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 tip actually involves networking. Ready? Step up your LinkedIn … continue reading »

The big question right now is this; “What should my sales messaging look like during the pandemic?” I mean, we want to kind. We want to be sensitive. We want to help! So what can we say that’s appropriate and; As a bonus, actually help us stand out during a time like this? SEND A … continue reading »

One of THE biggest mistakes that many reps made once the pandemic hit was failing to change up their prospecting approach. In this FREE sales lesson, we talk about how YOU can change up your messaging in a way that; Resonates with decision makers during the pandemic. Right click here to download this episode or … continue reading »

When it comes to phone objections, we focus way too much on the symptoms and NOT the cause. The symptoms being the actual objections and the cause, well that’s what I want to talk to you about today. There are many things that increase the probability of a phone objection, here’s a partial list to … continue reading »

If there’s one thing I’ve seriously over preached on this blog, it’s the importance of using “evidence” during the sales cycle. We use “evidence” to reduce and even eliminate; Doubt Fear Hesitation Skepticism Objections And thanks to Covid-19; Our deals are being stalled and in some cases, lost, because of; Doubt Fear Hesitation Skepticism Objections … continue reading »

Prospecting during Covid-19 certainly has it’s 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 »

You call a potential client hoping to set an appointment and then it happens; They tell you they’re not interested or any variation of “Thanks, but no thanks”. Do you politely exit the call? Do you try to make another go at it and if so; How many “No’s” should we entertain before we politely … continue reading »

To say that the pandemic beat the hell out of many a sales rep, would be a severe understatement! There is a silver lining though, and no, I’m not one of those over the top, positive to the point of delusional types. The silver lining is in the LESSON that we take from it. To … continue reading »

“What should I say in a cold email right now?” “How can I get the attention of a decision maker who never answers the phone?” “What are some appropriate prospecting tactics my team can use during Covid-19?” “Where can I get my hands on some appropriate email and phone templates that show sensitivity to all … 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 »