Category Archives: Prospecting

Why You are Not on My Mailing List


I care about my readers…maybe not as much as I cared about my very first dog Ziggy, but enough to not SPAM you..

At Inside Sales Dude, word of mouth referrals are crucial for generating consulting projects. I need people think of me when they are trying to solve a sales problem.

One way to I stay “top of mind” is by writing blog posts providing practical advice for Sales Management.

If I dumped all of my contacts into a distribution list, I would be able to email blast almost 2000 readers whenever I published a new post.

I’ll bet if I did this, more people would see my posts. I might even generate more new business.

But here’s the problem – some of these people have not asked to be added to my mailing list – despite the fact that they find my posts to be enlightening, inspirational, and educational (or maybe not).   Continue reading


Fix Your Broken Outbound Prospecting

Grandpa – a man who could fix anything.

My Grandpa was one of those guys who could fix anything.

One summer, when I was a little kid, Grandpa decided it was time to paint our porches and that I was old enough to help.

First we had to replace a few rotten tongue-and-groove boards. Then we had to hand scrape and sand down all the porches. After that we swept them.  Then hosed them off. Then waited for them to dry.

Only them could we begin to paint.

When I was on my hands and knees scraping and sanding, I complained, “This is taking forever – why can’t we just paint over the old paint?”  His reply stuck with me ever since,

“Anything worth doing, is worth doing right.” Continue reading