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

Yesterday I hosted a webinar called ‘Secrets to Hunting Big Sales in Tough Times.’ One of the viewer’s questions was about getting in with the right decision maker. The reason I mention it is because this question always comes up…and I know why. It’s the first big challenge in the sales process and if you can’t figure this out, there often isn’t a second challenge. So when I responded to this viewer, I offered the idea of “The Triples.”

The Triples is a way of packaging your message for voicemail that is compelling in the language of executives, not managers. Manager language is the language of schedules, budgets and key performance indicators. In these times, that language shows up due to a real resistance to doing anything new or changing any current vendor. Executive language, on the other hand, is the language of Time, Money and Risk. Using this language of Time, Money and Risk, the way to craft your message is to focus on 3 sets of 3:

• 3 Business Problems
• 3 Business Outcomes
• 3 Current Users of your products or services that are solving the business problems and achieving the outcomes of your solutions

Listen to the webinar HERE and you can hear in much more detail how this works and why it’s so successful.