The Sales Playbook Podcast: Recent Episodes
Paul Castain
I was going through a rough patch with my business recently, and I wasn't getting the results that I wanted, and then;
I remembered something a multi-millionaire taught me years ago that helped me turn things around, and;
NOBODY ever talks about this!
Ready for a different approach to prospecting?
In this week's episode of The Sales Playbook Podcast, we're gonna challenge the way you've been taught to prospect.
Did you ever have someone ask you a rude/intrusive question?
Here's how you handle it and more importantly;
Regain control of the discussion.
In this week's episode of The Sales Playbook Podcast, I take you through an all caps POWERFUL tactic to use when you discover competitors competing for that account you're trying to land.
Nobody EVER discusses what to do when you lose a deal;
Until now that is!
On this week's episode of The Sales Playbook Podcast, we're gonna go there!
There's a powerful phrase that EVERY sales professional needs to leverage during the sales cycle.
It's super easy to deploy and so obvious that you're practically tripping over it!
I share it during this week's episode of The Sales Playbook Podcast.
We've been testing a really cool email tactic that increases both responses and;
The quality of the responses.
Think I'm kidding?
Then I dare ya to check out this week's episode of The Sales Playbook Podcast.
I've been getting a lot more work completed lately and I owe it all to a really cool productivity hack that costs nothing to do, and;
It's actually quite fun!
Think I'm bluffing?
Then I triple dog dare ya to give this week's episode of The Sales Playbook Podcast a listen!
There's a really simple thing you can do that will catapult you ahead of 95% of your sales peers.
We'll go there on this week's episode of The Sales Playbook Podcast.
Download a FREE copy of my How To Hire A Sales Coach guide by clicking HERE.
There are 2 mistakes that most people make when it comes to professional development, and;
It's right in front of them!
On this week's episode of The Sales Playbook Podcast, we're gonna go there!
This week's episode is brought to you by my one-on-one sales coaching program. Please click here for details.
Don't even think about crafting your 2025 goals without considering the one thing most people forget to include with their goals.
I've included several examples and 3 questions you should ask yourself BEFORE the new year starts!
Think I'm bluffing?
Then I triple dog dare ya to give this week's episode of The Sales Playbook Podcast a listen!
You can learn a really cool sales tactic from the Allstate commercials and it goes totally undetected.
Oh, and it's not only effective;
It needs to become an essential part of your prospecting efforts!
IMPORTANT IMPORTANT IMPORTANT
This episode is time sensitive because there's a FREEBIE at the end of the podcast that disappears tomorrow, December 2nd, at 5:00 pm EST.
There's something that I saw during the pandemic.
I see it again, at least twice a year, and;
I've seen it as an overall "vibe" when it comes to the ever-changing landscape of sales, and;
It's taking money out of your pocket if it goes unchecked!
In this week's episode of The Sales Playbook Podcast;
We're gonna go there!
To download my free guide How To Host A Sales Kickoff That Kicks Ass, please click HERE.
For more information about my availability and fees for your upcoming Sales Kickoff meeting or onsite training, email me paul@yoursalesplaybook.com
One of the biggest (if not THE biggest) destroyer of dreams is procrastination!
On this week's episode of The Sales Playbook Podcast, we're gonna go there, and;
I have an amazingly simple way to conquer it!
Resources shared in this episode;
Click HERE to download our FREE guide: How To Host A Sales Kickoff That Kicks Ass.
To learn more about our 2025 sales program, click HERE.
This time of year things can be a tad hectic with all the stuff on our plates, but;
How can you get things done WITHOUT that feeling of overwhelm?
In this week's episode of The Sales Playbook Podcast, we're gonna go there!
Click HERE to download a copy of my FREE How To Hire A Sales Coach guide.
In this week's episode of The Sales Playbook Podcast, I share some important lessons I learned when I completely screwed up my goals!
You won't want to miss this episode because I hold nothing back!
For your information, our new 2025 sales program has launched, and the good news is that you can start it today!
