Category: Uncategorized

Right now (and pretty much always) it’s about positioning ourselves apart from not only our competitors but; Everyone else trying to get the decision maker’s attention. For those of you who used to send a handwritten “thank you” note, I bet you stopped once the pandemic hit, right? I get it, people are working from … continue reading »

We all know that MOST of the cold emails we send will go unanswered, but; What can we do about it? Here are a few quick ideas, but the last one makes a huge difference! First, you’ll want to do two things to ensure that your emails are actually being opened, because let’s face it, … continue reading »

Actors and actresses have a really cool exercise in their toolkit that EVERY sales rep should borrow! It’s called the “Yes, and . . .” exercise and they use it to develop their improv muscles. These muscles help them to work with the words that are spoken to them versus being CHALLENGED by them; And … continue reading »

When it comes to phone objections, we focus way too much on the symptoms and NOT the cause. The symptoms being the actual objections and the cause, well that’s what I want to talk to you about today. There are many things that increase the probability of a phone objection, here’s a partial list to … continue reading »

If there’s one thing I’ve seriously over preached on this blog, it’s the importance of using “evidence” during the sales cycle. We use “evidence” to reduce and even eliminate; Doubt Fear Hesitation Skepticism Objections And thanks to Covid-19; Our deals are being stalled and in some cases, lost, because of; Doubt Fear Hesitation Skepticism Objections … continue reading »

Prospecting during Covid-19 certainly has it’s 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 »

You call a potential client hoping to set an appointment and then it happens; They tell you they’re not interested or any variation of “Thanks, but no thanks”. Do you politely exit the call? Do you try to make another go at it and if so; How many “No’s” should we entertain before we politely … continue reading »

To say that the pandemic beat the hell out of many a sales rep, would be a severe understatement! There is a silver lining though, and no, I’m not one of those over the top, positive to the point of delusional types. The silver lining is in the LESSON that we take from it. To … continue reading »

“What should I say in a cold email right now?” “How can I get the attention of a decision maker who never answers the phone?” “What are some appropriate prospecting tactics my team can use during Covid-19?” “Where can I get my hands on some appropriate email and phone templates that show sensitivity to all … continue reading »

I put together a plan to help you crush your sales goals this year while; Managing ALL the challenges that make it difficult to accomplish those goals; Especially During A Pandemic! Oh no . . . I just caught you and you know damn well what I caught you doing! I just caught you thinking … continue reading »