get Mike’s point – who the heck is this guy, who doesn’t know me from a whole in the wall, getting time on my calendar to talk to me about his product!?  So as I was perusing my TweetDeck the other day, I saw that my buddy, appointment setting guru Mike Damphousse wrote a blog entry last week that I missed (sorry about that pal!)  However, I did want to use this opportunity to spring board into another Point – Counterpoint on The CRAP Report.  Mike’s article, entitled Appointment Setting: Was I Duped? really struck a chord with me.  He had me hooked right away.  MORE >>

And as it relates to teleprospecting, we either sell a prospect a time to speak with a product specialist or they sell us on a reason they’re not interested.  As I perused my TweetDeck this morning, I noticed Garth Moulton’s ( the world’s biggest rolodex Jigsaw’s VP of Community and co-founder) blog entry from yesterday, “ Cold Calling is not even on the Endangered List.”  Great blog entry where Garth concludes with the following: “So the truly efficient organization (I’m talking B2B here) has to have at least a couple people (researching first!) Do yourself a favor and go check it out. MORE >>

Inevitably, no matter how much I studied my client’s product or service offering, some prospect wound up asking me a question that I didn’t know how to answer.  Okay, before you read ANY further, I’m going to spoil this season of LOST for you if you read the following paragraph.  I just want to make sure you understand that.  Skip the next paragraph and move on to the next one if you don’t want this season to be spoiled. Great, now that that is out of the way, let’s say that you’re stuck on an island, and there is only one other person on that island with you.  THAT’S creative thinking.  MORE >>

Help your BDR’s by nailing down the top two or three titles in an organization who would want to buy your product or service.  If you’re like me and my friends, you were pretty hyped up for last night’s season premiere of LOST.  I came to the game late on this one, having to watch three seasons on DVD (which by the way, is actually more fun because you can just keep watching episode after episode).  If you don’t know what LOST is, it’s a show about survivors of a plane crash and their adventures on the island that they crashed on.  Ensure they know who they’re calling. What do you think?  MORE >>

He had gotten tired of never hearing back from prospects that he was emailing, so he decided to take a bold step and send out an Outlook invitation for five minutes to talk about his product.  Now, I’m not talking about inventing new software or telephony products (though that would be awesome), I’m really talking more about processes.  Okay, if you’ve got a stick of gum, a paper clip, three pennies, a ball made of rubber bands, and an acorn who are you?  A lot of folks may say that you’re the contents of the front pocket of a seven year old boy, but they would be wrong.  MORE >>