Wendy Wiess has a good post on IBS (Initial Benefit Statement), here is a quote: The point is that you need to get into your customer’s heads and figure out what differentiates you (your company/products/services) from the competition and why your customers buy from you. Then in your cold call opening, lead with that differentiator [...]
Monthly Archives: March 2009
Looking for meaningful work
As I start seriously thinking about how to find that one sales job that I can be happy with for many years to come, I’ve come up with several different ways of searching. The most obvious and unfortunately the most popular (I say unfortunately because it’s the least effective) way to look for a job [...]
The Geography of a Recession
NYT has an interesting map showing unemployment rate in US by county.
Cold calling (from the callee’s perspective)
I found a great blog post by Greg Reinacker, CTO of NewsGator who apparently gets cold called a lot at work. Greg took the time to write out in detail what it’s like to be the reciepient of a bad cold call. Here are some good quotes: Imagine this, which seems to happen most of the time: Greg: “Hello, this [...]
Challenging the people around you
I was talking to my wife the other day, and we decided that we both want to participate in the NaNoWriMo challenge this coming November. The idea sounds exciting, and gives us a chance to encourage and challenge eachother. And I think that’s so important. I feel very lucky to be surrounded by people who [...]