Click HERE to check it out!
In this week's episode of The Sales Playbook Podcast, we're going to talk about 3 things you MUST ask your clients for as we start Q4, because;
If you do, you have 3 secret weapons to help your results!
For information on how you can book me to speak at your upcoming sales kick-off meeting click HeRe!
In this week's episode of The Sales Playbook Podcast, we're going to discuss a HUGE mistake many of you are about to make as you enter Q4.
Sadly, many sales professionals made the same mistake during the pandemic, during changes in the economy, the longer sales cycles we've been experiencing, etc.
For information on how you can book me to speak at your upcoming sales kick-off meeting click HeRe!
One of my students landed appointments with 2 major companies, and;
In this week's episode of The Sales Playbook Podcast, I'll share exactly HOW they did it!
I have some prospecting data I'm going to share in this episode and it isn't pretty, but;
The cure is super easy and I have a few freebies for you that will help!
Resources mentioned in this episode:
FREE Creative Prospecting Guide
How To Write Cold Emails That Command Attention
In this week's episode of The Sales Playbook Podcast, we'll discuss why humor is so important to the prospecting process.
Click HERE to download my FREE Creative Prospecting Guide.
Boy do I have a cool FREEBIE for ya, but;
You better get your FREE copy ASAP before it goes away!
There was this SDR who did something brilliantly creative to get my attention, and then;
Things went wrong . . . terribly wrong!
On this week's episode of The Sales Playbook Podcast, we're gonna go there!
This episode of The Sales Playbook Podcast is brought to you by our From Cold To Gold: Prospecting Tactics That Convert webinar. Click HERE for details.
Please direct all speaking engagement inquiries to paul@yoursalesplaybook.com
It's getting harder and harder to get a busy decision-maker's attention, and;
If you want to stand out, you'll need to consider the approach we discuss in this week's episode of The Sales Playbook Podcast.
Click HERE to learn about our upcoming prospecting webinar: From Cold To Gold Prospecting Tactics That Convert!
On this week's episode of The Sales Playbook Podcast, we're going to talk about a "silent killer" of your success, and;
It usually goes undetected!
Click Here for information about my 1 on 1 coaching program.
Click HERE to learn how to hire me to speak at your next event.
There's an old saying that tells us we should "never look back", but;
Sometimes you need to look back to keep moving forward.
I get into the details and share how I recently turned around a day where I was guilty of "stinking thinking"!
Click Here for information about my 1 on 1 coaching program.
Click HERE to learn how to hire me to speak at your next event.
There's one thing you need to realize when it comes to your discovery calls, and;
Once you embrace it;
Your sales results will improve dramatically!
In this week's episode of The Sales Playbook Podcast, we're gonna go there!
Here's a tactic that pretty much nobody does and yet;
It will fast forward your success faster than any other tactic!
Think I'm bluffing?
Check out this week's episode of The Sales Playbook Podcast and see for yourself!
Click Here for information about my 1 on 1 coaching program.
Click HERE to learn how you can hire me to speak at your next event.
There's something I've been doing for 20+ years and it's made all the difference when it comes to the level of success I enjoy today.
I triple-dog dare ya to not only listen to this episode but;
Embrace it as a "must-have" on YOUR success journey!
Click Here for information about my 1 on 1 coaching program.
Click HERE to learn how you can hire me to speak at your next event.
This episode is going to hit you right between the eyes because it's something we all do and it hurts us in so many ways.
Click Here for information about my 1 on 1 coaching program.
Click HERE to learn how you can hire me to speak at your next event.
Please listen to this episode ASAP;
It's exactly what you need to hear TODAY!
And pass it along to a friend when you're done!
Next time you find yourself procrastinating, try this incredibly simple tactic, or;
Have fun losing 55 days over the next year to the silent killer we call "procrastinating"!
Think I'm kidding?
Then I triple dog dare ya to check out this episode of The Sales Playbook Podcast.
