The first thing I did when the world went to sh*t a few months back was rethink my ENTIRE prospecting cadence, particularly; 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 … 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 »
There’s a really simple thing that you should be doing heading into year end that I’m willing to bet you’re familiar with, but; Not doing! It’s something that can make an all caps HUGE difference in how you approach the fourth and final quarter of 2020, and; How you can end the year strong while … continue reading »
I came across a technique that I’ve been using for about 15+ years and it works like a charm! Before I tell you all about it, I want to fess up and tell you that I’ve stolen this one from the book S.P.I.N. Selling. The “N” in S.P.I.N. stands for Need-Payoff and its about to … continue reading »
I’ve never been a fan of “hustle porn”! You know, the “I’m working this weekend while y’all are slacking” type of garbage. I’m a big fan of engaging in what experts refer to as “having a life”, but; When sales are off due to the pandemic, and; We’re about to head into the old holiday … continue reading »
Like you, I’m challenged with finding the time to prospect but; I also know that its an important part of my overall sales system. So when I’m able to get that time on the calendar, I REALLY need to make it count; Especially going into the fourth quarter! There are 3 things that I NEVER do … continue reading »
This time of year EVERY second counts! Personally, I have zero time for time wasters; Even if the time waster is a prospect or a client who; Really ISN’T onboard or; Someone who’s price obsessed when I’m really not looking to position myself as Castain’s Bargain Basement Training Emporium. Someone who’s begin extremely difficult or my … continue reading »
Have you ever stopped to think about why some deals stall out in the fourth quarter, only to pick back up again in the first quarter? Part of it is that things are winding down for the year and; If your prospect sees implementing your solution as a “year-end hassle”; It’s going to stall! That’s … continue reading »
One of the most used and abused lines in sales is the old “Calling to check in” thing. In your defense, you’re trying to stay in touch, but; By the same token, you’re sounding like everyone else! I decided to put together a FREE, 10 page workbook, to help you stay in touch and; Stand … continue reading »
I look forward to hearing from you!
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