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I came across a post on LinkedIn where the message was “No is the worst thing you can hear if you’re in sales!” I respectfully disagree! There actually is something worse than a “no” and it’s when you hear NOTHING! Yep, you’ve been ghosted! When you get a “No” there’s closure. You know where you … continue reading »

Adobe surveyed 1,000 white collar workers to learn more about email habits, trends, and phrases that annoy the hell out of the recipient. Here’s a list of the phrases ranked from most annoying to least annoying. “Not sure if you saw my last email” “Per my last email” “Per our conversation” “Any updates on this?” … continue reading »

There’s a very specific story that I’ve been sharing with prospects that has generated over a quarter-million dollars for me in revenue. I share it in this week’s episode of The Sales Playbook Podcast! Right click here to download this episode or listen via the audio player below or your favorite podcast platform. Please read … continue reading »

Before I share this super simple tip with you I feel a need to put a quick disclaimer out there; This ISN’T meant to be a quick fix nor is it meant to be THE only way to get better on the phone; It should be one of many things you’re doing to improve your … continue reading »

There’s something, within your prospecting efforts, that you’ll need to change IMMEDIATELY because quite frankly; It’s costing you MONEY! In this week’s episode of The Sales Playbook Podcast, we’re gonna go there! Right click here to download this episode or scroll down for additional ways to listen to this FREE sales lesson! Please read this next … continue reading »

When is the best day and time to send a B2B sales email? According to a study conducted by Propeller, It depends on the type of recipient you’re sending it to. For entrepreneurs/workaholics; Opens: Saturdays at 10:00 am Clicks: Saturdays at 10:00 am Responses: Saturdays at 10:00 am Other decision makers; Opens: Saturdays at 10:00 … continue reading »

There’s a tactic I’ve been teaching in our sales course that’s been getting amazing results! Please allow me to introduce you to the “Potato Chip Demo” This is where you record a super brief Webex highlighting a feature/benefit your prospect should find value in based on your research, prior phone/email exchanges, etc. IMPORTANT: Make it … continue reading »

Not sure if its a good, bad, or flat out ugly situation but; Now that the first quarter is officially over, how did you do? Here are a few resources to help you in Q2! Need some fresh ideas? click HERE To improve your prospecting skills, please click HERE. To improve your closing skills, please … continue reading »

When it comes to describing all those bells, whistles, and the things that make your solution different; Context is the vehicle that can really drive the point home! There are two flavors to this “context” thing; Reduce To The Ridiculous Expand To The Extreme Reduce To The Ridiculous One way to “reduce to the ridiculous” … continue reading »

Not sure if its a curse or a blessing, but; I’ve always sold in industries where there were way too many competitors competing for the same chunk of business. How can you possibly show someone you’re different from ALL the other choices? In this week’s episode of The Sales Playbook Podcast, I’ll share how I’ve … continue reading »