I’ve never been a fan of “breakup” style emails, especially during the prospecting phase, and; Especially during the pandemic! Why? Several reasons; They limit your options. Why would you close the door and cut off the ability to contact them again? Sales cycles are taking much longer thanks to the pandemic. Patience grasshopper! And then there’s … continue reading »

According to a report from Leap Job, only about 2% of all the calls you’re making result in an appointment. So most people read about a report like that and they automatically put another nail in the cold call’s coffin. Instead, let’s explore WHY 98% of your cold calls are basically useless! This way, you can … continue reading »

Do you think that to a decision maker, most salespeople sound the same? Do you think our emails look the same? How about our cold calls? That’s because most sales messaging centers around one flavor, and one flavor only; “I WANT TO SELL YOU SOMETHING” And right now, buyers are a tad sensitive to an … continue reading »

8 months of selling during the pandemic and sadly, many sales reps HAVEN’T modified their prospecting approach. Here’s what you need to know; There are 5 things that comprise your prospecting cadence and EVERY one of these has to be redone during the pandemic! The question mark next to each component is your reminder to … continue reading »

Here’s the bad news . . . Prospect responsiveness is DOWN a staggering 40% since the onset of Covid-19 (according to LinkedIn’s State Of Social Selling Report). Prospect responsiveness was never that great to begin with and then a pandemic comes along and, well you know the rest. We can read about (and experience) these things all day … continue reading »

As we make our way through the fourth and final quarter of 2020, there’s going to be a huge push to get EVERY drop of business, in the bank, BEFORE year end! Our focus in the months ahead will become closing deals and there’s nothing wrong with that, right? THINK AGAIN!!! Many sales reps take a bullet in the … continue reading »

During a virtual training event last week, a sales manager asked a really blunt question. Before I tell you what it was, you need to know something about this sales leader. She is easily THE most caring manager I’ve ever worked with. Her team not only loves her but would march into the depths of … continue reading »

Whenever you write a blog post that mentions “One of the most important things for sales reps to be thinking about right now”, you open yourself up for people saying things like “Shouldn’t sales reps be thinking about how to best serve their clients?” So let’s all agree that figuring out the best ways to … continue reading »

Many of you have emailed me asking for tips on how to reduce the probability of prospect “no shows” during Covid-19. One thing you can do is to start using the calendar invite you’ve been sending differently. Within the calendar invite is the “event details” section. You can either put a traditional agenda in this section, or … 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. Decision makers … continue reading »