ATCP, LLC

Over the years I’ve heard a lot of sales professionals use these three terms incorrectly, so lets fix that now.

Demo
This is our software, with our data, and our use case(s).

Demos are used only after the opportunity is properly qualified. Showing a demo before the prospect is qualified leads to confusion. No demo will sell software. Seriously.
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I’ve written so many emails about this that I think I should put the info down in a blog article and simply refer models to it! The following is first person:

Clothing
I will tell you not to plan on anything ‘busy’ to wear. You need solids, and preferably nothing the same color as any desired background. Black and white are winners, as is a variety of jewelry. This holds true for both kinds of shoots.
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(Bear in mind, Norwich is where I live)

From: amy.l.bialowas@us.hsbc.com
To: me
Date: September 24th, 2008
Subject: Job Employment at Beneficial Mortgage in Norwich CT

I appreciate you taking the time to speak with me today about the career opportunity that we have. As I stated during our conversation, there are a couple things that I need you to complete in order for us to get the hiring process started.

You will need to attach your resume to our company website and complete a brief personality assessment. Please allow yourself approximately 45 minutes to ensure completion.

Below are the instructions to complete:
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Qualification is simply the transition from [unqualified] prospect to [qualified] opportunity. In the pipeline/funnel, this means that all the things that are needed for this prospect to want/need/desire our product and services are there.

More specifically, qualification involves an opportunity possessing all of the following:

1. Access to the buyer
2. The prospect knows, and agrees to, what they are buying from us
3. The prospect knows, and agrees to, the approximate cost of the solution or DSO (Discreet Sales Opportunity)
4. There is DRM (Date Related Motivation), or what some people call a “pending event”
5. [optionally] An identified project or budget line item set aside for the proposed solution

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I’d like to share a tip with those of you who think that their only choice for the many sites they log into is to have the same password on all of them.

I’m someone who has managed thousands of email accounts for users, and I personally have to have all my hundreds of passwords on spreadsheets there are so many-not just for email accounts, but for web sites, servers, routers, etc.

My tip is simple. To remember your password, make the passwords such that they contain 2 parts:

1. The name of the site.
2. A word that is used on all sites.

Example:
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