How can we get more buyer testimonials?

September 22, 2019

92% of buyers ask for social proof before they buy. Here’s a simple, friction free way to get a steady stream of testimonials for your B2B product…

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Are you differentiating your sales message?

September 22, 2019

Ten BDRs (all competitors) call the same CEO with nearly identical pitches. One day, the CEO picks up his phone…

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How should I ask for a sales meeting by email?

September 13, 2019

Sending cold emails with “call to action” questions like… “What does your schedule look like next week?” Or…

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What is loss aversion selling?

September 5, 2019

We all hate to lose. Whether it’s losing a game, an argument, or our money. We’re more upset about losing $20 than we are happy finding $20…

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What’s one of the worst social selling mistakes?

September 4, 2019

If you’re social selling today… And want to….Connect for the first time with your prospect…

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What’s wrong with saying the purpose of my call?

August 28, 2019

Cold calling phrases like… “The purpose of my call…” “The reason I’m calling ..””I’m interrupting you because…” (joke)

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Avoid these cliche sales scripts

How do I motivate myself to hit the phones?

August 27, 2019

Procrastinating making sales calls? Understandable. It’s not easy! Somedays you’re down. Somedays you’re burnt…

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Motivate yourself to cold call

How can I get prospects to open my emails?

August 26, 2019

A seller’s email subject line… “Are you available to meet today at 11?” (8 words) Is 50% less likely to be opened than…

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Email open sales tips

How do I engage my audience after I present?

August 23, 2019

If you must ask for questions at the end of your presentation, don’t ask… “Do you have questions?” Instead ask… “What are your questions?” Try it. There’s a difference. You’ll see. Command engagement, don’t ask for it.

Engage prospects with this question

What’s wrong with saying “just following up” in sales?

August 22, 2019

Slay these stale selling words: Just checking in. Just touching base Just circling back . Just following up…

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Stop saying just checking in with prospects

What’s the best way to ask a prospect for a demo?

August 21, 2019

Three ways a sales rep can ask their prospect for a demo: 1.) Would you like to see a demo tomorrow? 2.) Would you like to see..

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Prospecting for a sales demo tip

What percentage of my market is buying right now?

August 20, 2019

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At any given moment.. in any given sales territory… 3% of the market is buying, 40% are almost ready to buy, and 56% aren’t ready…

What do I say when my prospect asks for a discount?

August 19, 2019

Try this: Pause for 3 seconds, and say… “Price isn’t fair, huh?” (Ask it slowly, politely, and calmly) They’ll either say… “No it’s not.” And give…

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discount sales objection

What is one trick I can use to communicate better with prospects?

August 18, 2019

25% of salespeople majored in business.The second most popular major? The college of life. 17% never attended college.

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A trick to communicate with prospects

How can I sleep better and sell more?

August 17, 2019

Three easy sleep hacks to help you crush it every day. 1. ) Sleep with a room temperature of 18 to 21 degrees Celsius. (65-69F).

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three sleeping hacks for sales people

How do I get my prospect’s attention and have them not forget my pitch?

August 17, 2019

Being redundant, repetitive, and saying the same thing twice is hypnotic in selling. That’s because…

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Staying top of mind with sales prospects

Should I text my sales prospects?

August 11, 2019

Texting is a killer tactic to add into your sales cadence. Here’s why: 20% of prospects open emails let alone respond.

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How to text to sell

How do I get my prospect’s attention? (here’s how)

August 6, 2019

The moment you say THIS in a voice message…”Hi Jake, it’s David from ABC Software. The purpose of my call is to blah, blah…

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Fastest way to contact your sales prospect

How should I respond if my prospect asks me to send them some information?

August 5, 2019

When a prospect says.. “send me some information” I never respond with…“Just so I don’t waste your time, what exactly…

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The ask for information sales close

Cold Calls or Cold Emails?

August 5, 2019

It’s been said the phone out-converts email by 8.21% to 0.3%. This means if you make 50 calls you’ll reach 4 people…

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email or phone in selling

Should I build a personal selling brand?

