Category: Uncategorized

Our potential clients are more distracted than ever before and . . . They have more choices today than ever before . . . How do we get them to jump off their treadmill long enough, to hear us out and grant us an appointment? Once we have an appointment, how do we take control … continue reading »

Sometimes we get so used to hearing something, that the familiarity of the message, keeps us away from the importance of the overall message. Like asking for referrals. If I were to ask you “Why should sales reps ask for referrals?” After seriously considering giving me a sobriety test, I’m guessing you’d say “Because it’s … continue reading »

How do you get a busy decision maker to pick up the phone? First, let’s talk about what NOT to do. When you call and get voice mail, don’t hang up and immediately call back. If you like to hang up, and immediately call back, when you get voice mail, don’t hang up and repeat … continue reading »

I have two quick resources for you that I believe will help you kick ass in 2019 and NO, I’m not waiting until January 1st; We do things TODAY around here! The first resource is called The Qualities Of Sales Rock Stars and its a fun way to look at where YOU need to improve … continue reading »

Our potential clients are busier than ever! They are more distracted than ever before and . . . They have more choices today than ever before . . . How do we get them to jump off their treadmill long enough, to hear us out and grant us an appointment? Once we have an appointment, … continue reading »

The problem with most cold emails is that they sound EXACTLY the same as all the other cold emails decision makers receive! In your defense you’re an aspiring sales rock star NOT some Madison Avenue copywriter! What can you do to make a GREATER IMPACT? Join us on December 20th, at 11:30 am EST for … continue reading »

The amount of time the average sales rep spends selling is pretty low! According to a study from insidesales.com it’s roughly 36.6%! In this week’s episode of The Sales Playbook Podcast, I’m going to attempt to dissect WHY I believe this to be true and; I’m going to share some additional stats that might surprise … continue reading »

For those of you who are too busy to attend our How To Find The Time To Prospect webinar this Thursday, December 6th, at 11:30 am EST; I’d like for you to reconsider and here’s why . . . For starters, you REALLY need this training because chances are, you aren’t prospecting enough and; You … continue reading »

There are 7 words that when strung together, comprise one of the most limiting phrases for us in sales. Before I share them, let’s make a pinkie promise that you’ll answer the question I’m going to ask. First the phrase; “I don’t have the time to prospect” Now I’m sure you didn’t make one blanket … continue reading »

Technology is a wonderful thing but; Sometimes an “Old School” approach is better or; At the very least, a useful complement! That’s why (in addition to setting alerts) I use a notebook for my daily tasks but; My reasons for using it might surprise you! First, it feels damn good to physically check things off … continue reading »