This question cost me a $125,000 sale

I once asked a question that cost me a $125,000 sale. This is actually a true story, but not the takeaway I hope you get from this blog post. Like most enterprise deals this had been an exercise in patience. After 3 months we were finally able to check all the sales qualification boxes: Do they admit they have a …

An effective cold call script you can learn in 45 seconds

I recently downloaded a cold call script that was 5 pages long. The were all sorts of psychological tricks like “pattern interrupts” aimed at persuading people to schedule a meeting. It was complicated. Difficult to master. And felt “icky”. Cold calling doesn’t need to be so complicated or slimy. And you don’t need to read a 120 page book on …

Don’t ever ask this question again

May 2014. I was in the market for a tool that would help the sales team 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 …

This 3 minute conversation led to a $45,000

Setting up a booth at a conference, handing out swag and scanning business cards is easy; scheduling demos with strangers that turn into revenue is hard. As a VP of Sales and a self-proclaimed sales junkie, I love attending sales conferences. Sure, the speakers are interesting, but I learn even more by observing HOW vendors sell. I often play guinea …

Do This One Thing and You’ll Persuade More People

I was recently in the market for a CRM so I signed up for a 30 day trial.  After kicking the tires for a few weeks I received a call from “Mike”.  Here’s Mike: “Hi Josh, this is Mike with ACME CRM.  How are you doing today?” Me: “Great Mike.  How are you?” Mike: “Doing well Josh. The reason I’m calling is to see if …

Pricing Page: How to nudge people into selecting your higher-priced option

I recently spent some time on growthhacker.tv listening to experts on startup growth reveal their secrets. (Very original and thought provoking content btw.)  You get to listen to 3 episodes for free before being prompted with the sign up page below. Typically pricing pages have two options.  You can either choose the less expensive option with less features or the more expensive option with more features. Sometimes this …

How to Diffuse “Can you give me a better price?”

“Good news.  We’re in!  But I need you to give me a better price.  What can you do?” Look, I get it.  You’re anxious.  You’ve been working this deal for 3 months.  You can taste the sale.  You just want to ask your VP for a 10% discount and close it. But offering a discount can actually work against you and your …

A Non-Salesy Technique to Start a Conversation With Your Dream Customers

Love this tactic from Robert Graham that starts a conversation by offering something of value rather than asking for 15 minutes on someone’s calendar (which can feel a bit sales-y and common).  His outreach feels genuine, friendly and human. I was so inspired by Robert’s approach that I wrote a cold call script and email template for my friends at Skill Scout. An Example: Cold Call Script for Skill Scout Open …

How To Reach Your Prospects By Leveraging a Shared Audience

The Big Idea Identify podcasts that have an audience similar to your target audience. Identify 2-3 topics you can speak about that would help their audience kick more ass. Use the email template below to reach out. Follow up 4 times with rebump.cc Rinse and repeat Example: Email Template Subject: Your interview with Jeremy Reeves Hi Matt, I’m a big fan …