August 4, 2019

47% of jobs are about to disappear. What to do? Aim camera at face. Shoot. Upload. Be raw. Be authentic.

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Is the sales resume dead

How can I get in front of a decision maker fast?

August 3, 2019

Here’s the single best secret to getting in front of a hard to reach decision maker in 1/10 the time. 4 Words… Send Them A….

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Send a sales prospect a book

What do you think of the ‘alternate of choice’ appointment setting close?

August 2, 2019

Raise your hand if you’ve heard this appointment setting close…”Mr. Prospect. Would next Tuesday at 4:00 work for you…

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Stop using this sales closing tactic

Will a Preventative Product Sell As Well As a Curative Product?

August 2, 2019

Prevention is lousy sales pitch. Here’s why… Prospects will throw money at you if you can cure their business problem…

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Sell cures not prevention

How Do I Stay Top Of Mind After Presenting To My Prospect?

July 26, 2019

One hour after you present, your prospect will forget 50% of what you said. In 24 hours 70%. In 1 week 90%. How to stay relevant?

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how to nurture prospects naturally

How Do I Write a Sales Email That Sounds Natural?

July 17, 2019

When emailing prospects I kill intellectual words. Instead I use emotional words. Here’s the difference:

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Write like a seller not a scholar

How Can I Tweak My Mindset For Cold Calling?

July 16, 2019

Here’s how: When making cold calls, my goal is to get “no’s” not “yes’s.” That’s right. It’s foolish to worry about what I cannot control…

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In cold calling no's beat yes's

Is the Sales Resume Dead On Arrival?

July 13, 2019

47% of jobs are about to disappear. What to do? Build a portable, personal brand. 3 simple steps:

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Personal branding or resume

July 12, 2019

If you’re emotionally “shaken” each time a prospect tells you to take them off your list, and it takes you over 5 minutes to recover, remember this… Learn to be indifferent to what makes no difference.

Rejection free selling

How Should I Structure My Selling Day?

July 11, 2019

How do I engage prospects? One call at a time. How do I book meetings? One invite at a time. How do I close deals? One offer at a time.

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Structuring your sales day

What’s One Of The Most Hypnotic Selling Words?

July 10, 2019

The word BECAUSE is a hypnotic word in selling. Here’s why: Let’s say your prospect asks… “”How much is your software implementation fee?”

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The word because in sales

How Do I Book A Meeting With A Busy Prospect?

July 9, 2019

Busy prospects are far less attached to future time than present time. Here’s what I mean:

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How to get a demo with a buyer

How do I withstand the setbacks and drudgery of sales?

July 8, 2019

If you sell for a living, each day you will… interrupt prospects who are seldom pleased to take your call…

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Here's how NOT to fail in sales

What’s the difference between asking and inviting?

July 6, 2019

Ever think about how much we “ask” when we’re doing outbound sales calls? The problem with asking too soon is it creates sales friction…

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think about how much you ask versus invite when cold calling

What is salesmanship?

July 4, 2019

Salesmanship is not a job. You’re hired to close, not to show up, suck up, or go through the motions. Accept the latter and you’ll be soon shown the door.

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What things can I control as a sales rep?

July 2, 2019

In sales there are some things I can control. How I prepare. How I respond. How I follow up. How hard I work. Even still…

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Whats in your control as a sales rep

How do I get out of my sales slump?

June 24, 2019

If you study salesmanship you will avoid all boredom with your job. You will not long for weekends because you are sick of weekdays…

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study salesmanship

Is Kawhi Leonard stoic?

June 22, 2019

“I’m a guy who tries not to get too high or too low. I worked hard and it just worked out.” – Kawhi Leonard

stoic NBA player Kawhi Leonard

How can I stay positive while doing unpleasant sales tasks?

June 21, 2019

Even though I’m not in love with the idea of selling for a living, I still try to do my job well. This is because there’s a huge difference between…

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Doing the tough stuff in sales means staying positive

What’s the most efficient way to build sales pipeline?

June 19, 2019

Be so busy building your sales pipeline today that peoples’ gossip, complaining, and drama is of no concern.

