Objections are a given when cold calling.
There are two types of objections you receive:
- Brush-offs. These are just ways to get you off the phone. They come almost immediately. “I’m in the middle of something…” “I’m running into a meeting…” “Not interested…” “send me an email…” and other phrases ...
My daughter is going to hate this post because I’m about to teach you how to use AI to write better. She thinks we should learn to write better on our own. She has a point. But I’m going to teach you anyway. (Sorry, Amber.)
As Seth Godin points out, AI is like an intern—it works hard, brings fresh ...
There’s a moment in every complex sale when you’re reviewing the numbers—whether it’s a business case or a pricing calculator—with a potential customer.
It’s easy to get nervous about the numbers and subconsciously avoid discussing them in detail.Â
You might default to a close-ended question like,...
In this episode of the Graphic Sales Stories* podcast, Peter and I explore the ups and downs, and downs, of cold calling. What drove the meaning and lessons behind the comic, "The Joy of Cold Calling" and why despite it all you should keep dialing. We also share quite a few tragic stories of our yea...
After 19 years in tech startups and scale-ups, I transitioned into consulting. Over the past 9 years of working with fast-growing companies, I’ve noticed some consistent obstacles that continuously trip up leaders.
If you’re leading a fast-growing startup, scale-up, or even a mid-market company fac...
When your boss is overly focused on the small details of your work, it can feel overwhelming. But understanding whether they are micromanaging or simply lacking confidence in you is key to resolving the issue. Here’s what to consider:
If your boss is paying too much attention to the details of your...
When a prospect tells you, "I'm not the right person," how do you respond?
Most reps ask, "Who is?" But on a cold call, credibility is everything—and you might not have earned enough for them to share a name yet.
Here's a better approach: Research the account beforehand and identify potential cont...
I was a bit nervous — though excited — to be on Andy Paul's Win Rate podcast. Andy's a deep thinker and Mark Cox and Bridget L. Gleason are heavy hitters in the world of selling.Â
I met Andy Paul many years ago when Lori Richardson recommended I have Andy speak at the Providence Chapter of AA-ISP (...
In this video learn how to upload a transcript of your meeting to your favorite AI and have it generate:
- A meeting notes document to a template that details problems, impacts, MEDDICC and next steps.
- A recap email for your buyer. Bonus: Pull direct quotes from your customer stating the impacts t...
Most industries have their own acronyms and terminology. And the bigger the company, the more likely they have their own distinct set, too.
It can be overwhelming at first but it's essential to learn so you can relate. It's part of your SalesEQ.
Here's how to learn these terms quickly:
1. Ask ChatG...
Discovery calls need to focus on two main outcomes:
- Determine if the buyer has problems you can potentially solve.
- Understand the impacts or consequences of these problems being solved or not solved.
It's crucial that both you and the buyer understand these issues clearly. This requires the b...
In a series of posts I'm going to show ways you can use AI to enhance your SalesEQ.
If you're new to using AI in your sales motion, I hope you'll be simply blown away by how it can truly enhance the human-to-human aspect of your selling emotional intelligence.
Each post will focus on a specific ta...
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