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Did you ever have a great meeting with a prospect only to watch the deal fizzle out in the weeks ahead? Did you ever get the distinct impression (after the first meeting) that their interest and urgency just wasn’t there? In this week’s episode of The Sales Playbook Podcast, we talk about the “Silent Killer” … continue reading »

So there you are competing for someone’s business, and then you find out that your competitor is badmouthing you. What do you do? You obviously DON’T want to stoop to that level, but you DO need to respond if your prospect shares it with you. I have a three step formula that I teach my … continue reading »

Going to make this quick . . . Identify The Sales Tactics You Need To Improve Upon. This FREE checklist will help! Get help. “Help” comes in many varieties from finding articles, buying books, buying cd’s, listening to podcasts, downloading templates and training, ask top performers how they’re getting the results they’re getting, hire a sales … continue reading »

Truth be told, most sales meetings SUCK! They are a complete waste of the sales rep’s time because; Too much time is spent reviewing each rep’s projections, pipeline. Things are discussed that would have been better suited for an email and; Too much time is spent teetering between motivational “rah rah”,  and bullying the team … continue reading »

As you read this the wrong person is taking your opportunities and ultimately, your money! They don’t have your level of experience. Their products and services are inferior. When it comes to servicing  accounts . . . you could take them in your sleep. But still they kick your ass simply because they are more … continue reading »

If there’s one thing that can absolutely kill our prospecting efforts it’s; Wait a minute, why am I writing it here when I go into detail during this week’s episode of The Sales Playbook Podcast! So go ahead and give this FREE sales lesson a listen! Download this episode (right click and save) Would You … continue reading »

We all know the importance of bringing in new accounts but; How do you find them and show up in a way where you have a fighting chance? How do you stand out? Heck, how do you even get someone’s attention long enough to avoid their standard “Not interested” blow off? Well for starters, you … continue reading »

For most of us in sales, there are 3 things that drive our success; Hunting For New Business Wowing Your Existing Clients Growing Your Existing Accounts On the surface, it might seem like just 3 things, but I’m sure we’ll agree, that there are lots of “little things”that go into each those drivers so; That’s … continue reading »

I thought I’d share the formula I’ve been using to grow my sales in an industry with way too many competitors! For now, I’m only going to focus on the first part of the formula. Ready? Each day, before you head off to conquer the world . . . Send 2 emails, to 2 people, … continue reading »

On July 13th, at 11:30 am EST, we’re going to lay out a plan to help you sell MORE in the second half of 2017! Here’s what you’ll gain by joining us; How To Generate 75 MORE Phone Appointments By Year End How To Add 16 More Selling Days Within The Next Year WITHOUT Infringing Upon Your … continue reading »