Right now, your prospects and clients; Have doubts Are hesitating Are skeptical and; You’re probably experiencing MORE objections than you did before the pandemic! If you’ve been reading my blog and/or listening to my podcast, you know that I love to talk about using evidence to reduce/eliminate doubt, hesitation, skepticism, and objections. But there’s one … continue reading »

As sales professionals, we face all kinds of objections and stalls on a regular basis, but one of them takes the prize; “We’re going to hold off until after the pandemic!” On the surface, this is a no win situation. If you tap out and comply every time you hear this, you’re gonna have skinny … continue reading »

With every week that passes during Covid-19 there are; New challenges and new opportunities, but; How Can We Continually Adapt So We Actually Stay Ahead At A Time When So Many Are Falling Behind? I truly believe that there are things, right now, that you absolutely MUST think about, discuss, and IMPLEMENT in order to … continue reading »

Prospects judge us! Not once; Not twice . . . Always! They judge us more during troubling times! Why? Several reasons! For starters, some of them have more time on their hands and they are visiting their social networks more frequently. Hopefully, they see things that underscore how you ideally want to be perceived. Or … continue reading »

There are 3 questions that EVERY sales rep needs to be able to answer at this phase of the pandemic. In this week’s episode of The Sales Playbook Podcast I share what these questions are, and; Offer examples of how your peers have been answering them! Right click here to download this episode or scroll down … continue reading »

The first thing I did when the world went to sh*t a few months back was rethink my ENTIRE prospecting cadence, particularly; My messaging What vehicles I would use to deliver those messages to my prospects. How often I would reach out, Etc. I was able to put together, and test, a different approach that … continue reading »

To say that the pandemic beat the hell out of many a sales rep, would be a severe understatement! There is a silver lining though, and no, I’m not one of those over the top, positive to the point of delusional types. The silver lining is in the LESSON that we take from it. To … continue reading »

“What should I say in a cold email right now?” “How can I get the attention of a decision maker who never answers the phone?” “What are some appropriate prospecting tactics my team can use during Covid-19?” “Where can I get my hands on some appropriate email and phone templates that show sensitivity to all … continue reading »

One of the many unfortunate challenges in sales right now is the hesitation of decision makers to want to meet and; If you’re fortunate enough to land a meeting, there’s a good chance they’re delaying a move forward with your solution. What can you do to speed this up, WITHOUT being insensitive? It starts with … continue reading »

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. When I shared these awful numbers the other day, I messed up! I should … continue reading »