Unless you’re a complete sales rock star, you’re going to be sending a potential client several emails; BEFORE they even know who you are, let alone grant you an appointment! The problem with the vast majority of sales emails is that they are just that; Sales Emails! So if we all agree that you’re going … continue reading »
Most sales reps weren’t properly trained to leverage the phone. 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 the call by leveraging additional forms … continue reading »
I once had an evil genius as a mentor. He suggested that I set a 30 day goal of cold calling several times each week, for a certain amount of time. He sensed my hesitation (which wasn’t hard since I told him it wasn’t for me). He told me to decide on a reward I … continue reading »
There’s a feature on LinkedIn that sales people need to pounce on immediately. It’s been around for a while and yet; Most people miss it completely. It’s the “Follow” option and its about to become your new best friend! Let’s say you want to approach John Jones at the ACME Widget Company. I’m hoping as … continue reading »
If you’re like most of the reps I speak with; You really don’t have a lot of time to hunt for new business. Why? Because you have existing accounts that you’re servicing and trying to grow. You have fires to put out. Administrative tasks. Internal/external meetings. And the list goes on and on, but; The … continue reading »
One of the biggest challenges we have in sales is prospecting consistently instead of sporadically. In this week’s episode of The Sales Playbook Podcast, we discuss 3 really simple ways to ensure that you’re keeping up on your prospecting appearances. Right click HERE to download this week’s episode or listen to it on the handy/dandy … continue reading »
Before I share this super simple tip with you I feel a need to put a quick disclaimer out there; This ISN’T meant to be a quick fix nor is it meant to be THE only way to get better on the phone; It should be one of many things you’re doing to improve your … continue reading »
Actors and actresses have a really cool exercise in their toolkit that we should be including in ours! It’s called the “Yes, and . . .” exercise and they use it to develop their improv muscles. These muscles help them to work with the words that are spoken to them versus being CHALLENGED by them; … continue reading »
I’ve put together a special download to help you up your prospecting game. There are over 100 ACTIONABLE tips, 5 cold calling templates, 35 cold email templates, 15 social selling templates, a bonus eBook, and lots of extras! Here’s what I have planned for you; Session 1 Cold Calling 30 ways to find potential clients who have a … continue reading »
I have two really simple rules when it comes to my prospecting time. RULE #1: Once I Schedule It, I Treat It Like Any Other Appointment! That means that barring an emergency, I absolutely WON’T break that appointment and; In the rare instance that there’s an emergency, I reschedule the appointment with myself (to prospect) … continue reading »
I look forward to hearing from you!
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