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Aside from cold calling and emailing, what else are you doing to get in front of potential clients? Sadly, that’s about it for most sales reps. In fact, many sales reps keep spewing the same message, via the same, exact platform. Like always calling and leaving the same message or; Forwarding the same email (you … continue reading »

So there you are in a situation where you know, definitively, that you are one of several companies competing for an account. Beware of these 5 mistakes; Assuming That You Have To Sharpen Your Pencil (even when you are told you need to). This puts the focus on price, and focusing on price leads to “sales … continue reading »

Sometimes we forget to think like a decision maker. We forget how overwhelming the decision process can be for someone who already has way too many things on their plate. Let’s talk about something you can do to simplify next steps, but; You have to promise me NOT to dismiss it because of its simplicity … continue reading »

Here are 14 “summer specific” selling tips to help you LEVERAGE the summer selling season. Enjoy! Coordinating Schedules Can Be Difficult Over The Summer (Especially With Multiple Stakeholders) Here’s a FREE app you can use that makes it super simple! You propose a few meeting times and the app gets consensus from the group WITHOUT … continue reading »

Summer can be quite challenging for those of us in sales! I decided to create a FREE worksheet to help you think out your options. I’ve designed the worksheet in a way, where you can either work on it on your own or as a team in your next sales meeting. Please CLICK HERE to download your FREE worksheet. Enjoy! … continue reading »

There is a holiday prospecting tactic that works wonders and it’s so simple to do! I share it in this episode of The Sales Playbook Podcast! Right click here to download this episode or scroll down to listen via the audio player. One more thing . . . I put together a resource to help … continue reading »

In this week’s episode of The Sales Playbook Podcast, we’re going to discuss a prospecting mistake that’s so common; You’ve probably been making it all along! Right click HERE to download this episode, or listen via the audio player below or your favorite podcast platform. One my thing . . . I put together a … continue reading »

Go to your email settings and pull up your auto signature (don’t worry, we aren’t going to change the actual signature). Select auto signature and at the end of all your contact info (I’m guessing that’s what you have there now), put a space and then; A BIG OLD “PS”! And that’s where the magic … continue reading »

How can you possibly get a decision maker’s attention and gain control within the first few seconds of a cold call; Without being a jerk! Simple, you ask a question, and; Not just any question, you ask a FRAMING Question. Before I get into the details it’s important that you realize something; It doesn’t matter if … continue reading »

I have two really simple rules when it comes to my prospecting time. Once I Schedule It, I Treat It Like Any Other Appointment! That means that barring an emergency, I absolutely WON’T break that appointment and; In the rare instance that there’s an emergency, I reschedule the appointment with myself (to prospect) just like … continue reading »