How to Learned Something New By Listening

I posted on LinkedIn. The post prompted someone in my network to send me a message. He told me about a rep that was crushing it. I asked for an introduction. This small moment led to an hour long conversation. He talked about his desire to learn more and grow. I asked him how he learns and grows. “I reach …

Declaring War On Boring Cold Outreach

Every day I’m blown away by all the incredible writing in this world. Stranger Things on Netflix, Mo Gawdat’s book Solve for Happy, this promotional video from Guy Bauer. Seems like everywhere you look you can read, hear or see examples or captivating writing. Everywhere that is, except for most B2B cold outreach. Most cold outreach I receive is jargon-filled, …

Increasing Cold Email Response Rates with Jeff Molander

Here’s a chat with Jeff Molander, a sales trainer who helps salespeople generate more appointments by sparking conversations using cold email.  He’s the author of Spark Selling & Off the Hook Marketing.  Jeff’s also the Simon Cowell of email critiques, so if you’re not getting responses and have thick skin contact him. Jeff shares plenty of actionable tactics in this interview …

The world doesn’t owe you iTunes

A few weeks ago I overhead a customer losing her sh*t at the Genius Bar because she couldn’t sync her iPhone to iTunes. The customer service representative probed politely to understand her issue before offering up a solution. The solution required a factory reset which spun the customer into a tizzy because she’d have to download her running playlist from …

Humanizing Cold Outreach With Sara Colombo

I recently spoke with Sara Colombo the Director of Business Development for Jellyvision, about her outreach approach. (A whopping 90% of Jellyvision’s meetings are set using outbound tactics.) Sara shares plenty of actionable tactics in this interview including: How to put yourself in the shoes of your prospects. Getting into the right state of mind. The importance of sounding like a …

Don’t Take the Shot, Coach the Player

If you’re a sales leader you’ve been there. A salesperson approaches you and says: “Bob, we need to chat.  Remember that deal with ACME that I said was going to close this quarter?  Well now the customer is asking for an additional 10% off.  What should I do?” Your gut instinct might be to take the shot (save the day) …