Category: Uncategorized

Mark your calendar for Wednesday, October 23rd, at 11:30 am EST! That’s when we’re going to be discussing how you can get the attention of a decision maker who; Has WAAAAAAAY Too Many Distractions! Here’s what we’re going to discuss; How To Automate Your Research WITHOUT Clogging Your Inbox With Google Alerts. A 4 Step … continue reading »

“How do I get a decision maker’s attention?” That’s the question that I’m asked most often as a sales coach. The question even gets more specific to include; How do I get a decision maker’s attention via phone? Via email? LinkedIn? Voicemail? This is such a huge challenge because so much of our messaging winds … continue reading »

So we blinked and 2019 has about 2 1/2 months to go! Are you having the year you hoped for? I guess the more important question is; IF YOU AREN’T ON TRACK TO ACHIEVE YOUR GOALS, WHAT ARE YOU DOING ABOUT IT? How can I help you get back on track? Please email me directly … continue reading »

There are beliefs that we are aligned with that need to be questioned and challenged from time to time, like; This myth that you should only ask for a referral after you’ve earned it. When it comes to your clients, I agree, but if I only ask for referrals once I’ve earned them, I’ve lost … continue reading »

I can’t even begin to tell you how many sales reps write off Fridays when it comes to prospecting. For some, it’s because they feel decision makers either AREN’T available or DON’T want to hear from sales reps. As far as decision makers not being available, that usually isn’t the case until you hit about … continue reading »

If you’re thinking about going it alone in the fourth quarter; Think again! Here are 11 resources to help you finish STRONG; Would you like a backstage pass to my Sales Rock Star Academy? Click HERE. How about 50 email templates that get opened, read, and responded to? Click HERE. Want to get your Dream Client’s ATTENTION? Click … continue reading »

Whenever I train groups of sales people, I ask a simple question. “How do you typically approach a potential client?“ The responses include things like; “I prefer the phone.” “I prefer email.” “I prefer LinkedIn” Etc, etc! The problem with those responses lies in the; “I prefer” part because; Your potential client DOESN’T care about … continue reading »

Most sales reps weren’t properly trained to prospect properly. They know they’re supposed to research but don’t know WHAT they should be looking for.There are also those who spend either no time researching or way too much time. There are those who don’t know how to warm up their calls by leveraging additional forms of … continue reading »

How many times have you been chatting with friends, family, coworkers when some trivial thing comes up that no one knows the answer to. When I say “trivial” I mean things like; “What was the name of that actress in ___________?” “What was the name of that band that played ____________?” What usually happens next … continue reading »

“Breakup” style emails are the virtual equivalent of “wasting your breath”, for several reasons. In this week’s episode of The Sales Playbook Podcast, I’m going to share WHY this approach sucks, and; A MORE effective type of email you should be using instead! Right click here to download this episode or simply click on the … continue reading »