Blog

There’s a word that us sales folk avoid like going to the dentist; Help! Our egos tell us not to ask for help because it might make us look weak. Our egos tell us not to ask for help because we might hear sh*t we don’t want to hear. You know, like the “C” word … continue reading »

Last week, I mentioned that according to the folks at MailChimp and ConstantContact, 82% of our sales emails aren’t even opened. Just when you booked your first therapy session to deal with that one, here’s some more bad news; According To An IBM Study, 98% Of Cold Calls Fail! For the optimists reading this, LeapJob did a … continue reading »

Webster defines propinquity as “nearness of blood (kinship)” and “nearness in place and time” Aside from us all having a new word we can drop in the sales meeting this week, I believe you need to know this word. You can create “nearness” and “kinship” by making sure you’re “showing up” regularly with your prospects … continue reading »

One of the best prospecting combinations is clearly email, phone and LinkedIn. Use them wisely and you create opportunity but; If you show up with a message that sounds like everyone else’s; You get DISREGARDED and DELETED  mighty quick! So I decided to create a page with 3 of my most popular downloads; How To … continue reading »

What do you do when you learn that you and your competitor(s) are competing for the same account? For starters, you can leave landmines! A landmine is something you leave behind that educates the prospect and forces your competitors to play a more defensive game. Its also something that forces your competitor to expose their weaknesses. … continue reading »

Back in 2010, my wife was diagnosed with Breast Cancer (I know that wasn’t the opening statement you were expecting but please read on). We visited with a few different surgeons who pretty much asked the same questions and said the same things. Then we visited with this one surgeon who asked all the questions … continue reading »

There you are minding your own business and then it happens; Your prospect drops the “We’re going to be taking 3 bids on this” bomb! Here are a few things to think about. First, leverage the situation. How! By using their statement to learn some useful things; Ask Them Why. Seriously. Ask them why. There might … continue reading »

You might be underestimating your competition big time! Your competition ISN’T just some company trying to sweep your prospect off their feet; It’s EVERYTHING competing for your prospect’s attention. In this week’s FREE audio sales lesson, I share 10 ways to keep your prospect engaged and; For you to stay top of mind while they … continue reading »

I don’t care what you sell. I don’t care how complex your solution is; There is one part of EVERY sales cycle where you are most vulnerable. In this week’s episode of The Sales Playbook Podcast I explain where/when this happens and; 10 things you can do about it! Download this episode (right click and … continue reading »

You’ve worked hard to get in front of the deals you’re working on but that’s only the beginning! How do you safeguard those deals from things like Competitors Lost Momentum Lack Of Urgency Internal Politics Skepticism, Doubt and Objections And did I mention those pesky competitors of yours? And just for sh*ts and giggles . … continue reading »