Category: Uncategorized

Not sure where you are in the various stages of reopening business, but we just hit Phase 3 here on Long Island New York. Unfortunately; It really doesn’t matter what phase you’re in if you haven’t modified your sales plan to help you navigate the weeks ahead. Have you? Either way, I got you covered … continue reading »

How can we expedite our deals; WITHOUT coming across as desperate and WITHOUT annoying the hell out of our prospects? Here’s something really simple you can do during your initial meeting; Get a firm commitment on WHEN delivery, launch, implementation, etc is to happen and then; Work backwards subtracting your turnaround time! For example, if … continue reading »

There are certain scenarios that can occur during the sales cycle where; A prospect begins to second guess their need for your solution. A prospect begins to second guess their need to make a change. A stakeholder(s) are against making a change. A prospect loses their urgency. A prospect wants to “back burner”the deal because … continue reading »

This Thursday, June 25th, from 11:30 am to 12:30 pm EST, we’re going to be discussing How Sales Reps Can Navigate The Reopening Of Business. We’ll be talking about how you can be of value to decision makers as well as HOW you should change your messaging and; How to keep your deals moving forward … continue reading »

Sometimes we say things in sales that we’ve accepted as important, but; The prospect has no clue as to WHY it’s important to THEM! This typically results in a prospect tilting their head sideways, confused, and wondering “Why should I care about that?” Here are a few thoughts that will help you; Thought #1: I almost want … continue reading »

Join us on June 25th(This Thursday) from 11:30 am to 12:30 pm EST as we explore; How Sales Reps Can Navigate The Reopening Of Business! Here’s what you’ll learn during our time together; How To Become More Valuable and Relevant To Your Prospects and Clients During The Reopening Phase. 4 Approaches To Finding New Opportunities … 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 »

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 »

A few months ago, businesses shut down, others shifted to a work from home model. There was a ton of uncertainty around how bad it would be personally and for our businesses. We had no clue as to how long this would last. For those of you who didn’t modify your sales efforts during that … continue reading »

Yesterday, we discussed the importance of social proof during times of uncertainty. We focused on a very specific type of testimonial that can help combat uncertainty with your prospects. Here’s another form of social proof that you’re actually quite familiar with but probably not in the context that I’m about to offer it. Providing references … continue reading »