With restrictions beginning to loosen and business beginning to increase, businesses have resumed hiring and; That will create new roles for your prospects and clients. Many who were furloughed will return. Many who were in transition will find a new company to call home. Some will jump ship right now because the timing seems right. Others … 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 »

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 »

I have to admit that I’ve struggled with the idea of using text messaging as part of my prospecting cadence and; That’s exactly why I decided to explore it further! I’ve always said that we shouldn’t base our prospecting platforms on what WE prefer, it’s always about what the prospect prefers. Interestingly enough; Texting ISN’T just for … continue reading »

The sad reality is that many (actually too many) sales reps HAVEN’T modified their prospecting scripts, templates, and tactics. And when it comes to modifying, we’re not talking about something you might have done once during the pandemic; You MUST modify your scripts, templates, and tactics during EVERY phase of the pandemic if you want … continue reading »

I bet you if I were to tell you that it’s important to get your car tuned up periodically you’d give me an epic eye roll! No brainer, right? And yet, many of us fail to give our prospecting chops a much needed tune-up; At a time when the pandemic has presented mucho prospecting challenges! … continue reading »

When it comes to making cold calls, objections can shut us down mighty quick! There’s a simple, 3 step formula I teach my coaching clients and as important as the first 2 steps are; MOST reps miss the third step completely. The third step is; Redirect BACK To The “ASK” If you’re like me, your “ask” is … continue reading »

One of the many unfortunate challenges in sales right now is the hesitation of decision makers to want to meet and; If you’re fortunate enough to land a meeting, there’s a good chance they’re delaying a move forward with your solution. What can you do to speed this up, WITHOUT being insensitive? It starts with … continue reading »

I have something to report that is both disturbing and disappointing! Quite frankly, you might be offended by my delivery style today! Ever since the pandemic started I’ve been asking a question in every one of my discovery calls each week (Almost 500 since the pandemic began) I’ve also put it out to my LinkedIn … continue reading »

How do we reach decision makers who are now working remotely? How do we navigate that whole “There’s a spending freeze until AFTER the pandemic” thing? How do we stand out when decision makers are getting carpet bombed with messaging from sales reps? Whether you want to admit it or not, prospecting has changed dramatically … continue reading »