Do You Listen?

Let’s see . . . Do you avoid looking down at your iPhone? Or your Apple watch when it buzzes? Do you turn off what you want to say next and just pay attention? Do you wait for your turn to talk or do you cut people off? Are you curious? Do you remain interested when you find the other …

You Don’t Sell a Product

You don’t sell a product. You don’t sell a service. You’re not selling a solution. Or an app. Or a SaaS subscription. Here’s the only thing you’re selling regardless of what you sell: You’re selling the ability for your prospects to do something better. Here are examples of better: iPhone flash: Take the best pictures of your kids at night. …

What Do Your Customers Want to Become?

Watch this: Yes, they are selling a knife. But what they’re really selling is an identify. If you’re a Gerber knife person, you’re somebody who loves adventure. Who gets into trouble. Who makes things happen. Who’s strong. They are selling you on this idea that you can be be this kind of person. What do your customers want? Who do …

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 …