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Pop Quiz; If you had to choose between email, phone, or LinkedIn; What would be your preference?   No matter which one you just chose, you need to understand two super important things;   1) Your prospect doesn’t care about YOUR preference, they care about THEIRS and;   2) Don’t EVER let anyone fool you into … continue reading »

It’s been said that the first step to improvement is awareness. To that end, I’d like to make you aware of 3 very significant numbers that IMPACT your prospecting results. 121, 34, and 0! OK, thanks for reading. Bye! Just kidding! 121 is the amount of emails the average person sends and receives daily (According … continue reading »

There’s a deadline today that I wanted you to know about so you don’t miss out. If you’d like to download our Virtual Sales Camp Program; NOW would be an ideal time for you to sign up because registration ends TODAY (July 23rd) at 6:00 pm EST. So if you’d like to get some new ideas, 50 email templates, bonus PDF’s, etc; … continue reading »

Summer is a challenging time for sales reps. You have decision makers out on vacation. You have decision makers “mentally checking out” until the fall. And you get to hear the old “Call me back in September” blowoff more times than you’d like to! So what does the AVERAGE sales rep do about it? They … continue reading »

There’s a form of procrastination that results in a serious loss of productivity simply because its undetectable! In this week’s episode of The Sales Playbook Podcast we’ll identify it and; Talk about several remedies to help you get things back on track! Please right click HERE to download this week’s episode. Last call! Registration is … continue reading »

“Paul, you need to learn how things are really done here!” That’s what my Operations Manager said to me when he noticed my sales were just barely creeping along. “Our cleaning teams have a 2 week training coming up and you should attend.” He went on to explain how I could better explain carpet cleaning, … continue reading »

How coachable are you as a sales rep? Truth be told, I struggled with it during my early years in sales. Quite frankly my ego didn’t allow it and that was a huge mistake. So if you have a hard time with being “coached”, I’ve been there! So HOW does an aspiring sales rock star … continue reading »

It’s no secret that many sales reps slack over the summer time. Not you, right? And when I say “slack” I’m not talking about taking some time to vacation and enjoy the summer; I’m talking about filling your head with a bunch of bullsh*t excuses because you feel nobody buys/sees sales reps, answers their phones, … continue reading »

Sometimes we don’t even see it coming because it happens so subtly! I’m talking about getting owned by our competitors; Take all those “meetings” some reps always seem to have on a Friday afternoon, at 3:00 pm. And by “meetings” I mean heading home early. On the surface, it’s innocent and only 2 hours, but; … continue reading »

Summer is a great time to stand out big time! Here are a few of the things your peers have been doing; They Utilize “Summer Specific” Messaging One of my coaching clients sells security software and uses the subject line “Hackers never take a vacation”, Many of my printing clients create free guides, webinars, etc designed to help marketers … continue reading »