Email me Paul@yoursalesplaybook.com to learn more about how we can work together to help you get the results you deserve!
There's something really challenging when it comes to goals and quite frankly;
It isn't talked about enough!
On this week's episode of The Sales Playbook Podcast;
We're gonna go there!
Click Here for information about my 1 on 1 coaching program.
Click HERE to learn how you can hire me to speak at your next event.
PS I had intended on making this a much shorter episode but so much for that :)
There's something that you can do, starting TODAY that will give you an immediate advantage!
On this week's episode of The Sales Playbook Podcast;
We're gonna go there!
Click Here for information about my 1 on 1 coaching program.
Click HERE to learn how you can hire me to speak at your next event.
There's something all the influencers are saying you should NEVER say during a demo;
I say bullsh*t!
How your prospects regard you can influence their behavior and;
Can make or break the deal!
But HOW do you influence that?
In this week's episode of The Sales Playbook Podcast, we're gonna go there!
Chris Voss has a brilliant set of questions labeled "No oriented questions".
In this week's episode of The Sales Playbook Podcast, we get into the tactics, and the psychology behind it, and I provide you with a few cold call openers, cold email templates, and;
A cool template you can use when a deal stalls or if you've been ghosted!
Here's a link to the Closers Academy download and FREEBIE mentioned during this episode!
The 3rd and 4th quarters are by far THE most misleading quarters and there's a HUGE trap you'll want to avoid, but;
It's something you have to adjust immediately or you'll pay dearly for it!
This week's episode of The Sales Playbook Podcast is brought to you by our prospecting download. Click HERE for details.
I came across a warm email tactic (and template) that blew my mind and in this week's episode of The Sales Playbook Podcast, I share it all, step, by step.
Oh, and it's so incredibly simple to do and costs nothing!
FREE Resource Mentioned During The Podcast: I offer a FREE, 3-touch email sequence with templates and you can download it for FREE by clicking HERE
At the end of the podcast, I mentioned my prospecting download. Click HERE to learn more.
We've all had those situations where we do our homework on a potential client and come up empty!
How do you personalize a cold email when you don't have anything specific?
Better check out this week's episode of The Sales Playbook Podcast to find out!
Admit it, it totally sucks when potential clients aren't giving us the time of day.
I have 3 ways you can get a potential client's attention and I've loaded this episode up with all kinds of additional ideas, and;
Some mighty cool freebies!
Think I'm bluffing?
Then I triple dog dare ya to check out this week's episode of The Sales Playbook Podcast.
Resources mentioned in this episode;
3 FREE appointment setter email templates click HERE
about.me
seekingalpha.com
Castain's Summer Sales Challenge click HERE
There is an all caps HUGE personal branding mistake that many sales reps make, and;
It costs them business!
In this week's episode of The Sales Playbook Podcast, we're gonna go there!
There's a new cold email tactic making the rounds that 9 out of 10 times will make you look like a liar, but;
There's a much better (and more honest) way to approach the tactic that creates genuine dialogue with your prospects!
In this week's episode of The Sales Playbook Podcast, we're gonna go there!
Isn't it amazing how we can have 99 great things going on but an encounter with one idiot, becomes the focus?
In this week's episode of The Sales Playbook Podcast, we're going to explore some sound advice from a multi-millionaire (270 million net worth).
I'm also going to open up and tell you how I almost lost my business several years ago because of doing the exact opposite of this man's advice!
We always think about demos in the traditional sense of perhaps an overview of our solution, showing functionality, etc.
In this week's episode of The Sales Playbook Podcast, I'm going to open 5 new doors for you!
Busy decision makers LOVE to scroll through emails and oftentimes they miss THE most important points we were trying to articulate.
In this week's episode of The Sales Playbook Podcast, we're going to look at 3 super important things;
1) WHY decision-makers scroll in the first place
2) We'll take a look at the latest eye scan research to see HOW (as in the specific pattern) they scroll.
3) I'll show you 12 things you can use, within the body copy of your cold email to;
Slow the scroll!
