by | Jul 3, 2025 | Calls, Objections, Outreach
Your prospect is always busy. You are always interrupting them any time you make an unscheduled or cold call. Whatever the prospect was doing before you called is what they chose to do, and therefore deemed most important. So yes, you are interrupting them. Because of...
by | Jun 20, 2025 | Calls, Outreach, Pipeline
Calls with prospects and clients that occur early in the buying process can be tricky to manage. There is no defined path or working plan yet, and often times the rules and dynamics of the relationship are still being sorted out. It is important to have a plan going...
by | Jun 6, 2025 | Calls, Objections, Outreach
“Nobody picks up the phone anymore”, “You can’t reach clients on the phone”, “The phone call is dead”. Psht…give me a break. People say this because they don’t want to pick up the phone. They are scared. I’m not saying that as a put down, I am scared too. I have been...
by | May 20, 2025 | Email, Outreach, The Buyer's Mind
I have spent that past couple of posts talking about email, and specifically cold email. Although the likelihood of success with truly cold email is decreasing due to ESP server filters, and oversaturation of inboxes, email is still a highly valuable tool, and can be...
by | May 8, 2025 | Email, Outreach, Pipeline
The goal of a cold email is not to sell. The goal of a cold email is to inspire introspection.The goal of that introspection is interaction.The goal of that interaction is to start a conversation.The goal of a conversation is to find a problem.The goal of finding...
by | Apr 17, 2025 | Discovery, Outreach, Pipeline
Cold Emails and messages waste your time; not because there is anything wrong with them, but because you give into laziness. I know this, because I do it too, all the time. We don’t focus our energy and write a truly thoughtful emails because it is easier to just copy...
