Hi All,

Just a quick note to let you know that my new book RFPs Suck! How to Master the RFP System Once and For All to Win Big Business is now available on Kindle. If Kindle is your format of choice, well then, please go forth and order!

The Kindle edition is available HERE.

Thanks and enjoy!
Tom

Blog readers and enthusiasts,

I am going to give a Kindle 2.0 to the winner of the following contest:

I’m publishing three books (three!) between now and the end of summer. One of these books is on how to be more effective using all of the tools out there for prospecting large accounts. It is the much-expanded version of my most recent e-book, How to Get Into Bigger Companies for Bigger Sales.

My publisher and I agree that this particular title stinks. Not only is it tepid, but if you’ve read the e-book, you know that there’s a lot more to it, including an entire how-to on using specific social media platforms for prospecting and “listening.” That said, I’m looking for a more provocative and accurate title that elicits the reaction: “I want to buy this book for every single person in my company!”

So, you have one week. If your suggested title is the one I choose for the book, you win the Kindle 2.0. I have one, and it is flippin’ phenomenal.

Post your entries as comments to this post and, who knows, a week from now I might have a new title and you might have a new Kindle 2.0!

All the best,
Tom

Connecting to the buyers of big deals is the forever frontier. I write on it, speak on it, read on it, worry about it, practice it… Figuring out how to get to the people who make the decision is evergreen in the minds of sales people and business owners.

From time to time I come across the anomaly—someone who simply doesn’t have this problem. People are beating down their door. They have more opportunities than they can process and they are working to control growth. How does this happen? Partly, they’re lucky bastards (and I’m jealous of them), but mostly I think they’re known for something specific, so people come to them.

For those of us who are not that lucky, I write about how to achieve this type of feedback extensively in my new e-book, “How to Get into Big Companies for Big Sales… and What to Do Once You Get There”.

In the meantime, the old way of creating this condition was based upon…

The interesting thing about the world in which we now live is that you can shortcut dramatically the requirement of Longevity through the development of a position of expertise.

In case you still need to be convinced that you should download this FREE e-book, here’s a quick excerpt:

CHAPTER 1
Challenges Hunters Face

I KNOW I DON’T HAVE TO TELL YOU THIS, BUT I’LL say it anyway: selling never has been the easiest game in town.

But for the past 14 years or so, we’ve built processes and strategies that have worked in most situations.

In stable economic times, you could bake yourself into your clients’ normal budgeting cycles because there actually were normal budgeting cycles.

Not anymore.
You could also depend on their normal contract lengths as they ran through their 1-year, 2-year, or 3-year contracts with vendors.
You could even build your tickler files for dates when those events were going to occur.

Not anymore.
Companies had strategic plans and capital initiatives. You could anticipate what was going to happen and prepare yourself for that eventuality.

Not anymore.
Selling your customers was about reaching people with budgets and business initiatives.

Not anymore.
You’re walking into different circumstances from what you’ve grown accustomed to over the last 4, 10, or 14 years.

Hi All,

It occurred to me recently that we have a TON of free sales resources scattered throughout our site. From e-books to podcasts, and webinars to essays, we’ve definitely taken this thought leadership stuff to heart. And now we’ve gone one step further and wrapped it all up nicely into one lovely package we’ve aptly named our “Resource Center.”

So now, instead of registering for every e-book or download, you will simply register once for the Resource Center (it’s still free, of course), and you’ll never have to fill out another form again. (Registration is only required for e-books, webinars and podcasts.) Your email address will become your login, although our center should recognize you if you enter from a computer that you’ve previously used to login. I’m not one to brag (which is a trait that my marketing agency cites as a fatal weakness), but it is pretty snazzy…

In all seriousness, though, I invite you to check it out and take advantage of all of our free tools, including a brand NEW e-book that we just introduced today. (I’ll write about that separately later.) “How to Get into Big Companies for Big Sales… and What to Do Once You Get There” details a variety of new challenges that big sale hunters face and then provides extensive pointers, tips and insight that will allow them to greet those challenges head on.

I would love your feedback on the new resource center and e-book, so please feel free to email me or leave a comment if you have a chance.

Now, let’s hunt!
Tom