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Sometimes we confuse hard work (and all these “hustling” messages being spewed by thought leaders) with working smart. Like continually getting stopped by “gatekeepers”. There are some who would tell you to “just keep dialing” which in and of itself is an antiquated philosophy since the last time I “dialed a phone” Jimmy Carter was President. … continue reading »

You know damn well that a REALLY high percentage of the sales emails you send, AREN’T even opened! And when they aren’t even opened, its rather difficult for a potential client to hear you out and; I’m guessing its rather hard for them to respond to you if they haven’t heard you out! There’s a … continue reading »

Imagine someone who finds them self in need of your product or service. They have lots of choices but they go directly to YOU! Why? Because YOU’VE taken the time to continually “show up” with ideas, resources, tips etc. Now imagine a very different scenario. Someone is in need of your product or service. They … continue reading »

Here’s A New Word For You “Propinquity”! It means nearness, closeness and kinship; You know, the types of things that not only expedite sales, but have people seeking YOU out for a change! There are lots of ways that we can create propinquity with our potential clients but for now, I want you to think about it, … continue reading »

Imagine someone, you didn’t know, trying to build a relationship with you and; They approach you aggressively for a few weeks and then disappear completely for 6 weeks. Then they’re back, hot and heavy for 10 days, then they’re gone for 3 months. Would that relationship stand a chance? Could you even call it a … continue reading »

There simply aren’t enough hours in the day for us sales folk but; It doesn’t mean that we CAN’T manipulate time in such a way that we appear in two places at once. It’s actually quite simple . . . Schedule email blasts ahead of time. For example . . . I’ve scheduled emails to … continue reading »

There are two types of email you need to have in your sales arsenal. Consider these as categories with multiple flavors but here they are. The first category is prospecting emails and I bet you’re all over this one. These are the emails you send out to people, who haven’t opted in to receive your … continue reading »

Imagine a potential client coming over to you and saying “Feel free to contact me, I’m interested in any ideas, resources etc you can offer” I think its safe to say that it puts you in a much better position than someone you cold called, right? But how do you create the first scenario while … continue reading »

How do you become and remain relevant to your potential clients? You understand them BETTER than anyone else but; Many a sales rep doesn’t think about this often enough. So let’s change that by answering the following questions; What are the questions you are asked most frequently about your product, service? What are the questions they … continue reading »

Back 2008 I decided to do something that took me way outside my comfort zone! I decided to start actually utilizing LinkedIn. This was after I had quit the site because I didn’t see the point. But then I decided to return because I wanted to write a book and thought it might help but; I … continue reading »