Increase sales pipe this way

How do I bounce back from a bad sales call?

June 18, 2019

There’s no such thing as as a “good” or “bad” sales call. Those are just labels “us” sales reps put on our results. What matters is…

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Rebounding from tough sales calls

How do I defeat call reluctance?

June 17, 2019

How can sales reps defeat call reluctance? Simple… Don’t be reluctant. I follow the 5 second rule from Mel Robbins.

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How do I keep motivated to prospect?

June 15, 2019

When I wake up in the morning I tell myself: The strangers I call on today will ignore me, challenge me, or tell me to…

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Why do I find myself talking too much during a sales call?

June 14, 2019

If I’m selling a product that’s mediocre and I don’t believe in it… then I’m going to talk to my prospect in circles.

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Let your customer talk himself into the sale

How is cold calling a stoic trait?

June 7, 2019

Cold calling is a form of practical stoicism. It means teaching your brain to be biochemically comfortable in a state of unpredictability.

How can I add value to prospects?

June 5, 2019

In sales, interruption isn’t valued, but usefulness is. Here’s what I mean….

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Do I make more money selling front end or back end products?

June 4, 2019

It’s 15X harder to make your first sale to someone than it is to make your second sale to them. This means…

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Sell the back end not the front end

What are the two mostly costly words in professional selling?

June 2, 2019

Two of the most costly words in professional selling are “I forgot”. I forgot to…

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I forgot kills sales

How can I become more effective at prospecting?

June 1, 2019

I’ll use a metaphor to answer this question. The job of a sales rep and a baseball player are the same. Both professions come down to two skills: For players it’s…

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how to send customized emails to sales prospects

Why is a “no” good on the last day of the quarter?

May 27, 2019

On the last day of your quarter… in the 11th hour… getting a “no” from your prospect is better than an “unknown”… Because at least now you can breath.

prospect says no end of quarter

What do I do when my prospect goes dark?

May 27, 2019

Whenever my prospect goes dark… I send a one sentence email that says… “Maxine. Have you parked…

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How to get a prospect to respond

How can we close deals before the quarter ends?

May 26, 2019

In B2B selling… Building rapport… Creating value… And handling objections… Are all cute, little tricks. Truth is…

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Develop sales project management skills to succeed

How do I create more up-sell opportunities?

May 25, 2019

There are sales reps I’ve bought from… who, the only time I hear from… is when it’s renewal time. Or…

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Create up-sells by calling customers monthly

How can I write persuasively to prospects?

March 21, 2019

As a sales rep my words matter. In fact, they’re ALL that matter. When I type scripts, emails, texts, presentations and proposals, the words I choose…

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write better sales copy to prospects

How do I stop worrying about deals when I’m home?

May 21, 2019

If you’re the kind of sales rep who, tonight at 8pm, is stressed about your pipeline, or having to make calls tomorrow, that’s not good and it needs to be fixed. And I’m not suggesting booze as the remedy.  Read the Serenity Prayer.

Don't take your sale job worries home

Sales strategy or execution – Which is more important?

March 20, 2019

Crafting sales strategy and tactics is fun. Executing them sucks. Nobody likes grind it out grunt work. Especially sales managers. Fact is…

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Which is more important? Sales strategy or execution

Should I sell with stats or stories?

May 19, 2019

Forget impressing sales prospects with statistics. Truth is: 5% remember stats, 63% remember stories Got a stat to share? Keep it to 1. Make it memorable. But don’t forget your story… Here are 5 things your sales story needs:

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How to sell with stories

What’s the best predictor of sales success?

May 19, 2019

The #1 predictor of sales success is NOT your product or your offer… It’s finding that thirsty crowd!

Find your thirsty crowd in sales

Do I need to constantly be prospecting on LinkedIn?

May 17, 2019

86% of prospects use LinkedIn as one of the key deciding factors to choose who to work with. As a sales rep…

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Prospect on LInkedIn and earn more

How can I get better at listening to my prospects?

May 17, 2019

Scramble the letters in the word LISTEN and it also spells the word SILENT. 69% of buyers say…

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Listen better to sell better