Category: Uncategorized

So here we are rapidly approaching year end, and suddenly you find yourself sitting on a bunch of deals, that seem to be dragging. And it’s a difficult situation because you want to move things along but; You DON’T want to appear desperate and you certainly DON’T want to become a newly anointed pain in someone’s … continue reading »

There was a time in my sales career where I became way too comfortable with my existing accounts. They were giving me printing projects left and right and the work I was doing was extremely profitable. I was making lots of money and life was GOOD! Truth be told, I thought it would last forever … continue reading »

As part of your pre call research, check out your potential client’s LinkedIn profile, right hand side, and scroll down. Keep going until you see “How you’re connected”. This will show you connections you both have in common. Reach out to those connections and do 3 things; 1) Put your cards on the table and tell … continue reading »

This is a post that quite frankly, I should have written several months ago BEFORE many of you set the dates for your annual Sales Kickoff Meeting but what the heck . . . There are many of you who have clients and prospects who go on “Mental Sabbatical” right after Thanksgiving and that means … continue reading »

Conventional wisdom would have you avoid the industries/companies that are hurting right now but; Sometimes the “hurting” is your best reason to contact them! Why? Because when you’re hurting, you’re more likely to invest in something to make that hurt go away. Note: You had better to be able to clearly articulate how your product or … continue reading »

It’s not a question of whether or not it’s tough out there . . . The real question is . . . What are YOU going to do about it? Wait and see? Piss and moan about it? Think positive thoughts and hope the “universe” delivers fresh leads to your inbox? Simply do MORE of … continue reading »

According to a report from Leap Job, only about 2% of all the calls you’re making result in an appointment but; Don’t you dare blame the cold call for that! Truth be told . . . Most sales reps weren’t properly trained to use the phone and; Many reps use the phone WITHOUT complementing it … continue reading »

Is it safe to say that it’s a tad frustrating when potential clients DON’T return our calls, emails etc? In this week’s episode of The Sales Playbook Podcast, we talk about 2 ways you can DRAMATICALLY increase responses. As a bonus, these two simple things can immediately set you apart from your competitors. You’re welcome! Download this episode … continue reading »

If you’re like most sales reps, you have alerts set in your CRM, that remind you when to reach out to potential clients. The alert goes off, and while you’re reaching for the phone or reaching for a keyboard; You’re basically deciding what you’re going to say. And that’s the worst way to try and … continue reading »

About a week ago, I connected with a CEO, on LinkedIn. Time Out: I’m dealing directly with the CEO here, not the “gatekeeper”. There aren’t any on LinkedIn. It’s also important to note that the CEO approached me because I was recommended to him from another LinkedIn connection. I sent him a Thank You card … continue reading »