Prospecting hasn’t gotten any easier for us these past few weeks. You have decision makers (who were already distracted) completely consumed with trying to survive another day. You have other decision makers getting sh*tty (and rightly so) because of the insensitivy of the sales rep cold calling them. Then you have all these “thought leaders” … continue reading »

I’ve always felt that the best way to deal with a phone objection is to avoid getting one in the first place. How does one do that, especially during a pandemic? Here’s a quick overview of why you’ve been encountering phone objections lately, and forgive me, but the world being in crisis isn’t the only … continue reading »

We’re living in a world with WAY too much noise! Think I’m kidding? Your email will be one of 121 emails (on average) the recipient will engage in per day. So what do you do when you get a shitton of emails? You do a really quick “at a glance” once over! One of the … continue reading »

I’m really worried! I’m worried because it’s now, what, 18 months into this pandemic, and too many of you simply HAVEN’T Modified Your Sales Approach. Some of you continue to take a “wait and see” attitude and yet, we’re 18 months in! Some of you won’t invest time and in some instances, money, to get better at your … continue reading »

Just out of curiosity, with all that’s going on in the world right now, do you think people are a tad more; Doubtful Skeptical Hesitant And even more likely to cling to the status quo while embracing a “wait and see” attitude? And that’s why you need to use social proof! What is social proof? … continue reading »

Here are a few of the things your peers will be doing to stand out with their selling efforts this summer; They’ll 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 and webinars designed to help marketers get … continue reading »

Here are 14 “summer specific” selling tips to help you LEVERAGE the summer selling season. 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 simple! You propose a few meeting times and the app gets consensus from the group WITHOUT … continue reading »

With the average open rate for sales emails at 21%, the subject line is clearly our first line of defense. I have 2 resources for you today to help. First I have a list of 200 phrases that will get you sent to the spam folder. I’ll also share how you can get my list … continue reading »

When is the best day and time to send a B2B sales email? There are actually 2 answers to this and they are; NEVER and it depends! The answer is NEVER if your preview text doesn’t grab the recipient. The preview text (aka Preheader Text) is the tiny bit of text that appears in your … continue reading »

One of the fastest ways to get disregarded and deleted is to continually send salesy emails to your prospects. It’s also a great way to land in someone’s spam folder! In this week’s episode of The Sales Playbook Podcast, we’re going to discuss how you can get away from salesy and embrace a more meaningful … continue reading »