Category: Uncategorized

I see it (and experience it) time and time again. A sales rep calls a prospect, they don’t answer so they either leave a message or they simply call back. Some will immediately email after they left a voice mail (which I think is annoying but to each their own) and the cycle repeats itself … continue reading »

I usually do massive eye rolls when people suggest that we should “add value” to our network. Aside from the phrase being just beaten to death, no one ever tells you HOW to add value. Let’s change that right now! Here are a few things you can do without emptying your bank account! 1)    Be A … continue reading »

Most sales reps think of snail mail for one thing, and one thing only; “Thank you” cards/notes! While I can’t disagree with the importance of sending a “Thank you” card, we’re neglecting several other ways we can (and should) be using snail mail to complement our other sales efforts. How To Create 39 Ways To … continue reading »

I’ve never been a fan of “break up” style emails, especially during the prospecting phase. Why? Several reasons; They limit your options. Why would you close the door and cut off the ability to contact them again? In many cases, you’re giving up too soon. Case in point; I received 3 cold emails over the … continue reading »

Prospecting during Covid-19 certainly has its challenges; Let’s talk about how you can modify your approach. There are 5 things that comprise your prospecting cadence and EVERY one of these has to be continually redone as we work our way through the pandemic! The question mark next to each component is your reminder to step … continue reading »

Have you ever heard of a “bump” email? A “bump” email is an email that you can create from an app, chrome extension, etc, that will automatically forward your last email with a message of your choosing. Example: Let’s say I send you an email today. I can forward that same email to you next … continue reading »

Just out of curiosity, are you paying attention to not only what phase of reopening your business is in; But what phase your clients and prospects are in? My suggestion would be to take the time to think about what reopening means to your dream client and; Before you oversimplify this by just thinking; “Duh, … continue reading »

Is the cold call dead? Doesn’t matter because the sentiment is alive and well and quite frankly; That’s a good thing! Don’t get me wrong, on the surface, it’s a bad position to take because it limits you when you remove something like phone calls from your prospecting cadence, but; It’s incredibly AWESOME when your … continue reading »

It hasn’t been easy for those of us hunting for new business during the pandemic. and; It’s a time when our prospects are getting carpet-bombed with sales messaging so; It’s never been easier to get disregarded and DELETED! Meanwhile, we have bills to pay, mouths to feed, and let’s not forget about those pesky sales … continue reading »

You have an opportunity to accelerate your performance and; It’s been right there, in front of you all along! It’s actually quite simple if; You ask your ego to leave the room and; Have the balls to ask for feedback! Before you give me an eye roll because you “know that”; Here are a few … continue reading »