Category: Uncategorized

I received a cold email (one of many I received that day) and it immediately caught my attention. Subject Line: “Paul, check out this picture of us” I open the email and there’s this silly, cut and paste, pic of me and the person who sent it. Then he tied the subject line and picture … continue reading »

I have to admit that I’ve struggled with the idea of using text messaging as part of my prospecting cadence and; That’s exactly why I decided to explore it further! Here are 3 compelling reasons to consider using text messages in your prospecting sequence; Reason #1: Just About All Of Them Get Read! According to Mobile Networking … continue reading »

I’m starting to see a trend with cold emails and quite frankly I’m not a fan! I was actually on the receiving end of this approach so let me tell you what happened. On February 1st, I received a cold email from the founder of a company that quite frankly, was one of the best … continue reading »

I wonder how many times a week decision-makers are exposed to phrases like “The reason for my call today is . . .”, “Do you have 27 seconds so I can tell you about . . .” “I hope this email finds you well”? Or how about cutesy shit like sending an email listing possible … continue reading »

Ask these 3 simple questions as you set the first meeting with a prospect and you set yourself up for a much smoother sales cycle! Think I’m kidding? Then I triple dog dare ya to give this episode of The Sales Playbook Podcast a listen! Right-click HERE to download this episode or listen via the … continue reading »

I have a riddle for you; Who DOESN’T have 23 minutes, 15 seconds to get back on task? Answer; That person you’re about to cold call! According to a study by the University of California, Irvine, 23 minutes, 15 seconds, is the average amount of time, it takes for a person to get back on task, after … continue reading »

As sales professionals, we often find ourselves spending an inordinate amount of time staring at our computer screens, wondering what to write to a potential client. Those days are gone, at least they should be! Thanks to FREE apps like ChatGPT you can save tons of time while creating BETTER cold emails. Today, I want … continue reading »

If you’ve been noticing that deals have been taking longer to close, this episode of The Sales Playbook Podcast is for you, because; I have 2 very specific tactics that can help! Please click HERE to download this episode or have a listen via the audio player below. What Else Can You Do When Deals … continue reading »

Here’s an easy approach to use if you’d like to dramatically improve your deal velocity and overall sales effectiveness. Start thinking about your prospect meetings as 4 meetings! The first meeting is the meeting you plan for, but if we’re being totally honest, things happen that take the meeting we planned for to the next … continue reading »

What do you do when your deal(s) take longer to close? What can you do to expedite the deal? How can you keep in touch in a way that keeps the deal moving forward WITHOUT sounding desperate, needy, and salesy? Oh, and what can you do with future deals to make them more resistant to … continue reading »