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Add Value

Be Personal
Don’t send the same message to everyone. Tailor the message to each individual based on your meeting, your research, and their need.

Be Persistent
Give them plenty of opportunities to respond. People are busy. It’s your job to stay in front of them and reach them.



If you’re only working 50 accounts per quarter, you’ll start to job seekers database remember every contact that you are mining and get a sense for who the ringleader is and how often you’ve been communicating with them by multiple channels.

What I’ve created here with COMBO is a way to open effectively and consistently with a high degree of prediction. If you select 100 key accounts, you’ll be able to open opportunities with 20 of them in the first two quarters.

I’ve road tested these theories with mentees in multiple global markets from California to New York to London to Singapore to Sydney, with companies selling highly disruptive software.

Opening, rather than closing, is the most important phase of selling because it’s binary. It’s akin to doing science without Newton’s first law or acknowledging gravity. It’s like trying to be a fighter but not being able to throw an effective punch.