The problem with most reps, is that they typically decide on what they’re going to say, as they are either reaching for the phone, or reaching for their keyboard. And before you think I’m this judgmental ass, please know, that for years, I did the same thing too! Please read on . . . So … continue reading »
With only a handful of weeks left in 2018, we need to get in front of prospects with a strong sense of urgency. But can you really find these types? The good news is that we actually can when we find “Trigger Events” A “trigger event” is something that’s going on in your potential client’s … continue reading »
Whenever I mention mailing something out to a potential client, most sales people automatically think its a topic better suited for the marketing department. I disagree! Let marketing handle the 50,000 piece campaign marketing the company, your job is to market yourself (and the company) one potential client at a time. Here are 3 things … continue reading »
Whenever I begin working with a new consulting client, I ask them to tell me about their efforts to sell companies, right in their backyard. The majority of these companies not only forget about their neighbors; They’ve created a scenario where their neighbors have forgotten about them too! And that’s a shame because . . . For … continue reading »
The fourth quarter poses some serious challenges for us sales folk! Like . . . The loss of time due to holidays and this crazy habit people have of milking a holiday way too long but; The fourth quarter also offers some great opportunities to change up our sales messaging. Want to know how? Join … continue reading »
Imagine, if you will, being a decision maker. Think about all the things you would be responsible for and then imagine; The amount of interruptions you would face in any given day! Now continue to imagine, a phone call (one of many that day) interrupting what you were doing. How quickly would you make a judgment, as … continue reading »
Like you, I’m challenged with finding the time to prospect but; I also know that its an important part of my overall sales system. So when I’m able to get that time on the calendar, I REALLY need to make it count; Especially during the fourth quarter! There are 3 things that I NEVER do … continue reading »
I have 5 of my best cold email templates. 10 cold email subject lines. 1 cold calling template. 7 voicemail templates and; Over 50 tips and tactics! It’s all part of a really timely webinar I’m hosting, 50 Ways To Prospect Differently In The Fourth Quarter! You can gain access to; 10 Places Where You … continue reading »
With the average open rate for sales emails at 21%, the subject line is clearly our first line of defense. I have 2 resources for you today to help. First I have a list of 200 phrases that will get you sent to the spam folder. I’ll also share how you can get my list … continue reading »
As challenging as the fourth quarter can be for us sales folk; I believe there’s a hidden opportunity that simply DOESN’T exist in Q1-Q3! In this week’s episode of The Sales Playbook Podcast, I share several ways for you actually LEVERAGE the fourth quarter instead of; Being challenged by it! Subscribe to the podcast on … continue reading »
I look forward to hearing from you!
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