In this week’s Mindset Monday, we focus on the concept of “Know Your Value.” This refers to not forgetting that you have value to offer when you are selling and performing prospecting. Easy to Get Down This is important and helpful because selling can be tough, especially if you are performing cold outreach and [...]
Will AI replace salespeople? Many different types of jobs will get impacted by AI, but I personally believe AI won’t replace salespeople. Here are three factors I am basing this prediction on: Connection Obligation Irritation In this blog post and video, I will go into each of those and explain what I mean and how [...]
I see a lot of cold outreach mistakes from salespeople who call and email me every day. And almost all of these salespeople make the same four mistakes. Not only are these mistakes negatively impacting sales results, but they are also likely making the job of selling more difficult. The good news is that these [...]
It can be tough to be organized and prepared when cold calling. Cold calls are brief, fast-paced, and you never really know where the conversation will go, as there's a lot to discuss. But in this video and blog post, I share a method that solves all of that and makes you sharp and prepared, [...]
When you’re cold calling into different industries, it can be difficult to have any level of industry expertise. When your prospect list spans dozens of different industries, there simply isn’t enough time in the day to become an expert in each one. That makes it almost impossible to gain deep, meaningful knowledge of any of [...]
In this video, I’m going to share a simple process you can use for how to sell anything to anyone. And the great thing is that this process works with any product or service. To demonstrate this, I’ll use one of the most popular sales role-play exercises: “Sell me this pen.” The “Sell Me This [...]
One of the most common questions salespeople ask is: Cold Call or Cold Email First? The short answer: It’s best to start with email. In fact, you should send a sequence of emails — this helps educate prospects on who you are, how you help, and why they should spend time talking with you. Done [...]
If you want to take your cold calling to the next level, one of the most powerful tools you can add to your approach is storytelling. Now, that might sound intimidating — like you need to become a master communicator or a novelist. But in reality, storytelling in sales just means sharing examples of how [...]
In this video, we review a call recording that appears to be an example of AI cold calling. The salesperson is promoting VoIP phone systems, and the way she responds sounds very much like an AI-driven interaction—somewhat robotic, lacking polish, and oddly generic. What’s particularly interesting is whether the salesperson is AI or a real [...]
When cold calling, your first 15 seconds can make or break the entire conversation. In this video and blog post, we break down cold call opening lines that work, specifically, a 3-step formula you can use to reduce resistance, lower objections, and immediately improve your results. But before we show you what works, let’s start [...]