Never Make a Cold Call Again!

I m not sure how many of my readers subscribe to our  monthly newsletter: “Why Sales Managers Succeed!”, if you don’t please sign up on my web site;

In case you don’t receive the newsletter, I wanted to include one of the three sections in this month’s edition. I hope you enjoy, Ken

Never Make a Cold Call Again

During a recent client sales meeting we talked about the power of networking, we assigned every salesperson to at least one networking/association event per month. If you aren’t “connected” in your marketplace do it!  That discussion lead to the best new thought of the year! Create an Acumen Power Network Map! 

What is it?  Here’s the secret steps: 1) Identify  a raving fan of your business, 2) Google/LinkedIn/Jigsaw search that person’s business relationships and 3) create a map of all associations/Boards/activities  they are involved in, 4) list all individuals who are members of that association or people who also serve on those Boards. Next, 5) identify what companies those individuals work in and target those organizations that fit your company’s  ideal client profile and last 6), ask your “raving fan” to make a referral introduction to your targeted organizations! Do your homework and count commissions.

For an example send me an email and I will send you a sample Acumen Power diagram:

Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 14 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Move up and move ahead!

Acumen Mgmt. provides Keynotes, consulting services and products designed to improve business performance.