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 | 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...
by | Feb 6, 2025 | Mindset, Objections, Outreach, Pipeline
Sellers must spend more time selling. This is not really a skill or a behavior per se, it is more of a mindset or a discipline. Our modern work culture is full of distractions and secondary demands of our time, but we know what drives sales, and it is up to us, as...
by | Feb 8, 2024 | Book of Business Management, Pipeline, Sales Learning
Many traditional sales managers will push the message that sales is a numbers game. While there is some truth to that, and even low skilled sellers can have some success if the numbers are high enough, the sentiment is detrimental to the development of sales...
by | Jan 24, 2024 | Outreach, Pipeline
There is no perfect cold email, or cold call script that will make everything magically fall into place. Sales takes routine and hard work, and a willingness to accept rejection. There are people out there who are incredibly disciplined and have trained themselves to...
