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 »

Most sales reps will send an email without taking the time to do some basic research. That basic research can make the difference between a well targeted, relevant email; And one that has zero value or relevance. But does it make sense to research before emailing? Somehow the immortal words of that internet lady come … continue reading »

So there you are cold calling away. Somewhere between the voicemails, and the “Not interesteds”, are a handful of calls that actually went well but; Didn’t result in an appointment. What happens next? For most sales reps, it’s just an alarm set in their CRM to call back again. There’s something more immediate and impactful … continue reading »

Imagine consuming 100,000 words of content, each and every day! Now stop imagining it because; The average person consumes over 100,000 words (34 gigabytes) daily according to the University of California, San Diego (pronounced San Deaago if you’re an Anchorman fan) Here’s a visual to help you imagine what this looks like; Go to your … continue reading »

Prospecting during Covid-19 certainly has its challenges; Let’s talk about how you can modify your approach. There are 5 things that comprise your prospecting cadence and EVERY one of these has to be continually redone as we work our way through the pandemic! The question mark next to each component is your reminder to step … continue reading »

I had to revamp my entire prospecting cadence thanks to the pandemic. Things like; 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 would be appropriate for Covid-19. Almost a year … 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 »

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?” Let’s take those cold emails you’ve been sending; Have you changed the “flavor”? Have you … continue reading »

Do you remember that movie about Facebook called “The Social Network”? There was this scene depicting the early days of Facebook, where Mark Zuckerberg and Eduardo Saverin explain to Sean Parker, how they were getting so many people to sign up for Facebook. They would get universities on board within a geographical area and then reference … continue reading »

If there’s one thing we’ve heard over and over again since the start of the pandemic it’s; You have to adapt! In this week’s episode of The Sales Playbook Podcast, we’re going to discuss HOW you can adapt to this ever changing landscape! Right click here to download this episode or scroll down to listen via … continue reading »