E15: B2B 3 Steps to Cold Calling

E15: B2B 3 Steps to Cold Calling

In this episode, Neil starts explaining the process of building a Cold Call Plan to approach larger, more prestigious businesses. He explains how the process has three steps – to prepare, execute and follow-up an important business meeting.

E14: B2B New Business Territory Planning

E14: B2B New Business Territory Planning

In this episode, Neil continues to unpack the methodology around building a constant stream of new business. Early on, he highlights the fundamentals of successfully securing new business: being able to build a working plan and being prepared to do what’s required, when it’s required.

E2: B2B Expos: What’s Your USP?

E2: B2B Expos: What’s Your USP?

How do some exhibitors adjust their USP conversations for different clients and exactly what are the various types of expo experiences you can create? Neil identifies three different types of exhibitors and shares different learning experiences that he’s had over the years. Expos are filled with exhibitors, each using various methods to impart their USP information – Neil explains the three layers of imparting information and identifies the most successful approach to use at expos. From now on, you’ll never forget that not everyone needs to know everything to buy.