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Super challenging time of year when it comes to prospecting so what do many of you do about it; You write off the week of Thanksgiving as an “administrative” week. You update your CRM, get “caught up”, but; What if there was a better way? In this week’s episode of The Sales Playbook Podcast, I share 5 alternatives that will make a BIG difference for you!

Super challenging time of year when it comes to prospecting so what do many of you do about it; You write off the week of Thanksgiving as an “administrative” week. You update your CRM, get “caught up”, but; What if there was a better way? In this week’s episode of The Sales Playbook Podcast, I share 5 alternatives that will make a BIG difference for you!

There’s a huge emphasis this time of year on closing business and getting every last drop of business “in the bank” before year end; The challenge with that is while it's important NOW, it keeps you from getting in front of the new opportunities you need to create NOW in order to begin 2021 STRONGER! While we obviously need to focus on both; How the heck can you do that? In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!

So here we are heading full speed into our year end sprint; During a year when each of us has been sucker punched due to the pandemic. In this week’s episode of The Sales Playbook Podcast, we discuss 4 things you should be doing at this point to help take better control of your results!

Right now, your prospects and clients; Have doubts Are hesitating Are skeptical and; You’re probably experiencing MORE objections than you did before the pandemic! If you’ve been reading my blog and/or listening to my podcast, you know that I love to talk about using evidence to reduce/eliminate doubt, hesitation, skepticism, and objections. But there’s one form of evidence your competitors probably haven’t thought to leverage, and; In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!

There is a tactic EVERY sales rep should be using at this stage of the pandemic that isn’t shady, sleazy, or salesy, in fact; EVERYONE can truly win if you use it properly. In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!

There’s one part of the sales cycle that sales reps underestimate big time. In this week’s episode of The Sales Playbook Podcast I’m going to share what it is, why I feel this way about it, and most of all; What you can do about it!

There are 3 questions that EVERY sales rep needs to be able to answer at this phase of the pandemic. In this week’s episode of The Sales Playbook Podcast I share what these questions are, and; Offer examples of how your peers have been answering them!

There’s a really simple thing that you should be doing heading into year end that I’m willing to bet you’re familiar with, but; Not doing! It’s something that can make an all caps HUGE difference in how you approach the fourth and final quarter of 2020, and; How you can end the year strong while positioning yourself to begin 2021 stronger! In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!

Under normal circumstances, the fourth quarter means a strong push for sales reps, and this year; It means we have to maximize EVERY opportunity to make up for lost time due to the pandemic. In this week’s episode of The Sales Playbook Podcast, we discuss several ways for you to pick up the pace!

How do we improve our prospecting skills WITHOUT having to find THE big answer and; As a bonus, WITHOUT having to spend a crazy amount of time? We go there in this week’s episode of The Sales Playbook Podcast.

Needless to say, it’s been a difficult year on the prospecting front for many a sales rep, so; We really can’t afford to embrace tactics that do more harm than good. On this week’s episode of The Sales Playbook Podcast I’m going to share 4 prospecting tactics you should avoid, and; Offer better alternatives.

I really believe that many decision makers are predisposed to get us off their phone quickly when we cold call. Many of them are also predisposed NOT to respond to our sales emails and LinkedIn outreach. Kind of sucks, no? In this week’s episode of the Sales Playbook Podcast, we’re going to talk about what you can do about it!

There’s a really simple prospecting formula that I’ve taught my clients for years. It’s designed to help you keep up your appearances when the world has you moving in a thousand directions. I decided to modify the formula for the pandemic and I share all during this week’s episode of The Sales Playbook Podcast.

One of THE biggest mistakes that many reps made once the pandemic hit was failing to change up their prospecting approach. In this week’s episode of The Sales Playbook Podcast we talk about how YOU can change up your messaging in a way that; Resonates with decision makers during the pandemic.

There are 3 conversations that sales reps need to be mindful of and;   Quite frankly, they WILL make or break your results.   Think I’m bluffing?   Then I triple dog dare ya to give this week’s episode of The Sales Playbook Podcast a quick listen!    

This pandemic has hurt a lot of sales reps this year!   In this week’s episode of The Sales Playbook Podcast, we discuss 3 ways you can get your sales back on track. Resources mentioned in this podcast; FREE worksheet FREE checklist How To Jump-Start Your Sales During Challenging Times How To Prospect During Covid-19

I offer FREE worksheet during this quick sales tip!   I triple dog dare ya to download and complete the exercise!

The first shut down was a bit of a “sucker punch”, but; What if it were to happen again? In this week’s episode of The Sales Playbook Podcast, we discuss the “deposits” you’ll need to make in order to weather another storm!