This LinkedIn tip goes out to all the road warriors. It’s easy to do and offers a nice return on investment. Whenever you’re setting up a trip, take a few minutes to do a LinkedIn search for that city. You can refine the search to include all your first degree contacts in that city. Identify … continue reading »
Earlier this week I wrote about a terrible prospecting decision many reps make. Today, I want to go a bit deeper and offer the 3 types of prospecting”flight plans”, “cadences”, or as we call it in my sales coaching program; “Communication Maps!” The first type is the; Intro Flight Plan: This is where the initial … continue reading »
When was the last time you tried some new tactics, a new script, or a new template? Aside from increasing the odds of getting better results, it also keeps it from getting dull and boring! Maybe you haven’t been prospecting at the level you should because there’s nothing new and exciting about it? Maybe you … continue reading »
If you’ve been prospecting lately, you’ve experienced, first hand, what I’m about to share. It has to do with the failure rate of both cold calls and cold emails. Let’s start with those emails you’ve been sending. According to a report released by Smart Insights, the average open rate for emails is 24.7% which means; … continue reading »
The problem with most reps, is that they typically decide on what they’re going to say, as they’re either reaching for the phone, or reaching for their keyboard. So even if the rep is brilliant in those instances (and most aren’t), that “touch” pales in comparison, to communication that was “mapped” and premeditated. When we “map” … continue reading »
When it comes to phone objections, we focus way too much on the symptoms and NOT the cause. The symptoms being the actual objections and the cause, well that’s what I want to talk to you about today. There are many things that increase the probability of a phone objection, here’s a partial list to … continue reading »
Would you like my cold calling script, voicemail templates, email templates, LinkedIn templates, and over 100 prospecting tactics? I know; “No thanks, I’m already generating WAAAAAAAY too many leads!” But seriously; I share these resources in our Prospecting Download and you can get them instantly by Clicking HERE! I look forward to learning with you!
Sometimes it feels like there aren’t enough hours in the day to get things done when you’re in sales. So what do you do? Keep starting earlier? Work later? Allow work to keep infringing on your family time? In this week’s episode of The Sales Playbook Podcast I share a really simple technique that will … continue reading »
A few years back, I received an email from a client at 6:30 pm on a Friday. I read the email and determined that it could wait until Monday morning. On Saturday morning, at around 10:30 am, my client forwarded the same email to me with the old “???” which usually implies; Hey dumb ass, … continue reading »
Some of you are about to get really uncomfortable with what I’m going to share today. My suggestion would be to fight through that discomfort and read this post in it’s entirety. Ready? Has anyone in your LinkedIn network ever suggested a quick call to get to know each other? I’m not talking about a … continue reading »
I look forward to hearing from you!
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