This week's episode of The Sales Playbook Podcast is brought to you by our Ultimate Prospecting Course. Click HeRe for details!
The subject line on your cold emails can dramatically improve your open rates and they can even dramatically REDUCE the probability of your email getting flagged for spam!
In this week's episode of The Sales Playbook Podcast, we're going to talk about several things you can do to improve your subject lines in an all caps, EPIC way!
I have 3 FREE cold email templates for you and you can have them for FREE, no purchase necessary!
My way of saying "Thank you" to all the awesome people who support me!
I came across a super cool and super simple concept called "The 100 Hour Rule" and it's about to become your new best friend!
Sadly, 80% of those who set goals for 2024 have already given up on them!
Additionally, you have lots of sales reps who haven't given up but still aren't accomplishing what they hoped to this year!
I got you covered my friend and we talk about something super simple you can do on this week's episode of The Sales Playbook Podcast
Ask these 3 simple questions as you set the first meeting with a prospect and you set yourself up for a much smoother sales cycle!
If you've been noticing that deals have been taking longer to close, this episode is for you, because;
I have 2 very specific tactics that can help!
In this week's episode of The Sales Playbook Podcast, we're going to talk about a silent killer in sales so powerful;
It will DESTROY your commission checks!
In this week's episode of The Sales Playbook Podcast, we're going to talk about a prospecting mistake so deadly it can ruin your pipeline.
Oh, and we're going to talk about how you can keep it from happening to you!
Most people abandon their goals between the third week of January and the first week of February.
In this week's episode of The Sales Playbook Podcast, we're going to talk about how you can turn the odds around in your favor!
If you ever wished that MORE decision makers would answer their phones, and there was a way to make that call less cold, less salesy, and WITHOUT any cutesy gimmicks;
You should check out this episode of The Sales Playbook Podcast, ASAP!
Oh, and this tactic can help you get more callbacks too, but there, I went and said too much!
I have some awful news regarding cold sales emails that I'm going to share in this week's episode of The Sales Playbook Podcast, but;
It isn't all bad news because I have 3 simple things you can do to DRAMATICALLY impact your cold email success rate!
There's a quote everyone loves to say in sales that can absolutely hurt your results, and;
In this week's episode of The Sales Playbook Podcast, we're gonna go there!
There's something absolutely AWFUL that shows it's ugly face this time of year, and; The worst part is that it's been creeping into your week little by little, until; Right now when you REALLY begin to feel it; Then it gets worse! In this week's episode of The Sales Playbook Podcast, we're gonna go there!
In this week's episode of The Sales Playbook Podcast, we talk about the proverbial "Elephant in the room; (Will AI replace sales reps?)
How do you hire a sales rock star?
We're gonna go there in this week's episode of The Sales Playbook Podcast!
According to a study conducted by The Journal of Personality and Social Psychology, 50% of our written communication is misinterpreted.
Here's something you can do about it!
"Prospects admire persistence" . . . you might be a tad confused and even if you aren't, it still might cost you!
If you're an older sales rep (or even a younger sales rep) you'll want to listen to this ASAP or run the risk of being regarded as a dinosaur!
I wanted NOTHING to do with all this talk about AI and the app Chat GPT but;
Something changed and in this week's episode of The Sales Playbook Podcast, I share what changed and why you might want to embrace AI for your sales efforts too!
There are two mistakes most sales reps make within their prospecting sequences, and;
On this week's episode of The Sales Playbook Podcast, we're gonna go there!
Most sales reps lose 20% of their work week to something that chances are;
You've been a victim of all along!
In this week's episode of The Sales Playbook Podcast;
We're gonna go there!
Lots of layoffs going on all around us folks and;
This week we're going to be talking about how you can build up your defenses BEFORE a recession hits!
In this week's episode of The Sales Playbook Podcast, we're going to discuss another fourth-quarter mistake that not only hurts you;
It will limit your opportunities ALL of next year as well!
