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I’ve been on LinkedIn since 2008, and the sad reality is, pretty much nothing happens after you “connect”. Most people, won’t even send you a “Thanks for the invite” or “Nice to meet you” email. Most people won’t send along a helpful resource and for the kicker; Many are absolutely awful at responding. Am I … continue reading »

Sometimes, in our quest to find the BIG answer to our sales challenges, we miss the obvious ones. If you’d like to generate, at least 3 more phone appointments, each week, do the following; Go to your LinkedIn network, and start alphabetically. Pick at least 3 people that you have never spoken with, that you … continue reading »

In the 10 years that I’ve been on LinkedIn, I’ve seen (and made) some EPIC mistakes. Here are the top 5 in no particular order . . . Connecting With Someone and Then Doing NOTHING! In the 10 years that I’ve been on LinkedIn, I’ve seen maybe 5% of my network, make any attempt to … continue reading »

WHAT DO YOU DO ONCE YOU CONNECT WITH SOMEONE ON LINKEDIN? There are two radical extremes when it comes to LinkedIn and quite frankly, they both suck! Either you do absolutely nothing (and hope somehow, the world will beat a path to your door) or; You launch, immediately into a sales pitch and piss off … continue reading »

Sometimes it feels like we’re invisible to our potential clients! We call and have very little impact. We leave messages that go unanswered. We send emails that that aren’t responded to and yet somehow we hope that eventually, they’ll grant us an appointment, and hear us out! Meanwhile . . . We have quotas. We … continue reading »

Being disregarded and deleted is actually quite common in sales. You DO know that your potential clients are inundated with messaging, right? And don’t give me any of that sh*t that “Sales is a numbers game” in order to justify doing MORE of something that’s getting you ignored. For the last 2 weeks, I’ve been … continue reading »

Sometimes we are so used to saying things a certain way with regard to our company and what makes us different. We’ve probably heard it a million times at our team meetings. Been told to say it a certain way by marketing but . . . For whatever reason, we’ve either forgotten to ask “so … continue reading »

The subject line of your emails is one of 3 things recipients consider when deciding whether or not to open an email. The problem is that many sales reps use a self serving subject line that encourages the recipient to hit delete instead of reading further. I’ve done quite a bit of experimenting with my … continue reading »

According to a recent survey conducted by Hubspot; Only 3% Consider Salespeople To Be Trustworthy Ouch! If the average person DOESN’T trust what you’re saying, then you shouldn’t just say things; You should ALWAYS back up what you’re saying with EVIDENCE! “Evidence” consists of various forms of proof that reduces doubt, skepticism and objections. Here … continue reading »

  The problem with most reps, is that they typically decide on what they’re going to say, as they are either reaching for the phone, or reaching for their keyboard. So even if the rep is brilliant in those instances (and most aren’t), that “touch” pales in comparison, to a “touch” that was “mapped” and premeditated. … continue reading »