Choose getting more meetings over better meetings because you’re too lazy to get the better ones? There’s a better way to do both.
Is the difference between sales and marketing automation confusing you? There’s a reason why and it’s ugly.
“Thanks but we already have a solution.” Should you stop when receiving such push-back? One of my students, Mark doesn’t stop.
Using storytelling as a conversation-starter? Why would prospects want to hear a story unless they were ready to consider change?
Most sales reps are turning to software vendors claiming email communication expertise. Yet The tips and advice are garbage.
There are serious dangers involved with using widely-distributed templates … as an individual but also organizationally.
Are you asking prospects to: answer questions leading to an outcome you want? Be persuaded by research to form a conclusion? Beware.
There’s no shortage of reasons why embedded video should work in cold sales email. Sadly, they amount to lazy fantasies of sellers.
Getting through to C-level decision-makers demands effective follow-up techniques, and today’s best performing sellers have them.
Nothing screams “I’m trying to persuade” you louder than trying too hard to establish credibility.
A customer asks you to quote a project. What if you, instead, politely declined the “cattle call” for proposal bids?
Ever notice how the argument against cold calling is actually against cold pitching? (a concept that has never worked in B2B.)
Trying to start conversations with potential clients using cold email or LinkedIn Inmail? Most sellers are.
I try to not speak in absolutes, but there are two flavors of cold emails you’re sending that do more harm than good.
You and your sales force are selling socially. You’re sharing valuable insights and racking up Social Selling Index points