Do you need a script?
There’s a lot of binary thinking out there on this one. “I live and die by my script!” “They’re bullsh*t!!! Only a rookie would use a script!” But the argument is mostly semantics. Everyone has a different definition of what…
Nicole landed a big meeting with a CFO last week!
Here’s what’s working for her. Nicole sells insurance at Bolton & Company to finance and HR professionals. Since joining the boot camp, Nicole has worked very hard to get more comfortable on cold calls. And that’s exactly how she landed this meeting….
Prospects opening your emails but not responding?
We’ve all been there. The prospect opens up your email dozens of times, but no response. You send a personalized video, more follow up emails, a LinkedIn connection request…no dice. You don’t have a direct dial, so you call through…
“Is this Jason? Jason Bay? And you’re still at Blissful Prospecting?”
Using this cold call opener might irritate the prospect. But that’s a GOOD thing. That means you have their full attention. Richard Harris™ shared that with me, and it really made me think. And I had to play devil’s advocate. The…
Pattern interrupts.
You’ve heard. People talk about them. But what are they? It’s simply taking the prospect in a direction that isn’t anticipated. For example, most people open their cold calls the same exact way: “Hey John, this is Jason with Blissful…
You are NOT responsible for any prospect’s feelings.
The root cause of call reluctance isn’t fear of rejection. That’s a symptom. We have a basic need to feel accepted, loved, and understood. Think back to a time when you didn’t feel accepted. Those situations leave permanent memories in…
Most sales advice isn’t actionable. It’s too theoretical.
“That sounds great, but how do I use this?!” If you’ve ever felt that way, you’ll dig these 6 prospecting plays you can start using immediately. ✅ Cold call openers: “I know it’s kind of a weird time to be…
We have to stop calling people “gatekeepers.”
It dehumanizes them. And starts off the relationship in an adversarial way. Let’s call them “assistants.” And let’s give them some credit. They’re smart. And they have a job to do—protect their boss’s time. “Assistants are much better at getting…
Creativity when prospecting is critical right now.
Standing out above the noise is harder than ever. Email inboxes are flooded with spam. LinkedIn inboxes are filled with “pitch slaps.” And people are picking up their phone less. I’ve always relied on a good ‘ole personalized video holding…
What’s your biggest prospecting pet peeve?
Todd Caponi‘s is the “pitch slap.” This happens when you accept a LinkedIn connection request, and immediately you’re slapped by a sales pitch. Whew, when you ask about peeves—you get some hilarious answers. I asked 27 other sales leaders, sales…
