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 …

How to Persuade Prospects to “Lean Forward” Using Cold Email

Most cold emails I receive include a call to action that sounds something like this: “Josh, let’s schedule a 30 minute call so I can share these ideas with you.  What day next week works best for you?” The problem?   Asking for someone’s time is a pretty big ask.  Especially if it’s the first date.  So here are a few cold …

cold calling

How to Get Your Heart Rate Below 75 bpm When Cold Calling

Few things get the heart racing more than cold calling.  Here are 6 ideas you can try to slow your heart rate below 75 bpm when dialing. Idea #1: Detach From “Getting” If you have a getting mentally such as “I need this call to result in a meeting” you’re going to have a soul crushing experience cold calling.  Why?  Because your prospects will “smell” your intent …

How to Qualify Without Interrogating

Asking too many qualifying questions can sometimes make your potential customers feel like they’re being interrogated. Here’s some phraseology you can use to qualify without questioning (hat tip to Stan Billue): John, tell me about your two top priorities this year. John, let’s say we’re chatting 6 months from now.   Share with me what you’d like your candidate experience to look like. John, fill me in on what you’re doing today. John, bring me …