Reading a sales book about IT managed service providers. There’s some slightly odd statements in the book (and one too many shoutouts for Jordan Belfort who is a convicted felon). One sentence in the book reads: “all sales journeys are long, complex and filled with hundreds of little steps that all add up to one big outcome.” Can’t say I agree with that since I’ve sold over the phone in the space of 10 minutes (the buyer was in heat and the timing was right).

Testing something new…

Without actually replying to this person's post and giving them advice, what would your advice be? https://www.linkedin.com/posts/carolineeardley_current-status-a-very-fed-up-pr-agency-owner-activity-7231622405603938304-k-vI Seems like they're doing pitching and proposals up front for no fee, and then being ghosted by prospects who were possibly only ever suspects. I've a pretty good idea what someone like Benjamin Dennehy (The UK's Most Hated Sales Trainer Would Say), but what do you say? Also, do you think her writing about it publicly on LinkedIn is actually going to help her win business? I would think not. Whether she realises it or not, she's doing negative marketing for the company she runs. I'm not encouraging anyone to mock or laugh at this person, and I won't comment on her post because I don't really feel qualified to say anything on the subject. If I had to guess, it seems they're not going for a "no" earlier enough to disqualify - it's like there's some zinger of an objection in the minds of these prospects that doesn't get ferreted out early enough.

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Posted out the first 10 laser-targeted direct mail letters on Tuesday evening. Had our first response today (Friday) ... our future client isn't ready to buy at this moment in time, but I'm delighted with his really positive feedback 😊 Follow-up calls to the other nine suspects / prospects scheduled for next Tuesday.