Your prospect has lot’s of things going on in their world competing for their attention. There are calls, voicemails, way too many emails, internal and external meetings, internal/external clients, snail mail, FedExes, deadlines, fires that have to be put out etc. And just to make it interesting; There this thing called a “pandemic” going on! … continue reading »
95% of the reps that come to me for help are only using phone and email. So I put the question out there; “Why are you only using phone and email for prospecting?” This is what they tell me; “Because it works!” So when we find two things that work they automatically render ALL other … continue reading »
Once upon a time there was a wise old man who lived in a small, remote village. Like most wise old men, he had some not so wise folks that wanted to prove him wrong. In fact, there was a young man who devised a scheme to publicly shame the old man. He captured … continue reading »
I’ve been on LinkedIn since 2008, and the sad reality is, pretty much nothing happens after you “connect”. Most people, won’t even send you a “Thanks for the invite” or “Nice to meet you” email. Most people won’t send along a helpful resource and for the kicker; Many are absolutely awful at responding. Am I … continue reading »
A little over a decade ago I experienced two life changing events. In this week’s episode of The Sales Playbook Podcast I share what they were and more importantly; How I leveraged them to go from an employee to a business owner. Right click here to download this episode or scroll down to listen via the … continue reading »
I hesitated writing this today because I was afraid that this would come off as some “I told you so” sermon; That truly isn’t my intention, so here goes; For years, I’ve talked about the importance of building a network, BEFORE you need it. In a blink of an eye, the world changed overnight, and; … continue reading »
I’ve never been a fan of the traditional coaching model where you are asked tons of questions; And provided very little of what experts refer to as “ANSWERS“. Don’t get me wrong, it’s super important to ask questions when you’re coaching someone, but; Most of the people I coach would also like some answers, and; … continue reading »
Many times a post like this is written by someone who would like for you to believe that they are a perfect specimen when it comes to being coachable. Truth be told, I struggled with it during my early years in sales. Quite frankly my ego didn’t allow it and that was a huge mistake. … continue reading »
One of the toughest things I ever had to overcome in sales was my ego! Back then you couldn’t offer me advice or direction, and I sure as hell wasn’t going to ask for it. I mean why don’t I just bow down and acknowledge that you’re awesome and I’m lame! My wake up call was … continue reading »
There’s a really simple tool you should use BEFORE submitting a proposal. I call it “Concerns and Solutions” and it works something like this; Take the concerns that were expressed to you during your needs analysis and then do these 5 things. Jot them down on a sheet of paper. Label each as a concern … continue reading »
I look forward to hearing from you!
Website Design by VanHove Design
