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Tuesday, June 13, 2006


The other day I was chatting with Maureen Sharib, a leading expert in the names sourcing business.

We were discussing the various merits of the Internet searching vs old-school telephone elicitation (I say old-school because it's what I've been doing way before the Internet came along).

Specifically, we talked about how, with tools such as Google and LinkedIn it's become so easy to find names that people have begun to assume that's the quickest and only way to get them. In the field of NLP, this is known as a "generalisation": your brain takes one experience (finding names quickly on the Internet) and by-passes all other options. It says "this worked well last time...don't bother trying anything else".

A good analogy is the Drive-Thru.

Have you ever been to the McDonald's when there's a long line of cars waiting to go through the drive-thru and you automatically get in line behind them. While you're waiting you see someone park up, get out and go inside to the counter...only to come out seconds later with their order because everyone's outside waiting in the drive-thru!

That ever happen to you?

It's the same with names sourcing, competitive intelligence, lead generation etc. The Internet is a great tool but it not always up-to-date and contrary to some people's opinion, there's still stuff that happens in the real world that isn't Google'd.

When faced with a project to ID decision makers in a list of target companies you have a few options. Hitting LinkedIn or Google could be one (particularly if there's a no-name policy or tough set of gate-keepers) but it could be far quicker to just pick up the phone and ask!

If you're dealing with people who are buried within the organisation, telephone elicitation is guaranteed to be the quickest and most direct way of uncovering the information you need.

So, next time you're at McDonald's...just take a moment to check out the queue inside ;-)

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Posted by: David Regler @ 6:53 am |  0 comments  | Links to this post  

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Monday, June 05, 2006


I have a new hero...Doug Spong. He runs Cult Industries, a rapidly expanding global surfwear brand.

I read this article about him at the the weekend, Aussie who has board meetings on the beach

Doug's a millionaire that "wears flip-flops, board shorts and a T-shirt" to work and, last month, he and his fellow executives (all veteran Aussie surfers) "took off for a month's surfing and fishing in the Coral Sea aboard Amnesia, his 110ft converted tugboat."

Now this guy has the right attitude.

What I also enjoyed what his view that his business day is like surfing:

"Some days are so exciting, absolutely thrilling; others are the opposite. It's like a big wave, the ups and downs of this business."

Now that I can certainly relate to. Sales prospecting, lead generation...it's about searching for that opportunity. Somedays you get nothing. Other times you get dumped. You just have to recover and get back out there. But when you get that breakthrough, suddenly all the waiting and kick-backs don't matter.

Anyone who's been in this business will tell you - that's what keeps them going.

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Posted by: David Regler @ 8:50 am |  0 comments  | Links to this post  

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