It’s a drag when prospects don’t respond. Did I do something wrong? Don’t they like me anymore? What’s happening? I’ve felt all of these feelings when selling. This is no way to feel! Here’s some good news. It’s a principle I learned from one of my sales mentors. The 15-second voicemail. First the principle: the […]

An open letter to those who are missing the mark with their sales outreach efforts (along with a better approach): You’ve broken my trust with your amateur sales outreach efforts on LinkedIn You complimented me to make a connection and then went for the hard close You used my alumni or connections to “just connect” […]

Toss out your “About You” section of your website. Here’s why… Too many websites sound like this: Acme Consulting About Us – founded in 1998 on the principles of integrity…. YAWN! From your visitor’s perspective, you’ve already lost them. You’re making it too hard to figure out how you help them. Do this instead: Stick […]

It stinks because it’s unclear what you want your visitor to do It stinks because it’s unclear what problem you solve for your visitor It stinks because your using it as a place to tell everything about you It stinks because you make your visitor have to think too hard It stinks because it doesn’t […]

There’s a sales email that I used to forget about all the time. It’s not the check in It’s not the follow up It’s not the thank you It’s not the nudge It’s the sales email when you ask for nothing from your prospect. It’s the email that shows you’re human.It’s the email that disrupts […]