Category: Uncategorized

In 2011 I began to really see things differently with regards to prospecting. That was the year I started my business and it’s also the year that I started to receive calls and emails from people trying to sell me stuff. Yep, the hunter became the hunted! So during the last 9 years of receiving cold calls and … continue reading »

Before you read this, I want you to do something that’s rather difficult for us sales folk; ASK YOUR EGO TO LEAVE THE ROOM! This way you can make an honest assessment and flag any areas where you find yourself saying “Yep, that’s me” You didn’t do any research. You didn’t utilize a subject line that … continue reading »

The big question right now is this; “What should my sales messaging look like during the pandemic?” I mean, we want to kind. We want to be sensitive. We want to help! So what can we say that’s appropriate and; As a bonus, actually help us stand out during a time like this? SEND A … continue reading »

One of THE biggest mistakes that many reps made once the pandemic hit was failing to change up their prospecting approach. In this week’s episode of The Sales Playbook Podcast we talk about how YOU can change up your messaging in a way that; Resonates with decision makers during the pandemic. Right click here to … continue reading »

Do you remember that movie about Facebook called “The Social Network”? There was this scene depicting the early days of Facebook, where Mark Zuckerberg and Eduardo Saverin explain to Sean Parker, how they were getting so many people to sign up for Facebook. They would get universities on board within a geographical area and then reference … continue reading »

Every week since the start of the pandemic, I’ve asked sales reps a two-part question. I have to tell you, their answers really DON’T sit well with me! I’m going to share the questions and answers with you, but; I want YOU to think about how you would answer these questions and; If your answer … continue reading »

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 »

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 »

There’s obviously a lot of uncertainty right now with the pandemic, and; That means that you’re going to have more decision makers delaying everything from a simple “meet and greet” to discovery calls, and ultimately the decision to move forward with your solution. What can you do to EXPEDITE the sales cycle during a pandemic? … continue reading »

Here’s a shocker; Decision makers are hesitant right now, thanks to the pandemic, but; What can YOU do about that? Well, hopefully by now, you have some success stories of how you helped other companies during the pandemic, no? Start sharing those stories in your cold outreach, during your demos and followup, in the content … continue reading »