In this week’s Mindset Monday, we discuss how to decrease the fear of cold calling. Regardless of your level of sales experience, we can all feel fear when it is time to pick up the phone. The bad news is that this anxiety or dread will always be there to some degree. And the good [...]
The tactic for today is to sell like a detective when working in B2B sales. Which probably does not make sense because when you think of a detective, you probably don’t think of selling being something that a detective does. A detective will typically start with a description of a person who committed a crime. [...]
Welcome to the Intro to SMART Selling module of The SMART Sales System. This is a full sales methodology that is very focused on providing clarity for what to do and say when prospecting, performing cold outreach, and meeting with prospects and potential customers. This series of videos aligns with the book titled The SMART [...]
In our previous Mindset Monday sessions, we talked about “Know Your Value” and “You Have What It Takes.” In today’s session, we are going to provide you with tools to help you keep those positive thoughts at the front of your mind. Why Those Thoughts Can Be Easy to Forget The reason tools can [...]
In today’s Tactic Tuesday, we are going to talk about how to get conversations centered around the prospect’s pain when B2B cold calling. Which might sound easy, but executing that can be tricky, and we will provide very clear tactics for how to do this in today’s session. Talk About the Prospect’s Pain I [...]
In this week’s Tactic Tuesday, we are going to discuss six things we recommend you stop saying in your B2B cold email messages. These recommendations are small, easy-to-implement changes that could lead to an immediate improvement in how your prospects receive your cold emails (and DMs). I Offer You a Different Perspective I am [...]
When we met last week, we talked about how sales can be difficult because you are guaranteed to face a lot of objections and rejection. And this can lead to a more negative mindset by questioning if people need what you sell, if your product is good enough to sell, or if you a cut [...]
In this video and blog post, we discuss how to create a winning sales pitch. When you’re talking to a prospect, you only have a small window to grab their attention. It might be a couple of minutes on a phone call, the first few lines of an email, or the opening of a presentation. [...]
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 [...]