Do upfront contracts (AKA permission-based openers) in cold calls actually work?
Wingman analyzed 2 million minutes over 222,577 sales calls in the last 12 months. And a big chunk of those were cold calls. When a permission-based opener was used, 46.78% of those calls ended with next steps. Compared to 36.14% of…
Talk:listen ratio is overrated. Stop focusing on it so much.
You’ve heard the old sales adage: you have two ears and one mouth. Well, turns out that’s true. You do, in fact, have two ears and one mouth. But that doesn’t mean prospects should dominate sales and prospecting conversations. Wingman…
Lack of a repeatable process is the biggest challenge reps have with prospecting.
There’s no framework or structure for approaching new prospects and starting conversations. So you end up feeling like there’s always something more you should be doing. And are left with inconsistent results. If you’ve ever felt this way before, you’re…
So you got through on your cold call…
Ever hit the panic button when the prospect immediately gives you an objection? Your heart is racing and you’re super anxious. And all you can think about is how flustered you are and what to do next. It’s hard, but…
Two weeks ago, I nearly had an anxiety attack.
I was sitting on the couch watching TV. My chest got tight. My heart started racing. And I had this feeling of deep worry but wasn’t sure what about. It lasted for most of the day. The weird part? Nothing…
THANK YOU to everyone who participated in the Think Outside the Script summer virtual tour.
The event ended last week with killer presentations from Kendra Lee, Nimit Bhatt, and Morgan J Ingram. I’ll admit I had huge imposter syndrome putting this together. I didn’t think more than a dozen speakers would even be interested. Several friends encouraged me…
Text-only cold emails are dying a slow death.
They take too long to process. And they don’t interrupt the normal pattern of outreach prospects receive. The avg. reading speed is 300-450 words per minute. Most cold emails are 100+ words, which take 13.3-20 seconds to read. So what…
It’s been quite the ride.
In May, Sara Bay and I had this crazy idea to do a “virtual tour” instead of an online conference. And I had all kinds of imposter syndrome. Who would even want to participate with us?Do we really need another online event…
Inbound or outbound? What’s better?
That’s the wrong debate. It isn’t about either/or. It’s about both. If you’ve traditionally been an inbound company—or have a mostly inbound sales team—outbound can be a great complement to your client acquisition efforts. But not all outbound is created…
How should you prospect on LinkedIn?
You can send video and audio messages. That’s the shiny object right now. But the novelty is starting to wear off with all the noise on LinkedIn. And the content of those messages is becoming more important. Communicating on LinkedIn…
