who is not moving. However, if you compare that same car to the car driving next to it that is driving 55 miles per hour, your car is only moving at 10 miles per hour.
COI’s are “people who know the people you want to meet”. COI’s don’t buy from you. They are not distributors or resellers.
Example: In my business, which companies have access to people that may need help with their sales organization? Consultants, lawyers, accountants, CEO groups, marketing firms, etc…
I remember speaking to a senior person at a company that sold auto dialers, he was proud of the fact that using his product clients can achieve in two hours what normally would take 6 to 7 hours. Usually this translates in to increased conversations as a result of more dials. The increased opportunities grow proportionally, if before they were securing one opportunity per every five conversations, which came from 50 dials, doubling the dials to 100 leads to ten conversations, delivering two opportunities. A geometric benefit of automating the dialing. Many will take this increase and say they have improved, but it’s just math, not an improvement of execution. The same people who preach the gospel of “quality over quantity” when discussing whether sales is numbers game or not, seem to accept “quantity over quality” when it comes to outbound prospecting.
A massive clap of lightning awoke me from a dead sleep at 3 am. It was pouring outside. I responded as I always do in a storm—rushing downstairs to unplug my computers, hoping they weren’t already fried.
Email is a powerful online marketing tool that can increase your sales when used properly. It’s a cost-effective method for delivering personalized, relevant information directly to your targeted audiences – and should therefore be an integral part of your online marketing infrastructure.
Content creation is a critical component of any online marketing strategy – and blogging is one of the best formats for developing and disseminating content to your target audience.
A few years ago, shortly after launching my new website, I absentmindedly answered the phone when it rang. When the caller announced that he was from Southwest Airlines, I quickly snapped to attention.
He’d been all over my website, was very impressed, and also very interested in my training programs. The airline was going to be putting its salespeople through training in the not-too-distant future and was evaluating its options. When I asked who else he was looking at, he named off a bunch of industry biggies. I was over the moon.