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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 »

There’s a tactic in sales that a lot of reps disregard. In some cases its because it seems like its a lot of extra work. In other cases they only understand the tactic at a very basic, surface level. Either way; They’re missing out! In this week’s episode of The Sales Playbook Podcast, we’re going … continue reading »

There’s a really dangerous part of the sales cycle where many a deal takes a bullet; The time, in between meetings! Your prospect’s limited attention span, will take them away from; The emotional intensity that (hopefully) you created during your meeting. Their urgency to change The steps they need to make the change Thinking about you … continue reading »

One of the most dangerous periods of any sales cycle is the time between meetings. How do we follow-up in a way that’s meaningful to our prospect? In this week’s episode of The Sales Playbook Podcast we go there! Right click this link to download this episode or click on the handy dandy audio player … continue reading »