There’s an old saying in sales; “Go where the money is!“ Makes sense, but in addition to that; Go where the money ISN’T! Conventional wisdom would have you avoid the industries/companies that are hurting right now but; Sometimes the “hurting” is your best reason to contact them! Why? Because when you’re hurting, you’re more likely … continue reading »
I have 3 premium resources for you and when I say “premium” that’s a nice way of saying “You’ll need to slap down a credit card” if you want access. If you’d like to get in front of more opportunities, click HERE to have a look. If you’d like to CLOSE MORE opportunities, click HERE … continue reading »
When we talk about “call bursts” in prospecting, we are referring to a predetermined number of consecutive calls we are going to make before setting the activity aside for a bit. So the “burst”, in this context, is really referring to the number of consecutive calls. From a productivity standpoint this is a fantastic approach, … continue reading »
ARE YOU WILLING TO HUNT FOR NEW BUSINESS DIFFERENTLY? I ask this because your willingness, to embrace the things your competitors AREN’T doing. will set you apart! Otherwise, you must understand that you’re showing up as just another sales rep and; That’s how you get disregarded and deleted! People buy DIFFERENCE and; I can tell … continue reading »
I don’t know who you are I don’t know your company I don’t know your company’s product I don’t know what your company stands for I don’t know your company’s customers I don’t know your company’s record I don’t know your company’s reputation NOW-WHAT WAS IT YOU WANTED TO SELL ME? That was the copy … continue reading »
Sooner or later, someone is going to hang up on you when you cold call them. What do you typically do when that happens? Some immediately call back with the old “I’m sorry, the call must have dropped” line. Some email back immediately trying to explain their offer in a more compelling way. Here’s the … continue reading »
Did you know that according to BASEX we lose more than 25% (2.1 hours) of our work day to interruptions? Said another way; A productivity lose of 2.1 hours each day, = 68.25 days each year! Yep! Holy sh*t! Here are a few things you can do about it when you’re prospecting; For Internal Interruptions; … continue reading »
There are things that we do (and things we don’t do) that at one time, might have been relevant to us as sales professionals, but; We continue to do them WITHOUT EVER questioning if these beliefs and habits are still serving us. In this week’s episode of The Sales Playbook Podcast, we take a deep … continue reading »
Close your eyes and count to 1 (sorry, but it’s Sunday morning, and I need to set the bar pretty low). While you have your eyes closed, I want to you imagine what 2.7 million of something (anything) looks like. Once you have the visual, now you can begin to understand something. Every second, 2.7 … continue reading »
I received a voicemail from someone said “I’m interested in learning more about your training programs”. I called back and was greeted with a sales pitch; And a really bad one at that. I said something along the lines of; “I’m confused, you said you were interested in learning more about my training programs. Was … continue reading »
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