There are some who believe that you need to be kind right now and give, give, give. To some extent, they’re right, but; The problem with “give, give, give” is that it creates a dynamic of “take, take, take” which means the recipient misses out on the benefits of your widget and you walk away … continue reading »
Your dream client doesn’t need another “In these uncertain times” or “We’re all in this together” email! They also don’t need an overly aggressive pitch, call to action, and while we’re at it; An insensitive approach to the follow-up emails in your cadence. Want to know how you can stand out right now? Take an … continue reading »
Unfortunately, I’m going to be sunseting my Covid-19 prospecting resource TOMORROW. I’m not doing this as a marketing stunt or to screw over lots of people who really need to download it; I have to do this because there’s a lot of support I offer between the weekly homework assignments and feedback, and just being available to … continue reading »
Did you know that according to BASEX we lose more than 25% (2.1 hours) of our work day to interruptions? Said another way; A productivity lose of 2.1 hours each day, = 68.25 days each year! Yep! Holy sh*t! Here are a few things you can do about it when you’re prospecting; For Internal Interruptions; … continue reading »
Once again, a good gesture on my part, is forcing me to do something I really don’t want to do. Unfortunately, I’m going to be sunseting my Covid-19 prospecting resource in the next few days. Not as a marketing stunt or to screw over lots of people who really need to download it; Because there’s … continue reading »
I’ve always felt that the best way to deal with a phone objection is to avoid getting one in the first place. How does one do that, especially during a pandemic? Here’s a quick overview of why you’ve been encountering phone objections lately, and forgive me, but the world being in crisis isn’t the only … continue reading »
When Covid-19 started to hit the U.S. aggressively back in March, I decided to offer different prospecting tactics to my clients. Specifically; Where the best opportunities are. An approach most sales reps mistakenly dismiss and end up leaving money on the table. An approach that was born in the great recession of 2008 that works … continue reading »
In this episode of The Sales Playbook Podcast we take a look at 5 areas of your prospecting cadence that should be modified during Covid-19. Right click HERE to download this episode or have a listen via the handy dandy audio player below. 75 Prospecting Tips and 25 Prospecting Templates A few days ago, I decided … continue reading »
On May 23rd I celebrated the 10th anniversary of The Sales Playbook Podcast! I decided to share a few lessons I picked up along the way that I believe can help you too! Please right click here to download this episode or have a listen via the audio player below! Improving Your Prospecting Game During … continue reading »
When it comes to prospecting, I’ve always been a fan of diversified outreach, instead of; Just cold calls and email. In other words, in addition to cold calling and email; I think there should be things we do to complement (not replace) those efforts, Things like LinkedIn, text messages (where appropriate), creative approaches, warm intro, … continue reading »
I look forward to hearing from you!
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