Getting a Foot in The Door

This statement is the knee-jerk response that most competitive users have to your initial inquiry about the existing relationship. The truth inherent in this statement varies from one prospect to…

The Nuclear Option

To borrow a line from infomercials: How many times has this happened to you? You are invited to a meeting with a new account interested in your firm’s services. The person with whom you…

Selling to the Competitive User

Successfully persuading a competitive user to leave their existing vendor for you takes an enormous amount of patience, skill, and strategy. Unfortunately, most business people don't approach the strategic issue…

How to Use Social Media for Prospecting

Prospecting With Social Media

When one considers the fundamental activities that drive an effective social media strategy – having a list of prospects, researching contact information, collecting and distributing information to prospective clients, to…