This week's episode is brought to you by my Prospecting Trifecta download. Please click HERE to learn more.
In this week's episode of The Sales Playbook Podcast, we discuss a mistake that not only limits your fourth-quarter results;
It pretty much screws your results in Q1 of the new year!
More and more decision-makers are delaying decisions due to the economic downturn.
Others cling to the holidays as an excuse to procrastinate.
What can YOU do about it?
I got you covered and share a super simple thought process that can help!
Think I'm bluffing? Then you better check out this episode of The Sales Playbook Podcast.
When you finish the episode, check out this fourth-quarter resource by clicking HERE.
How can we stay in touch with potential clients WITHOUT coming across as salesy, or even, dare I say;
A pain in the ass!
On this week's episode of The Sales Playbook Podcast, I share 2 really cool tactics that can help!
After you listen to the episode, be sure to check out a special fourth quarter resource by clicking HERE.
The bad news is that we’re about to lose precious selling time between the holidays, and the dreaded blowoff;
“Let’s revisit this after the holidays!“ We can’t afford to lose time and we certainly can’t have our deals stall!
On this episode of The Sales Playbook Podcast, we're gonna go there!
Cool FREEBIE at the end of the episode!
There's a really simple tactic that can help you expedite your deals, especially during the fourth quarter.
I share it in this week's episode of The Sales Playbook Podcast.
This one, simple tactic can generate MORE sales opportunities than you can ever imagine, and;
In this week's episode of The Sales Playbook Podcast;
We're gonna go there!
For details on our upcoming course Secrets Of The World's Top Sales Reps click HERE.
In this week's episode of The Sales Playbook Podcast, we're going to discuss a tactic that will put a lot, (and I mean a lot) of money in your pocket, and;
I also have a major announcement that I'm sharing at the end of the podcast.
Please share this week's FREE sales lesson with your sales team!
Click HERE to contact me for speaking engagements.
In this week's episode of The Sales Playbook Podcast, I'm going to share an incredibly easy tactic that can help you get back in front of your lost opportunities!
Be sure to join us for our How To Win Back Lost Opportunities webinar this week. Details HERE.
There are 5 mistakes that occur AFTER sales reps lose a deal and in this week's episode of The Sales Playbook Podcast;
I'm going to tell you HOW to avoid them!
I received a cold email that immediately captured my attention, but then;
The rep made a mistake that ruined it just as fast!
In this week's episode of The Sales Playbook Podcast, I share the mistake and how YOU can avoid it!
On my first day at a new job, my wife once said something to me that really shocked me, and;
It actually hurt a bit too, but;
It was one of those "the truth hurts" moments that I needed to experience to level up in my career!
You might be in need of this advice too!
The challenge with most sales meetings is that participants consume information instead of taking action.
In this week's episode of The Sales Playbook Podcast, I'm going to show you an easy way to fix this!
Most sales team meetings suck, in fact, most sales reps despise them!
In this week's episode of The Sales Playbook Podcast, we discuss one simple thing you can do that will add instant value to your sales team meetings!
This prospecting tactic is a non-negotiable as far as I'm concerned and it's designed, specifically for holiday weeks!
In this week’s episode of The Sales Playbook Podcast, we’re going to discuss a prospecting mistake that’s so common;
You’ve probably been making it all along!
There's a very specific story that I've been sharing with prospects that's generated over a quarter million dollars for me in revenue.
I share it in this week's episode of The Sales Playbook Podcast!
There's something, within your prospecting efforts, that you'll need to change IMMEDIATELY because quite frankly;
It's costing you MONEY!
Not sure how the first quarter of 2022 treated you, but this short message will help you have a BETTER Q2!
Not sure if its a curse or a blessing, but;
I’ve always sold in industries where there were way too many competitors competing for the same chunk of business.
How can you possibly show someone you’re different from ALL the other choices?
In this week’s episode of The Sales Playbook Podcast, I’ll share how I’ve always done it!
