I hesitated writing this today because I was afraid that this would come off as some “I told you so” sermon; t That truly isn’t my intention, so here goes; For years, I’ve talked about the importance of building a network, BEFORE you need it. In a blink of an eye, the world changed overnight, … continue reading »

2 months ago, everyone’s business changed, and that brings us to a question that I believe could change your results in the weeks, months, and even years to come. Have YOU taken a hard look at the skills you will need going forward, and; Determine if you need to improve upon those skills in order … continue reading »

Important Reminder . . . Today, at 11:30 am EST I’ll be sharing Covid-19 specific prospecting tips, phone scripts, and email templates. Specifically; 10 Ways To Add Value. The big advice right now is to “be kind” and “add value” but how do you do that while trying to get in front of MORE opportunities? I’m … continue reading »

The big question right now is; What should my sales messaging look like during the pandemic? I believe there are two extremes many of you have embraced, and quite frankly they BOTH leave much to be desired! One extreme is to go all salesy and proceed the way you did BEFORE the proverbial sh*t hit … continue reading »

I think it’s safe to say that by now, your prospect is sick of all the work from home tips, “we’re all in this together” and “in these uncertain times” messages, but; That doesn’t mean that you can’t pick up a phone or send an email with something that’s compelling and relevant to the prospect; … continue reading »

I bet your prospect is bored out of their skull right now! And why wouldn’t they be! I mean, here we are, almost 2 months into this brave new world of working from home, and many of them miss staring at something other than the 4 walls in their home office! Then your average sales … continue reading »

Here’s THE best cold calling tip in my arsenal; Before I tell you what it is, I want to ask you a question; Would you have been so quick to check out this blog post if I called it “My best networking tip”? Probably not but there’s no trickery afoot here. My best cold calling … continue reading »

I think Columbus from the movie Zombieland was spot on when he presented us with “Rule #32 Enjoy The Little Things”. Believe it or not, it’s become sort of a mantra for my family and I during the pandemic. And little things really do matter when you’re stuck in the house! Here are a few … continue reading »

After almost 2 months of working from home, I think it’s safe to say that we miss the human to human interaction we once had, more specifically; Those little conversations we’d all have on the Starbucks line, in the elevator, or how about with our coworkers in the break room? How about those conversations we … continue reading »

Little by little, U.S. businesses are starting to reopen and; Even though there is still a ways to go before certain businesses, in certain regions, can reopen; It’s started and that means that you absolutely need to change your prospecting cadence. How? For starters, those of you who felt it was inappropriate to prospect during … continue reading »