Category: Uncategorized

As an owner of a small business, I’m approached quite a bit by sales reps. There’s one thing that leaves me scratching my bald head EVERY time. Its when someone sends me an email and then keeps sending me emails when I’ve never responded to them. And don’t get me wrong, I’d rather someone keep … continue reading »

So here we are only days in to the second half of 2018! Are you having the year you hoped you’d have? I got you covered my friend! This week in The Sales Playbook Podcast, I share 18 ideas to help you kick ass in the second half! You’ll want to have pad and pen … continue reading »

There’s a question that I’ve been asking participants in my sales training programs and it immediately changes the tone. The room typically goes silent, eye contact is usually broken, and for about 20 seconds or so; it gets a tad awkward. Before I tell you what the question is, please ask your ego to go wait in the … continue reading »

Leave it to a New Yorker to sound like a real unsociable prick but I pretty much never ask “How are you?” when I prospect. You probably think it’s because it’s typically a red flag that you’re trying to sell them something, right? That’s partially why but there are two bigger reasons; First, I want … continue reading »

Most sales reps weren’t properly trained to prospect. 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 a “cold” call by leveraging additional forms … continue reading »

The worst prospecting phrase has nothing to do with your opening statement on a call or email. It has nothing to do with how you choose to communicate your value proposition. In fact, the worst prospecting phrase isn’t even something you would say to a potential client. The phrase is actually said in defense of your … continue reading »

Where are you facing your biggest sales challenges? Getting in front of opportunities? Expediting and closing those opportunities? All of the above? I got you covered! Have you checked out our Virtual Sales Camp Program. It’s only available until July 19th and; It’s 100 tips and tactics, 15 sales email templates, 1 cold call template, … continue reading »

It can be really challenging to be productive during a holiday week! Here are a few things that I do that have dramatically improved my productivity. The first thing I do is make a decision as to whether or not I’m working, recharging, or both that week. One thing I absolutely WON’T do is wander … continue reading »

By now, you should know how I feel about summertime and sales reps. And I’m not talking about taking well deserved vacations and holidays. I’m talking about the “mental checkout”, the bullsh*t excuses that clients and prospects don’t want to buy over the summer. But what if we did something that 99.9% of our competitors … continue reading »

It’s amazing what happens to otherwise hardworking people once they approach a holiday. Take the Fourth of July holiday as an example. It isn’t until Wednesday, and; Many a sales rep have already “mentally checked out” They tell themselves bullsh*t stories about how its a bad week to try and reach prospects, run appointments, get … continue reading »