Question: What typically happens after we connect with someone on LinkedIn? Answer: Absolutely NOTHING! Seriously, NOTHING! Everyone sort of exercises their “right to remain silent”! A typical LinkedIn flight plan goes something like this; Send an invite or get sent an invite The invite is accepted Dead air More dead air followed by; NOTHING! The easy thing … continue reading »
For the last 16 years, I’ve had various decision making roles and I can tell you, without hesitation, that I never knew (and still don’t know) where my next great idea is going to come from. I can also tell you, without hesitation, that I’m smart enough to know that I’m not smart enough to … continue reading »
The first thing I did when the world went to sh*t a few months ago 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 »
You know that place on an email where you have your auto signature? It’s actually FREE advertising space and I’m guessing that you aren’t taking advantage of it! Oh and it can help you facilitate a REALLY SOFT CALL TO ACTION which will help you to avoid coming across as insensitive during a pandemic! Here’s … continue reading »
There are many people who feel that it’s insensitive to try and sell right now and while I couldn’t disagree more; They are entitled to their opinion, until; They decide to take it out on the sales rep who contacts them! That, to me, is the real definition of insensitivity; Giving someone who’s simply trying … continue reading »
“What should I say in a cold email right now?” “How can I get the attention of a decision maker who never answers the phone?” “What are some appropriate prospecting tactics my team can use during Covid-19?” “Where can I get my hands on some appropriate email and phone templates that are sensitive to all … continue reading »
I believe we’d all agree that one of the most important elements of an effective cold email is the call to action? Traditionally, an email call to action consists of things like; “Click here for more information” “Click here to book an appointment” (I’ve never been a fan of this one). “Reply to this email” … continue reading »
File this one under “Things we should have been doing all along” but; Now, more than ever, you need to position your solution in ways that can; Help your prospect/client generate revenue that they desperately need right now. Save money, that they can allocate to critical areas of their enterprise. Save time that can be … continue reading »
For those of you who didn’t get the memo; The tried and true things we did while prospecting a few months ago; Need to be retooled during Covid-19! And let’s be honest . . . Prospecting hasn’t gotten any easier for us lately! You have decision makers (who were already distracted) completely consumed with trying … continue reading »
I hesitated writing this today because I was afraid that this would come off as some “I told you so” sermon; t That truly isn’t my intention, so here goes; For years, I’ve talked about the importance of building a network, BEFORE you need it. In a blink of an eye, the world changed overnight, … continue reading »
I look forward to hearing from you!
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