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) …

Here’s a cold call I received and a suggestion on how to improve it

I was in the market for a tool that would help increase call volume and turn more conversations with prospects into meetings. A quick Google search led me to a vendor who had lots of content aimed at making me smarter about my problem and the options for solving it. So I submitted my contact details in exchange for an e-book. 20 minutes later …

How Jessica Watts, Jellyvision’s VP of Sales Attracts and Retains Top Performing BDRs

I recently spoke with Jessica Watts, the VP of Sales for Jellyvision, about how she attracts and retains top performing BDRs. Jessica shares plenty of actionable tactics in this interview including: A non-traditional hiring technique to identify best fit candidates The one critical skill that predicts BDR success (and how to test for it) How to build teams that keep Millennials happy …

What Posting a Job on Thumbtack Taught Me About Value Based Pricing

I wanted to record my live sales workshop so I posted a project on Thumbtack. Within a few hours I received 8 bids. Some were low, others high. But most came in at $500. Here’s what most of the bids looked like: I was curious to know why most of the bids were the same. The only question providers asked …