When we talk about “call bursts” in prospecting, we are referring to a predetermined number of consecutive calls we are going to make before setting the activity aside for a bit. So the “burst”, in this context, is really referring to the number of consecutive calls. From a productivity standpoint this is a fantastic approach, … continue reading »
Right about now, many of you are getting stir crazy being cooped up in the house, and; I’ve experienced it too! I put together a quick audio lesson for you where I share some of the things you can do to keep your sanity and have a little fun in the process! To download this … continue reading »
I don’t know about you, but there’s been some confusion as to who’s open and who’s not when it comes to many of the businesses out by me, and; I’ve also found that when you “Google” them, you can’t go by their hours of operation and “open” indicator. So what do you do? You keep … continue reading »
In what ways have you modified your prospecting cadence to be appropriate for the Covid-19 outbreak? Just to be clear, I’m asking you if you’ve modified the 5 components of your prospecting cadence, which include; Your Message The Vehicle (s) That You Use (Phone, Email, Snail Mail, Text, Drop In, Drop Off, Warm Intro From … continue reading »
I just got back from a trip to the grocery store and you know what I saw out there? A line that would blow your mind at the Starbucks I passed! When I told my daughter about it, she told me that she waited on one of those lines (at a different Starbucks) the other … continue reading »
One thing I tell my coaching clients is to; Always use what you’ve been given! For example; For some sales reps, the holidays suck because everyone is telling them to “call back after the holidays”. How can they use what they’ve been given here? The holidays give us an opportunity to change up our messaging. … continue reading »
Yesterday was nuts for me because something completely unexpected happened. I launched our How To Prospect In The Weeks Ahead course and the amount of enrollments were insane to say the least. Launch day is always a good day for me, but I’ve never seen anything like this. On one hand that’s good, and I’m … continue reading »
If you’ve been nurturing your LinkedIn network all along, NOW is a great time to reach out to get to know your network better. If you HAVEN’T been nurturing your LinkedIn network all along, NOW is a great time to reach out to get to know your network better. And contrary to public opinion; You … continue reading »
There are many of you who feel that prospecting, right now, is inappropriate. There are others who are going WAY over the top with their outreach. Guess what? There’s a middle of the road approach and I call it; “One Off/One One Messaging” And its so simple, you can start immediately! Here’s how it works. … 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 »
I look forward to hearing from you!
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