If I were to tell you that sales cycles are now longer thanks to Covid-19, you’d probably say “Duh”, and rightly so, but; The conversation could get interesting if I were to ask you; “But what are you doing about it?” In this week’s episode of The Sales Playbook Podcast, we’re gonna go there! Right … continue reading »

Some of you have been writing me to share situations where a client was trying to take advantage of the pandemic and; Demand much lower prices/extended payment terms in a “take it or leave it” fashion! What’s you’re plan for a situation like this? Do you comply? Do you hold your ground? Do you offer … continue reading »

How do we take BETTER control of our deals without being controlling or manipulative? How do we stay in touch with our prospects WITHOUT showing signs of “commission breath”? How do we expedite our deals without being pushy or coming across as insensitive during Covid-19? These are all questions that you should be discussing, regularly, … continue reading »

You’ve worked hard to get in front of your deals and then a Pandemic comes along and grinds everything to a halt! And that really sucks because you already had competitors and internal stakeholders whispering in your contact’s ear (both ears if they have two), and now you have a new wave of Covid-19 related … continue reading »

For those of you who didn’t get the memo; The tried and true things we did while prospecting a few weeks ago need to be retooled during Covid-19! In this week’s episode of The Sales Playbook Podcast we take a look at 5 areas of your prospecting cadence that should be modified in the weeks … continue reading »

You don’t need me to remind you that things are tough out there right now for us sales folk; That’s why you need to take out a really important insurance policy right now; An accountability partner? Why? Because you need someone (other than your boss) to hold you accountable! Whenever I chat with someone considering … continue reading »

The big LinkedIn sound bite seems to be for sales reps to “be kind” and simply call offering offering help and compassion. First of all, we always should have been compassionate and helpful, but; I think too many sales reps are doing more harm than good if that “kindness”, “compassion”, and “helpful” doesn’t include some … continue reading »

Right about now, many of you are getting stir crazy being cooped up in the house, and; I’ve experienced it too! I put together a quick audio lesson for you where I share some of the things you can do to keep your sanity and have a little fun in the process! To download this … continue reading »

One thing I tell my coaching clients is to; Always use what you’ve been given! For example; For some sales reps, the holidays suck because everyone is telling them to “call back after the holidays”. How can they use what they’ve been given here? The holidays give us an opportunity to change up our messaging. … continue reading »

If you’ve been nurturing your LinkedIn network all along, NOW is a great time to reach out to get to know your network better. If you HAVEN’T been nurturing your LinkedIn network all along, NOW is a great time to reach out to get to know your network better. And contrary to public opinion; You … continue reading »