Trade Shows and Networking Events: Are they worth it?

A few weeks ago my wife and daughter spent some time her her mom and dad and it was just me for 6 days.

The first night they were gone, I attended a networking event for a non-profit here in Kansas City. They asked me to be serve on the board. It was pleasant and I had a good time. One of the guys there who I’ve met before asked me if I attended a lot of networking events like the Chamber of Commerce. I told him no because that CEO’s and VP of Sale’s of companies that I want to do business with typically don’t attend these events. Read more

The Harsh Realities of Gaining and Losing Clients

We’ve entered the dog days of summer! Prospects are tough to reach as is. Now they’re going on vacation and even more challenging to reach.

It was a tough week for Connect 5000. We lost a large client on Monday. The VP of Sales called my cell phone. He usually doesn’t contact me unless he’s got really good or bad news. He typically doesn’t call just to chat.

To make a long story short, Autodesk, $2.22B software company, acquired Vela Systems, a provider of  Field Management Software for construction firms nationwide last Friday. Read more

Control Freakness and Prospecting

I would consider myself a control freak. Or more politically correct speaking, I’m very “particular” on how certain things should be.

BUT

There are 3 things I can’t control:

1. The weather.

2. The economy

3. Other peoples and companies decision making process Read more

Books, Authors and Email Subscriptions I Recommend

My family didn’t own a television set until I was in the 5th grade. What madness! Kidding.

Since we didn’t own a tv, I read a bit. Quite a bit. I’ve always been a voracious reading. Read more

5 Key Numbers Every Sales Rep Should Know

You can’t track what you don’t measure.

You can’t improve an area if you don’t know your numbers. Plain and simple.

If you want to improve your free throw percentage, shouldn’t you track the number of made free throws divided by total number of attempts?

Of course. Read more

What does Michael Jordan have to do with prospecting?

Michael Jordan is arguably considered the best basketball player. Ever. 6 time NBA Champion. 5 time NBA MVP. 14 time NBA All-Star. I could go on and on about his accomplishments. But I won’t.

You may or may not know that Michael Jordan tried being a professional baseball player but was not successful at it.

Does that diminish Jordan’s basketball accomplishments? Absolutely not.

How does this apply to sales and prospecting? Read more

Do CEO’s respond to prospecting calls and emails?

The answer is:

A. It depends.

B. Some of the time.

C. Yes, if you have something relevant to say that arouses curiosity.

D. All of the above. Read more

3 Simple Prospecting Rules For Setting Sales Appointments

1. The goal of cold calling or sales prospecting is to secure a meeting or appointment. (It’s not to sell.)

2. The goal of leaving a voicemail is to get the prospect to return your call by arousing curiosity. (It’s not to sell.)

3. The goal of the sales meeting is to qualify the prospect to see if there’s an opportunity and to uncover pain and problems. (It’s to sell and solve problems!)

Keep it simple!

Revenue Comes from Sales

“Connectors are people who link us up with the world. People with a special gift for bringing the world together.” – Malcolm Gladwell from his book, “The Tipping Point”

If you could only use one word to describe me, that would be me in a nutshell.

Connector.

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I’m Ray Ruecker – The Connector

Hi! I’m Ray Ruecker with Connect 5000 and want to thank you for taking time to visit our website and blog. I’m the Managing Director for a boutique C-Level scheduling, training, and assessment firm based in Kansas City. We specialize in connecting Fortune 5000 decision makers with technology and consulting companies with high average sales.

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