Month: December 2016

I get a lot of calls this time of year from organizations and individual sales reps who are struggling. They’re not happy with their results and they’d like to bring things up a notch specifically; When it comes to getting in front of NEW opportunities. Here’s what challenges them most; People AREN’T Picking Up Their … continue reading »

It’s super important that your network, your prospects, your potential customers, see you as valuable. When people see you as valuable, they continue to open your emails, take your phone calls, buy from you and let us not forget . . . Refer you! There’s a really simple email, that I’ve been sending for about 6 … continue reading »

There are things that businesses experience (good and bad) that dramatically increase the urgency to buy your products and services. We refer to these occurrences as “Trigger Events” and they include things like; New Product Launches Hiring Earnings (Good or Bad) Expansion Change In Company Leadership Change In Company Initiatives Changes In Legislation More about … continue reading »

This week on The Sales Playbook Podcast, we discuss one simple modification you can make to your auto signature, that can help you create MORE opportunities. Oh, and it takes like 3 minutes to do and won’t cost you a dime! You’re welcome! Download this episode (right click and save) I have several other suggestions, … continue reading »

A while back, I created this list of things to embrace during the holiday season with the goal of bringing you a smile and a dose of perspective. Sometimes we forget some some really important things . . . Today, our goal is to recapture them! Please pass this along and let’s spread a little holiday … continue reading »

Sometimes we get so used to hearing something, that the familiarity of the message, keeps us away from the importance of the overall message. Like asking for referrals. If I were to ask you “Why should sales reps ask for referrals?” After seriously considering giving me a sobriety test, I’m guessing you’d say “Because it’s … continue reading »

Have any (or even all) of your clients pigeonholed you? We become “pigeonholed” whenever a client labels us the person they go to for one thing but meanwhile we offer many other things they’re buying from someone else. The reasons for this can vary but more often than not, it’s a simple awareness thing. This … continue reading »

  You don’t need me to tell you that your client’s needs constantly change but; You could probably use a reminder that you might not be as aware of their needs as you’re given yourself credit for. Here’s why; When we’re “courting” a potential client, we conduct a thorough needs analysis. Sadly, for most reps, that’s … continue reading »

You’re sitting on a gold mine! And you’ve busted your behind to have the accounts you have but; That doesn’t mean you can’t grow that business and; It doesn’t mean that your competitors aren’t looking to come eat your lunch! That’s why I’ve put together a special webinar on Thursday, December 15th, at 11:30 am EST. … continue reading »

This is one of those posts where we could have easily kept adding things to a list and ended up with a mammoth list of things you need to do to be successful in sales. I thought it might be better for me to put on my Captain Obvious cape and break it down to … continue reading »