Category: Uncategorized

Think about ALL the emotions you experience as a sales professional. If you were to jot them down, you could easily see a wide variety of both good, bad, and probably a few emotions that fall in between but; That’s actually the easy part. The hard part is being mindful of the fact that your … continue reading »

There’s a phrase that I’ve been teaching my coaching clients that’s incredibly simple, but; It’s so simple you might dismiss it, and; That would be a HUGE mistake! Ready? Start using the phrase “For example ______________” in order to provide evidence to reduce doubt, skepticism, and even objections. Let’s say you’re having a conversation with … continue reading »

The problem with many sales reps is that they quickly blend in by saying and doing the same things as everyone else! Then they act surprised when a deal takes longer to close and when; Prospects tell them “No thanks” or worse yet; Go silent on them and stop returning calls. Here are two ways, … continue reading »

I have a riddle for you; Who DOESN’T have 23 minutes, 15 seconds to get back on task? Answer; That person you’re about to cold call! According to a study by the University of California, Irvine, 23 minutes, 15 seconds, is the average amount of time, it takes for a person to get back on task, after … continue reading »

In 2011 I began to really see the world of prospecting quite differently! That was the year I started my business and it’s also the year that I started to receive calls and emails from people trying to sell me stuff. Yep, the hunter became the hunted! So during the last 10 years of receiving cold calls and … continue reading »

I’m sure it wouldn’t shock you if I told you that many people in business, mentally check out on Fridays. That’s why YOU should utilize “Friday Specific Messaging” in your prospecting cadence! And what is “Friday Specific Messaging”? Messaging that addresses things that your prospects are either thinking about, and/or experiencing on Fridays. Some are … continue reading »

I had to revamp my entire prospecting cadence thanks to the pandemic. Things like; My messaging. What vehicles I would use to deliver those messages to my prospects. How often I would reach out, etc. I was able to put together, and test, a different approach that would be appropriate for Covid-19. Almost a year … continue reading »

If you’ve been nurturing your LinkedIn network all along, NOW is a great time to reach out to get to know your network better. If you HAVEN’T been nurturing your LinkedIn network all along, NOW is a great time to reach out to get to know your network better. And contrary to public opinion; You … continue reading »

If I were to tell you that sales cycles are now longer thanks to Covid-19, you’d probably say “Duh”, and rightly so, but; The conversation could get interesting if I were to ask you; “But what are you doing about it?” Let’s take those cold emails you’ve been sending; Have you changed the “flavor”? Have you … continue reading »

Do you remember that movie about Facebook called “The Social Network”? There was this scene depicting the early days of Facebook, where Mark Zuckerberg and Eduardo Saverin explain to Sean Parker, how they were getting so many people to sign up for Facebook. They would get universities on board within a geographical area and then reference … continue reading »