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For those of you who didn’t get the memo; The tried and true things we did while prospecting a few weeks ago need to be retooled during Covid-19! In this week’s episode of The Sales Playbook Podcast we take a look at 5 areas of your prospecting cadence that should be modified in the weeks … continue reading »

If you haven’t signed up for our Prospecting Course, NOW would be a good time. It launches this Tuesday and is designed to help you adapt to Covid-19. Better hurry, otherwise here’s what you’re about to miss; Session I: 7 Approaches To Prospecting That Are Incredibly Relevant Right Now. Where the “money” is right now … continue reading »

Want a different way to open a cold call during Covid-19? I came across an interesting approach from the folks at LeadIQ. I’ve modified it slightly but; It goes something like this; “Hey Tony, it’s Patrick calling from LeadIQ, how are things on yet another crazy/confusing day haha?” Tony, will tell you how it is … continue reading »

When it comes to phone objections, we focus way too much on the symptoms and NOT the cause. The symptoms being the actual objections and the cause, well that’s what I want to talk to you about today. There are many things that increase the probability of a phone objection, here’s a partial list to … continue reading »

Prospecting hasn’t gotten any easier for us these past few weeks. You have decision makers (who were already distracted) completely consumed with trying to survive another day. You have other decision makers getting sh*tty (and rightly so) because of the insensitivy of the sales rep cold calling them. Then you have all these “thought leaders” … continue reading »

The brain is a funny thing in that it; Keeps us away from the things that make us uncomfortable; You know, like prospecting during a pandemic. So it redirects your focus over to other things like; Updating your CRM, completing those TPS Reports, and other administrative tasks. It tells you that you should be spending … continue reading »

You don’t need me to remind you that things are tough out there right now for us sales folk; That’s why you need to take out a really important insurance policy right now; An accountability partner? Why? Because you need someone (other than your boss) to hold you accountable! Whenever I chat with someone considering … continue reading »

A few days back I announced a special, online resource to help you prospect during Covid-19. I loaded it with extras like templates and call scripts and; I even put a special, 1 price trains your whole team price on that mother! So if you have 5 reps, 50 reps, 5,000 sales reps; You can … continue reading »

On Sunday evening I sent out a FREE audio sales lesson that’s incredibly timely considering everything we’re going through trying to prospect right now. Did you invest the time to listen to it? If you didn’t, here it is again. 100 PROSPECTING TIPS AND TACTICS Going to be sharing over 100 prospecting tips and tactics … continue reading »

The big LinkedIn sound bite seems to be for sales reps to “be kind” and simply call offering offering help and compassion. First of all, we always should have been compassionate and helpful, but; I think too many sales reps are doing more harm than good if that “kindness”, “compassion”, and “helpful” doesn’t include some … continue reading »