Category: Sales

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Are your dreams big enough to scare you, even a little? Recently I was in Atlanta a few days before Outbound begins. Outbound, if you’re not familiar, is a conference I get to put on with a few of my friends. It’s big–we&#82 ...
There’s really no need to stress out over prospecting. Prospecting can be very, very natural, if you understand what you’re doing. However, for the vast majority of people, prospecting is one of the things they stress out over immen ...
Who are the friends you’re hanging out with? Remember when your mom told you as a kid, “Be careful who you hang out with at school.” I used to get so angry at my mom for telling me who to hang out with and who not to.  And ...
No one on either end of the phone line enjoys a cold call. It doesn’t have to feel cold, and there are steps you can take to use the phone more successfully.  Put yourself in the prospect’s shoes.  Under what circumstances would you want ...
How many times have you found yourself totally out of control with way too many things to work on? It’s been a hard lesson for me to learn again, and again, and again. How many things are we attempting to do at one time? via GIPHYWe ...
I don’t want you falling into the trap of bad prospecting emails. You know what I’m talking about, you’ve received plenty of them. This is the final installment in this Email Prospecting blog series. Did you miss one? Find the ...
­It’s amazing how quickly things have returned to normal. It’s as if the past never occurred. What does that tell us? We are coming out of the pandemic now. Well, we’re still in a pandemic, but clearly here in the United Sta ...
Email is absolutely one of the important pieces of prospecting.  Of course, it’s an easy way to “reach” people. But achieving engagement and eventually closing sales is much more complex than just sending a message. Before moving forward with a ...
­Two cups of coffee, one unexpected, but I sure learned a lot. What did I learn from two cups of coffee in twenty minutes? Let me set the scene for you. I was meeting a friend for coffee. I bought my coffee and  sat at the table and thought, ...
People want to buy from those they know, like, and trust. Likewise, your emails are much more likely to be successful if your prospect views you as a partner, and not a vendor. How can I achieve that through the simple medium of email? Let’s exp ...
12343620 / 360 POSTS