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Managers are interrupted, on average, once every 3 minutes and 5 seconds. When you have that many interruptions throughout your day, you get really good and blowing off irrelevant interruptions; Like an email from another sales rep, that most probably sounds the same as ALL the other reps interrupting their day! This begs the question; … continue reading »

I sent this out last week and wanted to send it along again because there’s something important and timely that expires TODAY! How can you create a cold email that actually captures a decision maker’s attention? I’ve got the answer (actually several), and; I’ll be sharing 19 cold email templates and 10 cold email tactics … continue reading »

If every email we send to a potential client is centered around setting a meeting, we’re going to condition the recipient NOT to open our emails, and; If all we do is give, give, give, we condition the recipient to basically “friend-zone” us into becoming a glorified charity! Guess what? There’s a middle of the … continue reading »

I’ve never been a fan of a particular type of cold sales email opening, and I’m hoping when I tell you why, you’ll change your approach. Please stop with the “My name is (your name) and I’m with (company name)” opener. Why? First, it’s silly because there’s this really cool thing on an email that … continue reading »

Managers are interrupted, on average, once every 3 minutes and 5 seconds. When you have that many interruptions throughout your day, you get really good and blowing off irrelevant interruptions; Like an email from another sales rep that most probably sounds the same as ALL the other reps interrupting their day! This begs the question; … continue reading »

Next time you find yourself in a situation where you’re one of several people competing for an account; Beware of these 5 mistakes; Assuming That You Have To Sharpen Your Pencil (even when you are told you need to). This puts the focus on price, and focusing on price leads to “sales malpractice”. How? Well for … continue reading »

Here’s something that will help you make an amazing impression on your prospects; When you set the appointment ask for the names of everyone attending  and then; Set up a quick call with each one of them to find out about their individual challenges, opportunities, and; What they’d like to gain from the upcoming meeting. … continue reading »

Here’s something you can do that will dramatically improve your sales emails! Read Your Emails Out Loud BEFORE Sending Them! And then give it the “Kitchen Table” test, meaning; If you wouldn’t say it at your kitchen table, having an actual conversation (imagine that), then; Revise the email so it’s more conversational! The problem with … continue reading »

I received an email that immediately grabbed my attention and then lost me; Just as fast! The email had a subject line that was simply “Paul – Question for you” but; The preview text (the text that gives us the first few characters) revealed that it was in fact a pitch. Nothing wrong with a … continue reading »

Sales has become way more challenging during the current economic state! Decision makers are facing budget cuts and staff reductions, not to mention; WAY more hesitant to meet with us! And yet; Many sales reps refuse to adjust their approach! Big mistake and quite frankly, you would think that we all learned our lessons after … continue reading »