Alan See
Are “Degrees of Separation” Important to Networking?
In the early 90’s three Pennsylvania college boys with too much time on their hands decided that every actor living or dead could be linked to Kevin Bacon. Although never a big box office draw, Bacon has been in a significant number of films...
How to Bridge the Gap between Sales and Marketing
“On the Beach.” In the consulting world that expression means you are not involved in activity that is billable. In other words, you are not directly creating revenue for your company. And that is always a dangerous place to be if you want to...
Can Your Company Compete with Radical Trust?
Several years ago I heard a story about a shoe repair shop from one of their long-time customers. It’s a small business tale about trust with a twist that might surprise you. Like many businesses, this shoe repair shop was built on a self-service model. …
Is freedom to fail a myth at your company?
Is the freedom to fail a myth at your company? Can you name one person in your organization that has had major visible failure? If so, is that person still employed there? If they are, is their career still on track? If your business...
The executive you’re targeting isn’t going to tell you their “biggest challenge.” Learn why.
“What’s your single biggest challenge?” I wish I had a dollar for every time I was asked that question because I’d be able to retire immediately. It’s right up there with: “What keeps you up at night?” And let’s not forget: …
Why You Should Be Hiring the Best Sales and Marketing Athletes over Industry Experience
“You don’t understand. Our business, in fact our entire industry, is different.” I’ve heard that statement a hundred times. To be honest, early in my career, I’m sure I said, and believed it myself; but not for quite some time now. After decades of…
Does Your Message Contain the Big Red Flag?
In the business world it’s a casual phrase that’s tossed around all the time. I thought I’d reach out to tell you a little bit about our company. I thought I’d reach out to see if we could set up a time to chat. I…
What causes you to remove a connection?
Have you ever removed a connection on LinkedIn? Unfriended someone on Facebook? Blocked a Twitter profile? It’s a rare event, but on occasion I do severe relationships. I don’t do it lightly because it’s hurtful. Yes, it’s true that social rejection activates the same...
Are High Pressure Closing Methods Ever Justified?
“Alan, you’ve been a real professional during this process; I’ve grown to trust you, and I honestly like you. You’re going to get this order. That is, if you don’t mess it up at the end.” It was early in my sales career and I...
How to do more with less, and not lose your shirt in the process
Some of the smartest business people I’ve met place their trust in fantasy-based marketing plans. They believe it’s possible to do more with less. In truth, they know better. Because when “less” means reducing the marketing budget, “more” marketing activity is not what you...
Use Different Connection Strategies for Each Social Platform
LinkedIn’s advice on sending connection requests reads that you should “only invite people you know and trust.” The number of requests I receive from individuals I’ve never met (and therefore have no basis for trust) leads me to believe there are a lot of...
Why your teleprospecting efforts are failing
A mulligan, reload or redo; who wouldn’t like to have a second chance? Sorry, when it comes to getting the ear of your targeted executive prospect you’re often lucky if you get a single shot. That’s why I’m often amazed by the number of...
Social Media Communications that Executives Ignore
When it comes to social media communications with business executives, I heed the Law of Diminishing Returns; the longer the message, the less likely it will receive feedback. I know this is true because of all the social media messages that I ignore. You’d think...
Why You Are Not Getting that Demo Appointment with the CMO
It happens all the time. By email, telephone, or through social media, the gist of the initial contact will be as follows: Sample subject lines and grabber statements: “Quick Question” “Did you see this yet?” “Quick Follow-Up” “I just wanted to reach out.” “I thought…
Are Your Social Media Sales Leads Flawed by a False Premise?
If A equals B and B equals C, then A equals C. It’s a simple conclusion and argument that looks rock solid. However, if it turns out that A does not in fact, equal B, then the argument is flawed by a false premise. ...
Don’t Be That Twitter Person
Their Twitter profile looked legitimate. It had a professional looking picture, a well written bio and a customized banner. So you followed them back. It always feels good when a professional finds your page and follows you first. It kind of feels like your social...
How to Keep Your Audience Looking Down
It was the most engaging of times. It was the least engaging of times. It was an age of fabulous fellowship. It was an age of fake followers. It was the spring of sharing. It was the winter of shilling. Our audience was looking...
It’s the Story, Not the Status that Matters
It has now been over 9 years since its launch and NASA’s New Horizons spacecraft has traveled more than 3 billion miles at a cost of over $700 million in order to send us back a clear picture of Pluto. Will the new data...
First Impressions Are Part of the Customer Experience
A hot tub setting on your back patio that no longer works is classified as bulk trash. And bulk trash requires a big truck and some strong backs. The ad in the Local Directory section of my Sunday paper looked like it was the...
Back in the day, a common LinkedIn group meant something
“Back in the day” is a phrase that is often used to refer to a blissful time in the past when life was simpler. For example, back in the day, you could get away with a LinkedIn message as follows: “I noticed we share some...