Once again, a good gesture on my part, is forcing me to do something I really don’t want to do. Unfortunately, I’m going to be sunseting my Covid-19 prospecting resource in the next few days. Not as a marketing stunt or to screw over lots of people who really need to download it; Because there’s … continue reading »

On May 23rd I celebrated the 10th anniversary of The Sales Playbook Podcast! I decided to share a few lessons I picked up along the way that I believe can help you too! Please right click here to download this episode or have a listen via the audio player below! Improving Your Prospecting Game During … continue reading »

When it comes to prospecting, I’ve always been a fan of diversified outreach, instead of; Just cold calls and email. In other words, in addition to cold calling and email; I think there should be things we do to complement (not replace) those efforts, Things like LinkedIn, text messages (where appropriate), creative approaches, warm intro, … continue reading »

Question: What typically happens after we connect with someone on LinkedIn? Answer: Absolutely NOTHING! Seriously, NOTHING! Everyone sort of exercises their “right to remain silent”! A typical LinkedIn flight plan goes something like this; Send an invite or get sent an invite The invite is accepted Dead air More dead air followed by; NOTHING! The easy thing … continue reading »

For the last 16 years, I’ve had various decision making roles and I can tell you, without hesitation, that I never knew (and still don’t know) where my next great idea is going to come from. I can also tell you, without hesitation, that I’m smart enough to know that I’m not smart enough to … 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 »

You know that place on an email where you have your auto signature? It’s actually FREE advertising space and I’m guessing that you aren’t taking advantage of it! Oh and it can help you facilitate a REALLY SOFT CALL TO ACTION which will help you to avoid coming across as insensitive during a pandemic! Here’s … continue reading »

There are many people who feel that it’s insensitive to try and sell right now and while I couldn’t disagree more; They are entitled to their opinion, until; They decide to take it out on the sales rep who contacts them! That, to me, is the real definition of insensitivity; Giving someone who’s simply trying … continue reading »

I believe we’d all agree that one of the most important elements of an effective cold email is the call to action? Traditionally, an email call to action consists of things like; “Click here for more information” “Click here to book an appointment” (I’ve never been a fan of this one). “Reply to this email” … continue reading »

File this one under “Things we should have been doing all along” but; Now, more than ever, you need to position your solution in ways that can; Help your prospect/client generate revenue that they desperately need right now. Save money, that they can allocate to critical areas of their enterprise. Save time that can be … continue reading »