It’s so tough. I constantly feel like I’m looking for that needle in a haystack. Had a great call last week though. It’s a company I’ve been trying to get over to since July 2013. Well finally I found a number that’s different from the # in my CRM--found it in the file on an invoice of a competitive vendor we bid against last time. As Kirk Boldt and Adrian Boucek say in their ebook, The Business Engagement Process--each time you call you get more pieces to the puzzle. On my call in 2014, I got the right person over this area. On this call my target answered--said, “We’re starting to look at vendors within the month, call me next week and I’ll connect you with my IT guy.”
This is the quintessential call that keeps me calling again and again looking for the next one.
So I’ve turned it over to the sales rep to call next Wednesday with the story so far--to proceed with his IT contact! They had 4 machines that last time we bid in 2011/2012.
This is the exciting stuff that keeps me going!
