The big question right now is this; “What should my sales messaging look like during the pandemic?” I mean, we want to kind. We want to be sensitive. We want to help! So what can we say that’s appropriate and; As a bonus, actually help us stand out during a time like this? SEND A … continue reading »

Every week since the start of the pandemic, I’ve asked sales reps a two-part question. I have to tell you, their answers really DON’T sit well with me! I’m going to share the questions and answers with you, but; I want YOU to think about how you would answer these questions and; If your answer … 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 »

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 »

There’s obviously a lot of uncertainty right now with the pandemic, and; That means that you’re going to have more decision makers delaying everything from a simple “meet and greet” to discovery calls, and ultimately the decision to move forward with your solution. What can you do to EXPEDITE the sales cycle during a pandemic? … continue reading »

Here’s a shocker; Decision makers are hesitant right now, thanks to the pandemic, but; What can YOU do about that? Well, hopefully by now, you have some success stories of how you helped other companies during the pandemic, no? Start sharing those stories in your cold outreach, during your demos and followup, in the content … continue reading »

There are 3 conversations that sales reps need to be mindful of and; Quite frankly, they WILL make or break your results. Think I’m bluffing? Then I triple dog dare ya to give this week’s episode of The Sales Playbook Podcast a quick listen! To download this episode, please right click HERE or you can simply … continue reading »

There are lots of things competing for your prospect’s attention under normal circumstances let alone during a global pandemic! That’s why repetition is key and; You need to premeditate when and where you will reinforce key points you want them to understand. Some ideas for you to ponder; What are some compelling reasons why a … continue reading »

This pandemic has hurt a lot of sales reps this year! In this week’s episode of The Sales Playbook Podcast, we discuss 3 ways you can get your sales back on track. To download this episode, please right click HERE or you can simply listen to it via the audio player below. You can also; … continue reading »