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How do we stay in touch with our clients without either doing the old “Calling to check in” thing, or giving them a vibe that all we care about is getting money from them? Better yet; How can we keep it interesting enough, so our clients gladly take our calls and do a little something known … continue reading »

At the core of every great break up, is at least one person who feels the other person didn’t work hard enough. Or maybe the thought never crossed their mind because they were too busy being wowed by someone else who simply tried harder. Today’s post is about never losing that “Lovin Feeling” with your … continue reading »

That I WASN’T talking to those people earlier today when I sent the following message; I get a lot of calls this time of year from organizations and individual sales reps who are struggling. They’re not happy with their results and they’d like to bring things up a notch specifically; When it comes to getting … continue reading »

I get a lot of calls this time of year from organizations and individual sales reps who are struggling. They’re not happy with their results and they’d like to bring things up a notch specifically; When it comes to getting in front of NEW opportunities. Here’s what challenges them most; People AREN’T Picking Up Their … continue reading »

It’s super important that your network, your prospects, your potential customers, see you as valuable. When people see you as valuable, they continue to open your emails, take your phone calls, buy from you and let us not forget . . . Refer you! There’s a really simple email, that I’ve been sending for about 6 … continue reading »

There are things that businesses experience (good and bad) that dramatically increase the urgency to buy your products and services. We refer to these occurrences as “Trigger Events” and they include things like; New Product Launches Hiring Earnings (Good or Bad) Expansion Change In Company Leadership Change In Company Initiatives Changes In Legislation More about … continue reading »

This week on The Sales Playbook Podcast, we discuss one simple modification you can make to your auto signature, that can help you create MORE opportunities. Oh, and it takes like 3 minutes to do and won’t cost you a dime! You’re welcome! Download this episode (right click and save) I have several other suggestions, … continue reading »

A while back, I created this list of things to embrace during the holiday season with the goal of bringing you a smile and a dose of perspective. Sometimes we forget some some really important things . . . Today, our goal is to recapture them! Please pass this along and let’s spread a little holiday … continue reading »

Sometimes we get so used to hearing something, that the familiarity of the message, keeps us away from the importance of the overall message. Like asking for referrals. If I were to ask you “Why should sales reps ask for referrals?” After seriously considering giving me a sobriety test, I’m guessing you’d say “Because it’s … continue reading »

Have any (or even all) of your clients pigeonholed you? We become “pigeonholed” whenever a client labels us the person they go to for one thing but meanwhile we offer many other things they’re buying from someone else. The reasons for this can vary but more often than not, it’s a simple awareness thing. This … continue reading »