My driveway seemed quite large that morning back in 1995! I remember stopping dead in my tracks when it hit me that both my cars had been repossessed. My world fell apart that day and left me without my cars, my business, $60,000 in debt, and without any degree of self esteem. With one small … continue reading »
According to a report from Leap Job, only about 2% of all the calls you’re making result in an appointment. So most people read about a report like that and they automatically put another nail in the cold call’s coffin. Instead, let’s explore WHY 98% of your cold calls are basically useless! This way, you can … continue reading »
Do you think that to a decision maker, most salespeople sound the same? Do you think our emails look the same? How about our cold calls? That’s because most sales messaging centers around one flavor, and one flavor only; “I WANT TO SELL YOU SOMETHING” And right now, buyers are a tad sensitive to an … continue reading »
Super challenging time of year when it comes to prospecting so what do many of you do about it; You write off the week of Thanksgiving as an “administrative” week. You update your CRM, get “caught up”, but; What if there was a better way? In this week’s episode of The Sales Playbook Podcast, I … continue reading »
8 months of selling during the pandemic and sadly, many sales reps HAVEN’T modified their prospecting approach. Here’s what you need to know; There are 5 things that comprise your prospecting cadence and EVERY one of these has to be redone during the pandemic! The question mark next to each component is your reminder to … continue reading »
Here’s the bad news . . . Prospect responsiveness is DOWN a staggering 40% since the onset of Covid-19 (according to LinkedIn’s State Of Social Selling Report). Prospect responsiveness was never that great to begin with and then a pandemic comes along and, well you know the rest. We can read about (and experience) these things all day … continue reading »
There’s a really simple way to generate at least 3 extra appointments each week! There’s no trick. There’s no catch, and . . . It’s the “secret weapon” I used to land 45 clients, within 30 days of launching Castain Training Systems back in 2011. It’s the same tactic I teach all my coaching clients and; When you realize … continue reading »
There’s a huge emphasis this time of year on closing business and getting every last drop of business “in the bank” before year end; The challenge with that is while it’s important NOW, it keeps you from getting in front of the new opportunities you need to create NOW in order to begin 2021 STRONGER. … continue reading »
2020 has really challenged so many of us in sales and it’s forced us to try everything under the sun in our attempt to get things right again! Here’s something you probably HAVEN’T tried yet; Somewhere along the way, we were programmed to believe that we should start our goals for the new year on … continue reading »
As we make our way through the fourth and final quarter of 2020, there’s going to be a huge push to get EVERY drop of business, in the bank, BEFORE year end! Our focus in the months ahead will become closing deals and there’s nothing wrong with that, right? THINK AGAIN!!! Many sales reps take a bullet in the … continue reading »
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