I’ve hit my breaking point. After having the same email technique used on me twice in one day, and having three of those same emails forwarded my way, I had to write. You might know the one. It goes something like this: […]
Category: Email
Let Me Know
There are a lot of things that we put into our emails and calls that trigger them to be deleted or not responded to by the prospect. Some of the common issues are that the message is too general, there’s no real value in it for the client, they’re way too long, they’re all about […]
I’d Like to Introduce
Myself to You
I’m noticing more and more sales reps calling or sending emails to do nothing more than introduce themselves to prospects or clients and let the prospect know they are there to help answer any questions if they have any. I’m having a really hard time understanding why these people are in Sales and get paid […]
The Best Way to
Explain Your Value Prop
I see reps struggle with this all the time at every stage of the sale process. They struggle articulating or explaining their value when prospecting, demoing, presenting, handling objections, closing, all of it. A main reason for this challenge is based on how we’re typically trained to deliver our value prop or our “pitch.” As […]
Send Me Sales Information …
One of the biggest and most-used blow-off tactics of all time. The prospect might as well say, “Instead of being upfront and saving us both a lot of time by telling you I’m not interested, I feel like having some fun. I’m going to tell you to send me your sales information and then bet […]
Have you ever misread tone in an e-mail?
I understand why e-mail has taken over as the main form of communication and why many inside sales organizations sound more like touch-typing classes rather than a Boiler Rooms. Many execs don’t even have desk phones anymore and if they do they haven’t checked their voice mails in weeks. You can also take your time […]
I wish spellcheck worked on subject lines
Damn it! I really wanted this one. This was a client I’ve done work with in the past and was trying to re-engage with at a MUCH higher level. Long story short, I worked with their inside team about three years ago and maintained relationships with certain levels of management but was never able to […]
