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There’s an old saying that tells us we should “never look back”, but; Sometimes you need to look back to keep moving forward. I get into the details and share how I recently turned around a day where I was guilty of “stinking thinking”! Right-click HERE to download this episode, or scroll down and listen … continue reading »

Imagine being a decision-maker who meets with sales reps regularly. I bet it wouldn’t take long for just about EVERY rep to sound the same, and; I bet you’d hear an endless assortment of cliched questions! Classics, like; “What keeps you up at night? “On a scale from 1-10, how is your present service?” “What … continue reading »

There’s one thing you need to realize when it comes to your discovery calls, and; Once you embrace it; Your sales results will improve dramatically! Right-click HERE to download this episode or listen via the audio player below. PS During the podcast, I mentioned our upcoming discovery call webinar. Click HERE for more details.

Here’s how you can warm up your cold emails within seconds. Step 1 Go to your potential client’s LinkedIn profile and click on the About section. Step 2 Copy the text Step 3 Paste it into ChatGPT and use the prompt below. “Use the following LinkedIn ‘About’ section of a potential client to write a … continue reading »

Here’s a tactic that pretty much nobody utilizes and yet; It will fast forward your success faster than any other tactic! Think I’m bluffing? Check out this week’s episode of The Sales Playbook Podcast and see for yourself! Right-click here to download this episode or scroll down and have a listen via the audio player. … continue reading »

When ChatGPT first arrived on the scene, I wanted NOTHING to do with it, in fact; I got mighty sick of all the fuss about it on the “interwebs”. Like many other sales professionals, I thought embracing it would somehow help create an inevitable replacement for humans. Or maybe all those Terminator movies took their … continue reading »

There are 4 words that I heard when I was 17 and they had a profound impact on my success, and quite frankly; My life! In this 5 minute episode of The Sales Playbook Podcast; I share them with the hope that it has a profound impact on you too! Right-click HERE to download this … continue reading »

I have a bit of a confession to make; When ChatGPT first arrived on the scene, I wanted NOTHING to do with it, in fact; I got mighty sick of all the fuss about it on the “interwebs”. Like many other sales professionals, I thought that the act of embracing it would somehow help in … continue reading »

“Between 40 percent and 60 percent of our deals end up stalled in no decision limbo” That’s a direct quote from the extensive research conducted by Matt Dixon and Ted McKenna, but; What do you do when you find yourself in those situations where the prospect is continually stalling or worse yet; They’ve “ghosted” you? … continue reading »

Have you ever thought about why some deals stall even though the prospect expressed interest? Here’s something you can do about it; I send a brief email with the subject line “(Prospect’s Name, Here’s How You Could Get Started” You could even use “Proposed Next Steps” “Here’s What Happens Next” etc. In the body of … continue reading »