I have a super easy way for you to set yourself apart from your competitors and in this week's episode of The Sales Playbook Podcast, we're gonna go there!
According to Impact Communications, buyers buy for a very specific reason and the good news is that you're probably all over it, but;
30% buy for another reason and the average sales rep misses it completely!
In this week's episode of The Sales Playbook Podcast, we're gonna go there!
In this week's episode of The Sales Playbook Podcast we discuss the 5 components of a kick-ass prospecting sequence and then narrow it all down to the one that matters most.
It's called "The Delayed Response Tactic" and in this week's episode of The Sales Playbook Podcast;
We're gonna go there!
How do you take control of your deals WITHOUT being controlling and manipulative?
On this week's episode of The Sales Playbook Podcast, we're gonna go there!
There’s a super simple way for you to maximize your sales efforts, and;
In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
There are 3 cold email tactics that are actually quite common, and yet;
They can actually hurt your prospecting efforts.
In this week's episode of The Sales Playbook Podcast, we're gonna go there!
There are 3 lead sources that are incredibly effective, but;
They’re also time-sensitive so you’ll need to get going on them IMMEDIATELY.
Ready?
I take you through each one in this episode of The Sales Playbook Podcast!
How you begin your cold call can absolutely make or break the overall success of that call!
In this week’s episode of The Sales Playbook Podcast, I’m going to share a cold call opener that captures the decision maker’s attention!
In this week’s episode of The Sales Playbook Podcast, we’re going to discuss a prospecting tactic that goes against everything you were ever taught!
Sometimes getting started on our goals is difficult.
We see a long road ahead and we get a bit discouraged.
In this episode of The Sales Playbook Podcast, I offer a simple solution that will not only help you get started on your goals;
It will help you create some immediate momentum!
There are 3 super simple things you can do that will get your emails opened, read, and responded to.
In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
In this week’s episode of The Sales Playbook Podcast, we discuss an absolutely BRILLIANT lesson from the rock world, that;
Can be applied to sales as well as life!
What you believe as a sales rep can absolutely make or break your results.
In this week’s episode of The Sales Playbook Podcast, I challenge some common beliefs that are limiting you!
Holiday weeks sure can be challenging for those of us in sales!
In this week’s episode of The Sales Playbook Podcast, we’re going to talk about a really cool alternate plan for you to consider!
There’s a really cool way for you to rapidly improve upon your selling skills.
I learned this method for improving a few years ago and it’s made a significant difference in my results ever since.
So much so, that I now teach it to my coaching clients.
In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
Sometimes life isn’t fair.
Sometimes life throws a sucker punch!
In this week’s episode of The Sales Playbook Podcast, I share two awful things I experienced recently and more importantly;
How I pulled myself out of a very dark place!
There’s a question that if you ask it immediately can change your results this year, even though;
There are only 61 days left.
In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
There’s one thing that gets in the way of our success and quite frankly, we’ve ALL been guilty of it at one time or another.
In this week’s episode of The Sales Playbook Podcast, I’m going to share what it is and more importantly;
What YOU can do about it!
There’s an opportunity in the fourth quarter that most of your peers will miss. I'm also willing to bet that you'll miss it too, and yet;
It can absolutely make or break the results you’ll get in 2022.
In this week’s episode of the sales playbook podcast, we’re gonna go there!
I was blown away by the number of people who said they WOULDN’T change their sales tactics during the fourth quarter in the LinkedIn poll I just ran!
In this week’s episode of The Sales Playbook Podcast, I’m going to share why I believe you MUST change your tactics this quarter!
There’s nothing more frustrating than having a productive meeting (or meetings) with a prospect only to have them disappear;
Never to be heard from again!
We refer to this as having been “ghosted” and quite frankly it SUCKS!
In this week’s episode of The Sales Playbook Podcast, I’m going to share two simple things you can do about it!
The problem with most cold calls is that they all pretty much start the same way with a “How are you”, “The purpose of my call is _________”, or worse yet;
An immediate pitch!
