Shake it off!


Sometimes you want to just shake it off!! (And it is a necessary release).

Prospecting is hard. And it's not getting any easier. COVID certainly hasn't helped the situation. But the fact is that you still need to generate revenue and you need to find new clients. Perhaps you're finding it hard to get these potential clients on the phone, they don't have time to talk to you, or you are hearing there's a "pause" on spending at the moment.

Either way, if you're actively prospecting, if you're trying to take control of revenue opportunities, if you're trying to bring in new business, it's not easy out there.

You might be hearing a lot of NOs. And that feels very negative, and it affects your energy.

Well, there are three ways that I can help you to “shake it off”:

  1. One is to get up and dance, do what Taylor does, put on your favorite music, and just try and let it go.
  2. The second one is to try some meditation and to focus on your breath. That's what I love to do. Even a two...
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Common Mistakes to Avoid When Making Cold Calls


I just had a cold call sales call from a very enthusiastic salesperson trying to send me some software, it was over the phone, and I probably will never buy from them for a number of reasons.

  1. He went straight to a sales pitch and did not take the time to even figure out if what he was trying to sell me was a fit for me.

  2. I was confused. I was trying to figure out what was relevant about this software; how it was going to help me in my business. Now, I gave him a little bit extra time because the person who runs the company, he mentioned them, and I knew him, you know, from a number of different views of years ago. And so I wanted to give him a chance, I asked a lot of questions to really figure out if it was the right software for me.

So sales leaders, it's really, really important right now to help your team to earn the trust of the buyer.

What that salesperson needed to do was earn enough of my trust to give him my time to take that free demo that he really wanted me to sign up...

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