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I was blown away by the number of people who said they WOULDN’T change their sales tactics during the fourth quarter in the LinkedIn poll I just ran! In this week’s episode of The Sales Playbook Podcast, I’m going to share why I believe you MUST change your tactics this quarter! Right click HERE to … continue reading »

I’m going to say something that no sales trainer in their right mind would confess to; I’ve never loved cold calling! In fact, I’ll go a step further, and tell you that there were times in my career where I avoided prospecting altogether, because I hated cold calling! Isn’t it funny how we avoid things … continue reading »

File this one under “Things we should have been doing all along” but; Now, more than ever, you need to position your solution in ways that can; Help your prospect/client generate revenue that they desperately need right now. Save money, that they can allocate to critical areas of their enterprise. Save time that can be … continue reading »

There’s something really simple you can do to keep your deals moving forward, and; Even give you an early warning signal when a deal is BEGINNING to stall out. Send your prospect a “Project Map” detailing everything you both must do, and the dates the action items MUST be completed. Here’s how I utilize this … continue reading »

Sales reps always act surprised this time of year! They act surprised at the challenges that the fourth quarter (and particularly the holidays) seem to present. I mean, it’s not like the fourth quarter and “the holidays” were just invented a few days ago and; Rumor has it that they’ll both be back again this time next … continue reading »

We tend to look at questions solely as a way to get information but; There’s quite a bit more! Great questions allow YOU to take control of the conversation without being controlling or manipulative. Great questions jump-start emotions. Emotions get prospects off the fence. Great questions lead your prospect on a path of self discovery instead of … continue reading »

This time of year EVERY second counts! Personally, I have zero time for time wasters; Even if the time waster is a prospect or a client who; Really ISN’T onboard or; Someone who’s price obsessed when I’m really not looking to position myself as Castain’s Bargain Basement Training Emporium. Someone who’s begin extremely difficult or my … continue reading »

Each week, between now and year end (14 weeks), pick 3 people from your LinkedIn network and suggest a quick call to get to know each other better. This is the email I send to my connections; Hi Eric. We’ve been connected for a while and I’m rather embarrassed that I’ve never reached out to … continue reading »

Like you, I’m challenged with finding the time to prospect but; I also know that its an important part of my overall sales system. So when I’m able to get that time on the calendar, I REALLY need to make it count; Especially during the fourth quarter! There are 3 things that I NEVER do … continue reading »

There’s nothing more frustrating than having a productive meeting (or meetings) with a prospect only to have them disappear; Never to be heard from again! We refer to this as having been “ghosted” and quite frankly it SUCKS! In this week’s episode of The Sales Playbook Podcast, I’m going to share two simple things you … continue reading »