Top 1 Gain trusted partner status.

2 Historically those with 2 accounts be 250% of target and those with 75 accounts 70% of their number.

3 Stick with your core skill - relationship building.

4 Be curious enough to add value to your Top 5 prospects.

5 Send emails from your CEO inbox.

6 Send emails after 930pm and before 8am and Sunday morning best time to send to CEO’s and Executives.

7 email format

Short title – Time to market

3 sentences:

• Whilst researching your company I see where you stated you want to drive …we can help with crashworthiness and light weighting.

• We are currently working with company A, B and C and delivering… 24% productivity. Use % rather than dollar amounts.

• Who’s the best person on your staff to share these best practices with?

8 Take a campaign approach to prospecting.

9 Prepare a 4-page investment strategy document.

10 Do the hard work listen to their quarterly earnings calls and presentations.

If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at [email protected]