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How can you keep your deals moving forward WITHOUT high pressure tactics and being incredibly insensitive? We’re going to take a much deeper dive into the topic during our webinar TODAY and don’t worry if you can’t join us live because; I’ll even send you the webinar replay if you’d like! Here’s what you’ll gain … continue reading »

Heads up! If you’d like to gain access to 25 ways to keep your deals moving forward; Make sure you sign up for our webinar TOMORROW ASAP! Here’s what you’ll gain access to; 30 ways to find buyers with a much higher degree of urgency to do the deal NOW! How to get the right players … continue reading »

The Needs Analysis is no doubt, a critical step of the sales process. Execute properly and and you pave the way for a higher probability sale. Execute poorly and you disconnect! Here are several of the mistakes I see sales professionals make. I’ve included several tips on how you can ace your next discovery call. … continue reading »

How will you expedite your deals in the week’s to come? Now, more than ever, you’re going to need a plan to keep things moving forward; WITHOUT being insensitive to your prospect! This Thursday, we’re going to take a really deep dive into this topic and I hope you’ll join us! Have you signed up … continue reading »

So there you are competing for someone’s business, and then you find out that your competitor is badmouthing you. What do you do? You obviously DON’T want to stoop to that level, but you DO need to respond if your prospect shares it with you.I have a three step formula that I teach my coaching clients, today … continue reading »

Last week, I shared my thoughts on what sales teams need to be doing during the coronavirus outbreak. Here’s something else; Do everything you can to keep your deals moving forward! Sounds like common sense but; You have a new competitor that’s completely dominating the battle for mindshare and it’s the coronavirus! That means you should … continue reading »

I think its safe to say that we all just came off of a crazy weekend! And not the good kind that leaves us hungover on Monday! My guess is that you had more important things to deal with than listening to the podcast I sent out, so; I wanted to give you a gentle … continue reading »

The popular advice right now is to simply be kind, but; How can we, as sales professionals, be kind; WITHOUT shutting down our sales efforts? In this week’s episode of The Sales Playbook Podcast; We’re gonna go there! To download this episode please right click HERE. How To Expedite Your Deals! We’re going to be … continue reading »

I see lots of posts on social media telling us we need to be more human during these troubling times and quite frankly; I agree, but; One thing I have zero patience for are all these posts telling sales reps that its ethically and morally wrong to sell at a time like this. BULLSHIT! Try … continue reading »

The problem with many sales reps is that they quickly blend in by saying and doing the same things as everyone else! Then they act surprised when a deal takes longer to close and when; Prospects tell them “No thanks” or worse yet; Go silent on them and stop returning calls. Here are two ways, … continue reading »