I recently was a featured speaker at a SalesHacker event at Projective Space in New York City, and while I spoke about many topics from my book, I spoke for the first time about the topic of sales land mines and it seemed to generate quite a bit of questions both at the event and afterwards, and I realized that while I teach this method a lot, I have never written about it.

To be clear, I do not mean to make light of all of the tragedy in the world relative to land mines, but it is a term that describes a particular sales tactic well.

I believe in sales karma.  I don’t like it when people just blatantly ignore my emails or requests for meetings and I’d rather they just simply reply NO.  So I’m very careful to never simply ignore emails and requests that come to me.

But, if I ever send a blast email, it is clear that it is a blast email.  I personally subscribe to the notion that you should be doing your homework and researching companies to make sure that you are responding in a way that matters to the prospects.  If I didn’t believe that, I wouldn’t be spending so much time on FunnelFire.