Proven Prospects
Secrets For B2B Sales Professionals

If you Want To Sell More, Think Like Michael Dell

Before Michael Dell was a computer mogul, and JIT (Just In Time) Business Genius. He was a great sales person. Dell understood that the prospects were the most important thing. That most of a companies expenses really went to filtering, and targeting the right prospects at the end of the day. Sales people, marketing, all of the main expenses of business are really just a way to get to the right prospects. This is because if the right prospects are targeted, then the sales will follow.

-”At age 16, Michael Dell followed the KISS (Keep It Simple, Stupid) Principle to identify those most likely to purchase a subscription to The Houston Post (newlyweds and those who were moving into a new home), he enlisted the assistance of schoolmates to obtain the names and addresses of prime prospects from public sources, and then mailed a customized letter to them. Thousands of subscriptions were sold that year. He earned $18,000.

Who buys what I sell? Why? What is the best way to identify them? What is the best way to contact them? (Certainly not door-to-door) How can they help me to reach others who are also prospects? Obviously, $18-thousand is substantially less than $18-billion but what is most important is the fact that essentially the same strategies achieved both totals.” read more here