Blog

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. And before you think I’m this judgmental ass, please know, that for years, I did the same thing too! Please read on . . . So … continue reading »

One of the toughest things I ever had to overcome in sales was my ego! Back then you couldn’t offer me advice or direction, and I sure as hell wasn’t going to ask for it. I mean why don’t I just bow down and acknowledge that you’re awesome and I’m lame! My wake up call was … 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 to … continue reading »

This week on The Sales Playbook Podcast we’re going to have a really frank discussion about some HUGE mistakes you might be making with your prospecting efforts. I offer several things for you to think about and; Hopefully several reasons for you to consider a much BETTER way to generate MORE opportunities! Download this episode … continue reading »

I’m going to keep this short and sweet out of respect for the holiday weekend. I want you to think about your productivity immediately BEFORE this holiday weekend and; Immediately AFTER. Did you “mentally check out”? Did you convince yourself that “nobody buys before a holiday” Or with regard to tomorrow “Nobody wants to talk business … continue reading »

Since the average sales rep only uses snail mail to send the occasional “Thank you” card, I thought it might be time to step in with some fresh ideas. I created a FREE eBook for you, complete with exercises to help you leverage this underutilized venue! Please Click HERE to download your FREE copy. Suggestion: Share … continue reading »

I have something for you that won’t cost you a dime. It’s an invitation to our newest Sales Playbook community over on Facebook. It’s a private group of aspiring sales rock stars (just like you) to ask questions, brainstorm, network etc. The thing I like most about this group is that they actually participate (unlike … continue reading »

Want to make sure that mailing piece you’re about to send gets opened and; Has a greater degree of IMPACT? Include the following handwritten components; Outer Envelope: Every aspect of this bad boy needs to be handwritten which means; Don’t send it in your pre-printed company envelope. Doing so leads to your piece getting trashed … continue reading »

I asked my subscribers and my LinkedIn followers a question recently; Do you use snail mail and if so, tell us how you use it   Lots of people replied that they only use it to send “Thank you” cards. While I agree that you should send “thank you” cards, you’re limiting your opportunities by … continue reading »

You and I are about to have an interesting moment together. I’m about to tell you something and you’re about to say “Duh” but; The real, question is going to be whether or not you’re ACTUALLY Doing what I’m about to suggest. So how do you increase the odds of getting an appointment with a … continue reading »