When you start a call the same way as the recipient is used to;
You create a stimulus/response situation and the response is typically “No thanks”.
I have a completely different cold call opener that I teach my coaching clients, and;
This week I’m going to share it with you on The Sales Playbook Podcast!
And be sure to join us this Thursday for our 10 Ways To Open Your Cold Call With IMPACT (And 5 That Absolutely Suck) webinar.
Click HERE for details and to reserve your spot!
Decision makers haven’t gotten really good at making quick decisions when it comes to their time and how they’re spending it;
Like whether or not to hear you out when you cold call them.
What you say in the first few seconds of a cold call can easily determine your fate, so;
How can you demonstrate immediate value in those critical first few seconds;
In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
Most sales reps give ZERO thought to their cold call opening statement and worse yet;
They waste valuable seconds saying things that are of ZERO value to the recipient.
I share my thoughts and offer a helpful exercise in this FREE audio sales lesson!
There's something prospects are predisposed to do during virtual meetings and demos and sales reps play right into it!
In this quick tip, I share what it is and HOW you can avoid it!
Last Call . . .
Registration is about to end for our How To ROCK Your Virtual Demos and Meetings webinar.
It all takes place tomorrow, August 12th at 11:30 am EST.
Here’s what you’ll gain by joining us;
- 2 Ways To Dramatically Reduce No Shows and Reschedules
- How To Put Forth Your Expertise Before, During, and After Your Meeting
- The 4 Types Of Meeting Participants and How To Adapt Your Demo To IMPACT Them Individually
- How To Establish A Collaborative and Open Exchange Within The First Few Minutes
- 2 Ways To Avoid “Death by PowerPoint”
- How To Master The Art Of Intentional Language
- 5 Ways To Boost Engagement and Reduce Those Dreadful Crickets
- How To Get Back On Point When Your Participants Go Off-Topic
- 10 Ways To Boost Your Credibility and Silence The Skeptics
When? TOMORROW, August 12th, from 11:30 am to 12:45 pm EST.
How Much? $99
CLICK HERE TO JOIN US!
When we think about the pre-call planning step in the context of meeting prep, we typically think about;
Creating Meeting Objectives
Research
Creating Some Preliminary Questions and Talking Points
Practicing
But there’s one thing most reps forget to do and as a result;
They forget to bring something super important to their meetings and demos!
On this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
HOW TO ROCK YOUR VIRTUAL MEETINGS AND DEMOS Here’s what you’ll gain by joining us;
- 2 Ways To Dramatically Reduce No Shows and Reschedules
- How To Put Forth Your Expertise Before, During, and After Your Meeting
- The 4 Types Of Meeting Participants and How To Adapt Your Demo To IMPACT Them Individually
- How To Establish A Collaborative and Open Exchange Within The First Few Minutes
- 2 Ways To Avoid “Death by PowerPoint”
- How To Master The Art Of Intentional Language
- 5 Ways To Boost Engagement and Reduce Those Dreadful Crickets
- How To Get Back On Point When Your Participants Go Off-Topic
- 10 Ways To Boost Your Credibility and Silence The Skeptics
When? Thursday, August 12th, from 11:30 am to 12:45 pm EST.
How Much? For the first 50 people to enroll it’s only $50, after that, $99.
CLICK HERE TO JOIN US!
There's a question that most reps avoid, mostly because they feel funny asking it and they end up paying for it dearly as a result.
And no, I’m not talking about the budget question!
In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
During the podcast, I mention our upcoming webinar How To ROCK Your Virtual Demos and Meetings. Here's a link so you can check it out for yourself
The very first thing that participants see in a virtual meeting (besides you) is the background and no, I’m not going to tell you to make sure your background is neat and tidy or to use some background that makes you look like you’re broadcasting from a house featured on MTV Cribs.
There’s actually something else that I’m going to share that can help you score MUCHO points with the participants!
We’re going to go there in this week’s episode of The Sales Playbook Podcast!
