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I’ve never been a fan of “hustle porn”! You know, the “I’m working this weekend while y’all are slacking” type of garbage. I’m a big fan of engaging in what experts refer to as “having a life”, but; Sometimes we need to step things up! Here’s a radical idea; Get up an hour earlier on … continue reading »

Is the cold call dead? Doesn’t matter because the sentiment is alive and well and quite frankly; That’s a good thing! Don’t get me wrong, on the surface, it’s a bad position to take because it limits you when you remove something like phone calls from your prospecting cadence, but; It’s incredibly AWESOME when your … continue reading »

Imagine, if you will, being a decision maker. Think about all the things you would be responsible for and then imagine; The number of interruptions you would face on any given day! Now continue to imagine, a phone call (one of many that day) interrupting what you were doing. How quickly would you judge the value … continue reading »

I know this will shock you but; There are decision makers out there who won’t fully trust you! That’s why you need to provide “evidence” to help reduce doubt, skepticism, and dare I say; Objections! A few forms of “evidence” to consider; Facts Statistics Case Studies Testimonials Let’s talk about that one. I’m a firm … continue reading »

It’s almost the official start of summer here in the US and I’m always happy about that, but; It’s also a very dangerous time of year for your success because you might get caught up in myths like; “I won’t reach prospects because they’re off on vacation” “Everybody mentally shuts down until Labor Day” “I bust my … continue reading »

There’s a cold call opening that I’ve been using for the last 10 years, and; It has dramatically reduced the number of phone objections while; Dramatically increasing the number of demos I’ve been setting. I share it step by step, word for word in this week’s episode of The Sales Playbook Podcast! Right click here … continue reading »

Sending “Thank you” notes after meeting with prospects (and clients) is more important than you think! If I were to ask you why you’d probably say; “Because it’s a nice, personal touch” or “Because nobody else does this” There are other reasons why you send a “Thank you” note, but today I want to share … continue reading »

“Closing” starts way before you ask for the business! I start by approaching potential clients who have a higher degree of urgency to make a change NOW. When someone agrees to meet with me, I typically gain access to ALL the stakeholders by asking in a way that doesn’t seem like I just “diss’d” my … continue reading »

Summer can be a challenging time for those of us in sales but it doesn’t have to be! Here are a few things to think about BEFORE summer starts if you’re in sales. Before we dive headfirst into a few questions, I want to explain the problem solving/brainstorming technique we’re going to be using. Whenever … continue reading »

I think I speak for EVERY sales rep when I say that we wish that we could expedite our deals without being salesy, pushy, needy, manipulative and; Without using any of those God awful dated closing lines! In this week’s episode of The Sales Playbook Podcast, we’re gonna go there! Right click HERE to download … continue reading »