Blog

For years I’ve been voicing my opinion about how awful it is to send “bump” style sales emails, but; I’ve recently changed my opinion (somewhat) and share a much BETTER way to send them in this week’s episode of The Sales Playbook Podcast! Right click here to download this episode or scroll down to listen via … continue reading »

There’s a really effective email template we’ve been using that’s been getting incredible results during the pandemic. It’s called The “Two Directions” email and here’s a basic overview. When you begin your email, begin by mentioning that during the pandemic, you’ve seen companies go in one of two directions. The first direction is waiting until … continue reading »

We’re now living in a world, where the noise has increased, and attention spans have, (oh look, a squirrel), diminished. With that in mind, how can YOU, stand out and capture the attention; Of a buyer who simply has way too many people, things, and circumstances competing for their attention? One way, is to use … continue reading »

I see it (and experience it) time and time again. A sales rep calls a prospect, they don’t answer so they either leave a message or they simply call back. Some will immediately email after they left a voice mail (which I think is annoying but to each their own) and the cycle repeats itself … continue reading »

I usually do massive eye rolls when people suggest that we should “add value” to our network. Aside from the phrase being just beaten to death, no one ever tells you HOW to add value. Let’s change that right now! Here are a few things you can do without emptying your bank account! 1)    Be A … continue reading »

Most sales reps think of snail mail for one thing, and one thing only; “Thank you” cards/notes! While I can’t disagree with the importance of sending a “Thank you” card, we’re neglecting several other ways we can (and should) be using snail mail to complement our other sales efforts. How To Create 39 Ways To … continue reading »

I’ve never been a fan of “break up” style emails, especially during the prospecting phase. Why? Several reasons; They limit your options. Why would you close the door and cut off the ability to contact them again? In many cases, you’re giving up too soon. Case in point; I received 3 cold emails over the … continue reading »

Prospecting during Covid-19 certainly has its challenges; Let’s talk about how you can modify your approach. There are 5 things that comprise your prospecting cadence and EVERY one of these has to be continually redone as we work our way through the pandemic! The question mark next to each component is your reminder to step … continue reading »

Have you ever heard of a “bump” email? A “bump” email is an email that you can create from an app, chrome extension, etc, that will automatically forward your last email with a message of your choosing. Example: Let’s say I send you an email today. I can forward that same email to you next … continue reading »

Just out of curiosity, are you paying attention to not only what phase of reopening your business is in; But what phase your clients and prospects are in? My suggestion would be to take the time to think about what reopening means to your dream client and; Before you oversimplify this by just thinking; “Duh, … continue reading »