Category: Uncategorized

I bet you if I were to tell you that it’s important to get your car tuned up periodically you’d give me an epic eye roll! No brainer, right? And yet, many of us fail to give our prospecting chops a much needed tune-up; At a time when the pandemic has presented mucho prospecting challenges! … continue reading »

When it comes to making cold calls, objections can shut us down mighty quick! There’s a simple, 3 step formula I teach my coaching clients and as important as the first 2 steps are; MOST reps miss the third step completely. The third step is; Redirect BACK To The “ASK” If you’re like me, your “ask” is … continue reading »

One of the many unfortunate challenges in sales right now is the hesitation of decision makers to want to meet and; If you’re fortunate enough to land a meeting, there’s a good chance they’re delaying a move forward with your solution. What can you do to speed this up, WITHOUT being insensitive? It starts with … continue reading »

I have something to report that is both disturbing and disappointing! Quite frankly, you might be offended by my delivery style today! Ever since the pandemic started I’ve been asking a question in every one of my discovery calls each week (Almost 500 since the pandemic began) I’ve also put it out to my LinkedIn … continue reading »

How do we reach decision makers who are now working remotely? How do we navigate that whole “There’s a spending freeze until AFTER the pandemic” thing? How do we stand out when decision makers are getting carpet bombed with messaging from sales reps? Whether you want to admit it or not, prospecting has changed dramatically … continue reading »

Before I tell you what it is, I want to ask you a question; Would you have been so quick to check out this blog post if I called it “My best networking tip”? Probably not but there’s no trickery afoot here. My best cold calling tip actually involves networking. Ready? Step up your LinkedIn … continue reading »

My first suggestion is so important that you can pretty much take this advice and throw out the other 3 and still get amazing results. It also comes with an all caps warning . . . THIS IS NON NEGOTIABLE! 1)   Make A Decision Already And Stop Stalling!  Dr Piers Steel conducted a 10 year study … continue reading »

The big question right now is this; “What should my sales messaging look like during the pandemic?” I mean, we want to kind. We want to be sensitive. We want to help! So what can we say that’s appropriate and; As a bonus, actually help us stand out during a time like this? SEND A … continue reading »

One of THE biggest mistakes that many reps made once the pandemic hit was failing to change up their prospecting approach. In this FREE sales lesson, we talk about how YOU can change up your messaging in a way that; Resonates with decision makers during the pandemic. Right click here to download this episode or … continue reading »

Imagine, if you will, being a decision maker. Think about all the things you would be responsible for and then imagine; The number of interruptions you would face on any given day! Now continue to imagine, a phone call (one of many that day) interrupting what you were doing. How quickly would you judge the value … continue reading »