The forward to a colleague
What it means when a buyer forwards your note to a colleague, how to reply to both people, and the mistakes that turn a good handoff into a dead end.
3 min read
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Tagged buying committee
Every post tagged buying committee.
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The out-of-office reply is a lead
An out-of-office reply isn't a dead end. It names delegates, reveals the org and tells you when to follow up. How to read one and what to send next.
3 min readWhen they say they're not the right person
A "not the right person" reply is often a referral in disguise. What it usually means and the short reply that turns it into the right meeting.
3 min readWriting for the technical lead
How to write an opener for the technical lead, the person on the committee who judges whether your firm can do the work and quietly vetoes it if not.
3 min readWriting for the champion, not the buyer
The champion sells your work inside the company. Here's how to write openers and follow-ups that give them the words to carry the case up.
3 min readSell to the committee, not the contact
Services deals over $50K get decided by a committee. How to reach the economic buyer, champion and technical lead with a message for each seat.
3 min read