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You’re mid-pitch on a cold call, feeling like you’re finally getting somewhere when suddenly you’re peppered with phone objections! This isn’t anything new because you know that objections are about as inevitable as bad hold music. But here’s the thing; Objections aren’t dead ends. They’re opportunities in disguise, a chance to dig deeper, connect better, … continue reading »

Nothing sucks more than working on a deal only to be told that they selected a different solution. What do you do when you are told “No”? For some reason, this topic is pretty much never discussed. There are lots of resources for every type and style of prospecting under the sun. And there’s no … continue reading »

In this week’s episode of The Sales Playbook Podcast, we’re going to discuss a HUGE mistake many of you are about to make as you enter Q4. Sadly, many sales professionals made the same mistake during the pandemic, during changes in the economy, the longer sales cycles we’ve been experiencing, etc. Right-click HERE to download … continue reading »

There are approximately 63 selling days left in 2024, give or take, but it’s usually is less once you factor in the additional time people tag on to Thanksgiving, the extra time people tag onto to Christmas, New Years, and let’s not forget the classic holiday stall; “Call me back after the holidays!“ Here’s the … continue reading »

There are approximately 63 selling days left in 2024, give or take, but it’s usually is less once you factor in the additional time people tag on to Thanksgiving, the extra time people tag onto to Christmas, New Years, and let’s not forget the classic holiday stall; “Call me back after the holidays!“ Here’s the … continue reading »

According to Constant Contact and Mailchimp, 60-80% of our cold emails are never even opened. According to Convince and Convert, 69% of spam is reported after reading the subject line. And here’s the best one yet; For every 100 emails sent, you typically get less than 10 replies and most of those are most probably … continue reading »

One of my students landed appointments with two major companies, and she used a few very different tactics to make it happen! Here’s a FREE sales lesson showing you HOW she did it! Right-click HERE to download this episode or scroll down and have a listen via the audio player.

I have some prospecting data I’m going to share in this episode and it isn’t pretty, but; The cure is super easy and I have a few freebies for you that will help! Right-click HeRe to download this episode or have a listen via the handy/dandy audio player below. Cold Emails That Command Attention According … continue reading »

According to Constant Contact and Mailchimp, 60-80% of our cold emails are never even opened. According to Convince and Convert, 69% of spam is reported after reading the subject line. And here’s the best one yet; For every 100 emails sent, you typically get less than 10 replies and most of those are most probably … continue reading »

Metallica got it right when they said “And nothing else matters”! In fact, I’d like for you to welcome that phrase as your reminder of THE most important objective when sending a cold email; Getting the recipient to open the email. And just in case you think that’s a stupid piece of advice, I’d invite … continue reading »