• July 10, 2013
  • Mark LaCour
  • 0


1. Use a Productivity System. I usually have less than 10 emails in my inbox. And most days by the end of the work day I have 0. But I get 30 to 70 every day. And I never misplace or lose track of things I have to do, but I have a below average memory. My secret? Something called “The Secret Weapon” appropriately enough. Check it out: www.thesecretweapon.org

2. Calendar time to cold call. And stick to it. I teach and use a process that involves a very targeted short email, with a follow up phone call the next day. When I get the message right, my success rate (measured by the prospective client agreeing to an in person meeting) hovers around 70%. People that say cold calling doesn’t work are simple wrong. If you need help, go here: www.salesbuzz.com. Michael is amazing and will make you a cold calling ninja.

3.Know your customers business. And I don’t mean know what they do. You need to know their market, their competitors, their business issues, their culture, the KPI’s of their executive team, their buying habits and what their constraints are. You need to be seen as a consultant first, then as a professional sales person. Not the other way around.

Do these 3 things, and I promise you will hit your number!