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This is What a Crappy Sales Email Looks Like

This is the second in a three-part series: Using Emails to Get More Appointments. One of my clients asked me to review a sales email they were using with little success. This is the BEFORE email along with my annotated comments. – WANT ME TO WRITE A KILLER SALES EMAIL FOR YOU? CLICK HERE – Subject: Improving Business Automation (1) …

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Use Email to Get More Sales Appointments

Clients ask whether or not they should combine email with their phone prospecting. My response is always: YES…Effective Emails are a Powerful Tool to Get More Appointments. One of my clients asked me to review an email they were using with little success. The revised version doubled their open rate and increased the number of meetings they set by 33%. …

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3 Simple LinkedIn Hacks for Everyone in Sales

Most of us have figured out LinkedIn is a powerful tool for finding and engaging directly with our Ideal prospects. Hopefully, some of you are also using LinkedIn messages and InMails to introduce yourself to potential prospects. Even with lots of posts out there offering advice on the dozens of things you should or should’t do on LinkedIn I want …

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Time Management For Sales Professionals

This is a presentation I recently delivered for a client who paid me a bunch of money to train their sales team… I figured you might appreciate getting it for free. The worksheet referenced in the video can be downloaded HERE

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Success in Sales Requires the Right Mindset

In recent post, one of my favorite sales ‘gurus’ S. Anthony Iannarino stated (quite accurately) “Who you are matters more than what you do.” — In ‘The War of Art,’ Steven Pressfield shares this: “The place from which you are speaking matters more than the words you say.” — Mahann Khalsa of Franklin Covey fame says: “Intent counts more than …

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Close More Deals: Don’t Fall for “It’s Important”

In my work with clients I do a lot of deal coaching. This involves me working with the sales team to dissect opportunities in order to understand where we really are in the customer’s buying process (versus where we think we are.) More importantly, the goal of Deal Coaching is to develop a plan for us to advance the deal …

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The Social Media Tool Everyone Forgets to Use

I recently put up a handful of videos on cold calling techniques on YouTube. Not surprisingly, I got the usual round of folks who decry the use of cold calling at all and say it’s unprofessional, inefficient and a waste of time. I wanted to put that myth to bed once and for all. Click Here To Receive A Free …

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Start Every Sales Call with These Two Questions

Artful Discovery involves more than simply gathering requirements. Instead, Discovery should represent a collaborative process where we help expand our knowledge about the prospect’s Need, Buying Process, and Desired Results Click HERE To Download My Cold Calling Playbook Personally, I consider Discovery to be the most important part of the sales process because it establishes a context in which we …