Blog

1) People just don’t answer their phone any more. If you put all your eggs in that basket, you miss out. And “I’ll just make more calls” is simply doing more of an unproductive activity. To that end, I think many people misunderstand that “Sales is a numbers game” thing! 2) Everyone has their own … continue reading »

It’s time for our 3rd installment in our 3 part series on The 3 Drivers Of Sales Success; Growing your existing business! Want to know how? Well I guess you’re going to just have to scroll down and listen to our free audio sales lesson! The Deadline Is Here! If you plan on joining us … continue reading »

Sometimes we get so caught up in finding the perfect words or . . . The perfect timing and as a result . . . We just don’t ask for certain things. For example . . . Right now, you have clients who love you. Have you asked them for a testimonial? Have you asked … continue reading »

In just a few short weeks, you’re going to be hearing the old “Call me back after the holidays” stall. Do you typically go along with it, unchallenged? Or do you have a good response, thought out already? Or maybe you just choose NOT to deal with it, even though . . . You know … continue reading »

On one hand I love the holidays, on the other hand the slackers are going to run rampant and that affects my business. Let me define “slacker” for you. I don’t mean someone who’s human enough to slow down and enjoy the holidays. I’m referring to the type of person who once Thanksgiving hits, starts … continue reading »

Want to dramatically increase the probability of a call back? Create a more compelling message and . . . Spread that message (and additional ones that have been thought out in advance) across additional types of “touches” that complement your phone call. And I don’t just mean email. What else can you do to get … continue reading »

In our last episode of The Sales Playbook Podcast, we discussed Driver #1 Acquiring New Business. Here’s the link if you’d like a refresher! Today, we’re going to cannonball into the pool with Driver #2 Retaining Business/Creating A “WOW”. Specifically . . . A huge mistake most sales reps make with their clients that makes … continue reading »

That’s the question many a frustrated sales rep is asking these days! It’s a valid question; I just believe, strongly, that it’s the wrong question! Why? Because it’s a complaint and NOT a question that leads you to a productive answer. Instead, you might be inclined to ask yourself . . . “In addition to … continue reading »

We’d all like to believe, that in a noisy world, we come across this way to our potential customers. When in reality, they’re too busy seeing this . . . You could yell louder so you’re heard but everybody does that! You could yell more often but everyone does that too. How about creating a … continue reading »

It was a very big day for me  because I had signed the largest check I’ve ever written in my life. With that comes some good news and some bad news. The good news is that the check was written to me and for me. The bad news is that I don’t have the funds … continue reading »