You call a potential client and they give you the old “send me your info” thing. While there are lots of posts that offer cute comebacks and how to “handle” these types of requests; What do you when the person on the other end of the phone insists? Instead of doing what everyone else would … continue reading »
Most sales reps weren’t properly trained to leverage the phone. They know they’re supposed to research but don’t know WHAT they should be looking for.There are also those who spend either no time researching or way too much time. There are those who don’t know how to warm up the call by leveraging additional forms … continue reading »
There are some serious mistakes many sales reps make when it comes to referrals and they’re losing a ton of opportunities as a result! On this week’s episode of The Sales Playbook Podcast, we’re going to talk about 4 of them and more importantly; How you can broaden your referral generating horizons! Right click HERE … continue reading »
The average sales person clings too tightly to phone and email while; Neglecting additional forms of outreach. In this week’s episode of The Sales Playbook Podcast, we explore several reasons why you should seriously consider other forms of outreach; Not as a replacement to the phone or email; As a COMPLEMENT! Please right click HERE … continue reading »
When it comes to your sales efforts; Please don’t wait until you have that “Oh sh*t” moment, at year end, to realize that a few changes might be in order! Here are a few resources to help you improve your sales results! 1) The Sales Playbook Podcast Subscribe via iTunes click HERE or via Stitcher click HERE. … continue reading »
Here’s the sad reality of prospecting; You are forgotten about the moment your potential client hangs up that phone Sucks, right? In this week’s episode of the Sales Playbook Podcast, we talk about two tactics that will help you stand out and even; Give you a bit of a second chance when a call doesn’t … continue reading »
There’s an email that I used to send when I led my sales teams at Dale Carnegie. Once a week my reps would bring me the contact names and email addresses of the deals they were working on that week. Note: For those of you wondering why I didn’t just take it from our CRM, … continue reading »
What can you do to keep your deals moving forward? Well there’s two ways to look at this; What you can do during your meetings and; What you can do BETWEEN meetings. Let’s focus on the latter. The time between meetings is a dangerous time for sales reps. Competitors and stakeholders are whispering in your … continue reading »
The problem with many sales reps is that they quickly blend in by saying and doing the same things as everyone else! Then they act surprised when a deal takes longer to close and when; Prospects tell them “No thanks” or worse yet; Go silent on them and stop returning calls. Here are two ways, … continue reading »
How can we keep our deals moving forward WITHOUT being annoying or coming across as desperate? I know “Castain is a real dick for bringing that up on the last business day of the quarter!” Where was I when you needed me? Well, I’m right here with two resources to help you move things along … continue reading »
I look forward to hearing from you!
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