You try to get in contact with a potential client and you get voicemail.
When do you try to reach them again?
You send an email and no reply?
How long do you wait until you try to reach them again?
How much is too much when it comes to contacting potential clients?
We’re gonna go there in this week’s episode of The Sales Playbook Podcast!
Unnecessary meetings are the bane of a salesperson’s existence!
In this week’s episode of The Sales Playbook Podcast, we discuss HOW you can avoid them!
There’s a cold call opening that I’ve been using for the last 10 years that has dramatically reduced the number of phone objections while dramatically increased the number of demos I’ve been setting.
I share it step by step, word for word in this week’s episode of The Sales Playbook Podcast!
I think I speak for EVERY sales rep when I say that we wish that we could expedite our deals without being salesy, pushy, needy, manipulative and;
Without using any of those God awful dated closing lines!
In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
Summer can be quite challenging for us in sales, so;
I decided to share a few resources to help you LEVERAGE the summer selling season!
There is a mistake that MOST sales reps make it costs them, on average;
3-6 months (annually) in;
Lost opportunities and;
Lost commission checks!
Over the course of a sales rep’s entire career, it will cost them millions of dollars!
Did I get your attention?
Then you’ll want to give this week’s episode of The Sales Playbook Podcast a listen!
There is something that is so deadly to sales reps and yet they NEVER see it coming.
It sneaks into their day to day and by the end of just one year, it can annihilate!
In this week’s episode of the Sales Playbook Podcast, we’re gonna go there!
“Sales ISN’T A 9-5 job!” But how the heck can you possibly have what experts refer to as a life when work constantly interrupts?
In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
A little over a decade ago I experienced two life changing events.
In this week’s episode of The Sales Playbook Podcast I share what they were and more importantly;
How I leveraged them to go from an employee to a business owner.
There are lots of ways to improve your sales reps, but;
There’s one thing you can do that can help you in more ways than you’re aware of.
In this week’s episode of The Sales Playbook Podcast;
We’re gonna go there!
One of the fastest ways to get disregarded and deleted is to continually send salesy emails to your prospects.
It's also a great way to land in someone's spam folder!
In this week's episode of The Sales Playbook Podcast we're going to discuss how you can get away from salesy and embrace a more meaningful messaging cadence.
Most prospecting calls begin the same way and quite frankly, sales reps pay dearly for that!
In this week’s episode of The Sales Playbook Podcast, we discuss how to change up your call opening to capture the attention of your prospect!
For years I’ve been voicing my opinion about how awful it is to send “bump” style sales emails, but;
I’ve recently changed my opinion (somewhat) and share a much BETTER way to send them in this week’s episode of The Sales Playbook Podcast!
If there’s one thing we’ve heard over and over again since the start of the pandemic it’s;
You have to adapt! In this week’s episode of The Sales Playbook Podcast, we’re going to discuss HOW you can adapt to this ever changing landscape!
Fess up . . .
Lately, when you prospect, you’ve been hearing;
“There’s a spending freeze right now.”
“Call me back after the pandemic.”
“Everything is on hold right now.”
In this week’s episode of The Sales Playbook Podcast I’m going to show you how you can respond to that without being insensitive, and as a bonus;
Set MORE appointments!
I bet you if I were to tell you that it’s important to get your car tuned up periodically you’d give me an epic eye roll!
No brainer, right?
And yet, many of us fail to give our prospecting chops a much needed tune-up;
At a time when the pandemic has presented mucho prospecting challenges!
In this week’s episode of The Sales Playbook Podcast, we’re gonna fix that!
The week between Christmas and New Year’s can be a real challenge for us in sales!
In this week’s episode of The Sales Playbook Podcast, I offer 2 quick suggestions, and;
Some much needed “tough love”!
There’s something within your sales emails that’s a bit of a silent killer;
Especially during the pandemic!
In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
Last Call!
Registration is about to end for our Emails That ROCK (Pandemic Edition) webinar.
Click HERE for details and to secure your spot!