Sending an Effective Follow-Up Email

Have you ever come back from presenting to a prospect and felt sure you’d won their business? You felt it in your bones—the account was yours. Then a few days go by, and you don’t hear from them. So you follow up.

follow-up emails

You’re certain that will do the trick. But then, crickets. You get completely ghosted. Where did things go wrong? And how can you make sure you get that callback?

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Prospecting by Phone: Don’t Believe These Myths

I’m hearing some wild rumors going around. Word on the street is that prospecting has changed, and we need to get with the times and ditch the phone. It seems I need to set the record straight.

People are making scores of excuses these days about why they can’t pick up a phone. They’re sending emails or messaging prospects on LinkedIn in the hopes that a truly brilliant message will get them a reply. That’s simply not how prospecting works. And I’ll tell you why.

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Getting the Most Out of Networking Events

Let me set the scene for you: You go to a great networking event. You leave the room feeling fired up. You met some great people, and you can’t wait to talk to them again.

Getting the Most from Networking Events

But then you go back to your office. Maybe you booked a meeting directly after the event, or maybe your day just gets away from you. And as you’re unloading your portfolio or taking off your jacket at the end of the day, you see those four business cards. What happens next is a tale we’re all familiar with.

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How to Run Effective Proposal Meetings

In the world of sales, there are few things more important to your success than being able to execute a proposal meeting effectively. The trouble is, there are a lot of ways to fall short of that goal.

Effective Proposal Meetings

If you’ve ever found yourself sitting in bumper-to-bumper traffic when you’re supposed to be at the client’s office in five minutes, or standing over a copier praying for it to stop making that grinding noise and spit out your papers already, you’re doing it wrong. Thankfully, there’s an easy fix.

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Creating a Foolproof Prospecting Schedule

I’m gonna be honest with you: A lot of salespeople are bad at prospecting. If that statement stung a little or hit too close to home, I’d like to say I’m sorry. But I’m not.

Foolproof Prospecting Schedule

Every day that you choose not to prospect, you’re delaying your future income. There, I said it. If you aren’t putting in the effort to create and implement an organized prospecting schedule, you are losing. This is non-negotiable.

Here’s the good news, however: creating a schedule is quick and easy. Let’s get down to it.

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Why You Should Be Writing Every Single Day

Since as far back as I can remember, I have been in love with writing. It’s one of my favorite methods of expression. But I have encountered so many people throughout my career for whom writing is practically a punishment.

You Should Be Writing Every Single Day

Here’s the thing: Being capable of generating strong written communication makes you more employable. Regardless of your industry or field, you should be working every day to improve and nurture your writing skills. And it’s a lot easier to do than you might imagine.

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