The Lemonade Stand

During the summer I excerise by riding my bike. There's a several mile stretch of Ocean Avenue on Long Beach Island that's a great place to ride. Over the weekend some kids set up a lemonade stand on Ocean Ave to catch people going to and from the beach. As I was flying by, one of the kids yelled "cold lemonade - 25 cents".

When I returned from my ride I checked my email. I had a bunch of sales pitches in my in box. Looking at the subject lines I was struck at how similar they were to the kid with the lemonade stand. No attempt to engage or interest - only loud "buy now" messages.

Prospect engagement is the key to Sales 2.0 success. Only a fraction of your prospect base is sales ready and you must recognize and adapt to this.