Blog

Imagine, if you will, being in a relationship, where you keep having the same date, over and over. You go to the same place. Have the same conversation. Heck, maybe you even use the same cliched line, to try to get to first base. How long would you give that relationship? It’s no different when … continue reading »

  Chip Heath, co author of Made To Stick once said; The most basic way to get someone’s attention is this; Break someone’s pattern! That statement has prospecting written all over it! Too many times, we find ourselves knee deep in a pattern of; We call, they blow off the call and let it go … continue reading »

When it comes to prospecting, there are actually several things you can do to improve your results but; In the spirit of brevity, let’s keep it to three. Ready? One: Use A “Communication Map”. A “communication map” is when you think 3 “prospecting moves” at a time and outline; What the flavor of your message … continue reading »

Admit it . . . It’s not easy to get in front of new opportunities. We’re dealing with buyers who have more distractions than EVER before. Buyers who are busier than they’ve EVER been and (just to make things more interesting); They have more buying options than EVER before! So how do you STAND OUT in a world … continue reading »

So there you are, with phone in hand, calling potential customers. The theme from Indiana Jones starts playing as you dodge assistants, voice mails, Caller ID, people hanging up on you, people telling you “not interested” without ever hearing what you do and then . . . You actually get through to someone! They listen … continue reading »

We all know that the vast majority of our calls and emails end with a less than favorable result. We’re typically deleted, disregarded and told “NO” but; What if we could shift the odds in our favor by making a few really small changes to our opening statement? In this week’s episode of The Sales … continue reading »

If you missed our 70 Ways To ROCK Your Sales Emails webinar last week, there’s one final chance to enjoy; The Replay 70 Tips and Tactics 20 Sales Email Templates Otherwise, here are just some of the emails you’re going to miss out on; The 2 emails that generate a sick amount of appointments for … 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. That’s … continue reading »

To a potential client, you and your competitors look and sound the same and; You all seem to love ringing their phone off the hook and blasting their inbox. So how do you get them to at least hear you out when there are lots of people and lots of things; Competing for their attention? … continue reading »

As a business owner, I get a ton of calls and emails from people trying to sell me something. Here’s the thing; They ALL approach me the same way and quite frankly; They ALL Sound The Same Many times its the same phone pitch, different company. No snail mail. No attempt via LinkedIn. No creative approaches. … continue reading »