So with just 27 more selling days left in the year, and you sitting there today frustrated that you still have not been able to break through to the key decision maker at your prospect, the purpose of this little blog series is to provide you with a tip a day. At this time of year, just leaving more voicemails and sending the same old emails is merely following of The Strategy of Hope.  Not a good strategy to follow at anytime and certainly not now.

Try this…

Search through the senior staff bios on the prospect’s website looking for matches with your own university backgrounds. I live in Boston and attended BC as an undergraduate and now have the privilige of teaching in MIT and being a professor at Tufts. All very strong school networks. Someone contacts me, notes that they are connected to any of these schools and they ask for a bit of guidance, I’m going to go out of my way to answer the email or call. And don’t limit yourself to Mr./Ms. Decision Maker. Also look around at the bios of their peers and bosses.

You’re just looking for a door opener, and this can easily give you a step up. After all, there’s no risk.

Have a great day…selling something!

Jack