Category: Uncategorized

Success often goes to those who are willing to do the things others WON’T do; Like taking an honest look at the way you’ve been prospecting. When was the last time you really thought about; Your message? The vehicle you use to deliver that message? Space between attempts? Number of attempts? For how long you’ll … continue reading »

I have to admit that I’ve struggled with the idea of using text messaging as part of my prospecting cadence and; That’s exactly why I decided to explore it further! I’ve always said that we shouldn’t base our prospecting platforms on what WE prefer, its always about what the prospect prefers. First, and foremost, there’s … continue reading »

I put together a FREE resource for everyone and sent it out earlier today but; I’m thinking that I sent it out WAY TOO Early. I typically send my blog posts out at 9:45 am EST but today; It went out at 7:45 am EST. Not too many people clicked on it which is a … continue reading »

When was the last time you looked at ALL the components of your prospecting cadence from what you say, to; What forms of outreach you’ll use? How about how much space between attempts, how many overall attempts, and; For how long will you continue? In this week’s episode of The Sales Playbook Podcast we’re gonna … continue reading »

There’s nothing worse than losing an opportunity to a competitor who’s less qualified than you and your company! Before you write that statement off as a hypothetical; I’m here to tell you that it might be happening without you even knowing it. How? By your competitor “showing up” on your prospect’s radar more than you … continue reading »

There’s a really simple question you should ask BEFORE attempting any form of prospect outreach, but; I’m going to warn you that you might think this is something you heard before, and while that might be true; The way you’ve been answering it is only correct a fraction of the time! Ready? Ask yourself; What’s … continue reading »

Having trained over 25,000 sales reps worldwide; I’ve seen (and heard) all kinds of phone scripts ranging from show stopping incredible to; So awful the caller should have put everyone out of their misery by hanging up on them self! Want to know what constitutes an AWFUL phone script? It’s any script that leads with … continue reading »

I’m sure it wouldn’t shock you if I told you that many people in business, mentally check out on Fridays. That’s why YOU should utilize “Friday Specific Messaging” in your prospecting cadence! And what is “Friday Specific Messaging”? Messaging that addresses things that your prospects are either thinking about, and/or experiencing on Fridays. Some are … continue reading »

You owe it to yourself to pick a decision maker’s brain regarding the emails and phone calls they receive from sales reps. Seriously, you need to either speak with someone in your organization, or perhaps family, friends, or even your clients. It will enlighten the sh*t out of you! You’ll most likely come to the … continue reading »

I’ve noticed 3 very typical prospecting errors that; Completely undermine the rep’s efforts to set an appointment. The Frequency Of Contact Is Initially “Hot and Heavy” Then Nothing! I’ve been noticing an influx of mostly emails, a few times per week, for about 3 weeks. Then they go away; Never to be heard from again! … continue reading »