There’s a really cool messaging feature on LinkedIn that quite frankly; Is one of the best kept LinkedIn secrets. It’s a feature where you can send a video message to your contacts. Why am I in favor of this? Because it’s yet another way for sales reps to stand out, because; NOBODY Is Doing This! … continue reading »
Your prospect has lot’s of things going on in their world competing for their attention. There are calls, voicemails, way too many emails, internal and external meetings, internal/external clients, snail mail, FedExes, deadlines, fires that have to be put out etc. And just to make it interesting; There this thing called a “pandemic” going on! … continue reading »
I’ve always felt that there are two radical extremes to prospecting. Extreme #1: Those Who Attempt Contact Way Too Frequently. I’ve come across articles from well respected thought leaders who lay out prospecting cadences that cross the line of being a pain in the ass. Things like leaving a voicemail, immediately sending an email and … continue reading »
So there you are cold calling away. Somewhere between the voicemails, and the “Not interesteds”, are a handful of calls that actually went well but; Didn’t result in an appointment. What happens next? For most sales reps, it’s just an alarm set in their CRM to call back again. There’s something more immediate and impactful … continue reading »
Want to know the easiest, quickest, and most effective way to get around a gatekeeper? Approach a potential client via LinkedIn. Why? Because there aren’t any gatekeepers on LinkedIn! Now right about now, you get some of the hardcore sales types, getting bent out of shape because they think I’m saying NOT to pick up a … continue reading »
There’s a question that if you ask it immediately can change your results this year, even though; There are only 61 days left! In this week’s episode of The Sales Playbook Podcast, we’re gonna go there! Right click here to download this episode or you can listen to it via the audio player below. You … continue reading »
For 11 years now, I’ve been using a really simple email template that has consistently generated a minimum of 3 extra phone appointments each week. Before I give you the link to download it for FREE, it’s important to know how to use it. as well as the hidden benefits you’re going to get. How to … 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 »
Want to know how you can increase the probability of a decision maker taking your call, especially; During A Pandemic? First, let’s talk about what NOT to do. When you call and get voice mail, don’t hang up and immediately call back. If you like to hang up, and immediately call back, when you get … continue reading »
The problem with most reps, is that they typically decide on what they’re going to say, as they’re either reaching for the phone, or reaching for their keyboard. So even if the rep is brilliant in those instances (and most aren’t), that “touch” pales in comparison, to communication that was “mapped” and premeditated. When we “map” … continue reading »
I look forward to hearing from you!
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