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Cold Calling for Start-up Founders

As a seasoned sales professional with over 10 years of experience, including six years in start-ups, I have seen firsthand the importance of effective sales and distribution for the success of a start-up. In fact, I believe that the main reason start-ups fail is often not due to a bad product, but rather due to […]

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Don’t Judge What Your Customer Is Willing To Pay

Yesterday I had a brief but rememberable conversation. I talked to a physical therapist who owns a small but interdisciplinary medical training center. The medical training center is offering physical therapy as the major health service. In Germany, the public health insurance is covering physical therapy. As a result, all patients of her physical therapy […]

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There’s No Excuse for Making Cold Calls

I couldn’t believe what I read this morning on LinkedIn. Somebody proposed, if you see an interesting sales prospect on LinkedIn, to not message him and ask for a demo or meeting but instead do the following (quote): “You have to warm her/him up first: go to her/his profile like and comment something witty one […]

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Don’t let Gatekeepers Harm Business Progress

The day of an executive is limited and gatekeepers exist to filter out all the bullshit which comes in. However, can gatekeepers counterproductive for a business? How can leaders properly train their outer office staff to avoid the rejection of interesting and profitable partnerships, products, and opportunities?

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Quit or be Exceptional – Average is for Losers

“Quit or be exceptional. Average is for losers.” This quote is taken from Seth Godin’s book “The Dip” gave me the chills when I read it. The question Seth Godin answers in his book is: what makes some few organizations, teams, and individuals so successful while others vanish in mediocrity?

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Ethical and Moral Values for Salespersons

Sales and Consulting – Two Contrary Disciplines? The scenario is the same everywhere: Clueless customers seek an expert consultation, and then they come across a commission based salesperson. Apparently, there is a conflict of interest.

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The Go-Giver: Give and You shall Receive

The Go-Giver written by Bob Burg and John David Mann is a short parable pointing out the importance of the saying “Give and you shall receive” in the business and your private life.

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You always have to put your Customer First

Yesterday a paying customer has been physically assaulted and literally with dragged by force of his United Airlines flight. The video has been recorded by several passengers. And it is shocking enough itself. The worst part was yet to come.

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Better Call Everyone Back!

Two days ago I received several calls during the day. My phone was on mute for a few hours while I was attending a course in university. Usually, I try to call back every call but two days ago I thought: “If it was important they would’ve left a voice mail”. Yes, you are right, […]

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Upselling Done Wrong

Today I received the felt 100th call from my mobile operator. Let’s call them by name: Telekom. Telekom is, by the way, the German mother company of the U.S. T-Mobile.