Do you send emails to your prospects that get no response at times? There are four very common mistakes that most people are making when it comes to sending a prospecting email. By avoiding these very common issues you can dramatically increase the open and response rate of your prospecting emails.
Jack Dorsey, co-founder of Twitter and Square Reader, believes that every product developed must fit into a user narrative. A user narrative is a story of that particular user. What does he do day-to-day? What does he care about? What are his challenges? By developing a product with this user narrative in mind, Dorsey ensures […]
We have all been told by the old school sales trainers (and our old bosses!) that we need to pitch our product or service to prospects with enthusiasm and passion. There was a time when this was great advice; however, that time is long gone. Sales people have been pitching with enthusiasm to prospects for […]
Oh the dreaded discount. I cannot tell you the number of sales people that tell me how they MUST discount in order to make sales. “If I don’t offer a discount, they will run to the competition.” This kind of thinking is not only incorrect, it’s also costing your organization thousands, if not millions, in […]
Did Tiger Woods teach himself how to golf? Of course not. He received lessons from the experts at a very young age and developed a perfect swing. However, if you go to a typical country club, you will meet many self-taught golfers. These people often play with huge deficiencies in their swing (usually compensating for […]
As a sales keynote speaker, I often ask audiences, “What keeps you up at night when it comes to sales?” So often, sales people are losing sales because they never get to the heart of the challenge that the prospect is facing. Most sales interactions involve only a very surface-level conversation about how and where […]