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Blog #92 Why We Hate Cold Calling

Fact; cold calling is the most reviled, abhorred, and avoided part of any sales person’s job. It doesn’t matter if you’re B2C, B2B, targeting Fortune 100 companies, or beating the street going from office to office. Cold calling is displeasurable, painful, and generally the least favorite part […]

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Blog #91 Execution vs. Analysis Paralysis

Over the many years I’ve spent in the world of business to business sales, I’ve come to one incontrovertible conclusion, and that is the sheer number of sales organizations that spend inordinate amounts of time “re-organizing” or “changing up” their go to market sales strategies and sales […]

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Blog #90 Marketing or Purchasing; Do You Want to Sell or Just Participate in an Auction?

Getting an order is no easy thing, thus is the life of the B2B sales professional. We’re all under pressure, whether self or otherwise imposed. Deadlines loom, and management seems always to be asking more and more of us. We look for opportunities, be they with existing […]

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Blog #89 Hey Mr. B2B Sales Person, Are Your Voicemail Messages Being Returned?

Ever leave a voicemail that wasn’t returned? Okay, I know, silly question. There are numerous ways to approach this question, but for the context of this post it will be through the lens of the B2B sales professional, the person who most depends on being able to […]

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Blog#88 – Sales Team Not Prospecting, Whose Fault Is That?

My business, First Approach , is all about the business of B2B sales, and more specifically prospecting within the B2B world. My experience over more years than I care to count has afforded me an intimate vantage point over sales people and those who manage them. I’ve […]

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Blog #87 Finding Prospects with a Need Today; why it’s a Waste of Time and the Well You Knows

Any professional sales person that’s been in the game for even a short while understands the necessity of finding new clients with a need. It’s of little matter what you’re selling; be it a complex technology solution or envelopes to stuff. The quest to find new users […]

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Blog #86 How to Drive Real Results Around Net New Logo Business”

What you’re about to read may well make me a little unpopular with some sales people. The subject, “How to drive real results around net new logo business”, as opposed to only realizing sales from existing or renewal business confounds just about every sales manager I’ve ever […]

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Blog #85 If Marketing Says It’s So, It Must Be So…

Most any B2B sales professional looking at the above cartoon will end up with a wry grin on their face; let me explain. While there has always been somewhat of a schism between sales and marketing; there, I said it, now it’s out there, the eight hundred […]

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Blog #84 Financial Results: Why They Don’t Matter All That Much

So here you are, the end of another quarter, another year or another whatever. Perhaps you’re the CEO, the CFO or the Chief Sales Officer, or maybe you’re the sales rep and your period end is looming; your financial results about to be submitted and scrutinized. This […]

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Grit: The Power of Passion and Perseverance

Grit: The Power of Passion and Perseverance Why never giving up is a worthwhile goal Jun 4th 2016 | From the print edition Grit: The Power of Passion and Perseverance. By Angela Duckworth.Scribner; 352 pages; . FRIEDRICH NIETZSCHE, a German philosopher, once stated that there was a universal tendency to […]

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