Trust, Credibility, and Rapport

Trust, Credibility, and Rapport

The game has changed, and the way the game is played has to be changed.- Satoru Iwata I have been on calls the past few days with members of our community. The consistent theme from these calls though is that what worked before is simply not working. Game over. Now is not the time however to dwell on the negative. You cannot change the situation, but you can adjust yourself by recalibrating your goals and your mindset. If you have done that, the next step is to be a game changer “In a world full of game players, the only way to set yourself apart is to be a game changer.”- Matshona Dhliwayo The way you change the game is to take a long-term perspective. Forget about trying to close…
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The Prospecting Manifesto

The Prospecting Manifesto

I get a fair amount of cold pitches my way. I cannot spend time responding to all of these pitches other than to provide a terse “no”, but on occasion I will take a bit of time to correct some of the more egregious, yet innocent prospecting mistakes. One memorable exchange last year was from an SDR that sent me a canned LinkedIn connection request. I replied that his technique was ineffective and provided a link to one of my earlier posts about how to use LinkedIn properly. He responded soon after with this: “We face the universal sales problem of reaching a large number of people without sounding like spam.” He then went to some length to justify his approach. I replied suggesting that his line of thinking is a logical…
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Best Way to Prospect on LinkedIn

Best Way to Prospect on LinkedIn

I was having dinner at a restaurant the other day with close friends. It was the type where all the meals are precisely designed masterpieces more complex than a high school chemistry experiment. As we were debating the state of geopolitical affairs over appetizers, a gentleman walked up beside our table. I looked up and he was standing right next me with his arm extended as if to shake an invisible hand. We looked directly at each other wordless for a few moments before I broke the standoff. “How may I help you?” No response registered. He was as silent and still as a statue in a park. So I called the maître d’ to escort the gentleman away, which he promptly did. Some time later, my dinner mates and…
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