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. When I shared these awful numbers the other day, I messed up! I should … continue reading »
I really believe that many decision makers are predisposed to get us off their phone quickly when we cold call. Many of them are also predisposed NOT to respond to our sales emails and LinkedIn outreach. Kind of sucks, no? In this week’s episode of the Sales Playbook Podcast, we’re going to talk about what … 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 »
The last thing we want to do while contacting a decision maker is; Sound like everyone else! You have to admit, that to a decision maker, we all sound the same, and; Sounding the same as everyone else ISN’T going to land you an appointment during a pandemic! That’s why you should always look for … continue reading »
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 »
For those of you who aren’t familiar with “trigger events”, they are compromised of things that are going on in your prospect’s and/or client’s world that can lead to a higher probability of someone needing your solution. A simple example would be the pandemic being a trigger event for the need for masks, ventilators, hand … continue reading »
I have to admit that I’ve struggled with the idea of using text messaging as part of my prospecting cadence and; That’s exactly why I decided to explore it further! I’ve always said that we shouldn’t base our prospecting platforms on what WE prefer, it’s always about what the prospect prefers. First, and foremost, there’s this; Texting … continue reading »
There’s a really simple prospecting formula that I’ve taught my clients for years. It’s designed to help keep up your appearances when the world has you moving in a thousand directions. I decided to modify the formula for the pandemic and I share all during this week’s episode of The Sales Playbook Podcast. Right click … continue reading »
A few years ago, I came across a radical concept for emails. Daniel Pink was preaching about the effectiveness of a much shorter email. How short? 3 sentences! At the time, I thought it hard to convey anything meaningful in that short of a window, but then I opened my eyes. A 3 sentence email passes … continue reading »
So there you are, cold calling away. Somewhere between the voicemails, and the “Not interesteds”, are a handful of calls that actually went well but; Didn’t result in an appointment. What happens next? For most sales reps, its an alarm set in their CRM to call back again. There’s something more immediate and impactful you … continue reading »
I look forward to hearing from you!
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