If you pop over to Google and search “best times to call prospects,” you’re going to be swamped with results — close to 89 million, last time I checked. No wonder everyone’s scratching their heads over this! Here’s my take:Whenever someone…

It’s tempting to believe that an in-depth knowledge of our products is the key to unlocking success. However, an even greater asset lies in understanding the problems clients face – a principle that has to play out in all aspects…

Last week’s Blind Outreach mentions that your prospects need brainpower, time, and money to make decisions. Way back in 2017, I wrote a three-part blog post on WHAT someone needs to make a decision. The interesting thing is in sales training…

Recently, I had someone ask me what my prospecting success rate was for blind outreach. To which I responded, “what do you mean by blind outreach?” Answer = calling someone without something scheduled. I have been thinking about it ever since, the rest…

In honor of April being National Poetry Month here is my Prospecting Haiku Prospecting is FUN if counting conversations yields more than zero This month count the conversations you have with people you’ve never spoken with before. Use the first…

A few years ago, I found myself standing on the northeastern shore of Ireland, gazing across the Irish Sea toward Scotland. The distance between these two points, on a clear day, is starkly visible, offering a sense of closeness despite…

When pondering the question, “What are you doing to light up every day at work?”, it’s crucial to dive into the essence of what makes a career not just tolerable but truly vibrant and fulfilling. This question isn’t just about finding…