I’m sure it wouldn’t shock you if I told you that many people in business, mentally check out on Fridays, right? 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 … continue reading »

I’ve been referring to Covid-19 and the shut down of the economy as a “sucker punch” because we never saw it coming, but; What would you do if a second shut down were to happen? The other day, I offered 3 questions sales reps should have the answers to in order to navigate a second … continue reading »

I was having a virtual cigar with a friend of mine who lives in Florida a few weeks ago. The whole thing started with him texting me a picture of a beer and a cigar at his favorite cigar lounge, but then the conversation got serious. He told me that even though they had just … 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 »

My friend Michael Conti has a really cool thing he does every month and it’s called; “4 On The Fourth” Here’s what he does; Every month, on or around the fourth, he has a conference call with 4 people from his LinkedIn network. It’s a great way to introduce people who should know each other, … continue reading »

Here are 14 “summer specific” selling tips to help you LEVERAGE the summer selling season. There’s even a FREE PDF version of these tips that you can download by clicking HERE. Enjoy! Coordinating Schedules Can Be Difficult Over The Summer (Especially With Multiple Stakeholders) Here’s a FREE app you can use that makes it super … continue reading »

Here are a few of the things your peers have been doing to stand out with their selling efforts this summer; They Utilize “Summer Specific” Messaging One of my coaching clients sells security software and uses the subject line “Hackers never take a vacation”, Many of my printing clients create free guides, webinars, etc designed to help marketers get … continue reading »

There are certain times of year where people mentally check out! We experience this at Christmas where people milk what should really be about a week, into a 6 week mental sabbatical. We’re about to experience it again, (at least here in the US) starting right about now, and continuing right thru Labor Day. Welcome … continue reading »

The first thing I did when the world went to sh*t a few months ago 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 »

It’s amazing what happens to otherwise hardworking people once they approach a holiday. Take the Fourth of July holiday as an example. It isn’t until Saturday, and; Many a sales rep will have already “mentally checked out” by Wednesday. Next week too because its a big vacation week. They tell themselves stories about how its … continue reading »