Having listened to thousands of cold call recordings, I know this video will bring a ton of value to a lot of salespeople doing outbound. In the first few seconds of a cold call your prospect needs to reach a point of relevant clarity and to get them there isn’t complicated. What you need to do, is provide just enough criteria for them to form a mental image and then associate that image with something they’re familiar with. In this video, I show you exactly how to do that and I share some call recordings so you can see it first-hand.
WHY COLD CALLING ISN'T DEAD
Hey everyone, this week’s win for outbound sales reps is about perception and how to use it as a powerful tool when cold calling. In this brief video, you’re going to see why cold calling isn’t dead and in fact, how it’s a much bigger opportunity for outbound reps than you might think.
HOW TO EFFECTIVELY COMMUNICATE VALUE
Hey Everyone, this week's win for outbound sales reps is about a powerful way to communicate value to prospects. We unpack something called biasing statements and why it’s so critical to avoid using them.
CHUNKING TO CRUSH LARGE OBJECTIVES
Hey Everyone, this week’s win for outbound sales reps is a brief video about a workflow practice called chunking and how to use it to crush your quarterly objectives and consistently be that person who ends up so far away from everyone else.
THE POWER OF SILENCE IN SALES DISCUSSIONS
Hey everyone, this week’s win for outbound sales reps is about a powerful tool that goes drastically underutilized, the strategic use of silence. In this brief video, we dive into ways that you can use silence in your prospect discussions to maintain dominance and steer the direction of the conversation.
INFLUENCING PROSPECTS WITH TONALITY
Hey everyone, this weeks win for outbound sales reps is about two techniques that you can use when speaking with prospects on the phone. The spoken word represents the minority portion of communication. Most of it's body language tonality and what's called inflection points. In this brief video we’re going to unpack two ways that you can use tonality like an instrument to effectively influence prospects.
HOW TO FLOW THROUGH A COLD CALL
Hey everyone, this weeks win for outbound sales reps is about a technique that you can apply to make your cold calls flow. More specifically, we’re going to unpack how you can use this technique to transition from one part of the call to the next, in a way that doesn’t sound forced, awkward or mechanical.
DO THIS ON EVERY COLD CALL
Hey everyone, this weeks win for outbound sales reps is about relevant clarity and more specifically, how to achieve relevant clarity in the first few seconds of a cold call to quiet your prospects mind and position the rest of your approach.
THE BIGGEST MISTAKE SALES REPS MAKE
This weeks win for outbound sales reps is about one of the biggest mistakes I see reps make when prospecting and how to avoid it.
GUIDING PROSPECTS TO YOUR DESIRED OUTCOME
This weeks win for outbound sales reps is about a technique you can use on calls and in emails to guide prospects to your desired outcome.
LEADING PROSPECTS TO OPEN COLD EMAIL
This weeks win for outbound sales reps is about increasing email open rates based on how the subconscious mind influences prospects to take action on things. This brief video shares a strategy and approach that you can put into action today to get results.
3 Mistakes Entrepreneurs Make When Prospecting
Prospecting is a top challenge for many entrepreneurs especially those without sales experience.
As entrepreneurs, prospecting is required to take our business from point A to point B. This includes everything from raising capital to securing strategic partnerships and getting your first set of customers.
To bolster your results with prospecting here are few tips about what to watch out for;
3 Things Wildly Successful Entrepreneurs Have In Their Business That The Strugglers Do Not
I’m sure you’ve noticed that entrepreneurs and early stage companies in pretty much any arena fall into one of two categories.
First are the “Grinders,” These are companies that get to market slowly, hope to expand over time but remain vulnerable having less than a handful of clients representing the majority of their revenue.
Second are the Rainmakers - These are companies that appear to just crush it right out of the gates. They disrupt their market and quickly reach growth-stage, attracting acquirers and institutional investors along the way.
What is it that makes Rainmakers spring into the market like this, disrupt and gain share while Grinders just sputter along or even sputter out? Here’s a few observations that may be useful to consider for your business;
The Most Impactful Rejection I ever Received
As entrepreneurs we’ve all experienced plenty of rejection. When I think about the most impactful rejection I ever received, I can vividly remember my first investor meeting. I was 20 years old, palms sweaty and pitching an online rebate idea that I came up with.
Half way thru my pitch I noticed the investor beginning to wonder off into his own thoughts. He formed this sort of smile grin thing while continuing to stare right through me. I continued through my presentation until I began to feel like my whole vision was amusing to this man!
What he said at that moment would take me another 10-years to fully un-pack. He said;
If you’ve been relying on automated email campaigns to generate prospects for your B2B company, then you’re probably going to have to stop.
This month the GDPR takes affect and for many B2B companies, this will impact sales prospecting.
The good news is that there are still highly effective methods for prospecting that aren’t impacted by the new regulation. The bad news is that many Sales Development Reps (SDR’s) will need to sharpen or even learn a different set of skills.
Here’s two observations to consider;