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Under normal circumstances, the fourth quarter means a strong push for sales reps, and this year; It means we have to maximize EVERY opportunity to make up for lost time due to the pandemic. In this week’s episode of The Sales Playbook Podcast, we discuss several ways for you to pick up the pace! Right … continue reading »

With year end right around the corner; Let’s talk a little about things you should be doing on the front end of your deals, so you can avoid things like; Objections Stalls Playing a Defensive Game In A Competitive Sale Loss of Momentum A Price Obsessed Prospect A Prospect “Ghosting” You Losing An Opportunity When … continue reading »

“How can I increase my referrals?” is a question you should be asking yourself often. Why? Because referrals are your low hanging fruit and; They typically close faster; Kind of timely considering we’re rapidly approaching year end! There are 3 things to think about when it comes to generating MORE referrals. Have a Plan and if … continue reading »

I asked a question on LinkedIn, Facebook, and Twitter and was totally shocked by the consensus! I asked; “Will you change your sales tactics in the fourth quarter?“ Over 90% gave me a variation of “No!”. While I haven’t dug deeper into why they feel that way, I’m incredibly troubled by that response in a … continue reading »

One of the most dangerous things you can do in sales is allowing the words or actions of a jerk, immobilize you! Think about it . . . There you are prospecting and someone decides to be an idiot when a simple “No thanks” would have sufficed. You keep playing the scenario over and over … continue reading »

In an ideal world, you and I would call a potential client, and they would gladly agree to meet with us. In the REAL world, potential clients utilize stalls (“Call me back next month” “Send me your info” etc) as well as objections. Here are 4 ways to get better at AVOIDING objections as well … 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 »

How do we improve our prospecting skills WITHOUT having to find THE big answer and; As a bonus, WITHOUT having to spend a crazy amount of time? We go there in this week’s episode of The Sales Playbook Podcast. Right click here to download this episode or scroll down to listen via the audio player. You … continue reading »

One of the biggest things we need to be mindful of while prospecting is changing up our messaging. One way to do it is to use the “Promise Email, Call” tactic. And its super easy to do! Step 1: Send an email. In that email, you’ll want to make them hungry for the next step … continue reading »

There are a few places sales reps forget to look when it comes to hunting for new business. Here’s one, all caps HUGE one; Everyone who told you “NO”! Seriously! Think about every past prospect who told you “Thanks, but no thanks” .Then understand that things change; Especially during a pandemic! Case in point; I worked … continue reading »