Blog

This is a time of year when we reflect upon the year that’s about to come to an end, and the bright shiny new one that’s about to begin. Somewhere between the “I will lose x amount of weight” and the “I will sell x amount of widgets” I want you to ask yourself a super important question; … continue reading »

There’s an email tactic that absolutely gets under my skin. It’s typical. It’s annoying and You will almost certainly condition the recipient NOT to open your emails in the future. Ready? It’s forwarding the email you sent with another note and as if that wasn’t lame enough; Forwarding it again with another note. Now just … continue reading »

That email you’re about to send is pretty much doomed! Why? Between the incredible amount of emails being sent and received each day,  and the fact that the recipient is crazy busy, they’re going to make a split second decision. A split decision as to whether or not your email is worthy of even being … continue reading »

Many of us don’t appreciate the CRAZY level of noise we have to navigate through as sales professionals. For starters, the average person sends and receives 110 emails per day and that number dramatically increases at the C-Level! The average person is exposed to over 3,000 advertising messages a day. We consume 34 gigabytes (100,000 words) … continue reading »

Most sales emails are littered with things  humans would never say in an actual conversation! You know, things like “full service” “one source” “end to end” and a whole variety of other used and abused sales speak. And sometimes we send emails that lack any personality, warmth, and sincerity that; Immediately turn off the recipient. Wanna know why? Because … continue reading »

You’re not getting responses to your sales emails, and on that rare occasion, that you DO get a response, well, let’s say it’s less than favorable. Meanwhile, there’s plenty of opportunity out there, but for some reason, you’re not getting in front of enough of it! You could, by all means, keep doing what you’ve … continue reading »

For the last 2 weeks, we’ve been focusing on your existing clients. I happen to be extremely passionate about this topic because its part of the reason why I lost my business back in 1995. I didn’t see the signs of changes in my client’s current business. I wasn’t expanding and strengthening my relationships. I … continue reading »

If you’ve ever wondered how to get a larger percentage of your client’s business but; You didn’t want to go all “salesy” or have things “get weird”; This week’s episode of The Sales Playbook Podcast is just for you! I go over the top in this episode and offer over 20 ideas to help you; … continue reading »

You’d think that the biggest reason why we lose clients would be crappy service or faulty products, but think again. According to the late,  Jay Conrad Levinson, 68% of all business lost in the US, is lost to apathy after the sale. We are in essence ignoring our clients to death! We could probably debate those numbers, … continue reading »

And you’ve busted your ass to have the accounts you have but; That doesn’t mean you can’t GROW that business to new heights and; It doesn’t mean that your competitors can’t stop you dead in your tracks! That’s why I’ve put together a special training, right on your computer screen, on Thursday, December 15, at 11:30 … continue reading »