Everyone knows earning response means adding value to email messages when prospecting. But, today, I’ll challenge this cold email best practice. Offering value—without having earned the chance to provide it—is failing most sellers. Beware...
Think about the last time a salesperson piqued your interest with a cold email, then stopped. They didn’t try to coerce or steer you. Instead, they were silent, acknowledging your right to choose to engage or walk away. We often walk away. But think about a time you chose to continue. Because you were curious,…
Misrepresentation in cold email outreach is rampant. It’s becoming a popular, yet ineffective, inside sales best (worst) practice.
Successful meetings. We love ’em. But suddenly prospects stop responding. Here’s an effective unresponsive email follow-up to test.
Does the appropriate person cold email technique work? It seems to depend on what you sell and to whom. There’s plenty of debate.
Do your follow-ups try to convince prospects to take an action? Instead, your prospect should convince themselves to take action.
Using storytelling as a conversation-starter? Why would prospects want to hear a story unless they were ready to consider change?
Most sales reps are turning to software vendors claiming email communication expertise. Yet The tips and advice are garbage.
Are you asking prospects to: answer questions leading to an outcome you want? Be persuaded by research to form a conclusion? Beware.
Getting through to C-level decision-makers demands effective follow-up techniques, and today’s best performing sellers have them.
Nothing screams “I’m trying to persuade” you louder than trying too hard to establish credibility.
You just had a good meeting with a client or potential new client. It’s time to send the meeting follow-up email.
Ever notice how the argument against cold calling is actually against cold pitching? (a concept that has never worked in B2B.)
Sales teams across the globe are telling prospects, “You should invest in what I sell — because this research says so” and expecting to
Today, business email is transactional. Especially cold emails.