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  There was this EPIC scene in Apocalypse Now where the First Air Cavalry went into battle. One of the gun ships blasted “Ride Of The Valkyries” by Wagner. The purpose of blasting that song was purely psychological; To pump up the troops going into battle and; To mind f*ck the hell out of their … continue reading »

If there’s one thing we’ve heard over and over again since the start of the pandemic it’s; You have to adapt! In this week’s episode of The Sales Playbook Podcast, we’re going to discuss HOW you can adapt to this ever changing landscape! Right click here to download this episode or scroll down to listen via … continue reading »

With restrictions beginning to loosen and business beginning to increase, businesses have resumed hiring and; That will create new roles for your prospects and clients. Many who were furloughed will return. Many who were in transition will find a new company to call home. Some will jump ship right now because the timing seems right. Others … continue reading »

Some of you have been writing me to share situations where a client was trying to take advantage of the pandemic and; Demand much lower prices/extended payment terms in a “take it or leave it” fashion! What’s you’re plan for a situation like this? Do you comply? Do you hold your ground? Do you offer … continue reading »

You don’t need me to tell you that your client’s needs constantly change but; You could probably use a reminder that your information probably isn’t as current as it should be. Here’s why; When we’re “courting” a potential client, we conduct a thorough needs analysis. Sadly, for most reps, that’s the last time a thorough needs … continue reading »

If you’re familiar with the “Acres Of Diamond”story, you know that there was this guy, who had to sell his farm, to pay off the debt he incurred while trying to find diamonds at various locations. The sad part is that the person who bought the property discovered one of the largest diamond mines; Right … continue reading »

Fess up . . . Lately, when you prospect, you’ve been hearing; “There’s a spending freeze right now.” “Call me back after the pandemic.” “Everything is on hold right now.” In this week’s episode of The Sales Playbook Podcast I’m going to show you how you can respond to that without being insensitive, and as … continue reading »

I believe we’d all agree that one of the most important elements of an effective cold email is the call to action? Traditionally, an email call to action consists of things like; “Click here for more information” “Click here to book an appointment” (I’ve never been a fan of this one). “Reply to this email” … continue reading »

I have to admit that I’ve struggled with the idea of using text messaging as part of my prospecting cadence and; That’s exactly why I decided to explore it further! I’ve always said that we shouldn’t base our prospecting platforms on what WE prefer, it’s always about what the prospect prefers. Interestingly enough; Texting ISN’T just for … continue reading »

The sad reality is that many (actually too many) sales reps HAVEN’T modified their prospecting scripts, templates, and tactics. And when it comes to modifying, we’re not talking about something you might have done once during the pandemic; You MUST modify your scripts, templates, and tactics during EVERY phase of the pandemic if you want … continue reading »